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Collections :	Ιδρυματικό Αποθετήριο ΟΠΑ / AUEB Institutional Repository Σχολή Διοίκησης Επιχειρήσεων / School of Business Τμήμα Επικοινωνίας και Μάρκετινγκ / Department of Marketing and Communication Διδακτορικές διατριβές / PhD Theses

Title :	Consequences of emotional intelligence in consumer behavior

Alternative Title :	Επιδράσεις της συναισθηματικής νοημοσύνης στην συμπεριφορά του καταναλωτή

Creator :	Panagiotopoulou, Altani Παναγιωτοπούλου, Αλτάνη

Contributor :	Argouslidis, Paraskevas (Επιβλέπων καθηγητής) Baltas, George (Εξεταστής) Skarmeas, Dionysios (Εξεταστής) Kokkinaki, Flora (Εξεταστής) Karantinou, Kalipso (Εξεταστής) Tsogas, Markos (Εξεταστής) Andronikidis, Andreas (Εξεταστής) Athens University of Economics and Business, Department of Marketing and Communication (Degree granting institution)

Contributor :

Argouslidis, Paraskevas (Επιβλέπων καθηγητής)
Baltas, George (Εξεταστής)
Skarmeas, Dionysios (Εξεταστής)
Kokkinaki, Flora (Εξεταστής)
Karantinou, Kalipso (Εξεταστής)
Tsogas, Markos (Εξεταστής)
Andronikidis, Andreas (Εξεταστής)
Athens University of Economics and Business, Department of Marketing and Communication (Degree granting institution)

Type :	Text

Extent :	318σ.

Language :	en

Identifier :	http://www.pyxida.aueb.gr/index.php?op=view_object&object_id=9441

Abstract :	It is commonly held that Emotional Intelligence (henceforth EI) in terms of a human's ability to understand, regulate, and facilitate emotions in the self and in others has profound effects on several aspects of human life. An extensive literature provides evidence for the effects of EI on personal performance (Law et al., 2004; Ermer et al.,2012), interpersonal effectiveness (Mayer et al., 2004; Rode et al., 2007),psychological well-being, (Day et al., 2005; Mayer et al., 2008), quality of social interactions (Lopes et al., 2004; Lopes et al., 2005, and decision-making process(Kidwell et al., 2008; Kidwell et al., 2015). For example, Eisenberg (2000) underlines that, as an aspect of EI, emotion regulation has an influential role in shaping ethical behavior and leads individuals to ethical decisions (Eisenberg, 2000). Extending this finding in consumption decisions, Kidwell et al. (2008) suggest that EI gives individuals the opportunity to make decisions of higher quality and avoid impulsive behaviors such as overeating (Kidwell et al. 2008; Kidwell et al. 2015). Although EI has the dynamic to form consumption decisions and improve marketing exchanges, it has received little attention in the domains of ethical behavior and impulsive purchasing. Finally, researchers have commonly found that important determinants of impulsive and ethical consumption maybe one’s regulatory focus (i.e.promotion/prevention focus) (Sengupta and Zhou, 2007; De Bock and Kenhove,2010), individualism/collectivism Peck and Childers, 2006; Zhang and Shrum, 2009;Mooijman et al., 2017; Simpson et al., 2018), and emotional affect (Verplanken and Herabadi, 2001; Wheatley and Haidt, 2005; Grant and Wrzesniewski, 2010;Verplanken and Sato, 2011; Chen et al., 2014). However, only a few studies have explored the connection of such variables to EI. The present thesis aims at exploring the effects of EI on impulsive and ethical consumption, through an investigation of the process that underlies these effects. Three surveys used self-reported scales to investigate a) the main effects of EIon impulsive and ethical consumption, b) the mediating role of the self-regulatoryfocus (i.e. prevention/promotion), and c) the moderating effect of emotional affect andindividualism/collectivism. Consistent with the background of Eisenberg (2000) andKidwell et al. (2008), the results indicate that EI causes a decline in impulsive and anincrease in ethical consumption. It is also shown that a) the prevention and thepromotion foci mediate the relationship between EI and ethical consumption and b)the positive affect weakens the negative association between EI and impulsiveconsumption (i.e. the negative main effect becomes less negative).To the best of our knowledge, the proposed conceptualization and associationshave not yet been addressed explicitly and jointly by extant research. As such, thisthesis contributes theoretically and managerially. From a theoretical perspective, itfills an important gap in the literature of consumer behavior, through an investigationinto whether EI enables consumers to adopt ethical consumption patterns and avoidimpulsive consumption. From a managerial standpoint, it provides consumer goods’manufacturers with empirically-based guidelines for better new product developmentprocesses (e.g. ones that focus on product attributes and characteristics that promoteethical consumption and prevent impulsive consumption). Σύμφωνα με τη διεθνή βιβλιογραφία, η συναισθηματική νοημοσύνη, η οποία ορίζεται ως η ικανότητα του ατόμου να αντιλαμβάνεται, να διαχειρίζεται και να ενισχύει τα συναισθήματα του τόσο στον εαυτό του όσο και στους άλλους, έχει σημαντικές επιδράσεις σε διάφορες εκφάνσεις της ζωής του (Mayer & Salovey, 1990; Day et al., 2005). Παρά τη σπουδαιότητα της σε τομείς όπως το μάρκετινγκ και τις εμπορικές συναλλαγές, η συναισθηματική νοημοσύνη δεν έχει λάβει την ιδιάζουσα προσοχή σε καίριους τομείς της συμπεριφοράς του καταναλωτή. Σκοπός της παρούσας διδακτορικής διατριβής είναι να συμβάλλει στη σχετική βιβλιογραφία μέσω της διερεύνησης των επιδράσεων της συναισθηματικής νοημοσύνης σε τομείς όπως η αυθόρμητη αγορά και η ηθική κατανάλωση. Τα αποτελέσματα τριών ερευνών αποδεικνύουν ότι η συναισθηματική νοημοσύνη μειώνει την αυθόρμητη κατανάλωση και ενισχύει την ηθική κατανάλωση. Τα συγκεκριμένα ευρήματα έχουν τη δυναμική να επεκτείνουν τη βιβλιογραφία στην συναισθηματική νοημοσύνη και να αναδείξουν το ρόλο της τελευταίας στη διαδικασία λήψης καταναλωτικών αποφάσεων.

Abstract :

It is commonly held that Emotional Intelligence (henceforth EI) in terms of a human's ability to understand, regulate, and facilitate emotions in the self and in others has profound effects on several aspects of human life. An extensive literature provides evidence for the effects of EI on personal performance (Law et al., 2004; Ermer et al.,2012), interpersonal effectiveness (Mayer et al., 2004; Rode et al., 2007),psychological well-being, (Day et al., 2005; Mayer et al., 2008), quality of social interactions (Lopes et al., 2004; Lopes et al., 2005, and decision-making process(Kidwell et al., 2008; Kidwell et al., 2015). For example, Eisenberg (2000) underlines that, as an aspect of EI, emotion regulation has an influential role in shaping ethical behavior and leads individuals to ethical decisions (Eisenberg, 2000). Extending this finding in consumption decisions, Kidwell et al. (2008) suggest that EI gives individuals the opportunity to make decisions of higher quality and avoid impulsive behaviors such as overeating (Kidwell et al. 2008; Kidwell et al. 2015). Although EI has the dynamic to form consumption decisions and improve marketing exchanges, it has received little attention in the domains of ethical behavior and impulsive purchasing. Finally, researchers have commonly found that important determinants of impulsive and ethical consumption maybe one’s regulatory focus (i.e.promotion/prevention focus) (Sengupta and Zhou, 2007; De Bock and Kenhove,2010), individualism/collectivism Peck and Childers, 2006; Zhang and Shrum, 2009;Mooijman et al., 2017; Simpson et al., 2018), and emotional affect (Verplanken and Herabadi, 2001; Wheatley and Haidt, 2005; Grant and Wrzesniewski, 2010;Verplanken and Sato, 2011; Chen et al., 2014). However, only a few studies have explored the connection of such variables to EI. The present thesis aims at exploring the effects of EI on impulsive and ethical consumption, through an investigation of the process that underlies these effects. Three surveys used self-reported scales to investigate a) the main effects of EIon impulsive and ethical consumption, b) the mediating role of the self-regulatoryfocus (i.e. prevention/promotion), and c) the moderating effect of emotional affect andindividualism/collectivism. Consistent with the background of Eisenberg (2000) andKidwell et al. (2008), the results indicate that EI causes a decline in impulsive and anincrease in ethical consumption. It is also shown that a) the prevention and thepromotion foci mediate the relationship between EI and ethical consumption and b)the positive affect weakens the negative association between EI and impulsiveconsumption (i.e. the negative main effect becomes less negative).To the best of our knowledge, the proposed conceptualization and associationshave not yet been addressed explicitly and jointly by extant research. As such, thisthesis contributes theoretically and managerially. From a theoretical perspective, itfills an important gap in the literature of consumer behavior, through an investigationinto whether EI enables consumers to adopt ethical consumption patterns and avoidimpulsive consumption. From a managerial standpoint, it provides consumer goods’manufacturers with empirically-based guidelines for better new product developmentprocesses (e.g. ones that focus on product attributes and characteristics that promoteethical consumption and prevent impulsive consumption).
Σύμφωνα με τη διεθνή βιβλιογραφία, η συναισθηματική νοημοσύνη, η οποία ορίζεται ως η ικανότητα του ατόμου να αντιλαμβάνεται, να διαχειρίζεται και να ενισχύει τα συναισθήματα του τόσο στον εαυτό του όσο και στους άλλους, έχει σημαντικές επιδράσεις σε διάφορες εκφάνσεις της ζωής του (Mayer & Salovey, 1990; Day et al., 2005). Παρά τη σπουδαιότητα της σε τομείς όπως το μάρκετινγκ και τις εμπορικές συναλλαγές, η συναισθηματική νοημοσύνη δεν έχει λάβει την ιδιάζουσα προσοχή σε καίριους τομείς της συμπεριφοράς του καταναλωτή. Σκοπός της παρούσας διδακτορικής διατριβής είναι να συμβάλλει στη σχετική βιβλιογραφία μέσω της διερεύνησης των επιδράσεων της συναισθηματικής νοημοσύνης σε τομείς όπως η αυθόρμητη αγορά και η ηθική κατανάλωση. Τα αποτελέσματα τριών ερευνών αποδεικνύουν ότι η συναισθηματική νοημοσύνη μειώνει την αυθόρμητη κατανάλωση και ενισχύει την ηθική κατανάλωση. Τα συγκεκριμένα ευρήματα έχουν τη δυναμική να επεκτείνουν τη βιβλιογραφία στην συναισθηματική νοημοσύνη και να αναδείξουν το ρόλο της τελευταίας στη διαδικασία λήψης καταναλωτικών αποφάσεων.

Subject :	Emotional intelligence Impulsive consumption Ethical consumption Συναισθηματική νοημοσύνη Αυθόρμητη κατανάλωση Ηθική κατανάλωση

Date Issued :	15-04-2022

Date Submitted :	2022-04-28 14:34:53

Date Accepted :	2022-04-29 10:28:33

Licence :

File: Panagiotopoulou_2022.pdf

Type: application/pdf

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