Purpose This research looks at the main effect of individuals’ moral philosophies, idealism and relativism, and its impact on the four dimensions of the consumer ethics beliefs – active benefit, passive benefit, no harm and doing good. The moderating impact of two dominant personalities – Machiavellianism and narcissism – was also analyzed. Based on Hunt–Vitell theory of ethics, this study aims to propose that there is a positive and significant impact of more relativistic and less idealistic moral philosophies on the decreased consumer ethical perceptions and that the narcissistic/Machiavellian personality traits drive that effect. Design/methodology/approach A total of 497 survey respondents were recruited via an online platform. All respondents were asked to answer questions, which were divided into four major parts. The first part consisted of scales related to both moral philosophies, the second part had both dark personality scales, the third part questioned about their consumer ethical beliefs and the final part was related to consumer demographics. Findings Relativists had higher scores in three consumer unethical belief dimensions. Idealists were not supportive of the active and passive illegal activities, as did their positive relation with doing good aspect of the ethical beliefs. Machiavellians strengthen the positive relativism relationship. The idealistic relation of narcissists, compared to relativistic relation, is stronger on unethical decision-making for consumers. Originality/value This study contributes to the current knowledge of individual’s moral philosophies and their impact on consumer ethical beliefs. It further demonstrates how the dark personalities of narcissism and Machiavellianism drive the relationship.

The purpose of this study is to bring more clarity to the complex discussion of religiosity and its effects on consumer attitudes toward corporate social responsibility (CSR) initiatives and socially responsible shopping. Drawing on the Hunt-Vitell theory of marketing ethics, we investigate how intrinsic religiosity indirectly affects retail selection through the mediating variable of attitudes toward CSR. We also investigate whether a retailer's corporate social responsibility (CSR) and corporate social irresponsibility (CSI) moderate the relationship between consumer attitudes toward CSR and retail selection. We find that intrinsic religiosity indirectly affects where consumers shop for groceries, clothing, shoes, electronics, and home goods, and we find that only CSI impacts the retail selection decision. Implications for macromarketing theory, marketing strategy, and public policy are discussed.

Utilizing conservation of resources (COR) theory and social exchange theory (SET), we argue that supervisors influence employee performance through two opposing means. First, supervisor-induced hindrance stressors enhance the degree to which employees seek to conserve psychological resources by engaging in job neglect in response to these stressors. This neglect negatively influences task performance and organizational citizenship behavior. Next, we argue that supervisors who create high-quality leader-member exchange (LMX) with subordinates via social exchange processes influence this hindrance stressor-neglect relationship by reducing the impact of these stressors on employee neglect and subsequent employee performance. As such, both the negative and positive aspects of the relationship between supervisors and employees influence neglectful behaviors and ultimately, employee performance. Using time-lagged, multisource data collection, we establish that these relationships have a theoretical and practical impact, demonstrating the interactive influence of supervisorinduced hindrance stressors and LMX in the workplace.

Correspondence AndrewLi,DepartmentofManagement,Marketing, andGeneralBusiness,WestTexasA&M University,CC213H,Canyon, Texas. Email: ali@wtamu.edu Abstract This study proposed amodel in which employee general mental ability (GMA) and conscientiousness are linked to work–family conflict and enrichment through their relationship with occupational prestige and coping styles. We evaluated this model in a sample of 709 working adults from the National Survey of Midlife Development II in the United States. Results indicate that, through occupational prestige and subsequent psychological job demands and financial well-being, GMA was related to work-to-family conflict (WFC) and family-to-work conflict (FWC). GMA was also related to work-tofamily enrichment (WFE) but not family-to-work enrichment (FWE) through occupational prestige and autonomy. In contrast, conscientiousness did not influence work–family outcomes through occupational prestige. Additionally, GMA and conscientiousness were both related to WFE/FWE through problem coping, whereas conscientiousness was related to FWC through avoidance coping. Examining the relative effects ofGMAand conscientiousness,we found that the indirect effects ofGMAthroughoccupational prestigewere stronger than those of conscientiousness, whereas the indirect effects of conscientiousness through problem coping were stronger than those of GMA. We discuss our findings in terms of the mechanisms through which stable individual differences may exert influences on work– family outcomes.

Trust is widely recognized as being crucial to the relationship between nonprofit organizations and their donors. However, trust is fragile. It can be easily damaged due to a single mistake. Understanding trust damage is very important for nonprofits in order to restore people’s confidence in their organization. Using a real nonprofit scandal event that occurred in China, this study examines the psychological effects of trust damage and determines the roles that cognitive and emotional perceptions play in it. Results suggest that the mental representation of trust damage is a two-dimensional construct. Both cognitive representation and emotional representation have significantly positive effects on the trust damage of individual donors after a negative event at a nonprofit organization. In order to help people recover from trust damage after a negative event, it is not only necessary to remove people’s cognitive concern but also to address people’s lingering emotional distress. Several important implications for nonprofit practitioners are also discussed.

The sales presentation is one of the most challenging and dynamic aspect of the sales process. Often-times, the presentation is composed of teams. The purpose of this study is to examine how improvisation manifests itself in the context of the sales team presentation. Utilizing the theoretical foundations of team dynamics and relationships, unplanned behavior, and emotional intelligence, a model of sales team improvisation is developed. A two-phase research design was employed via qualitative in-depth interviews from buyers and sellers followed by a quantitative survey of experienced sales team professionals. Our results find that improvisation impacts the relationship between emotional intelligence and team presentation performance outcomes. Although team selling is common in practice, a dearth of research exists in the sales literature. This study contributes to the growing body of knowledge on team dynamics and emotion in selling. Additionally, this study is one of the first to specifically investigate improvisation in the high pressure context of sales team presentations.

Although trust is long known to be critical to predict behaviors in a charitable context, little research has examined trust damage and its effects on giving behavior. Trust damage is an intermediate state between trust and distrust, rather than a simple reversal or extension, and can change over time. Our research explores individual donor’s trust damage through a dynamic evolution. Across the longitudinal survey, we conclude that the trust damage of pre-giving, giving, and post-giving stage plays different roles in the decision-making process. Trust damage does not play a direct role in the giving intention, but it can indirectly affect giving intention through its impact on perceived benefit and perceived risk. Individual donor’s satisfaction has a strong effect on post-giving trust or continual trust damage, which in turn positively affects future giving intention and behavior. Several important insights for practitioners in the nonprofit sector are also discussed.

This article presents the results of a cross-cultural study that examines the relationship between spirituality and a consumer's ethical predisposition, and further examines the relationship between the internalization of one's moral identity and a consumer's ethical predisposition. Finally, the moderating impact of cultural factors on the above relationships is tested using Hofstede's five dimensions. Data were gathered from young adult, well-educated consumers in five different countries, namely the U.S., France, Spain, India, and Egypt. The results indicate that the more spiritual an individual consumer is, the more likely that consumer is to be ethically predisposed. Furthermore, the stronger one's internalization of a moral identity, the more likely one is to be ethically predisposed. These two relationships are further moderated by Hofstede's cultural factors such as the degree of collectivism versus individualism in the culture. However, the strength and direction of the moderation may vary depending upon the specific Hofstede dimension.

Consumers today face many informational benefits and challenges owing to the Internet. However, with information being seamless, limitless, and often anonymous, what is noise and what is valuable information? This information overload is one of the reasons why understanding online word of mouth (eWOM) becomes pivotal to consumers for their decision making as well as essential to marketers to know where to focus their efforts.

Electronic word-of mouth (eWOM) has attracted considerable interest from researchers in the past decade. Although the extant research has helped us to develop a good understanding of a number of the issues pertaining to eWOM, several research and managerial questions remain. Furthermore, no attempt has been made to consolidate and synthesize this stream of research. With consumers’ increasing reliance on online retailing and information seeking, as well as the continued growth of social media, the importance of eWOM cannot be overstated. Based on a systematic review of 190 studies, we conduct a multi-dimensional analysis of eWOM communication. We present the key issues in current and emerging literature and propose important questions for future research.

An overwhelming preponderance of the literature in marketing and consumer ethics assumes that decision makers follow cognitive, rational processes. While this is certainly a logical and valid approach to this topic, it tends to overlook an important aspect of ethical decision making, namely the decision maker’s emotions or emotional state. Recently some scholars have begun to examine this “other side” of ethical decision making. Thus the current paper examines the literature regarding the role of emotions in ethical decision making, providing both an examination and synthesis of this literature. The paper culminates in both a theoretical model as well as testable research propositions.

This paper examines the determinants of opening weekend box office revenue of movies from the horror genre. The sample consists of 225 films released during 1978-2010. Regression results indicate the primary determinants of opening weekend box office revenue for horror movies are number of theatres showing the movie during the opening weekend of release, holiday release, critical rating, sequels, restricted rating, production budget, and theme. Specific results include the observation that within the horror movie genre, the vampire and slasher themes add approximately four to eleven million dollars to opening weekend box office revenue, while the comedic theme stalls at the box office with earnings totaling as much as four million dollars less than other movies in the genre. Nudity and the zombie theme are not statistically significant determinants.

This paper examines the domestic box office revenue determinants of movies from the horror genre. The sample consists of 225 films released during 1978-2010. Regression results indicate the primary determinants of box office revenue for horror movies are number of theatres showing the movie during the opening weekend of release, critical rating, sequels, restricted rating, production budget, and theme. Specific results include the observation that within the horror movie genre the slasher theme adds approximately fifteen million to domestic box office revenue, while the zombie theme stalls at the box office with earnings totaling as much as twenty-one million less than other movies in the genre. Nudity, vampire theme, comedy theme, and holiday release dates are not statistically significant determinants.

(1984). Communication Yearbook 7. Bostrom, Robert N. (editor). Beverly Hills, CA: Sage Publications, 1983, 927 pp. $45.00. Journal of Advertising: Vol. 13, No. 1, pp. 49-50.

Conscientious dental practitioners are aware of the increasing chances for medical emergencies to arise in the dental office. New treatment modalities and drugs have increased potential life spans, but have also presented greater responsibilities to the dentist for properly managing these patients. Additionally, widely diversified sources are available to the dentist for acquiring and assembling all necessary information to train his personnel and organize equipment and drugs so he is constantly ready to handle any emergency. We have attempted to give a simple, thorough outline that provides basic information on causes, symptoms, and treatment of major medical emergencies, but that in no way reflects the only means of treating the specific emergency. We feel the manner presented allows one to regiment his diagnosis and treatment rapidly and make modifications to the list as needed.