Manipulatív marketing: fogyasztói észlelések és reakciók

A marketing koncepciónak kezdetektől fogva a vevőorientáció az egyik kulcsfogalma. Tulajdonképpen annak a szemléletváltásnak köszönheti felemelkedését és más menedzsmentdiszciplínától való elhatárolását is, amellyel a vevői igényeket helyezte a vállalati gondolkodás középpontjába. Későbbiekben azonban a kutatók rájöttek arra, hogy maguk az igények az üzleti gyakorlat során nagymértékben kontrollálhatók, és az eladói oldal azóta is él ezekkel a lehetőségekkel. A kutatás arra volt kíváncsi, hogy a vállalatok manipulációs gyakorlata hogyan csapódik le a fogyasztókban, melyek azok a manipulációs eszközök, amelyeket észlelnek, és azokra milyen válaszreakciókat adnak. Azonosíthatók-e tipikus gondolkodási sémák, magatartási mintázatok, amelyek jól jellemzik egyes vevők viszonyát a vállalati manipulációval. A tanulmány feltáró interjúkra épít, amely segít megérteni a fogyasztókban végbe menő komplex mechanizmusokat. Az eredmények azt sugallják, hogy kétfajta folyamat játszódik le a vevői oldalon Egyrészt a fogyasztók idővel rutinszerű magatartásmintákat vesznek fel, amely során a manipulációs eszközök érvényesülése nem tudatos, és a vállalatoknak kedvező reakciókat vált ki. Másrészt, a fogyasztói társadalom is egyfajta érési folyamaton megy át, aminek hatására megtanulják a vállalatok gondolkodásmódját, és – bár a kognitív korlátok miatt azokat nem tudják teljes mértékben lekövetni – igyekeznek önvédő heurisztikákat beépíteni a követett magatartásukba. A kutatás alapján hipotetikusan öt vevőtípust azonosítottunk, akiket egymástól eltérő reakciók jellemeznek. Customer orientation has been the key concept of marketing since the beginning. As a matter of fact, the emergence of marketing and the conceptual distinction between marketing and the related management disciplines can be attributed to this new approach, which put customer needs in the focus of company attention. Later, researchers revealed that the needs themselves can be controlled to a greater extent and sellers have been taking advantage of it since then. The main focus of the research concentrated on the effects of manipulation practices of companies on consumers, which manipulation tools are recognised and how consumers react to them. Furthermore the research also investigated whether typical cognitive, emotional and behavioural patterns, which reflect the relationship between consumers and the manipulation practices of companies, can be identified. The study relies on explorative interviews, which help understand the complex mechanisms of consumer attitudes. The results indicates that the opposite process occur on the consumer side. On the one hand, consumers tend to follow behavioural routines after a while, which help manipulation tools work in an unconscious way that triggers reactions for the favour of companies. On the other hand, the generations of consumers are getting more and more mature and learning the companies’ mentality and, despite having cognitive limitations to identify all the tricks and deceptive attempts, they try to develop and follow defensive heuristics. Based on the data explored we identified five customer types and we described their diverse reactions to manipulation.

Self-other rating discrepancy and personality antecedents

This study explored individual difference factors to help explain the discrepancy that has been found to exist between self and other ratings in prior research. Particularly, personality characteristics of the self-rater were researched in the current study as a potential antecedent for self-other rating agreement. Self, peer, and supervisor ratings were provided for global performance as well as five competencies specific to the organization being examined. Four rating tendency categories, over-raters, under-raters, in-agreement (good), and in-agreement (poor), established in research by Atwater and Yammarino were used as the basis of the current research. The sample for rating comparisons within the current study consisted of 283 self and supervisor dyads and 275 for self and peer dyads from a large financial organization. Measures included a custom multi-rater performance instrument and the personality survey instrument, ASSESS, which measures 20 specific personality characteristics. MANCOVAs were then performed on this data to examine if specific personality characteristics significantly distinguished the four rating tendency groups. Examination of all personality dimensions and overall performance uncovered significant findings among rating groups for self-supervisor rating comparisons but not for self-peer rating comparisons. Examination of specific personality dimensions for self-supervisory ratings group comparisons and overall performance showed Detail Interest to be an important characteristic among the hypothesized variables. For self-supervisor rating comparisons and specific competencies, support was found for the hypothesized personality dimension of Fact-based Thinking which distinguished the four rating groups for the competency, Builds Relationships. For both self-supervisor and self-peer rating comparisons, the competencies, Builds Relationships and Leads in a Learning Environment, were found to have significant relationship with several personality characteristics, however, these relationships were not consistent with the hypotheses in the current study. Several unhypothesized personality dimensions were also found to distinguish rating groups for both self-supervisor and self-peer comparisons on overall performance and various competencies. Results of the current study hold implications for the training and development session that occur after a 360-degree evaluation process. Particularly, it is suggested that feedback sessions may be designed according to particular rating tendencies to maximize the interpretation, acceptance and use of evaluation information. ^

"Unfair'' Restaurant Reviews:To Sue Or Not To Sue

In their discussion entitled - “Unfair” Restaurant Reviews: To Sue Or Not To Sue - by John Schroeder and Bruce Lazarus, Assistant Professors, Department of Restaurant, Hotel and Institutional Management at Purdue University, the authors initially state: “Both advantages and disadvantages exist on bringing lawsuits against restaurant critics who write “unfair” reviews. The authors, both of whom have experience with restaurant criticism, offer practical advice on what realistically can be done by the restaurateur outside of the courtroom to combat unfair criticism.” Well, this is going to be a sticky wicket no matter how you try to defend it, reviews being what they are; very subjective pieces of opinionated journalism, especially in the food industry. And, of course, unless you can prove malicious intent there really is no a basis for a libel suit. So, a restaurateur is at the mercy of written opinion and the press. “Libel is the written or published form of slander which is the statement of false remarks that may damage the reputation of others. It also includes any false and malicious publication which may damage a person's business, trade, or employment,” is the defined form of the law provided by the authors. Anecdotally, Schroeder and Lazarus offer a few of the more scathing pieces reviewers have written about particular eating establishments. And, yes, they can be a bit comical, unless you are the owner of an establishment that appears in the crosshairs of such a reviewer. A bad review can kneecap even a popular eatery. “Because of the large readership of restaurant reviews in the publication (consumer dining out habits indicate that nearly 50 percent of consumers read a review before visiting a new restaurant) your business begins a very dangerous downward tailspin,” the authors reveal, with attribution. “Many restaurant operators contend that a bad review can cost them an immediate trade loss of upward of 50 percent,” Schroeder and Lazarus warn. “The United States Supreme Court has ruled that a restaurant owner can collect damages only if he proves that the statement or statements were made with “actual malice,” even if the statements were untrue,” the authors say by way of citation. And that last portion of the statement cannot be over-emphasized. The first amendment to the U.S. Constitution does wield a heavy hammer, indeed, and it should. So, what recourse does a restaurateur have? The authors cautiously give a guarded thumbs-up to a lawsuit, but you better be prepared to prove a misstatement of fact, as opposed to the distinguishable press protected right of opinion. For the restaurateur the pitfalls are many, the rewards few and far between, Schroeder and Lazarus will have you know. “…after weighing the advantages and disadvantages of a lawsuit against a critic...the disadvantages are overwhelming,” the authors say. “Chicago restaurant critic James Ward said that someone dumped a load of manure on his yard accompanied by a note that read - Stop writing that s--t! - after he wrote a review of a local restaurant.” Such is a novel if not legally measurable tack against an un-mutual review.

Análise de superfícies seletivas em frequência com geometria multifractal

Frequency Selective surfaces are increasingly common structures in telecommunication systems due to their geometric and electromagnetic advantages. As a matter of fact, the frequency selective surfaces with fractal geometry type would allow an even bigger reduction of the electrical length which provided greater flexibility in the design of these structures. In this work, we investigated the use of multifractal geometry in frequency selective surfaces. Three structures with different multifractal geometries have been proposed and analyzed. The first structure allowed the design of multiband structures with greater flexibility in controlling the resonant frequencies and bandwidth. The second structure provided a bandwidth increase even with the rising of the fractal level. The third structure showed response with angle stability, dual polarization and provided room for a bandwidth increase with the rising of the structural multifractality. Furthermore, the proposed structures increased the degree of freedom in the multiband designs because they have multiple resonant frequencies ratios between adjacent bands and are easy to deploy. The validation of the proposed structures was initially verified through simulations in Ansoft Designer software and then the structures were constructed and the experimental results obtained

La construcción de una relación con los espectadores en la continuidad televisiva

El presente trabajo tiene como objetivo evaluar hasta qué punto las cadenas de televisión generalista en España adoptan estrategias de comunicación coherentes, sólidas y atractivas a la hora de construir una relación con los espectadores en su continuidad. Para ello, se aplica un análisis del discurso verbal a una muestra de piezas de continuidad televisiva de La1, Antena3, Telecinco y TV3. El análisis de las características enunciativas de las piezas muestra que, más allá de sus especificidades (en relación a la proximidad con los espectadores, su grado de directividad o su vinculación con ciertas identidades), los discursos de la continuidad de las cadenas requieren mayor coherencia y capacidad de diferenciación, más aún en un contexto de pérdida de prominencia social de la televisión generalista.

Cooperativa habitacional autofinanciável :uma alternativa de mercado à escassez de financiamento

As an example of what happened in Brazil in the 90s, it s noticed in Natal a new system of cooperative housing production which is done by advancing the users resources selffinancing. This system comes as an alternative for the real state market performance since the end of the National Housing Bank (BNH), in 1986. Self-financed housing cooperatives play an important social role by contributing to own housing acquisition by low-income population, without, however, becoming a mechanism of social interest housing production. It is important to consider that Brazil registers a housing deficit of 6.6 million housing units (IBGE 2000/Census), which, compared to 1991, shows an increment of 21.7% to a growth rate of 2.2% a year. This deficit figure has been deepening, mainly with the end of the National Housing Bank (BNH). The self-financed cooperative housing production broadens around the Metropolitan Region of Natal (RMN) and remains as an alternative to the lack of financing in the housing / real state market. In general, the aim of this work is to analyze the role of self-financing housing cooperatives on the housing production in the RMN, in order to identify their role in the real state market, in the own housing promotion and in the housing policy. The Universe of this study is performance of four housing cooperatives - CHAF-RN, COOPHAB-RN, MULTHCOOP e CNH - that work through self-financing. It is considered here an amount of 38 undertakings launched between 1993 and 2002, including 8143 housing units. The methodology adopted consists of bibliographic, documental and field research. As a result, actions like brokerage, marketing, speculation, and the criteria to define places for undertakings and final products, show how close they are to the housing market production. As a matter of fact, this short distance explains why the self-financed cooperative production for social interest housing is still limited. This reinforces the theory that it is necessary to define and implement a subsidized housing policy to serve the low-income Brazilian population

El derecho a no autoincriminación y la autorización para la obtención de evidencia a partir del cuerpo del procesado

El privilegio contra la auto incriminación es una garantía constitucional que protege a todo procesado de ser compelido a declarar en contra de sí mismo en una causa penal; la mencionada garantía hace necesario realizar un análisis en torno a los límites y alcances de dicho privilegio de cara a la posibilidad de que judicialmente se dé la autorización, previa solicitud motivada de la policía judicial o de la Fiscalía General de la Nación, de obtener muestras para cotejo que involucren al imputado aun cuando éste se niegue a dar su consentimiento para ello. Las posiciones respecto a los límites y alcances que pueda tener éste privilegio no son pacíficas y van desde considerar que únicamente aplica para el caso del testimonio del acusado o coacusado hasta afirmar que, además del testimonio o declaración, comprende la prohibición absoluta de usar el cuerpo humano como medio de obtención de evidencia probatoria que pueda llegar a desvirtuar la presunción de inocencia y causar que sea el mismo procesado quien se incrimine. Es por lo anterior que nuestra Corte Constitucional fincó su posición en considerar que el privilegio comprende únicamente la prohibición de obligar al procesado a declarar en su contra; dejando por fuera de su órbita de protección la posibilidad de suplir la voluntad del indiciado, imputado o acusado con una orden judicial dada por el Juez de Control de Garantías para la toma de muestras con fines de cotejo aun cuando dicha evidencia tienda a incriminarlo. El privilegio contra la auto incriminación es una garantía constitucional que protege a todo procesado de ser compelido a declarar en contra de sí mismo en una causa penal; la mencionada garantía hace necesario realizar un análisis en torno a los límites y alcances de dicho privilegio de cara a la posibilidad de que judicialmente se dé la autorización, previa solicitud motivada de la policía judicial o de la Fiscalía General de la Nación, de obtener muestras para cotejo que involucren al imputado aun cuando éste se niegue a dar su consentimiento para ello. Las posiciones respecto a los límites y alcances que pueda tener éste privilegio no son pacíficas y van desde considerar que únicamente aplica para el caso del testimonio del acusado o coacusado hasta afirmar que, además del testimonio o declaración, comprende la prohibición absoluta de usar el cuerpo humano como medio de obtención de evidencia probatoria que pueda llegar a desvirtuar la presunción de inocencia y causar que sea el mismo procesado quien se incrimine. Es por lo anterior que nuestra Corte Constitucional fincó su posición en considerar que el privilegio comprende únicamente la prohibición de obligar al procesado a declarar en su contra; dejando por fuera de su órbita de protección la posibilidad de suplir la voluntad del indiciado, imputado o acusado con una orden judicial dada por el Juez de Control de Garantías para la toma de muestras con fines de cotejo aun cuando dicha evidencia tienda a incriminarlo.

Die laesio enormis und der dolus re ipsa heute: die Verschuldensfrage

The mediaeval interpreters of Roman law have worked out the dolus re ipsa-concept to explain the mysterious laesio enormis (C. 4.44.2 [a. 285]). The inequality in exchange has been supposed then to be a result of malicious undertaking, for which paradoxically, no one was personally liable (Ulp. 45 ad Sab. D. 45.1.36). In course of time, the incorporation of laesio enormis into the scheme of dolus turned into a presumption of a malicious act on the part of the enriched party, even though, the laesio enormis is free from subjective criteria. It is astonishing how little the dolus re ipsa is discussed, although the modern paradigm for correcting inequality in exchange is based on same assumptions. This ‘Wiederkehr der Rechtsfigur’ certainly deserves more attention.

A prática profissionalizante em Educação Pré-Escolar e ensino do 1º. Ciclo do Ensino Básico

Relatório de Estágio apresentado à Escola Superior de Educação de Paula Frassinetti para a obtenção do grau de Mestre em Educação Pré-escolar e Ensino do 1º Ciclo do Ensino Básico

A internacionalização de empresas portuguesas de TIC: aplicação a um caso de estudo

O processo da Internacionalização pode ser definido como a execução de operações no estrangeiro conducentes a movimentos de fatores de produção de um país para outro. A globalização dos mercados e a frequente instabilidade da realidade macroeconómica do mercado interno, em concomitância com a sua reduzida dimensão, têm levado a que muitas empresas portuguesas iniciem uma política de expansão internacional. De facto, a exploração de mercados internacionais revelou-se, do ponto de vista das empresas, crucial no sentido de contornar os constrangimentos decorrentes de um mercado interno restrito e cada vez mais saturado. No entanto, a decisão da companhia em internacionalizar, requer do respetivo decisor de topo uma análise cuidada de toda a informação relativa ao processo de internacionalização, incluindo a escolha dos mercados, as estratégias, formas de entrada e os obstáculos. Neste relatório, depois de sistematizar o conhecimento relacionado com a internacionalização, é efetuada uma aplicação deste conhecimento num caso de estudo relacionado com uma empresas portuguesa que presta serviços na área das tecnologias de informação e comunicação e que se tenciona expandir para mercados no estrangeiro.

Raciocínio contrafactual e modelos mentais

A ideia central deste estudo é de que «... raciocinar sobre factos e raciocinar sobre possibilidades e impossibilidades, baseia-se nos mesmos tipos de representações mentais e processos cognitivos» (Byrne, 1997, p. 107). Quer dizer que as pessoas raciocinam através da construção e revisão de modelos mentais (e.g., Johnson-Laird, Byrne, 1991). As condicionais contrafactuais requerem que os raciocinadores tenham em mente não apenas o que é suposto ser verdadeiro, mas também o que é supostamente verdadeiro mas factualmente falso (Byrne, 1997, p. 117; cf. Johnson-Laird, Byrne, 1991, pp. 72- -73). E a hipótese de que a representação inicial de uma condicional contrafactual é mais explícita do que a de uma condicional factual, permite prever que as inferências Modus Tollens e Negação do Antecedente deverão ser feitas com maior frequência a partir das condicionais contrafactuais do que das factuais. Byrne e Tasso (in press) encontraram evidência para esta hipótese. No estudo que apresentamos, também procuramos replicar esses resultados encontrados por Byrne e Tasso, e acrescentamos algumas hipóteses relacionadas com as latências para compreender os dois tipos de condicionais, e para escolher a conclusão. Utilizamos condicionais neutras do tipo «Se houve um círculo, então houve um triângulo», e apresentamos aos participantes os quatro silogismos condicionais no programa SUPERLAB.

Cooperativa habitacional autofinanciável :uma alternativa de mercado à escassez de financiamento

As an example of what happened in Brazil in the 90s, it s noticed in Natal a new system of cooperative housing production which is done by advancing the users resources selffinancing. This system comes as an alternative for the real state market performance since the end of the National Housing Bank (BNH), in 1986. Self-financed housing cooperatives play an important social role by contributing to own housing acquisition by low-income population, without, however, becoming a mechanism of social interest housing production. It is important to consider that Brazil registers a housing deficit of 6.6 million housing units (IBGE 2000/Census), which, compared to 1991, shows an increment of 21.7% to a growth rate of 2.2% a year. This deficit figure has been deepening, mainly with the end of the National Housing Bank (BNH). The self-financed cooperative housing production broadens around the Metropolitan Region of Natal (RMN) and remains as an alternative to the lack of financing in the housing / real state market. In general, the aim of this work is to analyze the role of self-financing housing cooperatives on the housing production in the RMN, in order to identify their role in the real state market, in the own housing promotion and in the housing policy. The Universe of this study is performance of four housing cooperatives - CHAF-RN, COOPHAB-RN, MULTHCOOP e CNH - that work through self-financing. It is considered here an amount of 38 undertakings launched between 1993 and 2002, including 8143 housing units. The methodology adopted consists of bibliographic, documental and field research. As a result, actions like brokerage, marketing, speculation, and the criteria to define places for undertakings and final products, show how close they are to the housing market production. As a matter of fact, this short distance explains why the self-financed cooperative production for social interest housing is still limited. This reinforces the theory that it is necessary to define and implement a subsidized housing policy to serve the low-income Brazilian population

Is a 24 hour ban such a bad thing?

A key element in Australian policing in recent years is the growth of police-imposed discretionary summary justice. The rise and impact of on-the-spot fines, infringement notices, exclusion orders and move-on powers enable police-initiated resolutions and punishments to be imposed, often without legal or judicial intervention. These operational policing mechanisms reflect underlying pressures to reduce costs, ease the burden on the court system, and speed up the decision-making process, but when viewed from a human rights perspective the potential consequences are significant. Focusing on the legislative development of banning notices in Victoria, this article highlights the impact of such a police-imposed punishment upon individual due process procedural protections. Banning notices deny the recipient the right to conduct a defence, undermine the presumption of innocence, and conflate notions of pre-emption and punishment. The rhetoric upon which the banning notice legislation is predicated obviates meaningful scrutiny of the diminution of individual rights that are implicit in its enactment. A perceived ‘need’ to control disorder and ‘re-balance’ justice to prioritise community protection is used to legitimise any consequential impact upon the principles of criminal law, due process and human rights.

From the inside to the outside. Architecture Venice Biennales 2014 and 2016

The comparison between the Position Statements of the latest two Venice Biennale of Architecture, Fundamentals, directed by Rem Koolhaas in 2014 and Reporting from the front that Alejandro Aravena prepares for 2016, is an evident sign of the internal stress that architectural practice has been suffering during the last decade. Koolhaas intensively focused on the immediate past whilst Aravena presents a Biennalle strongly decided to explore possible alternatives for the future of Architecture. The first one tried to define the core, theessence, the most elemental particles that utterly compose Architecture. The second looks at the boundaries, the periphery, the outskirts, the limits of the discipline. Fundamentals was theoretical, personal, abstract, compact and aesthetic. Reporting from the front will be practical, collective, concrete, permeable and ethical. This fertile antagonism or counterpoint between both approaches is too frequently understood as incompatible. However, as a matter of fact the coexistence of these two different perspectives within architectural practice is the mostdistinctive feature of the complex contemporary architectural landscape. The insertion of the analysis of both position statements within the historical evolution of the Venice Bienale since 1980, allows a reinterpretation of the antagonism between the two exhibitions and evidences some lines of thought and action in the architectural world. Following the war industry terminology that Report from the front has chosen, Aravena identifies with precision the theatre of operations; the space and time that is requesting an urgent response from architecture.Previously Koolhaas had defined the armament that Architecture has available to undertake this crucial mission: to define the role and relevance of Architecture in the immediate future. Until now, battles in the front have been a guerrilla warfare. More reactive than proactive. Battles for survival more than for experience. Necessary but, at the same time, insufficient. Valuable actions in radical contexts; heroic acts in extreme situations; occasional infiltrations that find their final reason for being in their own audacity. Time has come for these counterattackarchitectures to evolve from protests to proposals.

La réaction de Gorgias au Poème de Parménide : élaboration d'une rhétorique comme fuite de l'ontologie.

L’objectif principal de ce mémoire de maîtrise sera d’examiner en détails les arguments que Gorgias avance dans le Traité sur le non-être pour supporter sa thèse de l’impossibilité de la connaissance. Ces arguments sont au nombre de trois : a) rien n’est; b) Si quelque chose est, c’est inconnaissable; c) Si c’est connaissable, c’est indémontrable aux autres. En plus de s’attaquer à la thèse parménidienne de la correspondance entre le « penser » (noein) et « l’être » (einai), ces arguments viennent justifier l’art rhétorique. En effet, sans la connaissance qui nous permettrait de départager le vrai du faux, l’être humain n’a plus rien d’autre que ses intérêts personnels et les moyens rhétoriques de les faire triompher. Dans un tel contexte, la rhétorique devient, à proprement parler, la seule science véritablement légitime.