Models of cooperative group decision-making and relative influence: an experimental investigation of family purchase decisions

Article Abstract:

A conceptual framework is developed that provides a description of group decision making processes in conflict situations. Selected implications of this framework as it applies to family purchase tasks are tested using experimental data provided by couples making sequences of product choice decisions. Models tested include power-related resources and power use-related goals as determinants of relative influence. Results indicate that relative preference intensity and the outcomes of preceding joint decisions consistently made the strongest contributions to relative influence. (Reprinted by permission of the publisher.)

Analysis, Management, Consumer preferences, Family life surveys, Decision-making, Group, Group decision making

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Is other-directedness on the increase? An empirical test of Riesman's theory of social character

Article Abstract:

Riesman developed a model of three social characters in 1950; the types of social characters identified by Riesman were tradition-directed, inner-directed and other-directed. Riesman attempted to demonstrate that in the U.S. people were moving from inner-directedness to other-directedness. A content analysis of 30 years of advertisements appearing in the Ladies Home Journal and Popular Science magazines supports the theories originated by Riesman. More support was provided by the advertisements appearing in the male-oriented Popular Science magazine than in the female-oriented Ladies Home Journal.

Usage, Advertising, Social values

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