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AbstractThe notion that consumers' preference is constructed by decision context is well established. Two of such salient manifestations are compromise effect and attraction effect. Although literature has explored the moderators of these effects from the perspective of a decision maker, little is known about whether a significant difference exists between the effects of individual differences as a situational state and as a stable personality. This article approaches this question by examining how specific self‐confidence and general self‐confidence shape consumer's preference for context options. Four studies find that compromise effect is greater for consumer with high specific self‐confidence, whereas attraction effect is greater for consumer with low specific self‐confidence. The two context effects are greater for consumers with low general self‐confidence only in the presence of social influence. In addition, low (vs. high) general self‐confidence strengthens (vs. weakens) the impact of specific self‐confidence on context effects under this condition. This article concludes by discussing the theoretical and practical implications of the findings.

By investigating the influences of 2 types of self-confidence, we tested the assumption that people always prefer a large assortment over a small one when offered a choice of 2 sizes of assortment. Participants were 194 students who were randomly assigned to a high or low specific self-esteem
condition, a high or low general self-esteem condition, and a public or private social influence condition group. The results of our experiment demonstrated that people with high specific self-confidence perceived options as distinctive, and preferred a large assortment. However, people with
low general self-confidence felt high social anxiety, and preferred a large assortment only when social influence was salient. Under this condition, low general self-confidence also strengthened the effect of specific self-confidence on assortment preference. Implications of our findings are
discussed.

AbstractWhen encountering two product options in which one has been chosen by minority and the other by majority, what will influence consumers to make a choice? Although much research has solved this question, this research will address these issues from different perspectives by examining the interplay of power state and social exclusion on consumer choice. Drawing on power approach/inhibition and distinctive theories, we propose that the individuals in low power state prefer more distinctive products when they are in social exclusion than in social inclusion. In contrast, the individuals in high power state prefer less distinctive products when they are in social exclusion than in social inclusion. Two studies were conducted to confirm the hypotheses. Specifically, study 1 confirms our hypotheses by manipulating social exclusion and power state. And study 2 further confirms our hypotheses through using different experimental stimuli and a behavioral measure of choice. The theoretical and practical implications of this research are provided. Copyright © 2016 John Wiley & Sons, Ltd.

Drawing on the compensation motivation of consumption, and the power, approach, and inhibition theory, we proposed that power state would moderate the effect of social exclusion on conspicuous consumption. We conducted a study with 223 undergraduate student participants to test our
hypotheses. Results showed that individuals in a low-power state were more prone to conspicuous consumption when they were in social exclusion than when they were socially included. In contrast, individuals in a high-power state did not exhibit any significant difference in terms of conspicuous
consumption, whether or not they were socially excluded or included. Theoretical and practical implications are discussed.

We studied the mechanism of the influence of the Internet of Things (IOT) product characteristics on consumer purchase intention. The results of a survey of 360 consumers showed that 6 dimensions of IOT product characteristics influence purchase intention; namely connectivity, interactivity,
telepresence, intelligence, convenience, and security. We found that customer experience was the key mediating variable in the relationship between IOT product characteristics and purchase intention. Connectivity, interactivity, telepresence, intelligence, convenience, and security all positively
influenced purchase intention via functional experience. Furthermore, connectivity, telepresence, convenience, and security positively influenced purchase intention via emotional experience. Our findings in the study provide some points of reference for improvement of IOT product design.

Some retailers encourage consumers to mention the names of frontline service employees when writing online reviews. As a result, although most consumers do not pay attention to frontline service employees' names during consumption, they often see them in online reviews. The effect of this asymmetry on review persuasiveness is still unknown. This research examines the impact of mentioning frontline service employee names in online reviews on readers' likelihood of being persuaded by them. The results of one secondary data analysis and four online experiments from China demonstrate that readers are less persuaded by positive online reviews mentioning (vs. not mentioning) frontline service employee names, and perceived deception mediates this negative effect. In addition, the level of required service expertise, occurrence frequency, and review valence moderate this negative effect. For services that require a high level of expertise, when the occurrence frequency of positive reviews mentioning frontline service employee names is low, and when the reviews are negative, the aforementioned negative effect diminishes. Our study offers a new direction for name research and identifies a new factor that influences online review persuasiveness. Our findings provide valuable managerial insights into online review management strategies in the Chinese context.

We examined the influence of locus of control on the relationship between social exclusion and preference for distinctive choices. Participants were 212 undergraduate students at a university in Central China, who completed measures of social exclusion, locus of control, choice, and
perceived uniqueness. Results showed that participants who believed that the environment controlled their fate (external locus of control) preferred more distinctive choices in a social exclusion context than in a social inclusion context, whereas participants who believed that they could
control the environment (internal locus of control) preferred less distinctive choices. Further, perceived uniqueness mediated the effect of social exclusion and locus of control on choice. These results add to the literature on social exclusion and personal control.

Purpose
The purpose of this paper is to answer "Why do Chinese consumers use IOT systems?" and "Do consumers' cognitive and affect experiences moderate the relationship between psychological perception factors and perceived usefulness?"


Design/methodology/approach
In-depth interview with consumers and experts had been conducted and then the perceived psychological factors that influence perceived usefulness had been summarized. Based on a survey test of 337 smart home users, this study applies partial least squares technique analysis to test the research model.


Findings
The research results show that perceived psychological factors (perceived ease of use, perceived intelligence, perceived convenience and perceived privacy risk) have significant effect on the intention and behavior of IOT systems usage through perceived usefulness. Cognitive experience moderates the relationship between perceived ease of use and perceived usefulness, perceived privacy risk and perceived usefulness; affect experience moderates the relationship between perceived ease of use and perceived usefulness.


Research limitations/implications
The current study mainly tested the antecedents of consumers' usage of IOT systems, and the outcome of using the system was not investigated. Future research can examine the outcome (e.g. satisfaction, perceived value) by using the expectation-confirmation theory.


Originality/value
This study provides a useful insight into the key driving factors in consumers' intention and behavior of using IOT systems. The previous studies over IOT systems have not observed consumers' perception of IOT systems, but in fact IOT systems are being applied to more and more personal users.

PurposeCompanies are increasingly designing pro-environmental games to motivate users to implement pro-environmental behaviors (PEBs). However, how different types of virtual interactions affect PEBs in pro-environmental games is not clear. Thus, the authors propose that two types of virtual interaction, interactions with game objects and interactions with other users, can induce platform intimacy and love for nature and that platform intimacy has a direct effect on love for nature. Simultaneously, the authors examine the moderating effect of network externality on the relationship between the two types of virtual interaction and platform intimacy.Design/methodology/approachThe authors, respectively, employed data from 92 students and 574 Chinese mobile users to empirically investigate the research framework.FindingsThe findings indicate that participants in interactions with game objects and interactions with other users reported stronger feelings regarding platform intimacy and love for nature, which, in turn, positively influences PEBs. Consumers with stronger perceptions of network externalities were more likely to be affected by the initiation effect of the interaction with game objects.Originality/valueThe authors introduce the notion of love for nature to the pro-environmental behaviors field and discuss the priming effect of two types of interactions on platform intimacy and love for nature. In addition, the authors focus on the important effect of network externality on users' emotions.

AbstractPrevious research has shown that social exclusion can lead individuals to engage in conspicuous consumption, but these studies did not focus on the relationship between the excluder and the excluded, that is, whether they were friends or strangers. The present research aims to address this gap by taking relationship orientation as a boundary condition between social exclusion and conspicuous consumption. The results of Experiment 1 demonstrate that individuals who are communal relationship oriented (e.g., friends) will prefer conspicuous consumption more when they are socially excluded than when they are socially included. In contrast, there is no significant difference for exchange‐oriented individuals (e.g., strangers). Experiment 2 further confirms the hypothesis and establishes the underlying mechanism by showing that self‐esteem plays an intermediary role in the effect of social exclusion and relationship orientation on conspicuous consumption. The theoretical and practical implications of these results are discussed.

Purpose: This systematic survey evaluates the completeness of reporting in pilot and feasibility randomized controlled trials investigating behavioral interventions based on the Consolidated Standards of Reporting Trials (CONSORT) extension for pilot trials. Methods: The authors searched Medline/Pubmed and randomly selected 100 articles from 2012 through 2016 to determine the proportion of reported CONSORT extension items. They examined study factors related to reporting, including year and country of publication, psychotherapy intervention, multiple centers, industry funding, and journal endorsement of CONSORT. Results: The authors found that the mean reporting score on the CONSORT extension was 51.6% ( SD = 15.1). Studies of psychotherapy interventions had significantly higher reporting scores than other interventions (incidence rate ratio = 1.10, 95% confidence interval: 1.01–1.20). Conclusions: Our findings indicate that current reporting quality is suboptimal. Many included trials failed to provide rationale for piloting, assess feasibility objectives, or indicate clear progression to a future large trial. Reporting quality should be reevaluated following uptake of the 2016 CONSORT extension for pilot trials.

Behavioral and social sciences randomized controlled trials (BSSTs) have a significant role in life sciences. Choosing an appropriate control or comparator group for BSSTs is critical, to provide true intervention effects. The objective of this study was to determine the types of control groups used in BSSTs, and the rationale provided to justify these choices. We conducted a systematic survey of BSST protocols published between January 2012 and October 2016 in the Cochrane Library and Medline databases. We randomly selected 200 protocols. The study selection and data extraction were performed independently in duplicate. The most frequent control groups were active concurrent (97/200, 48.5%), and no treatment concurrent controls (88/200, 44.0%). The majority of studies (71.5%) did not provide justification for comparators choice. We concluded that BSSTs trials compare interventions to active and no treatment controls however the majority of trials lacked rationale for the selection of the study comparator.