Carlos J. Torelli

Bio: Carlos J. Torelli is an academic researcher from University of Illinois at Urbana–Champaign. The author has contributed to research in topics: Consumer behaviour & Brand equity. The author has an hindex of 23, co-authored 72 publications receiving 2361 citations. Previous affiliations of Carlos J. Torelli include University of Minnesota.

Redefining home: How cultural distinctiveness affects the malleability of in-group boundaries and brand preferences

Abstract: In a world of increasing global mobility, we investigate how feelings of cultural distinctiveness—feelings of being different and separated from the surrounding cultural environment—influence consumers’ preferences for brands that symbolize a related cultural group (i.e., a group that is geographically proximal and/or shares socio-historical and cultural roots with one’s own cultural group). Results from seven studies demonstrate that consumers experiencing cultural distinctiveness are likely to evaluate favorably and prefer brands associated with a related cultural group, in choice set or consumption situation, even if they are not the favored option in the choice set. This pro-ingroup bias for culturally related brands is driven by a heightened desire to connect with “home,” which prompts consumers to expand their in-group boundaries to include the related cultural group within a broadened definition of home. However, this pro-ingroup bias is attenuated when the salience of intergroup rivalries is high, where experiencing cultural distinctiveness can backfire and result in less favorable evaluations of brands associated with a related cultural group. This research is the first to demonstrate that cultural consumption is a dynamic process, and that in-group boundaries can be malleable and expandable, depending upon the motivation of the consumer.

Power and status across cultures.

Abstract: This article synthesizes recent psychological research at the intersection of power, status, and culture. Our review shows that culture affects how status and power are conceptualized, who attains them, and what their consequences are. In individualistic cultures (and particularly vertical ones that emphasize hierarchical arrangements), power is conceptualized in personalized terms (i.e. focus on self-benefits), competence drives status attainment, norm violations increase power, and individuals strive primarily for power, approve of powerholders that behave equitably, and feel happy when they have personal power. In contrast, in collectivistic cultures (and particularly horizontal ones that promote egalitarianism), power is conceptualized in socialized terms (i.e. focus on benefitting others), warmth and competence drive status attainment, norm adherence increases power, and individuals strive primarily for status, approve of powerholders that behave compassionately, and feel happy when they have socialized power. We discuss what remains unknown as a mechanism for guiding future work.

Justice or compassion? Cultural differences in power norms affect consumer satisfaction with power-holders

Abstract: Purpose – The purpose of this paper is to investigate cultural variations in the qualities that White Americans and Hispanic Americans believe power-holders should embody, and the situations in which these norms influence consumer satisfaction. Design/methodology/approach – Two experimental studies (n1=130 and n2=121) and one field study (n=241) were conducted with White American and Hispanic participants. Results were analysed using ANOVA and regression. Findings – White Americans are predisposed to apply to power-holders injunctive norms of treating others justly and equitably, whereas Hispanics are predisposed to apply injunctive norms of treating others compassionately. These cultural variations in the use of injunctive norms were more evident in business or service contexts in which power was made salient, and emerged in the norms more likely to be endorsed by White American and Hispanic participants (Study 1), their approval of hypothetical negotiators who treated suppliers equitably or compassionat...

Power, approach, and inhibition. Власть, напористость и подавленность

Abstract: Статья посвящена вопросам влияния власти на поведение человека. Авторы рассматривают данные различных источников, в которых увеличение власти связывается с напористостью, а ее уменьшение - с подавленностью. Конкретно, власть ассоциируется с: а) позитивным аффектом; б) вниманием к вознаграждению и к свойствам других, удовлетворяющим личные цели; в) автоматической переработкой информации и резкими суждениями; г) расторможенным социальным поведением. Уменьшение власти, напротив, ассоциируется с: а) негативным аффектом; б) вниманием к угрозам и наказаниям, к интересам других и к тем характеристикам я, которые отвечают целям других; в) контролируемой переработкой информации и совещательным типом рассуждений; г) подавленным социальным поведением. Обсуждаются также последствия этих паттернов поведения, связанных с властью, и потенциальные модераторы.

Human MotivationThe Mind in Action: A Study of Motives and Values. A. Campbell Garnett

Abstract: In his Preface the author' says that he started out to review all the more important theories upon the topics ordinarily discussed under human motivation but soon found himself more and more limited to the presentation of his own point of view. This very well characterizes the book. It is a very personal product. It is an outline with some defense of the author's own thinking about instincts and appetites and sentiments and how they function in human behavior. And as the author draws so heavily upon James and McDougall, especially the latter, the book may well be looked upon as a sort of sequel to their efforts. There is a thought-provoking distinction presented between instinct and appetite. An instinct is said to be aroused always by something in the external situation; and, correspondingly, an appetite is said to be aroused by sensations from within the body itself. This places, of course, a heavy emphasis upon the cognitive factor in all instinctive behaviors; and the author prefers to use the cognitive factor, especially the knowledge of that end-experience which will satisfy, as a means of differentiating one instinct from another. In this there is a recognized difference from McDougall who placed more emphasis for differentiation upon the emotional accompaniment. The list of instincts arrived at by this procedure is much like that of McDougall, although the author is forced by his criteria to present the possibility of food-seeking and sex and sleep operating both in the manner of an appetite and also as an instinct. The Shand-McDougall concept of sentiment is taken over and used in the explanation of moral motivation. There is the development within each personality of a sentiment for some moral principle. But this sentiment is not a very powerful motivating factor. It is reinforced by social pressures and by religion, which is treated as an effort of finite man to live in harmony with the infinite reality. Those whose psychological thinking is largely in terms of McDougall will doubtless find this volume a very satisfying expansion; but those who are at all inclined to support their psychological thinking by reference to experimental studies will not be so well pleased. The James-Lange theory, for example, is discussed without mention of the many experimental studies which it has provoked. Theoretical sources appear in general to be preferred to experimental investigations.