O IMPACTO DA INFLUÊNCIA SOCIAL SOBRE A INTENÇÃO DE USO DE SITES DE COMPRAS COLETIVAS: UM ESTUDO BASEADO NO MODELO UTAUT

A aceitação e o uso de Tecnologia da Informação (TI) pelo indivíduo têm sido estudadas por diferentes modelos conceituais que, em geral, derivaram de teorias da Psicologia como a TRA Theory of Reasoned Action e a TPB Theory of Planned Behavior, derivada da primeira. Um importante modelo de análise dai derivado, resultado da minuciosa análise de outros 8 modelos anteriores, o UTAUT - Unified Theory of Acceptance and Use of Technology de VENKATESH et. al. (2003) tem sido largamente analisado e validado em vários cenários de tecnologia e ambientes. Este trabalho visa compreender de uma maneira mais ampla dos fatores antecedentes da intenção de uso e comportamento de uso a partir do modelo UTAUT, bem como os fatores que melhores explicam a intenção e o comportamento de uso, assim como a análise de seus moderadores. Em seu desenvolvimento, Venkatesh et al. empreenderam comparações em três etapas de implantação e em dois cenários: na adoção mandatória, aquela em que se deu em ambiente empresarial onde o sistema é requerido para execução de processos e tomada de decisões, e na adoção voluntária, cenário em que a adoção se dá pelo indivíduo. No segundo caso, os autores concluíram que o fator influência social tem baixa magnitude e significância, não se revelando um fator importante na adoção da tecnologia. Este trabalho visa analisar também se o mesmo fenômeno ocorre para adoção que se dá de forma voluntária, mas passível de ser altamente influenciada pelos laços sociais, como o que ocorre entre usuários das redes sociais como Orkut, Facebook, Twitter e Linkedin, especialmente em tecnologias que habilitam ganhos associados ao exercício desses laços, como no caso do uso de sites de compras coletivas tais como Peixe Urbano, Groupon e Clickon. Com base no modelo UTAUT, foi aplicada uma pesquisa e posteriormente foram analisados os resultados de 292 respondentes validados que foram acessados por e-mails e redes sociais. A técnica de análise empregada consistiu do uso de modelagem por equações estruturais, com base no algoritmo PLS Partial Least Square, com bootstrap de 1000 reamostragens. Os resultados demonstraram alta magnitude e significância preditiva sobre a Intenção de uso da tecnologia pelos fatores de Expectativa de Desempenho (0,288@0,1%), Influência Social (0,176@0,1%). Os primeiro, compatível com estudos anteriores. Já a magnitude e significância do último fator resultou amplamente superior ao estudo original de Venkatesh et al. (2003) variando entre 0,02 a 0,04, não significante, dependendo dos dados estarem agrupados ou não (p.465). A principal conclusão deste estudo é que, ao considerarmos o fenômeno das compras coletivas, em um ambiente de adoção voluntária, portanto, o fator social é altamente influente na intenção de uso da tecnologia, o que contrasta fortemente com o estudo original do UTAUT (já que no estudo de Venkatesh et al. (2003) este fator não foi significante) e apresenta várias possibilidades de pesquisas futuras e possíveis implicações gerenciais.

BASES DE PODER SOCIAL, ENGAJAMENTO NO TRABALHO E RESILIÊNCIA: UM ESTUDO COM SERVIDORES PÚBLICOS MUNICIPAIS DE DIADEMA - SP

Este estudo teve a intenção de analisar até que ponto o uso de diferentes bases de poder dos superiores hierárquicos predizem os níveis de engajamento no trabalho e de resiliência dos trabalhadores, colaborando para aumentar o conhecimento sobre o comportamento dos servidores públicos municipais, quanto aos níveis de engajamento no trabalho e resiliência apresentados. Partiu-se da definição de poder de French e Raven (1959): poder é a influência potencial que o agente O poderia causar no sujeito P; adotou-se o conceito de engajamento no trabalho de Schaufeli e Bakker (2003), que definem engajamento no trabalho como um construto motivacional positivo, caracterizado por vigor, dedicação e absorção, sempre relacionado ao trabalho, o qual implica sentimento de realização, envolve estado cognitivo positivo, é persistente no tempo, apresentando, assim, natureza motivacional e social e por fim utilizou-se o conceito de Grotberg (2005) que define resiliência como a capacidade humana para enfrentar, vencer e ser fortalecido ou transformado por experiências de adversidades . Para isto, definiu-se como objetivo geral testar a capacidade preditiva das bases de poder social dos chefes sobre a resiliência e o engajamento no trabalho, em servidores públicos municipais de Diadema - SP. Participaram deste estudo 95 servidores públicos municipais do município de Diadema, SP, com pequena maioria de indivíduos do sexo feminino (51,6%), com maior percentual de idade entre 25 e 40 anos (38,9%). A maioria dos participantes (60%) declarou possuir nível superior completo (35,8%) ou pós-graduação (24,2%). Utilizou-se os instrumentos: Escala de Bases de Poder do Supervisor (EBPS), escala desenvolvida por Martins e Guimarães (2007); Escala de Avaliação da Resiliência (EAR), escala construída por Martins, Siqueira e Emilio (2011) e a Escala de Engajamento no Trabalho de UTRECHT (UWES) que tiveram seus indicadores de validade e fidedignidade apurados neste estudo. Como resultado constatou-se parcialmente a existência de associação entre engajamento no trabalho e resiliência, pois engajamento no trabalho correlacionou-se com três dos cinco fatores de resiliência: adaptação positiva à mudanças, competência pessoal e persistência diante de dificuldade. Verificou-se que as dimensões que compõem a variável resiliência obtiveram médias ao redor do ponto quatro da escala de resiliência (frequentemente é verdade), indicando que os participantes frequentemente percebem a si mesmos como capazes de enfrentar as adversidades da vida em função da sua alta percepção de persistência, capazes de adaptar-se às mudanças, com bom nível de competência pessoal e de espiritualidade. Constatou-se que as médias nas dimensões que compõem a variável engajamento no trabalho ficaram muito próximas do ponto quatro da escala de engajamento (algumas vezes na semana), indicando que eles percebem em si um alto grau engajamento no trabalho, ou seja, que possuem vigor, são dedicados e deixam-se absorver pelo trabalho. Verificou-se ainda que os trabalhadores percebem o poder de perícia como o mais empregado pelos seus superiores hierárquicos com média de 4,46 (DP= 0,71). Por fim, os resultados obtidos apontaram que o papel e o posicionamento da chefia não provocaram impacto significativo em nenhuma das variáveis consequentes, portanto, bases de poder não explicam resiliência para os trabalhadores participantes desta pesquisa como também não predisseram engajamento no trabalho.

IMPACTO DO CONFLITO INTRAGRUPAL, DO SUPORTE SOCIAL NO TRABALHO E DO AUTOCONCEITO PROFISSIONAL SOBRE A RESILIÊNCIA: UM ESTUDO COM POLICIAIS MILITARES.

A resiliência é um construto que remete à habilidade do ser humano de ter êxito frente às adversidades da vida, superá-las e inclusive, ser fortalecido ou transformado por elas. Campos de investigações da psicologia, como Psicologia da Saúde, Psicologia Positiva e Comportamento Organizacional Positivo, têm considerado a resiliência como uma importante via para a compreensão dos aspectos positivos e saudáveis dos indivíduos. Este trabalho pretendeu ampliar o conhecimento acerca da resiliência e suas relações com outros construtos no contexto organizacional. Para isto, definiu-se como objetivo geral deste estudo verificar a capacidade preditiva do conflito intragrupal (tarefa e relacionamento), do suporte social no trabalho (emocional, informacional e instrumental) e do autoconceito profissional (saúde, realização, autoconfiança e competência) sobre a resiliência (adaptação ou aceitação positiva de mudanças, espiritualidade, resignação diante da vida, competência pessoal e persistência diante das dificuldades) de policiais militares. Participaram do estudo 133 policiais militares de um batalhão do interior do estado de São Paulo, prevalecendo indivíduos do sexo masculino (97,7%), com idade média de 30 anos (DP= 5,7). Para a medida das variáveis foram utilizadas as seguintes escalas validadas: Escala de Avaliação de Resiliência reduzida, Escala de Conflitos Intragrupais, Escala de Percepção de Suporte Social no Trabalho e a Escala de Autoconceito Profissional. Os dados foram submetidos a cálculos descritivos e a análises de regressão linear múltipla padrão. Os resultados indicaram que o modelo que reunia as variáveis antecedentes (conflito intragrupal, suporte social no trabalho e autoconceito profissional) explicou significativamente a variância das dimensões da resiliência: 30% da persistência diante das dificuldades, 29% da adaptação ou aceitação positiva de mudanças, 28% da competência pessoal e 11% da espiritualidade. As variáveis que tiveram impacto estatisticamente importante sobre a persistência diante das dificuldades foram o suporte emocional no trabalho, cuja direção da predição foi inversa, e autoconfiança, cuja direção da predição foi direta. A adaptação ou aceitação positiva de mudanças teve como preditor inverso a variável saúde e como preditor direto a autoconfiança. A competência pessoal teve impacto significativo da variável autoconfiança, que se mostrou um preditor direto. A espiritualidade, por sua vez, teve um único preditor significante, a variável realização, cuja direção da predição foi direta. Os resultados sugerem que dentre as variáveis antecedentes, o autoconceito profissional evidenciou maior poder de explicação da variância da resiliência. À luz da literatura da área foram discutidos estes achados. Por fim, foram apresentadas as limitações e a proposta de uma agenda de pesquisa que contribua para confirmação e ampliação dos resultados desta investigação.

Trust as a mediator of the relationship between organizational justice and work outcomes:test of a social exchange model

Data obtained from full-time employees of a public sector organization in India were used to test a social exchange model of employee work attitudes and behaviors. LISREL results revealed that whereas the three organizational justice dimensions (distributive, procedural and interactional) were related to trust in organization only interactional justice was related to trust in supervisor. The results further revealed that relative to the hypothesized fully mediated model a partially mediated model better fitted the data. Trust in organization partially mediated the relationship between distributive and procedural justice and the work attitudes of job satisfaction, turnover intentions, and organizational commitment but fully mediated the relationship between interactional justice and these work attitudes. In contrast, trust in supervisor fully mediated the relationship between interactional justice and the work behaviors of task performance and the individually- and organizationally-oriented dimensions of citizenship behavior.

Organizational citizenship behavior and organizational commitment in Nepal

The present study examines the structure of organizational citizenship behavior (OCB) and its relation to organizational commitment in Nepal. Four-hundred and fifty employees of five Nepalese organizations filled out standardized questionnaires. Exploratory and confirmatory factor analyses revealed two factors of OCB, altruism and compliance, replicating Western models of extra-role behavior. Structural equation analysis showed a positive relation between affective and normative commitment on the one hand and both citizenship factors on the other. Continuance commitment was negatively related to compliance and unrelated to altruism. The findings thus confirmed the structure and usefulness of the concepts in an under-researched geographical area. Findings of the research are discussed within the Nepalese sociocultural context. © Blackwell Publishing Ltd with the Asian Association of Social Psychology and the Japanese Group Dynamics Association 2005.

Majority versus minority influence and prediction of behavioral intentions and behavior

Two experiments examined the effects of majority and minority influence on attitude-consistent behavioral intentions. In the first experiment, when attitudes were changed via minority influence there was a greater likelihood to engage in an attitude-consistent behavioral intention than when attitudes were changed via majority influence. This suggests that minority influence leads to stronger attitudes (based on systematic processing) that are more predictive of behavioral intentions, while attitude change via majority influence is due to compliance through non-systematic processing. Further support for this interpretation comes from the finding that the amount of message-congruent elaboration mediated behavioral intention. When there was no attitude change, there was no impact on behavioral intention to engage in an attitude-consistent behavior. Experiment 2 explored the role of personal relevance of the topic and also included a real behavioral measure. When the topic was of low personal relevance, the same pattern was found as Experiment 1. When the topic was of high personal relevance, thus increasing the motivation to engage in systematic processing, attitudes changed by both a majority and minority source increased behavioral intention and actual behavior. The results are consistent with the view that both majorities and minorities can lead to different processes and consequences under different situations. © 2006 Elsevier Inc. All rights reserved.

Individual differences in cognitive style and their effects on task and social orientations of self-managed work teams

When assembling self-managing work teams, the personalities of team members are often overlooked. One personality variable known to be critical for effective decision making in teams is cognitive style. This study sought to examine how differences and similarities in analytic/intuitive cognitive styles affected the behavior of team members on the task/emotionally expressive dimension identified by Bales. As hypothesized, intuitive individuals and homogeneous intuitive teams were found to initiate more social-emotional acts. Contrary to expectations, intuitive rather than analytic individuals and homogeneous intuitive rather than analytic teams engaged in more task-oriented behaviors. Teams also tended to select intuitive individuals as leaders. The possibility that different combinations of styles may be important for overall team effectiveness was subsequently discussed, and it was suggested that this may depend on whether the nature of the work environment is relatively well structured and mechanistic or relatively unstructured and organic.

The influence of social e-atmospherics in practice:a website content analysis perspectives from Turkey as an illustration of emerging market and France as a mature market

E-atmospherics have been often analyzed in terms of functional features, leaving its characteristics' link to social capital co-creation as a fertile research area. Prior research have demonstrated the capacity of e-atmospherics' at modifying shopping habits towards deeper engagement. Little is known on how processes and cues emerging from the social aspects of lifestyle influence purchasing behavior. The anatomy of social dimension and ICT is the focus of this research, where attention is devoted to unpack the meanings and type of online mundane social capital creation. Taking a cross-product/services approach to better investigate social construction impact, our approach also involves both an emerging and a mature market where exploratory content analysis of landing page are done on Turkish and French web sites, respectively. We contend that by comprehending social capital, daily micro practices, habits and routine, a better and deeper understanding on e-atmospherics incumbent and potential effects on its multi-national e-customer will be acquired.

Household waste recycling behavior: a market segmentation model

The potential of social marketing has been recognized in the United Kingdom by the Department for Environment, Food and Rural Affairs (DEFRA) as a useful tool for behavioral change for environmental problems. The techniques of social marketing have been used successfully by health organizations to tackle current public health issues. This article describes a research project which explored the current barriers to recycling household waste and the development of a segmentation model which could be used at the local level by authorities charged with waste collection and disposal. The research makes a unique contribution to social marketing through the introduction of a competencies framework and market segmentation for recycling behaviors.

Antecedents and consequences of the social categorization of expatriates in India

Multinational organizations have dramatically increased their operations in Asian countries in recent years. The success of expatriate assignments has therefore become increasingly important for multinationals. Social and cultural psychologists have proposed that host country nationals' (HCN) attitudes toward expatriates are key antecedents of interpersonally supportive behavior related to assignment success. We developed and tested a model of HCN social categorization and helping of expatriates based on the social–psychological theory. Results indicated that perceived values similarity and collectivism are negatively related to social categorization of expatriates, and that social categorization is negatively related to the provision of role information and social support by HCNs. Results are discussed in terms of their implications for theory and for organizations sending expatriates to culturally dissimilar host countries.

Are web designers resisting the inclusion of social cues when creating website user interface?

Using the resistance literature as an underpinning theoretical framework, this chapter analyzes how Web designers through their daily practices, (i) adopt recursive, adaptive, and resisting behavior regarding the inclusion of social cues online and (ii) shape the socio-technical power relationship between designers and other stakeholders. Five vignettes in the form of case studies with expert individual Web designers are used. Findings point out at three types of emerging resistance namely: market driven resistance, ideological resistance, and functional resistance. In addition, a series of propositions are provided linking the various themes. Furthermore, the authors suggest that stratification in Web designers’ type is occurring and that resistance offers a novel lens to analyze the debate.

Disentangle contextual and permanent individual motivations:an application to shopping behavior

Past studies resulted in conflicting definitions of consumer motivation. On the one hand, motivations are seen as the consumer’s characteristics that shape her general behavior (motivational trait). On the other hand, they are seen as contextual variables representing the reason why the individual is behaving specific to today’s context (motivational state). The objective of this research is to stress the difference between these two concepts and to understand the impact of each on consumer behavior. We applied our empirical study to shopping motivations; our results show a strong interaction between motivational trait and motivational state. Problem and Hypothesis On the one hand, Westbrook and Black (1985) consider shopping motivations as individual permanent characteristics. This concept is shared by other researchers (Rohm and Swaminathan 2004), which show that some shoppers are functional (they shop for convenience, information seeking, and time saving) while some others are hedonic (they shop for social interaction, bargain hunting and browsing). On the other hand, Kaltcheva and Weitz (2006) define motivations as a contextual orientation changing over time, depending on the situation, and show that contextual shopping motivations have a strong impact on shopping behavior. From our knowledge, no research specifically examined the respective impact of both these shopping motivation types. To deal with this issue, we used the notions of “traits” and “states” that have been largely used in marketing research to designate respectively a permanent characteristic of the individual and a temporary orientation of the consumer (Mowen 2000). The reversal theory (Apter 2001) suggests that two opposite states exist: the telic and the paratelic states. In the telic state, individuals set goals for themselves, must be disciplined to reach these goals, and do not behave in accordance with their personal trait. In the paratelic state, individuals are seeking arousal and enjoyment, do not set rules, and one could postulate that they act in accordance with their natural tendencies. Based on these considerations, we hypothesize the following process: in situations involving paratelic states, hedonic as well as functional individuals should behave according to their natural traits, whereas in situations involving telic states, hedonic people should inhibit their natural propensity to enjoy shopping and behave similarly to functional people. Hence, we postulate the following: Hypothesis: Compared to shoppers with functional motivational trait, shoppers with hedonic motivational trait will a) significantly display more hedonic shopping behavior intentions in a condition of paratelic motivational state, and b) not display more hedonic shopping behavior intentions in a condition a telic motivational state Empirical Research First, 108 participants were asked to fill a multi-items scale about their shopping habits, which actually measured their shopping motivational traits. This questionnaire allowed us to highlight four different dimensions in shopping motivational traits: social interaction, novelty/utility seeking, bargain hunting, and browsing. According to their scores on different items, participants were classified as functional or as hedonic on each of these four dimensions (a single individual may be hedonic on some dimensions and functional on others). Then, participants were then induced to adopt either a telic or a paratelic shopping motivational state while reading an appropriate scenario. Finally, participants were asked for their shopping behavior intentions in response to the shopping context. Four items were developed, corresponding to the four shopping motivational trait dimensions we found with our factor analysis. Results As we found four dimensions in shopping motivational trait, we set up four quasi-experimental designs to capture the entire phenomenon: for each dimension, a 2 (motivational trait) x 2 (motivational state) design was built, where the dependant variable was the shopping behavior element corresponding to the studied dimension. Four 2 x 2 Anovas were performed to assess the interaction between motivational trait and motivational state. Concerning the three dimensions - browsing, novelty/utility seeking, and bargain hunting- , in the paratelic state scenario participants with hedonic motivational trait displayed significantly more hedonic shopping behavior intentions than participants with a functional motivational trait (resp. F = 9.701, p = .003; F = 4.979, p = .03; F = 5.757, p = .02); and in the telic state scenario, there was no significant difference in behavior intentions between participants with hedonic or functional motivation trait. Each time, the interaction effect between motivational state and motivational trait was significant (resp. F = 4.859, p = .03; F = 3.314, p = .07; F = 2.98, p = .08). Concerning the fourth dimension, social interaction, shopping behavior intentions of participants with hedonic and with functional motivational traits were significantly different in the paratelic state scenario (F = 29.898, p <.000) as well as in the telic state scenario (F = 9.559, p = .003). However, the interaction effect showed that this behavioral difference was significantly stronger in the paratelic scenario. All these results support our research hypothesis. Discussion and Implications Our study provides consistent support for our hypotheses saying that there is an interaction effect between shopping motivational states and shopping motivational traits. The generalization of the results is strengthened by the study of four different shopping traits: social interaction, novelty/utility seeking, bargain hunting and browsing. As we proposed, when shopping in a goal-oriented state (telic state), behaviors of hedonic and functional shoppers do not differ significantly. Conversely, when shopping for a recreational reason (paratelic state), hedonic and functional shoppers behave significantly different. These results could explain why some previous studies concluded that shopping motivational traits had no impact on shopping behavior: they did not take into consideration the interaction between motivational trait and motivational state. Moreover, our study shows that marketing surveys performed by store managers to draw the personal profile of their customers must be crossed with contextual motivations in order to accurately forecast shopper behavior. Future Developments Our results can be explained by the self-control process, which pushes hedonic-trait shoppers to behave in a rather functional way in utilitarian situations. However, to be certain that this is the very process that occurs, we plan to add self-control perception scales to our existing measures. This is obviously the next step of this research.

Social cognition in leader–follower relationship:applying insights from relationship science to understanding relationship-based approaches to leadership

Relationship-based approaches to leadership (e.g., Leader–Member Exchange theory) currently represent one of the most popular approaches to understanding workplace leadership. Although the concept of “relationship” is central to these approaches, generally this has not been well articulated and is often conceptualized simply in terms of relationship quality between the leader and the follower. In contrast, research in the wider relationship science domain provides a more detailed exposition of relationships and how they form and develop. We propose that research and methodology developed in relationship science (i.e., close relationships) can enhance understanding of the leader–follower relationship and therefore advance theory in this area. To address this issue, we organize our review in two areas. First, we examine how a social cognitive approach to close relationships can benefit an understanding of the leader–follower relationship (in terms of structure, content, and processes). Second, we show how the research designs and methodologies that have been developed in relationship science can be applied to understand better the leader–follower relationship. The cross-fertilization of research from the close relationships literature to understanding the leader–follower relationship provides new insights into leadership processes and potential avenues for further research. Copyright © 2013 John Wiley & Sons, Ltd.

Properties of intention:component structure and consequences for behavior, information processing and resistance

Three studies tested the impact of properties of behavioral intention on intention-behavior consistency, information processing, and resistance. Principal components analysis showed that properties of intention formed distinct factors. Study 1 demonstrated that temporal stability, but not the other intention attributes, moderated intention-behavior consistency. Study 2 found that greater stability of intention was associated with improved memory performance. In Study 3, participants were confronted with a rating scale manipulation designed to alter their intention scores. Findings showed that stable intentions were able to withstand attack. Overall, the present research findings suggest that different properties of intention are not simply manifestations of a single underlying construct ("intention strength"), and that temporal stability exhibits superior resistance and impact compared to other intention attributes. © 2013 Wiley Periodicals, Inc.