During the last years, many governments have set targets for increasing the share of biofuels in the transportation sector. Understanding consumer behavior is essential in designing policies that efficiently increase the uptake of cleaner technologies. In this paper we analyze adopters and non-adopters of alternative fuel vehicles (AFVs). We use diffusion of innovation theory and the established notion that the social system and interpersonal influence play important roles in adoption. Based on a nationwide database of car owners we analyze interpersonal influence on adoption from three social domains: neighbors, family and coworkers. The results point primarily at a neighbor effect in that AFV adoption is more likely if neighbors also have adopted. The results also point at significant effects of interpersonal influence from coworkers and family members but these effects weaken or disappear when income, education level, marriage, age, gender and green party votes are controlled for. The results extend the diffusion of innovation and AFV literature with empirical support for interpersonal influence based on objective data where response bias is not a factor. Implications for further research, environmental and transport policy, and practitioners are discussed.

The use of e-mail communication between consumers has been growing and companies are seeking to increase their understanding of this type of private communication medium between consumers. The privacy and cost-effectiveness characteristics of e-mail make it an important communication medium for consumers. Consumers use e-mail to exchange a variety of information including electronic word of mouth (eWOM) about products, services and organisations. The travel industry, the context of this study, is increasingly being delivered online. Understanding what influences consumers and how consumers evaluate eWOM will increase the travel industry’s knowledge about its consumer base. This study aims to contribute to existing knowledge on the impact of eWOM on consumer purchase intention. Its focus is on an interpersonal context where eWOM is sent from the source to the receiver in an e-mail about holiday destination. The study, which was undertaken from a positivist perspective, used qualitative and quantitative research techniques to better understand the influence of eWOM on purchase intention. The literature on word of mouth (WOM) and eWOM was initially examined to identify the major factors that have an influence on the receiver of eWOM. Consistent with previous studies, both perceived expertise and similarity were identified as source characteristics that have an influence on the receiver’s purchase intention. The literature also indicated that trustworthiness belief would have a key effect on the influence of eWOM on the attitude of the receiver. Consequently, this study examined each trustworthiness dimension – ability, benevolence, and integrity – with respect to its role in the influence of eWOM on purchase intention. The literature review also revealed that certain receiver characteristics were important in the process of influence, especially consumer susceptibility to interpersonal influence. The relationships between the variables identified were further developed into the research model, which has its roots in the theory of reasoned-action (Fishbein and Ajzen, 1975) and the dual process theory of influence (Deutsch and Gerard, 1955). Methodologically, a scenario-building approach to developing authentic e-mail was used. The qualitative data gathered from eight focus group discussions were analysed using “framework analysis” (Ritchie and Spencer, 1994) to develop eight scenarios. This was then used to manipulate the moderating variables in the scenario. Three manipulations, each with two levels, were included: eWOM direction “positive and negative”; source characteristic of “expert/non-expert”; and source characteristic of “similar/non-similar”. These scenarios formed part of a questionnaire. The questionnaire was used to collect data from a sample of University of Bradford students. The final number of usable questionnaires was 477. Structural equation modelling was used to determine the validity of the conceptual model and test the hypotheses. In particular, multiple group analysis was used to assess both the measurement and structural models, and to identify the impact of the eWOM direction. The theoretical model that describes the relationships between the exogenous variables (source’s and receiver’s characteristics) and the endogenous variables (trustworthiness dimensions, interpersonal influence and purchase intention) was accepted. The research findings provided empirical evidence on the difference in the impact of positive and negative eWOM on purchase intention. The source’s and receiver’s characteristics and related trustworthiness beliefs, (i.e. ability, benevolence, and integrity) are influenced by the direction of eWOM. The findings show that positive and negative eWOM differ with respect to how they impact on consumers’ attitudes and intentions. For instance, consumers have more belief in the credibility of a source who provides negative eWOM. However, the overall influence of the source’s characteristics tends to be stronger with positive than with negative eWOM. The findings of this study provide insights for both academics and practitioners to understand the potential of eWOM. This might be tailored to help develop more private relationships with customers through e-mail marketing strategies that incorporate eWOM. Negative eWOM is more credible but less directly useful to marketers. Nevertheless, it is important for marketers to realise the significance of managing dissatisfaction and to harness the power of negative eWOM. Similarly, positive eWOM is effective especially when the source is both expert and similar. This might be translated into online marketing campaigns that use consumer-to-consumer discussions in addition to viral marketing. Future research might test the model in different contexts, (e.g. financial services), to provide a more comprehensive picture of the influence of eWOM on purchase intention.

No description available.

No description available.

Social media sites and platforms have been on the rise for the last decade. Especially sincethe start of the still on-going Covid-19 pandemic it reached an all time high. Over half of theworld’s population is using social media. Everyone knows Facebook, Instagram, YouTube,TikTok, Snapchat, and many more. This fact has not gone unnoticed by companies as theyincreasingly integrate social media into their portfolio. Social media advertising is nowadayseverywhere. There is not a single site without any ads. Regardless the research about it is stillvery scarce. This master thesis will investigate the influence of social media advertising on consumerbehavior. More detailed it will focus on how consumers react to advertisements. For thispurpose, a quantitative survey has been conducted. The base for this survey is a developedconceptual framework based on the Elaboration Likelihood Model and the Value-Belief-Norm theory model. Further factors of the survey include different values and beliefs onwhich the analysis is depending. The main value playing a role in this study is sociallyresponsible consumption behavior. This value tackles how much consumers care about theenvironment and the human society. Simply spoken, how sustainable and how social do theybehave. Furthermore, three beliefs have been chosen in tandem with this value: Self -confidence, impulsiveness, and interpersonal/group influence. All are believed to have animpact on how consumers are perceiving advertisements they see on social media. Eachconnection between the value, the beliefs, and the reaction to advertisements will be tested.Believed connections are between the sustainability value of the consumers and the threebeliefs as well as towards the video. Further, it is believed that the beliefs will have an effecton the reaction to advertisements from consumers. My study will indicate how companies cantake advantage of advertisements to gain more followers on social media and sell moreproducts. The outcome of this study will present a clear picture of the role of sustainable andsocially responsible behavior towards ads on social media as well as the impact of beliefs.

L’objectif de cette thèse est de jeter un éclairage sur ce qui influence une personne, ayant peur d’être abandonnée, à s’automutiler. Les modèles psychologiques des relations d’objet et de l’attachement ont montré empiriquement que la peur de l’abandon, via les concepts de l’anxiété d’attachement et de la dépendance, est associée à l’automutilation. Cependant, la nature de cette relation n’a jamais été approfondie. Après avoir défini et mis en contexte la notion d’automutilation, une explication théorique est proposée à l’aide des approches des relations d’objet, de l’attachement et de l’évitement expérientiel des fonctions de l’automutilation, afin de mieux comprendre ce qui influencerait une personne dépendante à s’automutiler. La présente thèse suggère que les individus dépendants et ayant peur d’être abandonnés s’automutileraient afin de gérer leurs émotions négatives liées à la perception d’un abandon, d’une séparation ou d’un rejet. Cette influence de l’automutilation se ferait, théoriquement, à travers des fonctions de régulation intrapersonnelle et interpersonnelle, telles que la régulation affective, l’autopunition et l’influence interpersonnelle, mais également par une fonction d’évitement de l’autonomie. Ces fonctions permettraient de préserver les représentations internes d’une relation de dépendance et ainsi réduire les sentiments subjectifs de l’abandon. Pour appuyer empiriquement ces propositions, 58 participants consultant en clinique externe de psychologie ont, entre autres, complété le Questionnaire des expériences dépressives (DEQ), l’Inventaire d’énoncés sur l’automutilation (ISAS) et l’Entrevue diagnostique révisée pour les troubles limites de la personnalité (DIB-R). Les résultats montrent qu’une dépendance, de type anaclitique, et la fréquence de l’automutilation sont associées et que leur relation peut s’expliquer par les effets médiateurs des difficultés sur les plans affectifs et interpersonnels. En outre, la dépendance anaclitique apparaît être liée spécifiquement à différentes fonctions de l’automutilation, soit symboliser la détresse interne, l’antidissociation, l’influence interpersonnelle ainsi que l’évitement de l’autonomie. Ces résultats suggèrent que la dépendance anaclitique favorise l’expérience de difficultés affectives et interpersonnelles qui augmentent la fréquence de l’automutilation. En outre, ils suggèrent que l’automutilation, associée à ce type de dépendance, servirait à réguler des états affectifs internes, influencer l’environnement interpersonnel et éviter l’autonomie. Quant à elles, la régulation affective et l’autopunition sont présentes chez une majorité des personnes qui s’automutilent, sans égard à leur niveau de dépendance. Ainsi, si ces fonctions sont bien liées théoriquement à la dépendance derrière l’automutilation de certains individus, les analyses rappellent qu’elles contribuent également à l’automutilation chez des personnes n’ayant pas de crainte particulière de l’abandon. / The objective of this thesis is to shed light on what may lead a dependent person who fears abandonment to engage in self-injury. Psychological models of object relations and attachment have shown that self-injury is empirically associated with fear of abandonment via dependency and attachment anxiety. However, the nature of this relationship has yet to be thoroughly explained. Having defined and contextualised self-injury, a theoretical explanation is proposed through object relations, attachment and experiential avoidance functions of self-injury, all with the goal of better understanding what can influence a dependent individual to self-injure. This thesis suggests that individuals who are dependent and afraid of being abandoned might use self-injury to regulate negative emotions associated with their perception of abandonment, separation or rejection. Theoretically, this influence of self-injury could occur through intrapersonal and interpersonal functions, such as affect regulation, self-punishment and interpersonal influence, as well as autonomy avoidance. These functions might serve to protect internal representations of dependence and thus, reduce subjective feelings of abandonment. To test these theoretical proposals, 58 outpatient participants completed, among other measures, the Depressive Experiences Questionnaire (DEQ), the Inventory of Statements About Self-Injury (ISAS) and the Revised Diagnostic Interview for Borderlines (DIB-R). Results showed a relationship between anaclitic neediness and self-injury frequency, which was explained by mediator effects of both affective and interpersonal problems. Furthermore, this type of dependency was found to be specifically associated with marking distress, anti-dissociation, interpersonal influence and autonomy avoidance functions of self-injury. These findings suggest that anaclitic neediness favours the experience of affective and interpersonal difficulties, which in turn increase the frequency of self-injury. Results also suggested that self-injury associated with this type of dependency might serve to regulate internal affective states, to influence the interpersonal environment and to avoid autonomy. Affect regulation and self-punishment functions were endorsed by the majority of individuals who self-injured, regardless of their level of dependence. While these two functions are associated in theory to dependency issues that underpin self-injury for some individuals, analyses indicated that these functions also contribute to self-injury behaviour in people who do not fear abandonment specifically.

By following a climate-friendly diet, consumers have the potential to reduce climate change. However, despite the growing awareness of the climate-friendly food options that are available, consumers still choose foods with a high carbon footprint. Following a survey design, this study aimed to determine the extent to which four psychological processes (denial, conflicting goals and aspirations, tokenism, and interpersonal influence) limit consumers’ climate-friendly food choices in South Africa. Data were collected from 151 participants using the Climate-friendly Food Choices Scale and the Psychological Barriers Scale. Regression analysis indicated that conflicting goals and aspirations and denial were the two main psychological barriers to climate-friendly food choices. Overall the barriers were negatively associated with climate-friendly food choices. Gender did not produce a significant effect in the study. Different age groups varied with regards to the extent to which they experienced the psychological barriers, but they did not differ significantly with regards to how often they made climate-friendly food choices. / Psychology / M.A. (Psychology)