Cognitive dissonance, ego-involvement, and motivated reasoning

Individual power in human motivation - Review and theoretical perspective

There are many studies in Psychology and other sciences about the concept of power. We believe that individual power is one of the most critical factors in human motivation, which is considered by prominent motivation theories, like Choice Theory or McClelland's Human Motivation Theory. This paper aims to study the concept of power, considering ego and social orientation. The extensive literature review allowed us to describe the concepts related to those orientations and to induce a theoretical model that may typify and explain the relationships between the two perspectives of power. The model might contribute to describing four motivational profiles, namely the imperator, with high ego-power and power over others orientation; the supporter, with low ego-power and power with other orientation; the leader, with high ego-power and power with others orientation; and the controller, with low ego-power and power over others orientation. The Ego-Social Power Motivation Model could help describe the power signature of an individual. This individual picture might help psychologists work on motivations, attitudes, and behaviours to enhance people's lives and well-being.

Reducing COVID-19 vaccine hesitancy among African Americans: the effects of narratives, character's self-persuasion, and trust in science

This research examines the efficacy of self-persuasion narratives (i.e., narratives that describe how a character has changed their mind about the COVID-19 vaccines) in encouraging vaccine uptake among unvaccinated African Americans. A five-condition experiment (N = 394) was conducted in June 2021. Participants viewed one of the three pro-vaccine messages (a self-persuasion narrative, a narrative without self-persuasion, or a non-narrative message) or an irrelevant message or completed a self-persuasion task. Findings supported the persuasive benefits of the self-persuasion narrative compared to the narrative without self-persuasion, actual self-persuasion, and the irrelevant message. Its advantage over the narrative without self-persuasion was mediated by increased self-referencing, affective empathy, and perceived similarity with the character. Moreover, its psychological effects were moderated by participants’ trust in science. Unexpectedly, the non-narrative showed persuasive benefits compared to other intervention strategies. The theoretical implications for narrative persuasion and practical implications for vaccine promotion were discussed.

Exploring mindful consumption, ego involvement, and social norms influencing second-hand clothing purchase

Second-hand clothing (SHC) benefits society by reducing the wastage of natural resources. Research in the purchase of second-hand clothing is a debated topic. It is not yet clear whether caring for self, community, and nature drives the purchase of second-hand clothing. This study unpacks the intervening factors that drive second-hand clothing purchases underpinning attitude-intention and self-determination theories. The primary purpose is to examine the direct relationship between a) mindful consumption, b) ego-involvement, c) social norms on second-hand clothing purchase intention of young consumers. The mediation of ego-involvement and social norm is examined on the above relationship. A total of 314 usable questionnaires following the convenience and purposive snowball sampling techniques were gathered from China. The structural equation model (SEM) two-step approach analyzed the data. SmartPLS3 statistical package used to run the measurement and structural model analyses. IPMA analysis confirms mindful consumption as an important factor; hence ego-involvement drives the performance of the stated relationship. Ego-involvement mediates the relationship between mindful consumption and second-hand clothing purchase. This study bridges the unanswered questions and highlights the importance of mindful consumption, an essential driver of consumer behavior. Managers are encouraged to promote mindful consumption values in marketing communication to drive sustainability.

The dynamic theory of reasoned action: evidence for a reverse causal process in the context of WHO handwashing guidelines

OBJECTIVE

This study provided a first empirical test of the Reverse Dynamic Theory of Reasoned Action (RDTRA) developed by Boster et al.

DESIGN

In a longitudinal experiment, 169 participants were exposed to a WHO handwashing-guidelines behavioural induction, followed by an immediate posttest and a follow-up one week later.

MAIN OUTCOME MEASURES

The study measured attitudes and norms about WHO handwashing guidelines, as well as self-reported handwashing behaviour.

RESULTS

The experimental induction produced variance in self-reported handwashing behaviour, allowing a test of the RDTRA using path analysis and structural equation modelling (SEM). Results were consistent with the RDTRA, with a positive effect of behaviour on both the attitude and norm coupled with excellent model fit. Results were inconsistent with behaviour as an outcome of attitudes and norms in this context.

CONCLUSION

For health behaviours, such as the WHO handwashing technique, initial behavioural adoption may promote subsequent shaping of attitudes and perceived norms. Boundary conditions for this effect may include the degree of spontaneity and consent involved in behaviour adoption.

Reasons for indoor tanning use and the acceptability of alternatives: A qualitative study

RATIONALE

Using indoor tanning devices is associated with substantial health consequences, such as an increased risk of melanoma and other skin cancers. Many people including minors and some at high risk of skin cancer continue to use these devices. In the absence of effective restrictions on use, it is important that behaviour change interventions are designed to reduce indoor tanning.

OBJECTIVE

To explore reasons for use of indoor tanning devices and the acceptability of alternatives in adult users residing in North-West England.

METHODS

Participants were required to be current indoor tanners aged 18 years and above and were recruited online. Twenty-one participants took part in either a focus group or semi-structured interview. An inductive thematic analysis was conducted.

RESULTS

Six themes were identified: psychological benefits; improving physical health; denial of health risks; alternatives do not meet psychological needs; alternatives do not meet physical needs; and perceived side-effects. Participants used indoor tanning devices to improve their self-esteem and to prevent sun damage to their skin (by gaining a 'base tan'). Participants appeared to justify their usage by responding defensively to avoid accepting they were at risk, exaggerating the benefits of indoor tanning, and discounting alternatives to indoor tanning. Alternatives to indoor tanning were perceived as risky for health, inadequate to provide the desired aesthetic, and incapable of meeting their self-esteem needs.

CONCLUSIONS

Interventions to reduce indoor tanning behaviour should increase sources of self-esteem other than appearance, increase media literacy and address defensive responses to information around indoor tanning and alternatives. Further research is needed to develop these interventions and assess their feasibility.

Tailor the message and change will happen? An experimental study of message tailoring as an effective communication strategy for organizational change

Purpose

This study strives to improve one’s understanding of tailored messaging as an organizational communication strategy that amplifies processes of organizational change at an individual level of personality traits.

Design/methodology/approach

A scientific experiment was conducted to test the effects of tailored messages on self-reported employee engagement during an organizational change process.

Findings

The results show that tailored messaging improves employee engagement for change when messages fit the specific needs of different personality types. Conversely, message tailoring can lower employee engagement when messages do not match personality types. Further, message tailoring has different impacts at different stages of a change project.

Research limitations/implications

An employee's ability to change as a function of his professional skill set as well as the project type (e.g. digital transformation project, post-merger integration project, leadership change project) should not be neglected in an overall model that aims to explain the success factors of change management.

Practical implications

Obviously, proper targeting, timing, as well as the implementation of a valid, legal and feasible method for identifying an employee's personality as well as other individual characteristics are equally important and challenging to improve change management outcomes.

Originality/value

This study adds value to the discussion on the efficacy of message tailoring as a communication strategy for organizational change.