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.

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

Past studies resulted in conflicting definitions of consumer motivation. Motivations are seen either as the consumer? s characteristics that shape her general behavior (motivational trait), or 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 understand the impact of each on consumer behavior. Applied to shopping motivations, our study shows a strong interaction between motivational trait and state: motivational traits influence behavior only when associated with a recreational motivational state. In a functional motivational state, individuals prevent their personal characteristics from being fully expressed.

A New Class of Processes for Formalizing and Generalizing Individual-Based Models: The Semi-Semi-Markov Processes

2000 Mathematics Subject Classification: 60K15, 60K20, 60G20,60J75, 60J80, 60J85, 60-08, 90B15.

Social institutions and identity formation : the interface between society and the individual

This thesis describes a study conducted to develop and refine a measure, the Social Institutions Rating (SIR), a group administered, self-report measure of institutional attributes and characteristics. This thesis reports data on the psychometric properties of the SIR. Exploratory analyses are reported investigating the empirical effects of social institutions on identity formation within two ethnic/cultural groups, Euroamericans and Hispanics. Based on previous studies with ethnic minorities, a directional hypothesis was tested. The hypothesis that subjects in the Euroamerican sample have a higher identity status than the Hispanic sample for three identity domains (personal, interpersonal, and world view) was not confirmed. The hypothesis that subjects in the Euroamerican sample would score higher on identity satisfaction and lower on identity dissatisfaction than the Hispanic sample for nine content areas of identity was partially supported but in the opposite direction. Hispanics reported higher satisfaction on sense of self and religious issues than Euroamericans.

On the mass determination of super-Earths orbiting active stars: the CoRoT-7 system

Context. Star activity makes the mass determination of CoRoT-7b and CoRoT 7c uncertain. Investigators of the CoRoT team proposed several solutions, but all but one of them are larger than the initial determinations of 4.8 +/- 0.8 M(Earth) for CoRoT-7b and 8.4 +/- 0.9 M(Earth) for CoRoT 7c. Aims. This investigation uses the excellent HARPS radial velocity measurements of CoRoT-7 to redetermine the planet masses and to explore techniques for determining mass and orbital elements of planets discovered around active stars when the relative variation in the radial velocity due to the star activity cannot be considered as just noise and can exceed the variation due to the planets. Methods. The main technique used here is a self-consistent version of the high-pass filter used by Queloz et al. (2009, A&A, 506, 303) in the first mass determination of CoRoT-7b and CoRoT-7c. The results are compared to those given by two alternative techniques: (1) the approach proposed by Hatzes et al. (2010, A&A, 520, A93) using only those nights in which two or three observations were done; (2) a pure Fourier analysis. In all cases, the eccentricities are taken equal to zero as indicated by the study of the tidal evolution of the system. The periods are also kept fixed at the values given by Queloz et al. Only the observations done in the time interval BJD 2 454 847-873 are used because they include many nights with multiple observations; otherwise, it is not possible to separate the effects of the rotation fourth harmonic (5.91 d = P(rot)/4) from the alias of the orbital period of CoRoT-7b (0.853585 d). Results. The results of the various approaches are combined to give planet mass values 8.0 +/- 1.2 M(Earth) for CoRoT-7b and 13.6 +/- 1.4 M(Earth) for CoRoT 7c. An estimation of the variation of the radial velocity of the star due to its activity is also given. Conclusions. The results obtained with three different approaches agree to give higher masses than those in previous determinations. From the existing internal structure models they indicate that CoRoT-7b is a much denser super-Earth. The bulk density is 11 +/- 3.5 g cm(-3), so CoRoT-7b may be rocky with a large iron core.

THE GEMINI NICI PLANET-FINDING CAMPAIGN: DISCOVERY OF A CLOSE SUBSTELLAR COMPANION TO THE YOUNG DEBRIS DISK STAR PZ Tel

We report the discovery of a tight substellar companion to the young solar analog PZ Tel, a member of the beta Pic moving group observed with high-contrast adaptive optics imaging as part of the Gemini Near-Infrared Coronagraphic Imager Planet-Finding Campaign. The companion was detected at a projected separation of 16.4 +/- 1.0 AU (0.'' 33 +/- 0.'' 01) in 2009 April. Second-epoch observations in 2010 May demonstrate that the companion is physically associated and shows significant orbital motion. Monte Carlo modeling constrains the orbit of PZ Tel B to eccentricities >0.6. The near-IR colors of PZ Tel B indicate a spectral type of M7 +/- 2 and thus this object will be a new benchmark companion for studies of ultracool, low-gravity photospheres. Adopting an age of 12(-4)(+8) Myr for the system, we estimate a mass of 36 +/- 6 M(Jup) based on the Lyon/DUSTY evolutionary models. PZ Tel B is one of the few young substellar companions directly imaged at orbital separations similar to those of giant planets in our own solar system. Additionally, the primary star PZ Tel A shows a 70 mu m emission excess, evidence for a significant quantity of circumstellar dust that has not been disrupted by the orbital motion of the companion.

THE GEMINI NICI PLANET-FINDING CAMPAIGN: DISCOVERY OF A SUBSTELLAR L DWARF COMPANION TO THE NEARBY YOUNG M DWARF CD-35 2722

We present the discovery of a wide (67 AU) substellar companion to the nearby (21 pc) young solar-metallicity M1 dwarf CD-35 2722, a member of the approximate to 100 Myr AB Doradus association. Two epochs of astrometry from the NICI Planet-Finding Campaign confirm that CD-35 2722 B is physically associated with the primary star. Near-IR spectra indicate a spectral type of L4 +/- 1 with a moderately low surface gravity, making it one of the coolest young companions found to date. The absorption lines and near-IR continuum shape of CD-35 2722 B agree especially well the dusty field L4.5 dwarf 2MASS J22244381-0158521, while the near-IR colors and absolute magnitudes match those of the 5 Myr old L4 planetary-mass companion, 1RXS J160929.1-210524 b. Overall, CD-35 2722 B appears to be an intermediate-age benchmark for L dwarfs, with a less peaked H-band continuum than the youngest objects and near-IR absorption lines comparable to field objects. We fit Ames-Dusty model atmospheres to the near-IR spectra and find T(eff) = 1700-1900 K and log(g) = 4.5 +/- 0.5. The spectra also show that the radial velocities of components A and B agree to within +/- 10 km s(-1), further confirming their physical association. Using the age and bolometric luminosity of CD-35 2722 B, we derive a mass of 31 +/- 8 M(Jup) from the Lyon/Dusty evolutionary models. Altogether, young late-M to mid-L type companions appear to be overluminous for their near-IR spectral type compared with field objects, in contrast to the underluminosity of young late-L and early-T dwarfs.

Modelling the secular evolution of migrating planet pairs

The subject of this paper is the secular behaviour of a pair of planets evolving under dissipative forces. In particular, we investigate the case when dissipative forces affect the planetary semimajor axes and the planets move inwards/outwards the central star, in a process known as planet migration. To perform this investigation, we introduce fundamental concepts of conservative and dissipative dynamics of the three-body problem. Based on these concepts, we develop a qualitative model of the secular evolution of the migrating planetary pair. Our approach is based on the analysis of the energy and the orbital angular momentum exchange between the two-planet system and an external medium; thus no specific kind of dissipative forces is invoked. We show that, under the assumption that dissipation is weak and slow, the evolutionary routes of the migrating planets are traced by the Mode I and Mode II stationary solutions of the conservative secular problem. The ultimate convergence and the evolution of the system along one of these secular modes of motion are determined uniquely by the condition that the dissipation rate is sufficiently smaller than the proper secular frequency of the system. We show that it is possible to reassemble the starting configurations and the migration history of the systems on the basis of their final states and consequently to constrain the parameters of the physical processes involved.

Exploring S-type orbits in the Pluto-Charon binary system

This work generates, through a sample of numerical simulations of the restricted three-body problem, diagrams of semimajor axis and eccentricity which defines stable and unstable zones for particles in S-type orbits around Pluto and Charon. Since we consider initial conditions with 0 <= e <= 0.99, we found several new stable regions. We also identified the nature of each one of these newly found stable regions. They are all associated to families of periodic orbits derived from the planar circular restricted three-body problem. We have shown that a possible eccentricity of the Pluto-Charon system slightly reduces, but does not destroy, any of the stable regions.

On the dynamics of some resonances of Phobos in the future

A probable capture of Phobos into an interesting resonance was presented in our previous work. With a simple model, considering Mars in a Keplerian and circular orbit, it was shown that once captured in the resonance, the inclination of the satellite reaches very high values. Here, the integrations are extended to much longer times and escape situations are analyzed. These escapes are due to the interaction of new additional resonances, which appear as the inclination starts to increase reaching some specific values. Compared to classical capture in mean motion resonances, we see some interesting differences in this problem. We also include the effect of Mars' eccentricity in the process of the capture. The role played by this eccentricity becomes important, particularly when Phobos encounters a double resonance at a approximate to 2.619R(M). Planetary perturbations acting on Mars and variation of its equator are also included. In general, some possible scenarios of the future of Phobos are presented.

Effect of Jupiter's mass growth on satellite capture

We study the effects of Jupiter mass growth in order to permanently capture prograde satellites. Adopting the restricted three-body problem, Sun-Jupiter-Particle, we performed numerical simulations backward in time while considering the decrease in Jupiter's mass. We considered the particle's initial conditions to be prograde, at pericenter, in the region 100R(4) <= a <= 400R(4) and 0 <= e <= 0.5. The results give Jupiter's mass at the moment when the particle escapes from the planet. Such values give an indication of the conditions that are necessary for capture. An analysis of these results shows that prograde satellite capture is more complex than a retrograde one. It occurs in a two-step process. First, when the particles get inside about 0.85R(Hill) (Hills' radius), they become weakly bound to Jupiter. Then, they keep migrating toward the planet with a strong decrease in eccentricity, while the planet is growing. The radial oscillation of the particles reduces significantly when they reach a radial distance that is less than about 0.45R(Hill) from the planet. Three-dimensional simulations for the known prograde satellites of Jupiter were performed. The results indicate that Leda, Himalia, Lysithea, and Elara could have been permanently captured when Jupiter had between 50% and 60% of its present mass.

The effect of Jupiter's mass growth on satellite capture - Retrograde case

Gravitational capture can be used to explain the existence of the irregular satellites of giants planets. However, it is only the first step since the gravitational capture is temporary. Therefore, some kind of non-conservative effect is necessary to to turn the temporary capture into a permanent one. In the present work we study the effects of Jupiter mass growth for the permanent capture of retrograde satellites. An analysis of the zero velocity curves at the Lagrangian point L-1 indicates that mass accretion provides an increase of the confinement region ( delimited by the zero velocity curve, where particles cannot escape from the planet) favoring permanent captures. Adopting the restricted three-body problem, Sun-Jupiter-Particle, we performed numerical simulations backward in time considering the decrease of M-4. We considered initial conditions of the particles to be retrograde, at pericenter, in the region 100 R-4 less than or equal to a less than or equal to 400 R-4 and 0 less than or equal to e < 0.5. The results give Jupiter's mass at the moment when the particle escapes from the planet. Such values are an indication of the necessary conditions that could provide capture. An analysis of these results shows that retrograde satellites would be captured as soon as they get inside the Hills' radius and after that they keep migrating toward the planet while it is growing. For the region where the orbits of the four old retrograde satellites of Jupiter ( Ananke, Carme, Pasiphae and Sinope) are located we found that such satellites could have been permanently captured when Jupiter had between 62% and 93% of its present mass.

Distant stable direct orbits around the Moon

In the present work we explore regions of distant direct stable orbits around the Moon. First, the location and size of apparently stable regions are searched for numerically, adopting the approach of temporary capture time presented in Vieira Neto & Winter (2001). The study is made in the framework of the planar, circular, restricted three-body problem, Earth-Moon-particle. Regions of the initial condition space whose trajectories are apparently stable are determined. The criterion adopted was that the trajectories do not escape from the Moon during an integration period of 10(4) days. Using Poincare surface of sections the reason for the existence of the two stable regions found is studied. The stability of such regions proved to be due to two families of simple periodic orbits, h1 and h2, and the associated quasi-periodic orbits that oscillate around them. The robustness of the stability of the larger region, h2, is tested with the inclusion of the solar perturbation. The size of the region decreases, but it is still significant in size and can be useful in spacecraft missions.

Time analysis for temporary gravitational capture - Stable orbits

In a previous work, Vieira Neto & Winter (2001) numerically explored the capture times of particles as temporary satellites of Uranus. The study was made in the framework of the spatial, circular, restricted three-body problem. Regions of the initial condition space whose trajectories are apparently stable were determined. The criterion adopted was that the trajectories do not escape from the planet during an integration of 10(5) years. These regions occur for a wide range of orbital initial inclinations (i). In the present work it is studied the reason for the existence of such stable regions. The stability of the planar retrograde trajectories is due to a family of simple periodic orbits and the associated quasi-periodic orbits that oscillate around them. These planar stable orbits had already been studied (Henon 1970; Huang & Innanen 1983). Their results are reviewed using Poincare surface of sections. The stable non-planar retrograde trajectories, 110 degrees less than or equal to i < 180, are found to be tridimensional quasi-periodic orbits around the same family of periodic orbits found for the planar case (i = 180 degrees). It was not found any periodic orbit out of the plane associated to such quasi-periodic orbits. The largest region of stable prograde trajectories occurs at i = 60 degrees. Trajectories in such region are found to behave as quasi-periodic orbits evolving similarly to the stable retrograde trajectories that occurs at i = 120 degrees.