O objetivo deste trabalho é estudar o aumento da efetividade das promoções monetárias sem a necessidade de aumento do desconto ofertado por elas. Para isso, foram analisadas como variáveis influenciadoras da eficácia das promoções a característica de auto-interpretação do indivíduo e sua percepção hedônica sobre o produto ofertado. Desta forma, realizou-se a replicação dos estudos de Barone e Roy (2010b) e Winterich, Mittal, Swaminathan (2014) que abordam dois tipos de promoção (inclusiva, focada em grupos, e exclusiva, focada no indivíduo), sua relação com a auto-interpretação de independência e interdependência do indivíduo e nível de relacionamento com a empresa. Em um primeiro experimento, os resultados foram ao encontro dos estudos analisados indicando que o tipo de promoção, a auto-interpretação e relacionamento anterior com a empresa interagem entre si e otimizam a resposta dos clientes às promoções. Estendendo-se os influenciadores desta relação, foi incluído o grau de percepção hedônica sobre o produto como variável e realizado um segundo experimento. Como resultado, produtos de maior percepção hedônica otimizaram ainda mais a performance de promoções inclusivas para indivíduos interdependentes. Já os experimentos 3 e 4 foram realizados para analisar o papel da percepção hedônica em conjunto com diferentes níveis de desconto ofertado, dada a influência comprovada no experimento 2 e embasamento teórico. A intenção dos dois últimos experimentos foi de identificar uma menor performance quando da oferta de descontos maiores para produtos de maior percepção hedônica. Entretanto, apenas foi encontrada uma interação entre as variáveis, sem ser possível identificar tendências de variações na performance das promoções. Assim, as comprovações obtidas neste trabalho mostraram que as promoções de vendas podem ser mais efetivas sem a necessidade de aumento da magnitude dos descontos ofertados, realizando-se a congruência entre perfil do indivíduo, percepção do produto e tipo de promoção com diferentes níveis de exclusividade. / The objective of this study is evaluate the increase of monetary promotions effectiveness without the need to increase the discount offered by them. It was analyzed as influencing variables of promotions´effectiveness the individual self-construal feature and hedonic perception of the product offered. Thus, the studies of Barone and Roy (2010b) and Winterich, Mittal and Swaminthan (2014), wich adressed two types of promotion (inclusive promotion, focused in groups, and exclusive promotion, focused in the individual) and their relation with the self-construal of Independence and interdependence of the individual were replicated. In a first experiment, the results were similar, indicating that the type of promotion and self-construal Interact and optimize customer response to promotions. Extending the influencers of this relationship, the degree of product´s hedonic perception was included as a variable and a second experiment was conducted. The products with greater hedonic perception optimized the performance of inclusive promotions for interdependent people. The third and fourth experiments were carried out to analyze the role of hedonic perception with different levels of discount offered, given the proven influence in the second experiment and the theoretical basis. The aim of the last two experiments was to identify a lower performance when a larger discount was offered to products with greater hedonic awareness. However, only an interaction between the variables was found, without been able to identify variable´s trends in the performance of the promotions. Thus, the evidence obtained in this work showed that sale promotions may be more effective performing the congruence between the individual´s profile, product awareness and promotion type with different levels of exclusivity, without the need to increase the magnitude of the discount offered.

In two essays I investigate two antecedents of self-concept change in consumers: Threats to the self and the activated self-construal and its effect on goal conflict resolution. In the first essay, I explore identity strictly as consumers define themselves in terms of the possessions with which they associate. I argue that ironically the very effort to maintain self-consistency through living up to the value of materialism after facing a mortality salience threat can actually undermine consistency on the level of the extended self of highly materialistic consumers. Specifically, when faced with a mortality salience threat, the consistency of highly materialistic consumers self-concept is disrupted in which they not only detach from formerly intrinsic possessions, but also make formerly extrinsic possessions a more central part of the extended self-concept. I further argue that consumers can be protected from a disruption to self-concept consistency through the process of self-affirmation. In the second essay, I explore how the activated self-construal impacts whether consumers maximize pleasure or engage in self-presentational behavior after they have been invited to choose a gift for themselves. I demonstrate that consumers with an independent (interdependent) self-construal make more indulgent (modest) gift choices for themselves, and that this effect is driven by the activation of a goal to maximize pleasure (behave normatively appropriate). I also identify a boundary condition: When consumers are able to satisfy their activated goal before selecting a gift, the effects cease to exist. / Marketing

This thesis can be discussed under four main titles. First of all, effects of four different self types (separated-patterned, separated-individuated, related-patterned, and related- individuated), originating from differentiative and integrative needs of individuals based on the Balanced Integration and Differentiation model, on perceived decision making quality, dyadic adjustment and marital satisfaction were examined. Secondly, the effects of three types of marriage named as &ldquo / arranged marriage&rdquo / , &ldquo / family- and self-selected marriage&rdquo / and &ldquo / self-selected marriage&rdquo / were investigated regarding perceived decision making quality, dyadic adjustment and marital satisfaction. Thirdly, the interaction effects of aforementioned variables were examined. At last, variables predicting marital quality were analyzed through structural equation modeling technique. Two hundred ninety two married couples with a prerequisite of being married at least for one year participated in the present study with a selection by snowball technique from the cities of Istanbul, Ankara, Mersin, Denizli and Ordu. According to the results, it was concluded that the self types had significant main effects on each variable. Also, it was found that marriage types had significant interaction effects with self-types on dyadic adjustment and marital satisfaction as well / besides it was also revealed from the analyses that marriage type had no main effect on marital satisfaction. Finally, relatedness and individuation were found to be predictor variables of marital quality directly and/or through mediation of perceived decision making quality.

No description available.

O objetivo deste trabalho é estudar o aumento da efetividade das promoções monetárias sem a necessidade de aumento do desconto ofertado por elas. Para isso, foram analisadas como variáveis influenciadoras da eficácia das promoções a característica de auto-interpretação do indivíduo e sua percepção hedônica sobre o produto ofertado. Desta forma, realizou-se a replicação dos estudos de Barone e Roy (2010b) e Winterich, Mittal, Swaminathan (2014) que abordam dois tipos de promoção (inclusiva, focada em grupos, e exclusiva, focada no indivíduo), sua relação com a auto-interpretação de independência e interdependência do indivíduo e nível de relacionamento com a empresa. Em um primeiro experimento, os resultados foram ao encontro dos estudos analisados indicando que o tipo de promoção, a auto-interpretação e relacionamento anterior com a empresa interagem entre si e otimizam a resposta dos clientes às promoções. Estendendo-se os influenciadores desta relação, foi incluído o grau de percepção hedônica sobre o produto como variável e realizado um segundo experimento. Como resultado, produtos de maior percepção hedônica otimizaram ainda mais a performance de promoções inclusivas para indivíduos interdependentes. Já os experimentos 3 e 4 foram realizados para analisar o papel da percepção hedônica em conjunto com diferentes níveis de desconto ofertado, dada a influência comprovada no experimento 2 e embasamento teórico. A intenção dos dois últimos experimentos foi de identificar uma menor performance quando da oferta de descontos maiores para produtos de maior percepção hedônica. Entretanto, apenas foi encontrada uma interação entre as variáveis, sem ser possível identificar tendências de variações na performance das promoções. Assim, as comprovações obtidas neste trabalho mostraram que as promoções de vendas podem ser mais efetivas sem a necessidade de aumento da magnitude dos descontos ofertados, realizando-se a congruência entre perfil do indivíduo, percepção do produto e tipo de promoção com diferentes níveis de exclusividade. / The objective of this study is evaluate the increase of monetary promotions effectiveness without the need to increase the discount offered by them. It was analyzed as influencing variables of promotions´effectiveness the individual self-construal feature and hedonic perception of the product offered. Thus, the studies of Barone and Roy (2010b) and Winterich, Mittal and Swaminthan (2014), wich adressed two types of promotion (inclusive promotion, focused in groups, and exclusive promotion, focused in the individual) and their relation with the self-construal of Independence and interdependence of the individual were replicated. In a first experiment, the results were similar, indicating that the type of promotion and self-construal Interact and optimize customer response to promotions. Extending the influencers of this relationship, the degree of product´s hedonic perception was included as a variable and a second experiment was conducted. The products with greater hedonic perception optimized the performance of inclusive promotions for interdependent people. The third and fourth experiments were carried out to analyze the role of hedonic perception with different levels of discount offered, given the proven influence in the second experiment and the theoretical basis. The aim of the last two experiments was to identify a lower performance when a larger discount was offered to products with greater hedonic awareness. However, only an interaction between the variables was found, without been able to identify variable´s trends in the performance of the promotions. Thus, the evidence obtained in this work showed that sale promotions may be more effective performing the congruence between the individual´s profile, product awareness and promotion type with different levels of exclusivity, without the need to increase the magnitude of the discount offered.

abstract: Research on cultural socialization, the process in which individuals learn messages regarding the traditions and values of their culture (Hughes et al., 2006), has dedicated little attention to Latinx and Asian American groups. This study examined whether an interdependent self-construal (i.e., viewing oneself as connected to others and endorsing behaviors that depend on others; Singelis, 1994) was a mediator between cultural socialization and ethnic identity for these two groups. The current study utilized mediation analyses to explore the associations between cultural socialization via different agents (i.e., parents, teachers, romantic partners, peers), interdependent self-construal, and ethnic identity exploration and commitment for Latinx (N = 258, 68.6% female, Mage = 20.54) and Asian (N = 281, 66.5% female, Mage = 20.34) American college-attending emerging adults. Results revealed that for the Latinx sample, interdependent self-construal mediated the relation between cultural socialization and ethnic identity exploration or commitment in regards to parents and peers, but not teachers. In addition, interdependent self-construal mediated the association between cultural socialization from romantic partners and ethnic identity commitment, but not exploration. For the Asian American sample, interdependent self-construal mediated the association between cultural socialization and ethnic identity exploration or commitment in regards to romantic partners and peers, but not parents and teachers. These results highlight the important role of different cultural socialization agents in ethnic identity formation for these two groups and suggest that the endorsement of cultural values can be a mechanism through which ethnic identity is strengthened. / Dissertation/Thesis / Masters Thesis Counseling Psychology 2017

O objetivo deste trabalho é estudar o aumento da efetividade das promoções monetárias sem a necessidade de aumento do desconto ofertado por elas. Para isso, foram analisadas como variáveis influenciadoras da eficácia das promoções a característica de auto-interpretação do indivíduo e sua percepção hedônica sobre o produto ofertado. Desta forma, realizou-se a replicação dos estudos de Barone e Roy (2010b) e Winterich, Mittal, Swaminathan (2014) que abordam dois tipos de promoção (inclusiva, focada em grupos, e exclusiva, focada no indivíduo), sua relação com a auto-interpretação de independência e interdependência do indivíduo e nível de relacionamento com a empresa. Em um primeiro experimento, os resultados foram ao encontro dos estudos analisados indicando que o tipo de promoção, a auto-interpretação e relacionamento anterior com a empresa interagem entre si e otimizam a resposta dos clientes às promoções. Estendendo-se os influenciadores desta relação, foi incluído o grau de percepção hedônica sobre o produto como variável e realizado um segundo experimento. Como resultado, produtos de maior percepção hedônica otimizaram ainda mais a performance de promoções inclusivas para indivíduos interdependentes. Já os experimentos 3 e 4 foram realizados para analisar o papel da percepção hedônica em conjunto com diferentes níveis de desconto ofertado, dada a influência comprovada no experimento 2 e embasamento teórico. A intenção dos dois últimos experimentos foi de identificar uma menor performance quando da oferta de descontos maiores para produtos de maior percepção hedônica. Entretanto, apenas foi encontrada uma interação entre as variáveis, sem ser possível identificar tendências de variações na performance das promoções. Assim, as comprovações obtidas neste trabalho mostraram que as promoções de vendas podem ser mais efetivas sem a necessidade de aumento da magnitude dos descontos ofertados, realizando-se a congruência entre perfil do indivíduo, percepção do produto e tipo de promoção com diferentes níveis de exclusividade. / The objective of this study is evaluate the increase of monetary promotions effectiveness without the need to increase the discount offered by them. It was analyzed as influencing variables of promotions´effectiveness the individual self-construal feature and hedonic perception of the product offered. Thus, the studies of Barone and Roy (2010b) and Winterich, Mittal and Swaminthan (2014), wich adressed two types of promotion (inclusive promotion, focused in groups, and exclusive promotion, focused in the individual) and their relation with the self-construal of Independence and interdependence of the individual were replicated. In a first experiment, the results were similar, indicating that the type of promotion and self-construal Interact and optimize customer response to promotions. Extending the influencers of this relationship, the degree of product´s hedonic perception was included as a variable and a second experiment was conducted. The products with greater hedonic perception optimized the performance of inclusive promotions for interdependent people. The third and fourth experiments were carried out to analyze the role of hedonic perception with different levels of discount offered, given the proven influence in the second experiment and the theoretical basis. The aim of the last two experiments was to identify a lower performance when a larger discount was offered to products with greater hedonic awareness. However, only an interaction between the variables was found, without been able to identify variable´s trends in the performance of the promotions. Thus, the evidence obtained in this work showed that sale promotions may be more effective performing the congruence between the individual´s profile, product awareness and promotion type with different levels of exclusivity, without the need to increase the magnitude of the discount offered.

Cette thèse porte sur la menace du stéréotype (Steele & Aronson, 1995) qui correspond à la crainte qu’un individu, appartenant à un groupe négativement stéréotypé, peut ressentir lorsqu’il risque de confirmer, par sa performance ou son comportement, le stéréotype négatif associé à son groupe. Cette crainte, en retour, le mènerait involontairement à confirmer le stéréotype. Trois objectifs guident ce travail : (1) Nous proposons d’examiner le rôle de la perception de soi (i.e., en tant qu’individu unique ou en tant que membre du groupe) dans la modération (i.e., augmentation ou diminution) des effets négatifs de la menace du stéréotype sur les performances, l’état émotionnel et la perception de la situation. (2) Nous suggérons de tenir compte de la distinction récente entre la menace du stéréotype dirigée vers soi (i.e., peur de confirmer le stéréotype pour soi-même) et la menace du stéréotype dirigée vers le groupe (i.e., peur d’être un mauvais représentant de son groupe) et d’en examiner les impacts sur la performance des individus concernés (Shapiro & Neuberg, 2007 ; Wout, Jackson, Spencer, & Danso, 2008). Ces deux premiers objectifs ont fait l’objet de quatre études expérimentales portant sur les femmes et le stéréotype d’incompétence en mathématiques (présentées dans la Partie 1). Les principaux résultats indiquent que la perception de soi en tant que membre du groupe (i.e., soi interdépendant) a des effets plus délétères sur la performance et l’état émotionnel que la perception de soi en tant qu’individu unique (i.e., soi indépendant). Enfin, (3) notre dernier objectif était d’étendre les recherches sur la menace du stéréotype à un groupe stigmatisé encore non étudié dans le contexte français. Pour cela, nous avons choisi d’examiner le groupe des Noirs de France avec quatre études (présentées dans la Partie 2). Les principaux résultats révèlent l’existence de stéréotypes négatifs associés à ce groupe (e.g., incompétence intellectuelle) ainsi que leur impact non négligeable sur les membres de ce groupe (e.g., performances, comportements au quotidien). / This thesis is about stereotype threat effect (Steele & Aronson, 1995), which is definedas the fear one feels when one risks confirming the negative stereotypes associated with one’sgroup. This fear, in return, may lead one to involuntarily confirm the negative stereotypes byone’s behavior or performance. Three goals have guided this thesis work: (1) we propose toexamine self-construal’s moderator role (i.e., seing oneself as an individual or as a groupmember) on stereotype threat negative effects. (2) We suggest to take into account the recentdistinction between self stereotype-threat (i.e., the fear of confirming the negative stereotype foroneself) and group stereotype-threat (i.e., the fear of being a bad ambassador of one’s group;Shapiro & Neuberg, 2007 ; Wout, Jackson, Spencer, & Danso, 2008) and to examine theireffects on performance. These two objectives were examined in four experiments amongwomen and the stereotype of mathematics incompetence (results are presented in the first partof this manuscript). Main results show that interdependent self-construal activation has moredetrimental effects on performance and emotional state (i.e., anxiety) than independent selfconstrualactivation. The third (3) goal of this thesis is to extend stereotype threat effectsresearch to a stigmatized group which wasn’t studied yet in France. We chose Blacks of Franceand we run four studies among this group (results are presented in the second part of thismanuscript). Main results show that Blacks of France are associated with negative stereotypes(e.g., intellectual incompetence) which have negative effects among members of this group (e.g.,on performance, everyday behavior).

abstract: Despite high levels of academic achievement as a group (Ryan & Bauman, 2016), Asian American students face many challenges, including academic stress (Flatt, 2013; Liu, 2002) and depression (Aczon-Armstrong, Inouye, & Reyes-Salvail, 2013; Wang & Sheikh-Khalil, 2014). The purpose of this study was to examine self-beliefs (academic self-efficacy and independent self-construal) and family and cultural variables (perceived parental expectations for academic achievement and internalization of the model minority myth) that may affect the academic stress and depression experienced by Asian American undergraduates. A national sample of 314 participants (221 female, 89 male, 4 nonbinary) who self-identified as Asian American undergraduates were recruited online and through word of mouth. They completed assessments of six constructs: Academic self-efficacy, independent self-construal, perceived parental expectations for academic achievement, internalization of the model minority myth, academic stress, and depression. Hierarchical multiple regression analyses revealed that of the two self-beliefs, only academic self-efficacy was a predictor of academic stress and depression. The greater the students’ academic self-efficacy, the less academic stress and depression they reported. Independent self-construal was not a significant predictor. Additionally, perceived parental expectations for academic achievement also predicted academic stress and depression. The more students perceived that their parents had high expectations for their academic achievement, the more they experienced academic stress and depression. The cultural variable, internalization of the model minority myth, was not a predictor of academic stress or depression. A moderated hierarchical regression examining whether academic self-efficacy and independent self-construal moderated the relation between perceived parental expectations for academic achievement and academic stress and depression revealed no moderation effects. The importance of academic self-efficacy is discussed in the context of cognitive theory that posits that thoughts and beliefs affect behaviors and emotions. In addition, cognitive theory is used to explain perceived parental expectations for academic achievement, as these are perceptions and beliefs about others, as related to one’s self. That the internalization of the model minority myth was not related to depression and academic stress is discussed. Limitations and clinical implications for working with Asian Americans with academic stress and depression are also discussed. / Dissertation/Thesis / Doctoral Dissertation Counseling Psychology 2019

Self-construal (SC) refers to the way people perceive their identities in relation to self and others (Markus & Kitayama, 1991b). It has been found in the literature to influence thinking, decision-making, and preferences (e.g., Sung, Choi, & Tinkham, 2012) which suggests that a person's SC may affect her/his preference on psychological interventions. However, no empirical studies can be located that examined this relationship. The study examined the effects of independent SC, interdependent SC, general autonomy (GA), and sport autonomy (SA) on athletes' preferences and desire to use the interventions in the future, especially how these relations might vary as a function of the type of intervention. It was hypothesized that the relationship between each of the predictors and preference for and desire to use intervention would be moderated by the type of intervention received. Four hundred and thirty-one current and former athletes were recruited to participate in this study. Participants completed a questionnaire that measured SC, GA, and SA and were then randomly assigned to receive one of two self-talk interventions, representing either a self- or other-focused intervention. Participants were asked to rate their preference for and desire to use the given intervention in the future. Results found positive significant relationships with all predictors and intervention preference, in both self- and other-focused groups. Initial hierarchical multiple and logistic regression analyses did not support a significant moderation effect of intervention type on the relationships between the independent and dependent variables. However, a post-hoc analysis that conducted a hierarchical multiple regression with participants separated by gender found a significant moderation effect of intervention type on the relationship between independent SC and preference for intervention for females only. Additional post-hoc analyses were conducted to replicate Sung et al.'s (2012) analysis procedures in which the SC continuous variables were transformed into categorical ones, and a 2x2 ANOVA and Pearson chi-square analyses were conducted. Post-hoc analyses revealed significant interaction effects of intervention type and participants' dominant self-construal type on their desire to use intervention. Limitations, implications for counseling/consulting, and future research directions are discussed.