Purpose – The purpose of this study is to explore the role of social media usage among business-to-business sales professionals in China. Specifically, the authors seek to define and explore the ...unique ways in which Chinese salespeople use social media, with a special emphasis on the role of guanxi . Guanxi is a complex cultural construct that revolves around the exchange of favors to build trust and connection for business purposes. Design/methodology/approach – Three in-depth interviews of sales managers from two industries along with survey data from 42 pharmaceutical sales representatives were collected to gain an understanding of the general usage and attitudes toward social media in the sales process in China. Findings – Results indicated that virtually all the salespeople in the sample were highly familiar with social media and integrated it into the sales process. Furthermore, all participants indicated that their companies were highly supportive of the use of social media with their customers. More importantly, salespeople in China view social media as a critical tool in building guanxi with their customers. Findings from this exploratory study are used to create a conceptual framework for understanding the important role of social media in building guanxi in China. Research limitations/implications – While the sample is limited to three managerial interviews and 42 survey responses, the data indicated a near universal acceptance and use of social media among Chinese salespeople. Most importantly, social media appears to be the modern gateway to the ancient and culturally unique construct of guanxi that is absolutely indispensable to successful business-to-business sales performance in China. Practical implications – The structural challenges within China make trust and emotional connection essential to any potential business relationship. Trust is at the core of guanxi . Any firm hoping to succeed in China must understand guanxi and the use of Chinese social media to help build it. This study adds to the knowledge and understanding of guanxi and begins to elucidate the uses of social media as a tool to build and maintain it. Social implications – Social media appears to be the modern gateway to the ancient and culturally unique construct of guanxi that is absolutely indispensable to successful business-to-business sales performance in China. This study deepens our understanding of not only guanxi but also how the modern phenomenon of social media is affecting it. Originality/value – This is one of very few studies to investigate the use of social media among salesforces in China. More importantly, the authors know of no other study linking social media with guanxi .
The authors structured an antialcohol intervention program for adolescents to help them develop negative attitudes toward alcohol advertising, to develop strategies for coping with the techniques ...used in alcohol advertisements, and to reduce their intentions to drink in the future. The authors derived the program from theories of inoculation, reactance, associative learning, and persuasion knowledge. Young adolescents who experienced the intervention—in particular, those who had drunk alcohol—reported greater understanding of persuasive strategies, more critical attitudes toward alcohol advertising and advertisers, and greater intentions not to drink in the future than those in the control group. The intervention appeared to be successful in helping the adolescents develop persuasion-coping behaviors; they reported that they would increase their vigilance and counterarguments when confronted with alcohol advertising in the future.
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BFBNIB, IZUM, KILJ, NMLJ, NUK, OILJ, PILJ, PNG, SAZU, UKNU, UL, UM, UPUK
Purpose
– The purpose of this study is to explore the role of social media usage among business-to-business sales professionals in China. Specifically, the authors seek to define and explore the ...unique ways in which Chinese salespeople use social media, with a special emphasis on the role of guanxi. Guanxi is a complex cultural construct that revolves around the exchange of favors to build trust and connection for business purposes.
Design/methodology/approach
– Three in-depth interviews of sales managers from two industries along with survey data from 42 pharmaceutical sales representatives were collected to gain an understanding of the general usage and attitudes toward social media in the sales process in China.
Findings
– Results indicated that virtually all the salespeople in the sample were highly familiar with social media and integrated it into the sales process. Furthermore, all participants indicated that their companies were highly supportive of the use of social media with their customers. More importantly, salespeople in China view social media as a critical tool in building guanxi with their customers. Findings from this exploratory study are used to create a conceptual framework for understanding the important role of social media in building guanxi in China.
Research limitations/implications
– While the sample is limited to three managerial interviews and 42 survey responses, the data indicated a near universal acceptance and use of social media among Chinese salespeople. Most importantly, social media appears to be the modern gateway to the ancient and culturally unique construct of guanxi that is absolutely indispensable to successful business-to-business sales performance in China.
Practical implications
– The structural challenges within China make trust and emotional connection essential to any potential business relationship. Trust is at the core of guanxi. Any firm hoping to succeed in China must understand guanxi and the use of Chinese social media to help build it. This study adds to the knowledge and understanding of guanxi and begins to elucidate the uses of social media as a tool to build and maintain it.
Social implications
– Social media appears to be the modern gateway to the ancient and culturally unique construct of guanxi that is absolutely indispensable to successful business-to-business sales performance in China. This study deepens our understanding of not only guanxi but also how the modern phenomenon of social media is affecting it.
Originality/value
– This is one of very few studies to investigate the use of social media among salesforces in China. More importantly, the authors know of no other study linking social media with guanxi.
Prior research by Kaplan and Miller (1978) suggested that juries are generally influenced less by extralegal, biasing information than individual jurors are. A social decision scheme (SDS) analysis ...of this question by Kerr, MacCoun, and Kramer (1997) suggested (a) that Kaplan and Miller's conclusion should hold only for relatively extreme legal cases (i.e., cases where the probability of conviction, without biasing information, was either very high or very low) and (b) that the opposite pattern should hold for moderate cases (with moderate conviction rates)—i.e., juries should show even greater sensitivity to biasing information than should individual jurors. An experiment is reported that compared juror vs jury sensitivity to biasing information (viz., prejudicial pretrial publicity) for versions of a legal case with a moderate and an extreme conviction rate. Consistent with the SDS analysis, juries were more biased than jurors for the moderate-case version, but the reverse was true for the extreme-case version. The implications of these findings and the more general utility of the SDS model for studying group processes are discussed.
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IJS, IMTLJ, KILJ, KISLJ, NUK, SAZU, SBCE, SBJE, UL, UM, UPCLJ, UPUK
6.
Jurors' Use of Naked Statistical Evidence Niedermeier, Keith E; Kerr, Norbert L; Messé, Lawrence A
Journal of personality and social psychology,
04/1999, Volume:
76, Issue:
4
Journal Article
Peer reviewed
G. L. Wells (1992)
demonstrated that jurors react differently to probabilistic evidence indicating that there is an 80% chance the defendant committed an act than they do to 80% reliable evidence ...indicating the defendant committed an act. Even though jurors report that the probability of guilt is approximately 80% for both forms, they are much more likely to find against the defendant in the latter than in the former case, a phenomenon the authors term the
Wells effect.
Three experiments explore a variety of possible explanations for the Wells effect. Results provided the most consistent support for an
ease-of-simulation
mechanism, which holds that jurors are more reluctant to convict when they can easily simulate a scenario in which the defendant is not guilty.
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CEKLJ, FFLJ, NUK, ODKLJ, PEFLJ, UPUK
The current studies sought to test whether explicitly informing jurors of their power to nullify the law does invite "chaos," defined by jurists as undisciplined and biased juror judgment. A series ...of four studies examined juror biases predicated on defendant status, remorse, gender, national origin, penalty severity, and extenuating circumstances. None, however, were amplified by nullification instructions, providing little evidence that such instructions invite chaos with respect to the biases examined in these studies. To the contrary, several results suggested that nullification instructions simply encourage jurors to nullify when the strict application of the law would result in an unjust verdict. Limitations of the studies and public policy issues are discussed.
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BFBNIB, CEKLJ, FFLJ, FZAB, GEOZS, IJS, IMTLJ, KILJ, KISLJ, NMLJ, NUK, ODKLJ, OILJ, PEFLJ, PNG, PRFLJ, SAZU, SBCE, SBJE, SBMB, UL, UM, UPUK, VKSCE, ZAGLJ
One of several general rules suggested by past work is that it is advantageous to exhibit remorse when one has committed a transgression. A pair of experiments searched for the boundary conditions of ...this rule. In Experiment 1, mock jurors rated a remorseful defendant as more guilty when the law was fair than when the law was unfair. In contrast, an unremorseful defendant was viewed as equally guilty under both fairness levels. Study 2 conceptually replicated this result, and revealed a 3‐way interaction among remorse, status, and gender. It is argued that these findings illustrate the importance of violation of expectations on evaluation and judgment, inside the courtroom and elsewhere.
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BFBNIB, FZAB, GIS, IJS, KILJ, NLZOH, NUK, OILJ, SAZU, SBCE, SBMB, UL, UM, UPUK
