Submitted by Nadir Basilio (nadirsb@uninove.br) on 2016-09-01T20:44:25Z No. of bitstreams: 1 Eduardo Biagi Almeida Santos.pdf: 1027246 bytes, checksum: 11b58b465b737ee70cfb4bbf52d9cffc (MD5) / Made available in DSpace on 2016-09-01T20:44:25Z (GMT). No. of bitstreams: 1 Eduardo Biagi Almeida Santos.pdf: 1027246 bytes, checksum: 11b58b465b737ee70cfb4bbf52d9cffc (MD5) Previous issue date: 2016-05-05 / The use of music as a motivator in store environment has been explored by some researchers over the years (Turley & Milliman, 2000). This research aims to analyze how the effect of congruence of the musical style used in the retail environment affects the consumer behavior. The relationship between behavior and the environment has been studied by psychologists through the discipline of environmental psychology (Donovan & Rossiter , 1982), based on the paradigm Stimulus - Organism - Response , which suggests that environmental cues influence the organism generating a response of approach and avoidance (Mehrabian & Russel, 1974). Atmosphere as a marketing tool is defined as a consciously created space to create certain effects on consumers and influence their purchase decision (Kotler, 1973; Kellaris, 2008). An experiment 2x3 factorial design was conducted to investigate the influence of music in the retail environment on consumer behavior with hedonic and utilitarian motivation, specifically in the model Pleasure, Arousal and Dominance (Donovan & Rossiter, 1982), general evaluation of store and impulse buying. The sample consisted of 271 completed questionnaires. The results were that the consumer with hedonic motivation proved to be more sensitive to environmental stimuli, presenting a more positive response to Pleasure, Arousal and General evaluation of store when congruent music was played. The respondent with utilitarian motivation demonstrated also be influenced by ambient music, but with a smaller effect than the consumer with hedonic motivation. / A utilização da música como motivadora em ambiente de loja tem sido explorada por alguns pesquisadores ao longo dos anos (Turley & Milliman, 2000). Esta pesquisa tem como objetivo geral analisar como o efeito da congruência do estilo musical aplicado no ambiente de varejo interfere no comportamento do consumidor. O relacionamento entre comportamento e o ambiente tem sido estudado por psicólogos por meio da disciplina de psicologia ambiental (Donovan & Rossiter, 1982), baseado no paradigma Estímulo – Organismo – Resposta, que sugere que estímulos ambientais influenciam o organismo gerando uma resposta de aproximação ou afastamento (Mehrabian & Russel, 1974). Atmosfera como uma ferramenta de marketing é definida como um espaço criado conscientemente para criar certos efeitos nos consumidores e influenciar sua decisão de compra (Kotler, 1973; Kellaris, 2008). Foi realizado um experimento de desenho fatorial 2x3 para investigar a influência da música no ambiente de varejo sobre o comportamento do consumidor de motivação hedônica e utilitária, especificamente nas respostas do modelo Prazer, Ativação e Dominância (Donovan & Rossiter, 1982), avaliação geral da loja e compra por impulso. A amostra foi composta por 271 questionários completos. Os resultados encontrados foram que o consumidor de motivação hedônica demonstrou ser mais sensível ao estímulo ambiental, apresentando uma resposta mais positiva para Prazer, Ativação e Avaliação geral da loja quando a música congruente foi tocada. O respondente de motivação utilitária também demonstrou ser influenciado pela música ambiente, porém com um efeito menor do que o consumidor de motivação hedônica.

Rares sont les recherches qui ont analysé le contenu des justifications réalisées à l'issue d'un choix fait à un dilemme moral, choix aux conséquences toujours graves pour autrui. Plusieurs recherches ont montré que le jugement moral était largement intuitif et, de ce fait, était difficilement explicités par les individus. Pourtant, étudier le contenu de ces rationalisations après coup devrait permettre d'apporter des éléments nouveaux sur les relations entre les aspects cognitifs et émotionnels à l’œuvre lors d'une prise de décision moralement difficile. Aussi, le design expérimental de cette étude a consisté à demander à des adultes de fournir un jugement à la suite d'un dilemme personnel (Pont) ou impersonnel (Aiguillage) en expliquant les raisons de l'orientation de leur choix soit par oral, soit par écrit. Plusieurs observables, concernant la nature des arguments (déontologiques et utilitaristes) ainsi que le lexique (émotionnel et cognitif) utilisés, ont été mis au point. L'attente principale de cette thèse est de montrer que ce que disent des adultes à propos de leur choix est fortement dépendant de la nature du dilemme auquel ils étaient soumis, de leur jugement et des contraintes facilitatrices ou non de leur modalité d'expression. Autrement dit, le contenu de leur rationalisation après coup dépendrait largement des conditions dans lesquelles ils les ont produites. / Few studies have analyzed the content of justifications made at the end of a choice facing a moral dilemma, although this choice causes serious consequence for others. Several studies have shown that moral judgments were largely intuitive and, therefore, were hardly explained by individuals. However, studying the content of these rationalizations afterthought is expected to provide new information on the relationships between cognitive and emotional aspects at work in a morally difficult decision. The experimental design of this study was to ask adults to provide a judgment on a personal (Bridge) or impersonal (Switch) dilemma explaining the reasons of the direction of their choice either by oral or in writing. Several observables were developed on the nature of the deontological and utilitarian arguments and the emotional and cognitive lexicon used. The main expectation of this thesis is to show that what adults say about their choice is highly dependent on the nature of the dilemma they were submitted to, on their judgment and on the constraints making their mode of expression more or less easier. In other words, the content of their post hoc rationalization would greatly depend on the conditions under which they were produced. More precisely, the content of justifications produced by 331 participants was analyzed with an analytical grid of the deontological and utilitarian arguments and with Tropes software, enabling two scenarios of automatic counting of the emotional lexicon (EMOTAIX) and cognitive lexicon (COGNITAIX). The results show that individuals do not only produce one kind of argument (utilitarian or deontological).

Two studies were conducted to support the dual process model of moral decision making, which states that there are two pathways to moral decisions: one emotional and the other cognitive. Decisions made in personal dilemmas are driven by emotions and intuition, while decisions made in impersonal dilemmas are driven by cognitive factors. Intuitive, emotional reactions tend to lead to non-utilitarian decisions while deliberative reasoning tends to lead to utilitarian decisions. For the current studies, undergraduate students from the University of North Florida completed working memory tests, an empathy scale, and also responded to moral dilemma scenarios. In the second study, participants were asked to respond to the moral dilemma scenarios in the following conditions: baseline, working memory condition (counting task), cold water (cold pressor task), and warm water. In Study 1, participants in the high working memory group had slower reaction times while responding to self dilemmas. In Study 2, the empathy item “I feel other people’s joy” was the best predictor of participants’ utilitarian decisions. These results are framed in terms of the dual process model and possible directions for future research.

Durante el pasar de los años, el comercio electrónico se ha incrementado en diversos países hasta el punto de volverse un factor necesario y oportuno para gran parte de empresas. Dicho crecimiento, lo llevó a, actualmente, adecuarse a diversas tendencias tecnológicas para las personas en el mundo, como lo es el uso de los smartphones y la compra desde estos (m-commerce). Esta rama del comercio electrónico tiene como uno de sus grandes precursores al Retail y la facilidad que este atribuye en diversas plataformas al comprar la diversidad de productos que ofrece. Sin embargo, nos referimos a un cambio que aún está en una etapa en la que no se profundizan temas relevantes como la experiencia del cliente y los factores que motivan a este a comprar desde su celular. Esto genera oportunidades de investigación con respecto al tema a tocar. El objetivo de este estudio es plantear cómo y de qué forma la experiencia de cliente se relaciona o se ve condicionada con respecto a factores específicos en la realidad peruana. Dichos factores serán planteados como precursores de una visión más utilitaria al analizar la forma en la que el consumidor de la aplicación percibe la experiencia de compra. Los factores utilitarios mencionados son personalización, facilidad de uso y conveniencia. Se expone que es posible entender una posible conexión de estos con la experiencia del cliente y, por consiguiente, con su satisfacción al usar, percibir y comprar en la aplicación. Además, se propone una metodología adecuada para una efectiva profundización en el tema planteado. / In the last few decades, e-commerce has skyrocketed in most countries in the world, gaining significant relevance in today's business world. The adoption of e-commerce has brought many changes to companies and consumers, forcing them to adapt to new tech-trends such as mobile commerce, also known as m-commerce (using smartphones for online purchases). This subset of e-commerce has impacted Retail sales significantly, making purchases much more accessible to consumers and eliminating many barriers associated with regular shopping. Although the adoption rate has increased significantly, we believe that the customer experience of mobile commerce is still in its early phases, with many investigation opportunities. The most important of this opportunities is the understanding of the principal variables in the customer experience in the Peruvian context. We analyze the most principal variables in this context and, then, decided to use only three of them called: Utilitarian factors. Our objective in this investigation is to understand the users experience in m-commerce and how it relates to specific factors in Peru’s reality. These factors will be analyzed from a utilitarian perspective, analyzing how the different variables impact a user’s perception of their customer experience. These utilitarian factors are: personalization, usability and convenience. The connection of these factors is important too because there aren’t too many investigations about this topic. These utilitarian factors have an impact on a user’s customer experience and satisfaction. We will be using an investigation framework to validate our hypothesis and find correlations between the independent variables. / Trabajo de investigación

El trabajo de investigación tiene como objetivo comprobar que los factores utilitarios y hedónicos influyen en la actitud de los consumidores y esta tiene un impacto positivo en la intención de compra en una página web. Por ello, se realizará una encuesta a una muestra de personas pertenecientes al público objetivo, teniendo como principal requisito el haber comprado por el canal online del sector de ropa y calzado en los últimos 6 meses. El cuestionario está basado en la escala de Likert. El procesamiento estadístico utilizado es el de SEM (Structural equation modelling), el cual permitirá probar las hipótesis planteadas. Las variables utilizadas son los factores utilitarios, los cuales se dividen en: conveniencia, percepción de facilidad de uso, información del producto, ahorro monetario y al funcionamiento del sistema y factores hedónicos, los cuales son: rol de compras, el mejor acuerdo y atributos sociales. Asimismo, se menciona la actitud, la cual se define como aquella que afecta los pensamientos, sentimientos y procesos de toma de decisiones de los consumidores. Finalmente, la intención de compra hace referencia a la posibilidad de que un consumidor realice un comportamiento de compra particular en línea. / The research work aims to identify the relationship of utilitarian and hedonic factors with the attitude of consumers and the impact they have on their purchase intent on a website. Therefore, a survey will be carried out on a sample of people belonging to the target audience, having as a main requirement to have purchased through the online channel of the clothing and footwear sector in the last 6 months. The questionnaire is based on the Likert scale. The statistical processing used is that of SEM (Structural equation modelling), which will make it possible to test the hypotheses put forward. The variables used are the utilitarian factors, which are divided into: convenience, perception of ease of use, product information, monetary savings and the functioning of the system, and hedonic factors, which are: purchasing role, the best agreement and social attributes. Attitude is also mentioned, which is defined as that which affects consumers' thoughts, feelings and decision-making processes. Finally, the intention to purchase as a dependent variable. / Trabajo de investigación

La pandemia ocasionada por la COVID-19 obligó a las librerías a cerrar sus tiendas físicas y migrar al canal digital. Es por ello que, esta investigación tiene como objetivo estudiar las motivaciones hedónicas y utilitarias en relación a la intención de compra en la categoría de plataformas de librerías online. Para la comprensión del estudio, se exploran las relaciones de tres variables: Motivación Hedónica, Motivación Utilitaria e Intención de compra, a través de la revisión de la literatura. También, es importante mencionar que se expone la relevancia, el alcance y las limitaciones del presente estudio en el contexto peruano. Por otro lado, el estudio tendrá un alcance correlacional ya que se busca conocer la relación existente entre las variables propuestas. Asimismo, se trabajará bajo un enfoque cuantitativo y el estudiado será transversal dado que se realizará en un periodo de tiempo determinado. La recopilación de datos será desarrollada utilizando un cuestionario, el cual será enviado de manera online. La muestra está prevista para un total de 400 respuestas, por parte de aquellos que han comprado alguna vez libros en plataformas de librerías online. / The COVID-19 pandemic forced bookstores to close their physical stores and migrate to the digital channel. That is why this research aims to study hedonic and utilitarian motivations in relation to purchase intention in the category of online bookstore platforms. In order to understand the study, the relationships of three variables are explored: Hedonic Motivation, Utilitarian Motivation and Purchasing intention, through the literature review. Also, it is important to mention that the relevance, scope and limitations of this study in the Peruvian context are exposed. On the other hand, the data collection will be developed using a questionnaire, which will be sent online. The sample is scheduled for a total of 400 responses, by those who have ever bought books on online bookstore platforms. / Trabajo de investigación

Följderna av covid-19 pandemin har lett till att hela världen har fått ställa om och anpassat sig till de restriktioner och rekommendationer som har införts för att minska smittspridningen. Under år 2020ökade digitaliseringen i samhället och en bransch som har fått anpassa sig är evenemangsbranschen. Då restriktioner kring fysisk interaktion i form av att begränsa sociala kontakter infördes blev det svårt för arrangörer att arrangera fysiska evenemang och många valde då att genomföra dem digitalt istället. Musikbranschen, vars intäkter i stor utsträckning kommer från fysiska konserter och stimpengar, drabbades extra hårt och även de fick ställa om till digitala versioner. Denna omställningen är någonting nytt både för arrangörer men även för deltagarna. Denna uppsats studerar deltagares attityder mot digitala musikevenemang genom att kolla på deltagare på Zara Larssons digitala konsert i mars 2021. Attityden analyseras utifrån hedonistiska och utilitaristiska värden, som har visat sig relevanta i tidigare studier baserade på attityden av fysiska evenemang. För att belysa den digitala aspektens effekt om evenemanget analyseras även ekvalitet. Då det tidigare har varit mer fokus på kvantitativa analyser så ger denna studie en merdjupgående bild av deltagarnas attityder av digitala musikevenemang, genom 13 semistrukturerade intervjuer med deltagare på ett digitalt evenemang. Slutsatsen som dras i denna studie är att även om deltagarna föredrar fysiska evenemang så har de en generellt positiv attityd mot digitala evenemang. Det visade sig att en positivevenemangsupplevelse leder till en positiv attityd. Alla de hedonistiska värdena från HED/UTskalan visade sig vara applicerbara. Hedonistisk tillfredställelse visade sig vara applicerbar, medan eudaimonisk tillfredställelse inte var applicerbar i samma utsträckning. De mest applicerbara utilitaristiska värdena från HED/UT-skalan var funktionell & praktisk, och det minst applicerbara värdet var nödvändigt. Mellan dessa två värden var utilitaristiska starkast i syftet att delta på ett digitalt evenemang. Den digitala kvaliteten mättes genom e-kvalitet på evenemanget, och hade även den stor påverkan på upplevelsen trots att alla dimensioner inte gick att applicera på studien. / During the year 2020 the society were forced to readjust due to the covid-19 pandemic. To reduce the spread of the disease, restrictions and recommendations regarding physical interaction were established. These restrictions made it difficult for different industries to continue their business. For instance both, the music and the event industry were hit hard. The music industry get a large amount of its income from physical concerts and music revenue, and events could not be held in a physical form with fear of spreading the virus. To readjust the industries began making digital concerts and events instead, which was a readjustment new to both organisers and participants. This paper studies the participants attitudes towards digital music events by looking into participants on Zara Larssons digital concert in March 2021. The attitude is analysed by looking at hedonic and utilitarian values, that have shown to be relevant in previous studies of attitudes towards physical events. To be able to analyse the digital aspect and it effects towards the event, itis of importance to include e-quality in the analysis as well. By using a qualitative method, this study grants a deeper understanding of participants attitudes towards digital music events. Which is made through 13 semi structured interviews with participants of a digital event. The conclusion driven from this study is that even if the participants prefer physical events, the still have an overall positive attitude towards digital events. It became clear that a positive event experience lead to a positive attitude towards the event. All the hedonic values from the HED/UT scale were found to be applicable. Hedonic satisfaction was also applicable, while eaudomic satisfaction was not to the same extent. Regarding the utilitarian values from the HED/UT-scale, "functional" and "practical" where the most applicable values, and "necessary" the least. Among these two values, the utilitarian values were the strongest in the purpose of attending a digital event. The digital quality measured through e-quality, had a great impact on the experience, event though not all dimensions were applicable in the study. This essay is written in Swedish.

M. Tech. (Department of Marketing, Faculty of Management Sciences), Vaal University of Technology. / Counterfeiting is a global phenomenon in developed and developing countries, causing a threat to national economies and societies. It negatively harms new investment and progressively endangers public health and safety as well. Known and famous brands are often targeted for counterfeiting. This phenomenon is primarily driven by consumers’ aspiring attitudes, social media pressures and the need to differentiate oneself. The aim of the study is to examine the influence of materialism, hedonic consumption motive, utilitarian consumption motive, personal gratification and novelty-seeking on attitudes and the influence of attitudes on willingness to purchase counterfeit sportswear products at a selected HEI. The study is grounded within the positivist philosophy, in which a quantitative research approach was followed, since positivists prefer an analytic and factual interpretation of quantitative data. An online structured questionnaire was used to collect data through an online survey. The study sample was conveniently selected from a population of registered students at a selected HEI in Southern Gauteng in the 2020 academic year. Data were collected on demographic variables, materialism (MAT), hedonic motivation (HED), utilitarian motive (UTL), personal gratification (PGT), novelty-seeking (NOS), attitude towards counterfeits (ATC) and willingness to purchase (WTP) counterfeit sportswear. A total of 327 questionnaires were completed and used in the final data analysis. Descriptive statistics techniques, correlations and regression analysis were used to evaluate perceptions and relationships between the study constructs. The research results revealed the existence of significant positive associations amongst the study constructs. Of the five antecedents, two of the five predictor variables, namely, UTL and NOS showed significant predictive relationships with attitudes towards counterfeit sportswear purchases. Attitudes towards counterfeits (ATC) also emerged as a significant predictor of students’ WTP counterfeit sportswear. Since NOS and UTL seem to predict a positive attitude towards counterfeit sportswear, the study recommends that brand owners develop awareness about ethical purchasing behaviour. They should also educate consumers on the social and economic downside of buying counterfeit products and that seeking novelty when purchasing counterfeit products may soon wane and wear off, leading to regret and cognitive dissonance. Further, brand marketers should also emphasise the utility value inherent in the purchase of authentic branded products instead of buying counterfeits. Since consumers cannot often readily distinguish between genuine and fake sportswear, it is therefore critical for marketers of branded products to promote the contrast of originals and fakes and to underline the quality, longevity, and dependability of their authentic products in the market. These results make a valuable contribution to academics, brand managers and marketers, as the results reveal that consumer buying can be influenced by personality and social interests of different individuals. The study notes that laws only cannot prohibit the sale and purchase of counterfeit products. It requires the stricter implementation thereof. Further, there is a need for behavioural change strategies to counter the effects of counterfeiting. Nudges such as promotions and loyalty programmes may encourage the purchase of authentic products as opposed to the purchase of counterfeits.

This qualitative research maps the attitudes of the cosmetic surgery tourism stakeholders towards the phenomenon from their ethical, cultural and psychological aspects. Utilitarianism, media culture and mental health state that leads to the decision to experience cosmetic tourism, inform the investigation of the aforementioned aspects. There is a pronounced socio-cultural pressure affecting the motive to travel for cosmetic services, combined with the mental health issues ascending largely from culturally prescribed norms. The authors, by utilizing the constructivist genre of grounded theory, established conclusive evidence that a certain amount of emotional well-being does stem from cosmetic surgery, as long as the societal beauty standards are not solely what drove this decision, in the long run. Thus, the postoperative eudaimonia is temporary, and in order to gain physical and psychological benefits from this medical tourism experience in the long term, a positive aging shift in the perception and operations of cosmetic surgery tourism is deemed as necessary, as the findings of this research demonstrate. Finally, future research opportunities should be directed towards the implications of cosmetic surgery tourism on evolution and the establishment of biohacking as a large share of the offered cosmetic tourism services.

The role of Deterrence and Retribution in sentencing in South African Courts Since the early history of the existence of humanity punishment has been meted out to transgressors of the laws of society. Informal sanctions, including ostracism are imposed by members of society for social transgressions. Formal punishment is imposed by courts through a system of criminal justice. This dissertation deals with the concept of punishment. It considers the significance of the theories of punishment in the sentencing process with particular reference to deterrence and retribution, the philosophical rationale for their use and thus their role in sentencing. In this study the historical evolution of retribution is traced and the recognition accorded particularly to retribution and deterrence as well as reformation and prevention as penal objectives at various periods in history is examined. Case law has been cited to determine their recognition by judicial practice in criminal courts. The study also reflects on the criminal justice system's clients' perceptions on sentencing. / Criminal & Procedural Law / LL.M.