Effects Of Need Research Articles

Why Voice Behavior? An Integrative Model of the Need for Affiliation, the Quality of Leader–Member Exchange, and Group Cohesion in Predicting Voice Behavior

Although research has established individual difference antecedents of voice behavior, little is known about the role of individual differences in psychological needs that affect voice. We draw on needs theory to propose a needs-driven approach to studying voice behavior. Specifically, we hypothesize that individual’s need for affiliation has differential effects on promotive voice and prohibitive voice, leader–member exchange (LMX) transmits the effects of personal need for affiliation on the two types of voice, and group cohesion weakens the indirect effects of the need for affiliation on the two types of voice behavior through LMX. We test these hypotheses with samples of 215 employees from 42 groups in China. The results have supported all the hypotheses. Implications to theory and practice are discussed.

Need for Narrative

What is a useful story from the perspective of readers? Through semi-structured interviews with 55 Eurostar passengers from 14 countries, this film documents how people define stories, why they need narratives, and how they experience the effects of need for narrative. The adjoining commentary contributes to the development of videography as an attractive method stemming from both its intrinsic qualities and its special fit with a (consumer) society that visual communication increasingly permeates. The suggested approach maintains the vivid quality of videography, while granting closer adherence to academic standards in terms of methodological rigor and ethics. As such, the commentary does not undermine the film; rather, both jointly strengthen videographers’ and (re)viewers’ informed use and careful evaluation of the videographic method.

Effects of Need for Affiliation on Performance and Motivation in Cooperative Table Tennis Instruction

Effects of Need for Affiliation on Performance and Motivation in Cooperative Table Tennis Instruction

Leaders' charismatic leadership and followers' commitment — The moderating dynamics of value erosion at the societal level

In modern societies, followers might dissociate from their leaders. In our conceptual paper we discuss how the societal-level process of value erosion (Sennett, 2005) influences this phenomenon. First, we outline in what way value erosion will lead to followers' leadership-related cynicism on the one hand and an increased need for meaning on the other hand. We then describe in what way followers' cynicism and need for meaning moderate the positive relation between charismatic leadership and followers' affective and normative commitment. Last, we address the balance between the opposing dynamics of cynicism and need for meaning among followers by discussing the circumstances in which cynicism diminishes the positive moderating effect of need for meaning, and need for meaning compensates for the negative moderating effect of cynicism. We outline future research paths and implications for management.

Different paths to consensus? The impact of need for closure on model-supported group conflict management

Empirical evidence on how cognitive factors impact the effectiveness of model-supported group decision making is lacking. This study reports on an experiment on the effects of need for closure, defined as a desire for definite knowledge on some issue and the eschewal of ambiguity. The study was conducted with over 40 postgraduate student groups. A quantitative analysis shows that compared to groups low in need for closure, groups high in need for closure experienced less conflict when using Value-Focused Thinking to make a budget allocation decision. Furthermore, low need for closure groups used the model to surface conflict and engaged in open discussions to come to an agreement. By contrast, high need for closure groups suppressed conflict and used the model to put boundaries on the discussion. Interestingly, both groups achieve similar levels of consensus, and high need for closure groups are more satisfied than low need for closure groups. A qualitative analysis of a subset of groups reveals that in high need for closure groups only a few participants control the model building process, and final decisions are not based on the model but on simpler tools. The findings highlight the need to account for the effects of cognitive factors when designing and deploying model-based support for practical interventions.

Modeling online consumer behavior: Preeminence of emotions and moderating influences of need for cognition and optimal stimulation level

A model of online consumer behavior incorporating emotions, cognitions, flow, entertainment, online attitudes and purchase intentions was developed and tested, as well as the moderating effects of need for cognition (NFC) and optimum stimulation level (OSL). Cognitions relate to website functional characteristics, while entertainment relates to its hedonic characteristics. Emotions encompass pleasure, arousal and dominance. Findings indicate that in the context of online visiting, emotions precede cognitions. Among other findings, the dimension of dominance played a major role in the model. The moderating effects of NFC and OSL on the model were tested individually as well as the interactive effects of these moderators. Strong main and interactive effects of NFC and OSL were found. Several key differential paths were identified. Finally, the article provides a description of website visitors based on these personality variables.

Group belongingness and collective action: Effects of need to belong and rejection sensitivity on willingness to participate in protest activities.

Engaging in political protests are becoming increasingly common, and considering the potential, individual, costs and the low probability of affecting the political outcome, it is necessary to understand the motivations behind such actions. The desire to be part of a social group is deeply rooted in human nature, and previous research proposes that the groups one belongs to may influence the decision to engage in protests. We build on this research and suggest that social exclusion, individual fear of exclusion and need to belong interact in explaining who is likely to become engaged. In two studies, one natural experiment and one lab-experiment, we show that social exclusion increase willingness to participate in protests for individuals high in both rejection sensitivity and need to belong. We conclude that contextual factors, such as exclusion or marginalization should be considered in relation to individual level personality factors when explaining who is likely to become engaged in political protests. These results are important since they suggest that some people engage in politics simply due to social reasons and are less ideologically motivated.

The Effects of Need for Cognition and Assortment Size on Preference Consistency

The Effects of Need for Cognition and Assortment Size on Preference Consistency

Effects of need for touch, centrality of visual product aesthetics and gender on channel preference for apparel shopping

The purpose of this study was to examine how apparel consumers' preference for physical or virtual shopping channels is related to gender and consumers' dispositional traits of need for touch (NFT) and centrality of visual product aesthetics (CVPA). A survey was conducted using a convenience sample of 276 US college students. Data were analyzed using descriptive statistics, MANOVA and ANOVA. Results of this study indicate that participants with high NFT or CVPA had a greater preference for virtual channels than participants with low NFT or CVPA. Gender by itself was not an important influence in preference for shopping channels; however, the results of this study revealed that gender interacted with NFT and CVPA on preference for virtual channels. Men with high NFT or CVPA showed the highest preference for virtual channels, while women with high NFT or CVPA did not differ from other groups in their preference for virtual channels. There were no main effects and no interactions among variables on preference for physical channels. This study is the first to investigate the interactions of gender with NFT and CVPA in preference for apparel shopping channels.

Advertising Effectiveness of Headline Copy and Product Type in Visual Metaphoric Ads:Focusing on Moderating Effect of Need for Cognition

Advertising Effectiveness of Headline Copy and Product Type in Visual Metaphoric Ads:Focusing on Moderating Effect of Need for Cognition

Implicit motives and leadership performance revisited: What constitutes the leadership motive pattern?

Previous research suggests that a combination of high need for power, low need for affiliation, and high activity inhibition—the so-called leadership motive pattern—is related to high leader effectiveness. However, when studying this relation, research has mainly relied on a typological approach based on dichotomous configurations of motives instead of using a dimensional approach via regression analysis with interaction terms. Applying the latter approach, we explored separate and interactive effects of need for power, need for affiliation, and activity inhibition on managerial performance. We administered picture story exercises to 70 managers, and found the three-way interaction between predictors to account for increases in income and team goal attainment. Follow-up analyses indicated that managers are most successful when they are high in all three predictors.

Epistemic motivation and perpetuation of group culture: Effects of need for cognitive closure on trans-generational norm transmission

The role of need for cognitive closure (NFCC, Kruglanski, 2004) in the transmission of a group norm is examined in three studies carried out in both experimental and natural settings. It was hypothesized that for persons high in NFCC a greater resistance to change is produced both via the urgency tendency of newcomers and the permanence tendency of old-timers; accordingly, groups composed of high need for closure individuals should exhibit greater cultural stability than groups composed of low NFCC. The first study investigated that hypothesis in a natural setting where young adults rated their health behavior and that of their parents. Consistent with our hypothesis, results of a moderated regression analysis showed that for participants high (vs. low) in dispositional NFCC the relation between parents’ and offspring behavior is stronger, implying normative continuity. The remaining two studies applied Jacobs and Campbell’s (1961) paradigm wherein group norms are induced and transmitted across generations of a laboratory microculture. In the first study, NFCC was induced by means of environmental noise whereas in the second study it was varied via group composition, consisting of participants with High vs. Low scores on the NFCC Scale. Results of both studies confirmed the hypothesis that cultures under high need for closure show a greater normative stability across generations. Moreover, the experimental studies clarify that the observed, need for closure based, stability was promoted by newcomers’ greater tendency to seize to the group norms in condition of high (versus low) NFCC.

Effects of need for cognition on the use of metacognitive experience in judgments of the other.

Effects of need for cognition on the use of metacognitive experience in judgments of the other.

Impact of fit, involvement, and tenure on job satisfaction and turnover intention

This study examined the interactive effects of need–supplies fit, job involvement, and job tenure on service sector employees' job satisfaction and turnover intention in Turkey. Survey data collected from 252 employees who worked in three different banks and one logistics company operating in Istanbul, Turkey, confirm the three-way interaction in predicting employees' turnover intention. In particular, the effect of needs–supplies fit on turnover intention was found to be more strongly positive for longer tenured, highly involved employees. Results also reveal that while the three-way interaction does not predict job satisfaction, the two-way interaction between needs–supplies fit and job involvement is significant. Specifically, needs–supplies fit had a stronger effect on the job satisfaction of highly job-involved employees than those with lower levels of involvement. Certain implications of these results, as well as avenues for future research, are discussed.

The Impact of Perceived Agility on Satisfaction and Loyalty in Mobile Banking: Moderating Effect of Need for Cognition

The Impact of Perceived Agility on Satisfaction and Loyalty in Mobile Banking: Moderating Effect of Need for Cognition

Assessing Individual Differences in the Need for Interpersonal Touch and Need for Touch

The present study investigates individual differences in the automatic use of haptic information from interpersonal touch. We present a questionnaire assessing individual differences in the need for interpersonal touch (NFIPT), which was validated within an unrelated product-evaluation task. Before entering the laboratory, participants were briefly touched on the shoulder or received no touch. Assessing confidence and frustration within the following product-evaluation task, we examined moderating effects of NFIPT and additionally effects of need for touch (NFT). Results showed that higher NFIPT participants were more confident when they were briefly touched. Effects on frustration were only found for NFT. Results show that frustration was greater for individuals with higher NFT, when they could not touch the product during the evaluation task.

인지적 종결욕구가 대학생들의 문제 상황인식과 커뮤니케이션 행동에 미치는 영향

본 연구는 대학생들이 자신들에게 직면한 문제에 관해 커뮤니케이션 행위에 참여하는데 있어 영향을 미치는 개인적 특성으로서 인지종결욕구의 영향을 탐색해 보고자 하였다. 이를 위해 수도권 및 충청도 지역의 대학생 605명을 대상으로 그들이 가장 많이 관심을 갖고 있는 문제인 반값등록금 문제에 대한 커뮤니케이션 행위를 탐색하고자, 인지종결욕구의 하위 차원으로서 구조화된 것 선호, 예측가능성 선호, 명확성, 모호함에 대한 불편함, 폐쇄적 사고 수준의 고/저에 따라 문제 상황에 대한 인식과 커뮤니케이션 행동에 각각 어떠한 차이가 있는지 살펴보았다. 분석 결과, 문제 상황이 해결되지 않고 모호한 정보들이 존재함에 대한 불편함 인식이 높으며 폐쇄적 사고 경향이 낮은 집단에게서 문제인식, 제약인식, 관여도 인식 수준이 모두 높은 것으로 나타났으며, 커뮤니케이션 행동 역시 적극적인 것으로 나타났다. The purpose of this study was to explore the effect of need for closure on college students' problem recognition and communication behavior. Specifically, this research examined differences about situation recognitions and communication behaviors across level of need for closure factors (preference for order and structure, preference for predictability, decisiveness, discomfort with ambiguity, closed-mindeness). The results show that the participants with higher level of discomfort with ambiguity and low level of closed-mindeness are more likely to high problem recognition, constraint recognition, involvement recognition, and doing active communication behaviors.

Influence of need for cognition and need for cognitive closure on three information behavior orientations

ABSTRACTNeed for Cognition and Need for Cognitive Closure are two stable traits that can enlighten the understanding of inter‐individual variations in information behavior. Following a qualitative phase, an information behavior scale was developed using items related to the ways in which information is needed, sought, used and shared. This scale was tested with 122 undergraduate students. Results of a factor analysis indicated three different and non‐mutually exclusive aspects of information behavior: orientation to rule following, preference for familiarity and simplicity, and desire for intellectual independence. Analyses of variances for each factor, using scores for Need for Cognition and Need for Cognitive Closure as independent variables, indicated that these two traits produce significant effects on information behavior. A significant main effect of Need for Cognition was observed for the orientation to rule following and the desire for intellectual independence. A significant main effect of Need for Cognition was observed for the preference for familiarity and simplicity. Lastly, a significant interaction effect between Need for Cognition and Need for Cognitive Closure was also observed for the desire for intellectual independence.

Trusting others: the polarization effect of need for closure.

Because trust-related issues inherently involve uncertainty, we expected individuals' social-cognitive motivation to manage uncertainty--which is captured by their need for closure--to influence their level of trust in others. Through the results of 6 studies, we showed that higher need for closure was related to more polarized trust judgments (i.e., low trust in distant others and high trust in close others) in the case of both chronic and situational need for closure. Moreover, participants with high need for closure did not revise their level of trust when they received feedback about the trustees' actual trustworthiness, whereas participants with low need for closure did. Overall, our findings indicate that polarized (either high or low, as opposed to moderate) and persistent levels of trust may serve people's seizing and freezing needs for achieving cognitive closure.

The effect of Need for Cognition on the stability of prejudiced attitudes toward South American immigrants.

The purpose of this study was to examine the role of thinking in reducing prejudice toward stigmatized groups. Participants received a persuasive message composed of strong arguments in favor of South American immigrants or a control message. In order to distinguish high- from low-elaboration individuals, participants were asked to complete the Need for Cognition Scale (NC). As expected, attitude change was equivalent for individuals with relatively high and low NC. Importantly, although both high- and low-NC participants showed a reduction in the extremity of prejudiced attitudes, the stability of these changes was different. Two days later, the changes produced in participants with high NC were found to be more persistent than equivalent changes produced in participants with low NC. An understanding of the processes through which prejudiced attitudes are modified can provide information about the long-term stability of such changes.