The Social Psychology of Groups. J. W Thibaut & H. H. Kelley. New York: alley, 1959. The team of Thibaut and Kelley goes back to 1946 when, after serving in different units of the armed services psychology program, the authors joined the Research Center for Group Dynamics, first at M.LT and then at the University of Michigan. Their continued association eventuated in appointments as fellows at the Center for Advanced Study in the Behavioral Sciences, 19561957. It is during these years that their collaboration resulted in the publication of The Social Psychology of Groups. The book was designed to "bring order and coherence to present-day research in interpersonal relations and group functioning." To accomplish this aim, the authors introduced, defined, and illustrated basic concepts in an effort to explain the simplest of social phenomena, the two-person relationship. These basic principles and concepts were then employed to illuminate larger problems and more complex social relationships and to examine the significance of such concepts as roles, norm, power, group cohesiveness, and status. The lasting legacy of this book is derived from the fact that the concepts and principles discussed therein serve as a foundation for one of the dominant conceptual frameworks in the field of family studies today-the social exchange framework. Specifically, much of our contemporary thinking about the process of interpersonal attraction and about how individuals evaluate their close relationships has been influenced by the theory and concepts introduced in The Social Psychology of Groups. Today, as a result of Thibaut and Kelley, we think of interpersonal attraction as resulting from the unique valence of driving and restraining forces, rewards and costs, subjectively thought to be available from a specific relationship and its competing alternatives. We understand, as well, that relationships are evaluated through complex and subjectively based comparative processes. As a result, when we think about assessing the degree to which individuals are satisfied with their relationships, we take into consideration the fact that individuals differ in terms of the importance they attribute to different aspects of a relationship (e.g., financial security, sexual fulfillment, companionship). We also take into consideration the fact that individuals differ in terms of the levels of rewards and costs that they believe are realistically obtainable and deserved from a relationship. In addition, as a result of Thibaut and Kelley's theoretical focus on the concept of dependence and the interrelationship between attraction and dependence, there has evolved within the field of family studies a deeper appreciation for the complexities and variability found within relationships. Individuals are dependent on their relationships, according to Thibaut and Kelley, when the outcomes derived from the existing relationship exceed those perceived to be available in competing alternatives. Individuals who are highly dependent on their relationships are less likely to act to end their relationships. This dependence and the stability it engenders may or may not be voluntary, depending on the degree to which individuals are attracted to and satisfied with their relationships. When individuals are both attracted to and dependent on their relationships, they can be thought of as voluntarily participating in their relationship. That is, they are likely to commit themselves to the partner and relationship and actively work for its continuance. Thibaut and Kelley termed those relationships characterized by low levels of satisfaction and high levels of dependence "nonvoluntary relationships. …

The Social Psychology of Groups

The relevance of marketing for public policy has been questioned because its predominant focus on dyadic exchanges does not consider the dynamism and complexity of public problems. Public service-dominant logic (PSDL), as a new lens for public policy and management, does not address this limitation as the focus remains on delivering services to the end-user. Based on the integration of recent developments in Service-Dominant (S-D) Logic and related research strands, this article proposes a service ecosystems lens to public policy. Five propositions guide the application of this lens to public policy analysis and design. On an abstract level, public policy is conceptualized as a means to enable service; that is, the coordination of value co-creation activities among multiple actors to address public problems. Inherent in this conceptualization is that policy analysis represents a multilevel analysis, including the users' value creation process (micro level), embedded in the context (meso level), a...

https://journals.sagepub.com/doi/pdf/10.1177/0743915618818566

The Application of a Service Ecosystems Lens to Public Policy Analysis and Design: Exploring the Frontiers:

Focusing on the forest or the trees: How abstract versus concrete construal level predicts responses to eco-friendly products

The personalization–privacy paradox in the attention economy

Retailer Marketing Communications in the Digital Age:: Getting the Right Message to the Right Shopper at the Right Time

As mobile phones continue to rapidly expand around the world, marketers are seeking to better understand the impact these devices have on consumer outcomes. One common but understudied area is how mobile phones may influence in-store behaviors. Although prior research has investigated the many shopping related activities consumers undertake on their phones, it is still estimated that nearly half of all in-store mobile phone use is unrelated to the shopping task. Therefore, this paper examines the impact of shopping-unrelated mobile phone use, a frequent but understudied phenomenon, on consumers’ ability to accurately manage in-store shopping plans. Using both field and experimental data, we demonstrate that shopping-unrelated mobile phone use negatively affects consumers’ ability to accurately carry out in-store shopping plans and is associated with an increase in unplanned purchasing. Furthermore, we find that consumers who are highly dependent upon mobile phones tend to be the most at risk of deviating from a shopping plan while engaging in shopping-unrelated mobile phone use.

/pdf/smart-phones-bad-calls-the-influence-of-consumer-mobile-2poy00bav5.pdf

Smart phones, bad calls? The influence of consumer mobile phone use, distraction, and phone dependence on adherence to shopping plans

From the Food and Drug Administration’s efforts to prompt healthier eating to the Environmental Protection Agency’s desire to prompt people to engage in environmentally friendly behaviors, a wide range of policy makers aim to persuade consumers. To do so, they must decide how and whether to use information about the behavior of other consumers as part of their persuasive message. In four experimental studies, the authors demonstrate that the persuasive advantage of high- versus low-consensus information depends on the target consumer’s trait level of susceptibility to interpersonal influence (SII). Low-SII consumers differentiate between low- and high-consensus information, such that they are more persuaded by high-consensus information. In contrast, high-SII consumers find any cue about the behavior of others persuasive, regardless of whether it is high or low consensus. Importantly, this finding suggests that policy makers may find success motivating behavioral change even in low-consensus situa...

The Wisdom of Some: Do We Always Need High Consensus to Shape Consumer Behavior?

Smart Phones, Bad Calls? In-Store Mobile Technology Use and Consumer Purchase Behavior

Online courses have become an important educational delivery tool for institutions of higher learning throughout the world. While popular among students and administrators, many faculty members hav...

/pdf/planning-and-implementing-a-graduate-online-team-taught-1op0gd3sha.pdf

Planning and Implementing a Graduate Online Team-Taught Marketing Course

Consumers’ and marketers’ growing reliance on digital and social media has significantly influenced the nature of communications. Importantly, new communication mediums have made it easier for communicators to provide recommendations to a single individual (i.e., a one-to-one communication known as narrowcasting) as well as to large numbers of individuals (i.e., a one-to-many communication known as broadcasting). The current research assesses the impact of advice scope (either narrowcasted or broadcasted advice) on consumers’ likelihood of taking advice. Across two experiments, we demonstrate that the acceptance of broadcasted or narrowcasted advice is dependent upon tie strength between the advisor and the advisee. Furthermore, we highlight the role of psychological reactance in consumers’ response to narrowcasted and broadcasted advice. Our results extend prior research on consumer advice utilization and identify situations where broadcasted advice may be more persuasive than narrowcasted advice.

For one or many? Tie strength and the impact of broadcasted vs. narrowcasted advice

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