Showing papers in "Psychology & Marketing in 2001"
TL;DR: In this paper, the authors developed a set of hypotheses related to the moderating effect of selected personal characteristics on the satisfaction-loyalty link, including variety seeking, age, and income.
Abstract: Previous research on the relationship between customer satisfaction and loyalty has
largely neglected the issue of moderator variables. The authors develop a set of
hypotheses related to the moderating effect of selected personal characteristics on the
satisfaction-loyalty link. These hypotheses are tested in a consumer durables context
using multiple group causal analysis. Empirical findings provide reasonable support for
the theoretical arguments. Specifically, variety seeking, age, and income are found to be
important moderators of the satisfaction-loyalty relationship.
1,170 citations
TL;DR: In this paper, the influence of various cultural and psychological factors on the green purchase behavior of Chinese consumers was examined and a conceptual model has been proposed and subjected to empirical verification with the use of a survey.
Abstract: This study examines the influence of various cultural and psychological factors on the green purchase behavior of Chinese consumers. To this end, a conceptual model has been proposed and subjected to empirical verification with the use of a survey. The survey results obtained in two major Chinese cities provide reasonable support for the validity of the proposed model. Specifically, the findings from the structural-equation modeling confirm the influence of the subjects' man–nature orientation, degree of collectivism, ecological affect, and marginally, ecological knowledge, on their attitudes toward green purchases. Their attitudes toward green purchases, in turn, are also seen to affect their green purchase behavior via the mediator of green purchase intention. Although the present findings provide a better understanding of the process and significant antecedents of green purchasing, they also highlight two areas for more thorough investigation. These are the exact role of ecological knowledge in Chinese consumers' green purchasing process and the underlying factors that account for their low level of green purchase. This study also discusses how the present findings may help the Chinese government and green marketers to fine-tune their environmental programs. © 2001 John Wiley & Sons, Inc.
905 citations
TL;DR: In this article, a framework for understanding the effects of commercial sponsorship on consumers is proposed, which defines and explores certain tenets essential to understanding sponsorship effects, namely, goodwill, image transfer and the concept of fan involvement, and relates these tenets to the achievement of a consumer response.
Abstract: This article offers a framework for understanding the effects of commercial sponsorship on consumers. It defines and explores certain tenets essential to understanding sponsorship effects, namely, goodwill, image transfer, and the concept of fan involvement, and relates these tenets to the achievement of a consumer response, building to a proposed model of how sponsorship “works” in relation to consumers. © 2001 John Wiley & Sons, Inc.
560 citations
TL;DR: In this article, the authors tested a beliefs-attitude-intentions hierarchy in the context of the corporate sponsorship of a major university's sports teams and found that attitude toward purchasing a sponsor's products was more highly related to purchase intentions for low identifiers than for high identifiers.
Abstract: Companies have increasingly turned to sponsorship as a marketing communications vehicle in the hopes that the goodwill that consumers feel toward an event, cause, or sports team will rub off on their brands. The current study tests a beliefs–attitude–intentions hierarchy in the context of the corporate sponsorship of a major university's sports teams. The direct and indirect effects of social identity with the university's teams (i.e., team identification) on intentions to purchase products from a corporate sponsor are also considered. A random-digit dialing methodology was used to collect data from 368 individuals. In general, the results supported the hypotheses. Of special interest was team identification's ability to moderate the effect of attitude on purchase intentions. As predicted, attitude toward purchasing a sponsor's products was more highly related to purchase intentions for low identifiers than for high identifiers. Specifically, among those with an unfavorable attitude, high identifiers had significantly more positive intentions to purchase than did low identifiers. For high identifiers, it appears that team identification acts as a heuristic that favorably predisposes them to want to buy products from a sponsor in spite of their evaluation of that action. Marketing implications are discussed. © 2001 John Wiley & Sons, Inc.
495 citations
TL;DR: In this paper, the authors applied the CETSCALE in a survey of 218 Polish consumers with respect to attitudes and beliefs for one domestic and two foreign gas station brands, and found that consumer ethnocentrism is displayed in more positive perceptions of the domestic brand, with little or no effect on perceptions of foreign brands.
Abstract: In recent years, there has been a great deal of research exploring the concept of consumer ethnocentrism, although little has been done in Eastern Bloc countries. In these countries, foreign brands are often clearly superior to domestic alternatives. This study applied the CETSCALE in a survey of 218 Polish consumers with respect to attitudes and beliefs for one domestic and two foreign gas station brands. The findings suggest that, in a situation where foreign brands are superior to domestic ones, consumer ethnocentrism is displayed in more positive perceptions of the domestic brand, with little or no effect on perceptions of foreign brands. Moreover, the effect of consumer ethnocentrism on evaluations of different types of product qualities (search vs. experience) is explored. The results support the prediction that consumer ethnocentrism has greater impact on evaluations of experience qualities than on search qualities. Managerial implications and future research directions are suggested. © 2001 John Wiley & Sons, Inc.
225 citations
TL;DR: The effect of field and/or television sponsorship on respondents' unaided recall and aided recall (recognition) of sponsors' names was explored by means of a laboratory experiment.
Abstract: The effect of field and/or television sponsorship on respondent's unaided recall and aided recall (recognition) of sponsors' names was explored by means of a laboratory experiment. Findings are discussed with reference to respondents' involvement with a sport. © 2001 John Wiley & Sons, Inc.
207 citations
TL;DR: In this paper, the authors investigate the nostalgic experiences gained through consuming history at a contemporary British "living" museum and identify two types of nostalgic behavior, which are identified as existential and aesthetic, in relation to such factors as the quantity and quality of the individual's role repertoire, the experience of alienation in the present, and the extent and quality in social contact.
Abstract: Over the past decade, there has been growing interest in nostalgia and consumption experiences on the part of a small group of consumer researchers. This article offers an insight into the nostalgic experiences gained through consuming history at a contemporary British “living” museum. The findings of the research focus on two types of nostalgic behavior, which are identified as existential and aesthetic. Differences in the nostalgic reaction are conceptualized in relation to such factors as the quantity and quality of the individual's role repertoire, the experience of alienation in the present, and the extent and quality of social contact. The article aims to offer a perspective that draws upon both existing work in related fields and the findings of the research in order to contextualize nostalgia as an experiential factor behind the consumption of recreated history in the living interactive museum. © 2001 John Wiley & Sons, Inc.
204 citations
TL;DR: This paper examined how consumers perceive advertising and how they view it in comparison with advertising, and the results of focus group research revealed that little is currently known about how consumers regard commercial advertising.
Abstract: Unlike advertising, little is currently known about how consumers regard commercial sponsorship. This paper outlines the results of focus group research which examined how consumers perceive sponsorship and how they view it in comparison with advertising. © 2001 John Wiley & Sons, Inc.
188 citations
TL;DR: For example, this article showed that consumers are more likely to attribute sponsorship to brands that they perceive to be more prominent in the marketplace, such as large-share brands, when they are unable to retrieve the name of the sponsor directly from memory.
Abstract: It has been recently suggested that sponsor identification may be biased in favor of prominent brands All things equal, consumers are more likely to attribute sponsorship to brands that they perceive to be more prominent in the marketplace, such as large-share brands This article offers additional empirical evidence for this phenomenon and examines the underlying processes The results of a controlled laboratory experiment replicate the phenomenon and show that this bias arises only when consumers are unable to retrieve the name of the sponsor directly from memory In other words, direct retrieval is the default process of sponsor identification The prominence bias is therefore more likely to occur in cluttered media environments where learning the event-sponsor associations is difficult The findings further suggest that this bias emanates from a relatively controlled hypothesis-testing process that combines retrieval and constructive processes During identification, the prominence of the brand is used as a confirmation cue that either validates or conflicts with people's vague recollections The results also indicate that prominent brands identified or misidentified as sponsors do in fact benefit from enhanced brand image © 2001 John Wiley & Sons, Inc
170 citations
TL;DR: In this paper, a tentative theory of scamming vulnerability is presented, which incorporates the effects of visceral influences on consumer response to scam offers and hypothesizes a role for various moderating factors such as self-control, gullibility, susceptibility to interpersonal influence, and scam knowledge.
Abstract: Scams exact a huge toll on consumers and society at large, with annual costs in the United States alone exceeding $100 billion. The global proliferation of the Internet has enabled con artists to export their craft to a rapidly expanding market and reach previously untapped consumers. In spite of the prevalence of scams around the world, there has been virtually no academic attention devoted to understanding the factors that might account for why individuals differ in their scamming vulnerability. Building on the background of elder consumer disadvantage and informed by the authors' own survey of expert opinion, this article presents a tentative theory of scamming vulnerability. The proposed theory incorporates the effects of visceral influences on consumer response to scam offers and hypothesizes a role for various moderating factors such as self-control, gullibility, susceptibility to interpersonal influence, and scam knowledge. Theoretical propositions are provided for future empirical investigation. © 2001 John Wiley & Sons, Inc.
167 citations
TL;DR: This article integrated a broad range of gift-giving literature into a conceptual framework that put the all too often overlooked construct of personal value at its core and established clear categories for breaking the giving process into easily examinable elements, and argued that although the concept of value is not a simple one, it should be central to any examination of the gift giving phenomenon.
Abstract: This article integrates a broad range of gift-giving literature into a conceptual framework that puts the all too often overlooked construct of personal value at its core Although there have been substantial contributions from the fields of anthropology, sociology, economics, and consumer behavior, efforts to model gift giving have failed to put the value of the gift-giving experience at the center of the exchange Within this article, a model of the gift-giving experience that overcomes this critical shortcoming is proposed The model establishes clear categories for breaking the giving process into easily examinable elements, and it is argued that although the concept of value is not a simple one, it should be central to any examination of the gift-giving phenomenon © 2001 John Wiley & Sons, Inc
TL;DR: The authors explored the notion that consumers around the globe are becoming more similar in terms of psychological consumer tendencies and found that across several generally accepted consumer tendencies, there may be empirical evidence to support the existence of global consumers.
Abstract: A great deal of the international consumer behavior and market segmentation literature has focused on the most effective means by which consumers in multiple markets can be understood and those markets organized for successful operations. One of the assumptions in much of this literature is the existence, and increasing influence, of global consumers whose social and cultural differences are overshadowed by their similarities in terms of psychological consumer tendencies. Unfortunately these global consumers' tendencies are generally shown to exist through anecdotal or surrogate evidence. Virtually no direct empirical support that demonstrates the existence of such a phenomenon has been produced. The purpose of this study was to explore the notion that consumers around the globe are becoming more similar in terms of psychological consumer tendencies. The results show that, across several generally accepted psychological consumer tendencies, there may be empirical evidence to support the existence of global consumers. © 2001 John Wiley & Sons, Inc.
TL;DR: For example, this paper found that older women tend to be more price conscious and more responsive to retail special and incentives, that they are more adventurous, and that they possess more market relevant knowledge in the form of shopping smarts.
Abstract: This article offers some fresh insights on the richness of cognitive age as it is implicitly embodied as part of the conceptual and operational definition of the New-Age Elderly (and their counterpart—the Traditional Elderly). First, the research provides evidence of the reliability and validity of the NAVO scale, a relatively new measurement instrument, designed to identify the New-Age Elderly consumer. Then, as an important piece of new learning, the article explores the influence of gender on older consumers' consumption orientations. Among other things, the research indicates that older women (as compared to older men) seem to be more price conscious and more responsive to retail special and incentives, that they are more adventurous, and that they generally possess more market-relevant knowledge in the form of shopping smarts. Still further, the research reveals that both New-Age Elderly men and New-Age Elderly women tend to be more optimistic about their financial situations than their Traditional Elderly counterparts. The article ends by offering suggestions relevant to the need for specific future research, and the potential marketing strategy implications of the research. © 2001 John Wiley & Sons, Inc.
TL;DR: This article conducted an exploratory and comparative study of the nature of cognitive and desired age perceptions among 20-59-year-old men and women in three East Asian societies: India, Korea, and China.
Abstract: This article presents an exploratory and comparative study of the nature of cognitive and desired age perceptions among 20–59-year-old men and women in three East Asian societies: India, Korea, and China. Research questions were posed about the role of gender and self-identification with being either “young” or “middle-aged.” The data indicate that gender plays no significant role in age perception in the three nations surveyed. The great majority of respondents under 40 considered themselves young and rejected a middle-age role for themselves irrespective of their domicile. Also, young self-identifiers' chronological and subjective ages were younger than those of middle-age identifiers. These findings were surprisingly similar to those found in “ageless” American society. © 2001 John Wiley & Sons, Inc.
TL;DR: In this article, the authors investigated the link between service quality information practices, the listening organisation and service and business performance and found that there is a close relationship with service performance, which in turn influences business performance.
Abstract: Considers the concept of the "listening" organisation and its influence on service and business performance. Specifically reports on empirical research which investigated the link between service quality information practices, the listening organisation and service and business performance. In this respect, builds on an earlier model of service management developed by the London Business School and Warwick Business School in the UK. This extended model employs two composite performance indexes as moderator variables. Surveyed 438 service organisations in the Republic of Ireland; the loglinear model used to analyse the data shows a clear pattern. By taking listening practices, including information technology, as a holistic view of a constellation of information-related practice type factors, demonstrates that there is a close relationship with service performance, which in turn influences business performance. Furthermore, technology type and competitive intensity, moderate this relationship. Establishes that the relationship between listening practices and service performance is much more important for the sophisticated task technology sector and that competitive intensity has a very minor interactive effect on the relationship. The results of the survey mirror recent empirical research in market orientation and organisational learning.
TL;DR: In this article, the authors proposed and tested confidence in expectations as a potential moderator of consumer satisfaction, and found that high-confidence subjects use both disconfirmation and perceived performance to form feelings of satisfaction, whereas low confidence subjects use only perceived performance.
Abstract: Research into the construct relationships that form consumer satisfaction has advanced to a stage in which moderator variables need to be examined. The present research proposes and tests confidence in expectations as a potential moderator of these relationships. A laboratory study tests these hypotheses and finds support for them. Specifically, high-confidence subjects use both disconfirmation and perceived performance to form feelings of satisfaction, whereas low-confidence subjects use only perceived performance. Implications for both research and managerial practice are discussed. © 2001 John Wiley & Sons, Inc.
TL;DR: For instance, the authors found that surprise and enjoyment play a role in consumers' responses to and use of price information, in conjunction with involvement, price consciousness, and price quality associations in complex reactions to price.
Abstract: This exploratory study considers the role emotion plays in relationships among several constructs surrounding price. The findings suggest that some aspects of emotion—here surprise and enjoyment—play a role in consumers' responses to and use of price information. Surprise and enjoyment were found to act in concert with involvement, price consciousness, and price–quality associations in respondents' complex reactions to price. Everyone's personal experience suggests that emotions can influence people's reactions to the price of products; this research lends preliminary empirical support to such everyday experiences. The results of this exploratory study clearly point to the need for more definitive studies in the future. © 2001 John Wiley & Sons, Inc.
TL;DR: Bargh, Chen, and Burrows as mentioned in this paper developed the balance theory's links to theories of perceptual, attitudinal, and behavior automaticity and controlled thinking, and cognitive-experiential self-theory.
Abstract: Consumer researchers describe Heider's (1958) balance theory without showing how the theory relates to recent theoretical developments in consumer behavior. Empirical examination of the theory is also lacking in consumer-psychology literature. This article updates Heider's balance theory in consumer behavior by developing the theory's links to theories of perceptual, attitudinal, and behavior automaticity and controlled thinking (see Bargh, 1994; Bargh, Chen, & Burrows, 1996) and cognitive-experiential self-theory (Epstein, 1994). Propositions central for applying balance theory to consumer psychology link automatic-controlled memory retrievals and storytelling of unbalanced (i.e., paradoxical) situations that stimulate further thinking and action. Research using storytelling (e.g., see Fischer, 1999; Schank, 1990) methods aids in examining these theory developments empirically. © 2001 John Wiley & Sons, Inc.
TL;DR: In this article, an interpretive study of eight cognitively young older consumers explores how they perceive time, how they use their time, and how this affects their consumption activities, finding that they were still very much part of today's material world and had a strong future orientation.
Abstract: This interpretive study of eight cognitively young older consumers explores how they perceive time, how they use their time, and how this affects their consumption activities. The authors review how time has been examined in consumer research and apply their findings to previous approaches to understanding time consumption. These cognitively young older consumers were found to be actively involved in the world, having a number of demands and obligations. They were still very much part of today's material world and had a strong future orientation.
TL;DR: In this article, the authors investigated whether the pleasure and arousal levels of viewers watching a sports program affect advertisement recall and found that programs that evoke strong emotional reactions, such as the Super Bowl, may inhibit the recall of advertisements and brands.
Abstract: This study investigates whether pleasure and arousal levels of viewers watching a sports program affect advertisement recall. The results suggest that programs that evoke strong emotional reactions, such as the Super Bowl, may inhibit the recall of advertisements and brands. Specifically, these findings seem to support the Intensity (arousal) theory and may have important implications for advertisers who promote their products or services on sports-related event programming. © 2001 John Wiley & Sons, Inc.
TL;DR: In this paper, a hierarchical model of personality was employed to investigate the relationship between cardinal-, central-, and surface-level traits and their influence on behavioral intentions, and the analysis revealed that the hierarchical model fit the data from both samples well and that substantial variance in the endogenous constructs was explained.
Abstract: This study investigates the possibility that a limited set of basic personality traits may underlie dispositions to bargain and to complain. A hierarchical model of personality was employed to investigate the relationship between cardinal-, central-, and surface-level traits and their influence on behavioral intentions. A sample of adult respondents was randomly split into two groups and multiple-group structural-equation modeling techniques were employed. The analysis revealed that the hierarchical model fit the data from both samples well and that substantial variance in the endogenous constructs was explained. Managerial implications of understanding the traits associated with bargaining and complaining are discussed. © 2001 John Wiley & Sons, Inc.
TL;DR: The authors used a two-phase approach to further understand the motivations, tensions, and coping mechanisms underlying vegetarianism, and introduced the concept of vegetarian orientation, and found that a person's demographic, attitudinal, and personality characteristics influence his/her vegetarian-oriented attitudes and behaviors.
Abstract: Vegetarianism continues to gain prominence in contemporary society. This research uses a two-phase approach to further the understanding of this phenomenon. In the first phase, a phenomenological perspective is utilized to provide a deeper understanding of the motivations, tensions, and coping mechanisms underlying vegetarianism. The second phase builds upon this understanding and broadens the scope of the research by introducing the concept of vegetarian orientation. Here, survey methodology is employed to investigate the manner in which a person's demographic, attitudinal, and personality characteristics influence his/her vegetarian-oriented attitudes and behaviors. Findings and their marketing implications are discussed. © 2001 John Wiley & Sons, Inc.
TL;DR: For instance, the authors found that people who were feeling good valued both actual and potential possessions more highly than did people in a negative mood, and individual differences significantly influenced these effects.
Abstract: Evaluations of consumer items may often be based on affective reactions, and many marketing strategies rely on affective manipulations to influence a desire of ownership. Surprisingly, there has been relatively little empirical work investigating the influence of short-term mood states on how people evaluate their material possessions. In particular, the role of individual differences in mediating these effects received little attention. In these two experiments, participants who scored high or low on the Openness to Feelings scale were induced to feel good or bad and were then asked to estimate the subjective and objective value of a variety of consumer items they already owned or wanted to own. Results showed a mood-congruent pattern. People who were feeling good valued both actual and potential possessions more highly than did people in a negative mood. However, individual differences significantly influenced these effects. People who scored high on the Openness to Feelings scale were most influenced by their moods. In contrast, people who scored low on this measure showed the reverse pattern. The findings are discussed in terms of the psychological mechanisms responsible for producing affect infusion into thinking and judgments, and the critical role of personality variables in mediating these effects is considered. The implications of the findings for contemporary affect-cognition theories, and for understanding of the variables influencing consumer judgments are discussed. © 2001 John Wiley & Sons, Inc.
TL;DR: In this article, the authors examine the relationship existing between performance appraisals, salesperson organizational commitment, and job satisfaction, and find that managerially mediated factors may be used to enhance salesperson job satisfaction and organizational commitment.
Abstract: In some sales organizations the performance appraisal is treated as a bureaucratic exercise. As such, sales managers may essentially conduct appraisals in an arbitrary and perfunctory manner. This behavior could be based on the belief that conducting performance appraisals requires considerable amounts of time and effort, generates few rewards, and adds considerably to the manager's level of conflict and stress. The purpose of this research is to examine the relationships existing between performance appraisals, salesperson organizational commitment, and job satisfaction. If various characteristics of performance appraisals that build commitment and satisfaction could be identified, then managers may be more capable of using performance appraisals that yield positive results. A survey of 185 retail salespeople and 58 retail sales managers provided the data required to evaluate the relationship between satisfaction, commitment, and various aspects of performance appraisals. The results of the study indicate that managerially mediated factors may be used to enhance salesperson job satisfaction and organizational commitment. © 2001 John Wiley & Sons, Inc.
TL;DR: The authors used mediated regression analysis to explore the implied mediational role of cognitive age with the use of five antecedent variables and three consumer-behavior outcomes and found that cognitive age either fully or partially mediates the relationship between antecedents and consequences, but not for all possible relationships.
Abstract: Although the concept of cognitive age has been positioned in the psychology, marketing, and gerontology literatures as an important variable that mediates the relationship between specific antecedents and consequences, a test of its implied mediational role has not been done. As such, researchers and marketing managers lack a clear understanding of cognitive age's usefulness among a variety of important segmentation variables. This study employs mediated regression analysis to formally explore this implied mediational role with the use of five antecedent variables and three consumer-behavior outcomes. Results indicate that cognitive age either fully or partially mediates the relationship between antecedents and consequences, but not for all possible relationships. A structural-equation model is then developed to further explore the substantive relationships between the variables. © 2001 John Wiley & Sons, Inc.
TL;DR: The Federal Trade Commission's current policy statements on deceptive and unfair marketing practices are predicated primarily on economic considerations, ignoring the broader ramifications of trade policy for society as well as specific considerations with regard to the individual consumer.
Abstract: The Federal Trade Commission's current policy statements on deceptive and unfair marketing practices are predicated primarily on economic considerations, ignoring the broader ramifications of trade policy for society as well as specific considerations with regard to the individual consumer. In part, this is due to the fact that research in this area has addressed only isolated aspects of the problem of deception in marketing. This article takes a pluralistic perspective on the issue in an attempt to stimulate research into hitherto unexplored avenues and provide a platform for future policy. The relevant psychological processes in consumer behavior are discussed in the light of product attributes and situational characteristics in a framework that takes into account the needs of the individual as well as the broader values of society. © 2001 John Wiley & Sons, Inc.
TL;DR: In this article, the effectiveness of personnel selection procedures and training interventions was examined by meta-analytic techniques applied with 157 predictor-criterion effect sizes and 12 effect sizes involving training interventions, and significant effect sizes, on average, were obtained for composite-domain assessment against both subjective (ratings) and objective (sales performance) criteria.
Abstract: Research on the effectiveness in improving salesforce performance through personnel selection procedures and training interventions was examined by meta-analytic techniques applied with 157 predictor-criterion effect sizes involving selection procedures and 12 effect sizes involving training interventions. Significant effect sizes, on average, were obtained for (a) composite-domain assessment against both subjective (ratings) and objective (sales performance) criteria, (b) single-domain assessment against both criterion types, and (c) training interventions with respect to both criterion types combined. Significant variability was found among individual effect sizes within all categories of aggregation. Of the six specific categories of single-domain assessment considered, five yielded significant validity for each of the two criterion types. Follow-up utility analyses revealed improvements in sales productivity of from 14.8% to 34.1% for selection procedures and of 23.1% for training. Associated dollar-based utility estimates indicated particularly substantial dollar gains for organizations employing composite-domain selection with rigorous selection ratios, and lesser, but still substantial, gains from single-domain selection with rigorous selection ratios, and from training interventions. © 2001 John Wiley & Sons, Inc.
TL;DR: The authors argue that attitudes to age and aging are socially constructed and demonstrate how these are not fixed but mutable and how the demographic power of the baby boom generation may significantly alter attitudes to aging.
Abstract: This paper questions the underpinning assumptions inherent in the concept of cognitive age and shows how these reflect a Western preoccupation with youthfulness. Then, arguing that attitudes to age and aging are socially constructed, it demonstrates how these are not fixed but mutable and how the demographic power of the baby boom generation may significantly alter attitudes to aging. The implications for marketers' use of cognitive age are discussed. © 2001 John Wiley & Sons, Inc.
TL;DR: From a conceptual framework based on developmental psychology and mechanisms of social comparison, the authors proposed testing an explanatory model of the trend to see oneself as younger which is characteristic of seniors, and the identification of antecedent variables of this tendency suggests a new approach to segmenting the feminine over fifties market in France.
Abstract: From a conceptual framework based on developmental psychology and mechanisms of social comparison, this research proposes testing an explanatory model of the trend to see oneself as younger which is characteristic of seniors. The identification of antecedent variables of this tendency suggests a new approach to segmenting the feminine over fifties market in France.
TL;DR: In this article, the authors examine the concept of sense making and its application to management disciplines and discuss the validation of the agent and the impact of the sense-making construct on current research paradigms, theory, and methodology.
Abstract: This article examines the concept of sense making and its application to management disciplines. The ideas of Karl Weick are discussed in terms of their contribution to these disciplines. Two contributions are identified—the validation of the “agent” and the impact of the adoption of the sense-making construct on current research paradigms, theory, and methodology. The theme of this article is that sense making, whose origin lies in constructivism, has been interpreted and applied within the social-constructionist worldview. The consequence of this action is a heightening of epistemological discussion in the social and management sciences. © 2001 John Wiley & Sons, Inc.