Jeff Joireman

Washington State University | WSU · Department of Marketing and International Business

The Triple Dominance Measure (choosing between prosocial, individualistic, and competitive options) and the Slider Measure (“sliding” between various orientations, for example, from individualistic to prosocial) are two widely used techniques to measure social value orientation, that is, the weight individuals assign to own and others’ outcomes in...

The services sector was adversely affected by the pandemic. Supply chain disruptions, staff shortages, and low customer traffic led revenues to decline. To offset these challenges, some businesses introduced pandemic surcharges, which were not well received by customers. The current work aimed to understand customer backlash against pandemic surcha...

In recent years, firms have become increasingly involved in sociopolitical issues via corporate political advocacy (CPA) and corporate social responsibility (CSR) while consumers have become more politically polarized and skeptical of political institutions. Merging these developments, the present work examined similarities and differences in respo...

Nielsen et al. (1) argue that Van Doesum et al. (2) need to consider three points for their interpretation of a positive association between individual-level social mindfulness (SoMi) and environmental performance (EPI) at the country level (3). The association is weaker when 1) it is controlled for GDP and 2) when the data of three countries are r...

Temporal dilemmas pose a conflict between the immediate and delayed consequences of one's actions. One trait related to decision-making in temporal dilemmas is the consideration of future consequences (CFC). Strathman et al. (1994) originally developed a (unidimensional) 12-item CFC scale (CFC-12), with five (seven) items tapping future (immediate)...

Humans are social animals, but not everyone will be mindful of others to the same extent. Individual differences have been found, but would social mindfulness also be shaped by one’s location in the world? Expecting cross-national differences to exist, we examined if and how social mindfulness differs across countries. At little to no material cost...

The present meta-analysis tests how cost- and people-oriented strategic interventions impact temporal-dynamic changes in unit-level job attitudes within organizations. Analyses are based on 573 effect sizes across 137 longitudinal studies containing unit-level change in job attitudes across three time periods (pre-, during, post-change). Results re...

Cross-societal differences in cooperation and trust among strangers in the provision of public goods may be key to understanding how societies are managing the COVID-19 pandemic. We report a survey conducted across 41 societies between March and May 2020 (N = 34,526), and test pre-registered hypotheses about how cross-societal differences in cooper...

Cross-societal differences in cooperation and trust among strangers in the provision of public goods may be key to understanding how societies are managing the COVID-19 pandemic. We report a survey conducted across 41 societies between March and May 2020 (N = 34,526), and test pre-registered hypotheses about how cross-societal differences in cooper...

Purpose The purpose of this study is to examine how customer race (Black vs White) influences the extent to which customers attribute an ambiguous service failure (i.e. subtle degradation of service) to discrimination and how perceived discrimination relates to customer anger and on-site coping behaviors (vindictive complaining, problem-solving com...

Purpose – Non-voluntary tipping (e.g. automatic gratuity) has received growing attention in the service industry. Existing research suggests customers respond unfavorably to non-voluntary tipping, yet little research has examined why. The current study aims to address this question, with particular interest in response to non-voluntary tipping unde...

La consideración de las consecuencias futuras se define como el grado en el cual las personas anticipan y son influenciadas por las potenciales consecuencias futuras de su comportamiento actual, y una herramienta muy utilizada para medirla es la Escala de Consideración de las Consecuencias Futuras (CFC-14). Esta escala ha exhibido propiedades psico...

The present studies examined observer responses to failed recoveries following a service failure in a restaurant setting. Study 1 demonstrated that, relative to a neutral response, a negative server response increased desire for revenge and negative firm attitudes, which reduce tipping and return intentions, but revealed no benefits of a positive s...

While anger is a strong predictor of customer complaining, it is possible that some angry customers do not complain, and some customers who are not angry do complain. To better understand anger's role in customer complaining, the current work tests the hypothesis that the relationship between anger and complaining intention is contingent on the cus...

Can psychological science offer evidence-based solutions to climate change? Using insights and principles derived from the literature on social dilemmas and human cooperation, we discuss evidence in support of three solutions: crossing the borders of thought, time, and space. First, borders of thought could be crossed by using persuasion that is co...

Interdependent situations are pervasive in human life. In these situations, it is essential to form expectations about the others' behaviour to adapt one's own behaviour to increase mutual outcomes and avoid exploitation. Social value orientation, which describes the dispositional weights individuals attach to their own and to another person's outc...

Previous research has focused attention on state skepticism over corporate social responsibility (CSR) communications, but little work has focused on how to override preexisting differences in consumer skepticism. To gain insight into this issue, the present studies explore whether company ads promoting a firm’s good deeds generate more positive re...

Este estudio tuvo como objetivo la adaptación al español de la Escala de Consideración de las Consecuencias Futuras de Strathman, Gleicher, Boninger, & Edwards, (1994). Para ello se examinó a una muestra compuesta por 184 estudiantes universitarios quienes cumplimentaron dicho instrumento y el Inventario de Personalidad de los Cinco Grandes. Los re...

Conventional wisdom suggests a ?copycat? (look-alike) product?s success is due in part to the halo generated by its positive association with national leader brands (NLB). But, what if the NLB is the focus of negative publicity? In the current investigation, we seek to determine the extent to which NLB scandals (i.e. negative news stories) have an...

Researchers have repeatedly demonstrated that consumers respond to commercial messages based on the advertising techniques through which they are delivered. One growing technique is product placement advertising, generally defined as the inclusion of products and brands in media designed with a similar form and appearance to nonadvertising content....

Charities seeking to increase donations are now offering charity gift cards (CGCs), which allow recipients to select how their gift card is allocated across various charitable projects. Supporting a model derived from self-determination theory, an experiment shows that U.S. consumers are more satisfied and more likely to donate to the card-sponsori...

Research on intertemporal decision-making has often used Strathman et al.’s (1994) 12-item consideration of future consequences scale, or the CFC-14 scale (Joireman et al., 2012). The present studies examined the measurement properties of an Italian CFC-14 scale, and the utility of distinguishing between its two subscales (consideration of future a...

The field of consumer behavior addresses a rich array of basic and applied issues of interest to a wide range of scholars. The present collection of 30 articles reviews state of the art research in four broad domains of consumer behavior including (a) perception (e.g., aesthetics, attitudes, brands, judgement and decision-making, metacognition, num...

In 1994, Strathman, Gleicher, Boninger, and Edwards (1994) introduced the 12-item consideration of future consequences scale to measure individual differences in the extent to which people base their decisions on the immediate vs. future consequences of their actions. After tracing the origin and development of the CFC construct, theoretical models...

Peer-to-Peer charities allow donors to donate to a specific charitable project (or recipient), whereas traditional charities allocate donor contributions as the charity deems fit. Two preliminary studies show that potential donors prefer P2P charities model over traditional charities, because P2P charities enhance donors’ felt connection with the c...

Recent research has focused on the conditions under which customers will forgive firms for their misdeeds. Within this context, it is important to recognize that some service failures represent minor issues that occur within routine customer-firm exchange relationships, while others represent severe issues that occur within well-established custome...

Prior to the Citizens United ruling in 2010, which allows unlimited spending on political causes by individuals and businesses, corporate political activity (CPA) typically consisted of interest-based spending to help firm or industry financial performance. However, since Citizen’s United, firms have often spent resources on controversial political...

As many as 90% of Fortune 500 companies have integrated explicit corporate social responsibility (CSR) initiatives into their marketing actions, taking visible steps to communicate their socially responsible actions to consumers (Lichtenstein, Drumwright, and Braig 2004*). One of the most dominant recent CSR platforms is adopting environmentally fr...

Back Cover Summary and Review The probability of getting published rests on three kinds of quality: the quality of the ideas at the heart of the manuscript, the quality of the methods and empirical findings supporting those ideas, and the quality of the initial submission and subsequent promotion. To help academics gain success, this book offers a...

The present research investigates whether corporate social responsibility (CSR) reduces negative and promotes positive responses to service failures among value-aligned customers. Study 1 shows that customers are less likely to experience anger and spread negative word of mouth following a service failure when a firm engages in high (donating 15% o...

Skepticism has been identified as one of the main impediments to successful CSR communication and previous research has established a robust effect of individual differences in ad skepticism on negative responses to advertising. However, little work has explored how ad skepticism impacts responses to CSR communication. Integrating work on CSR commu...

One of the most continually vexing problems in society is the variability with which citizens support endeavors that are designed to help a great number of people. In this article, we examine the twin roles of cooperative and antagonistic behavior in this variability. We find that each plays an important role, though their contributions are, unders...

This study examined the relationship between Schwartz's (1992) 10 universal values and individual differences in empathy (Davis, 1983). Trait empathy was predicted to have the strongest positive relationship with benevolence values and the strongest negative relationship with achievement values. The pattern of correlations between empathy and the 1...

The present research develops and tests a theory explaining how customers respond to failed service recoveries (i.e., double deviations). This work offers three novel and important conclusions. First, inferences about a firm's motive (negative vs. positive) mediate the impact of perceptions of the double deviation (i.e., severity, blame, and fairne...

The present study sets preference for biofuels (corn- and cellulose-based ethanol) vs. gasoline within a three-dimensional social dilemma framework recognizing a social conflict (individual vs. collective interests), a temporal conflict (immediate vs. future interests) and a biospheric conflict (human vs. biospheric interests). Using this framework...

Consumers are often exposed to subtle and blatant product placements as they watch a variety of evening television shows. In addition, as they watch, consumers self-regulatory resources are expected to be "depleted" following a typical day at work and/or home (Baumeister, Heatherton, and Tice 1994). Connecting these two ideas, the current study tes...

The authors extended research linking individual differences in consideration of future consequences (CFC) with health behaviors by (a) testing whether individual differences in regulatory focus would mediate that link and (b) highlighting the value of a revised, two-factor CFC-14 scale with subscales assessing concern with future consequences (CFC...

In this research, the effects of self-control exercises on impulse buying urges are examined. Drawing on the strength model of self-control (Baumeister and Heatherton 1996, Psychological Inquiry 7:1–15), the present paper aims to shed light on impulsive buying by exploring the impact of enhancement of self-control as a result of repeated physical a...

The present research tested 2 competing models specifying how 2 traits (concern with the well-being of others and self-control) interact to predict forgiveness. According to the compensatory model, forgiveness requires being high on either trait; according to the synergistic model, forgiveness requires being high on both traits. Two preliminary stu...

It is generally acknowledged that global warming is occurring, yet estimates of future climate change vary widely. Given this uncertainty, when asked about climate change, it is likely that people’s judgments may be affected by heuristics and accessible schemas. Three studies evaluated this proposition. Study 1 revealed a significant positive corre...

In this research study, we apply the theory of organizational justice to the design of whistleblowing policies and procedures. As a pro-social behavior, we posit that employee whistleblowing is likely to increase when organizational whistleblowing procedures, outcomes, and related exchanges with superiors are perceived as fair. We test our hypothes...

The escalation of international offshoring and outsourcing in recent years has resulted in a proliferation of “hybrid products” for the typical multinational enterprise, with multiple country affiliations for branding, design, manufacture, assembly and parts sourcing. However, little has been written regarding the impact of consumer animosity on su...

This study, based on terror management theory, employs an experiment to examine how the thought of death affects people’s attitudes toward a watchdog press. Findings suggest that people who most value national security demonstrate less support for a watchdog press when primed to think of death than security-minded participants in a control group. T...

Previous research suggests that people predisposed toward a more cooperative orientation are stronger at self-control and, accordingly, are better able to ward off the adverse impact of ego depletion on self-regulation (Seeley & Gardner, 2003). Building on this research, we tested the hypothesis that ego depletion would lead to a reduction in conce...

This research examines whether temporal orientation moderates the impact of compulsive buying tendencies (CBT) on credit card debt. Participants completed the consideration of future consequences scale, a compulsive buying scale, and reported their credit card debt. Results revealed that CBT mediated the relationship between concern with immediate...

The present study evaluated the hypothesis that people who strongly adhere to Christian orthodoxy may be less proenvironmental to the extent that they are less aware of the biospheric consequences of environmental problems (biospheric AC) but that they may be more proenvironmental than others to the extent that they are more aware of the egoistic a...

This article reports a meta-analysis of 82 studies assessing the relationship between social value orientation (SVO) and cooperation in social dilemmas. A significant and small to medium effect size was found (r = .30). Results supported a hypothesis that the effect size was larger when participants were not paid (r = .39) than when they were paid...

Past research has shown that mortality salience (MS) increases aggression toward a worldview-threatening other. The present study evaluated whether MS would have a larger impact on aggression under group as opposed to individual interactions, and whether the tendency for groups to be more aggressive than individuals (i.e. interindividual-intergroup...

Three studies examined the impact of warnings about depleting resources. In Study 1, participants played 16 trials of a 5-person resource dilemma game with complete resource uncertainty. After trial 12, participants were told they were close to depleting the resource, and thereafter received no additional warnings. Size of harvests dropped after th...

This study applies terror management theory from social psychology to test the effects of death thoughts on attitudes toward the press‟ right to access government records. Results from an experiment (N = 158) indicated that those who most value national security express less support for freedom of information. Further, under a death thought conditi...

The health and vitality of relationships, groups, and society at large is strongly challenged by social dilemmas or conflicts between short-term self-interest and long-term collective interest. Pollution, depletion of natural resources, and intergroup conflict can be characterized as examples of urgent social dilemmas. This article advances a conce...

In 2 field studies, we demonstrated that the relationship between leader-member exchange (LMX) and organizational citizenship behavior (OCB) is moderated by employee role perceptions--the extent to which employees view specific types of OCB as in-role behavior (IRB) versus extra-role behavior (ERB). In addition, we predicted and demonstrated that t...

We examine how individual differences in the consideration of future consequences (Strathman et al., 1994) impact trait self-control, and temporal discounting under conditions of ego-depletion. Study 1 (N = 986) reveals that the CFC scale contains two underlying factors, which can be labeled the CFC-Immediate (CFC-I) and CFC-Future (CFC-F) sub-scal...

Several studies suggest that mortality salience (MS) can increase prosocial behavior (i.e. Scrooge effect, [Jonas, E., Schimel, J., Greenberg, J., & Pyszczynski, T. (2002). The scrooge effect: evidence that mortality salience increases prosocial attitudes and behavior. Personality and Social Psychology Bulletin, 28, 1342–1353]). This study examined...

Organizational citizenship behaviors (OCBs) can be viewed as a social dilemma in which short-term employee sacrifice leads to long-term organizational benefits. With 3 studies, the authors evaluated a set of interrelated hypotheses based on a social dilemma analysis of OCBs. In Study 1, participants rated OCBs as costly to an employee in the short...

We hypothesized that organizational citizenship behaviors (OCBs) represent a social dilemma. Two studies supported this hypothesis. In Study 1, participants rated OCBs as costly to an employee in the short run, and beneficial to an organization in the long run. In Study 2, likelihood of engaging in OCBs was higher among those high in empathy and co...

This chapter reports research on a theoretically relevant personality variable known as the consideration of future consequences (CFC). It also provides a model of the antecedents and consequences of CFC. The model integrates work on CFC with past theory and research in the areas of broader personality dimensions, temporal construal, intertemporal...

Three studies examined the relationship between individual differences in the consideration of future consequences (CFC; Strathman, Gleicher, Boninger, & Edwards, 1994) and fiscal responsibility. In Studies 1 and 2, low levels of CFC were associated with high levels of self-reported impulsive buying tendencies (Verplanken & Herabadi, 2001) and temp...

We hypothesized that organizational citizenship behaviors represent a social dilemma in which short-term employee sacrifice leads to long-term organizational benefits. Three studies involving 643 engineers supported this hypothesis in two ways. First, participants rated OCBs as costly to an employee in the short-run, and beneficial to an organizati...

The present study examined relationships between individual differences in the consideration of future consequences, sleep habits and sleep quality, and academic achievement in a sample of 231 undergraduates, 156 women and 75 men, whose ages ranged from 18 to 41 years (M = 19.0 yr., SD=2.82). Individuals were recruited from two introductory courses...

Past research has linked higher felt gender compatibility with higher psychosocial adjustment (Egan and Perry, 2001), and sensation seeking (SS) with masculinity and poorer psychosocial adjustment (Zuckerman, 1979; 1994). The present study hypothesized that women high in SS would report low levels of felt gender compatibility and adjustment, and th...

Recently, Jonas, Schimel, Greenberg, and Pyszczynski demonstrated that mortality salience (MS) increased contributions to (an ingroup) charity (i.e., the Scrooge effect). The authors examined whether individual differences in social value orientations would moderate the Scrooge effect. In line with an Ebenezer shift hypothesis, proselfs were less l...

Understanding Behavior in the Context of Time reviews the research on temporal orientation and brings together the disparate social behaviors influenced by time perspective. Organized into four sections, each chapter includes theory, research, applications, and directions for future research. Some chapters outline novel theoretical approaches that...

Many past studies have demonstrated that situationally-manipulated attributions influence an observer's emotional reactions toward, and willingness to help another in need. Less research has examined how individual differences in the attribution process may relate to such outcomes. The present study examined the relationship between individual diff...

Marvin Zuckerman Zuckerman began the development of a biologically based model of fundamental dimensions that came to be known as the alternative Five-Factor Model (FFM). He collaborated with Kuhlman in the development of an instrument to measure them, the Zuckerman-Kuhlman Personality Questionnaire. Behind any measure of personality, there are ass...

The present study tested the hypothesis that proneness to shame would predict self-rumination (and personal distress) whereas proneness to guilt would predict self-reflection (and perspective taking, and empathic concern). Results supported the majority of these predictions, and revealed that self-reflection mediates the relationship between guilt...

In the Age of Terrorism fear becomes a constant companion. This is particularly true in a society already beset by a culture of fear. We explore some cognitive effects of fear induced by victimization to explain America’s reaction to the events of 9/11. Using reliable measures of value orientations we find that exposure to violence produces a shift...

This study examines preference for commuting towork by car or public transportation (PT) within an expanded social dilemma framework (i.e., one that recognizes the importance of both social and temporal concerns). Commuters completed scales assessing commuting preferences, beliefs regarding the environmental impact of cars, social value orientation...

Four studies involving 573 female and 272 male college students demonstrated that multiple forms and measures of aggression were associated with high levels of sensation seeking, impulsivity, and a focus on the immediate consequences of behavior. Multiple regression analyses and structural equation models supported a theoretical model based on the...

The present study examines how individuals with different social value orientations (i.e. prosocial, individualistic, and competitive) construe the rationality, morality, and power of choices in four distinct interdependence structures which systematically differ in the motives that could underlie the most prosocial or least aggressive choice: (a)...

The present study examined the relationship between scores on the Sensation Seeking Scale [SSS; Zuckerman, M. (1979). Sensation seeking; beyond the optimal level of arousal. Hillsdale, NJ: Erlbaum.] and involvement in chess within a sample of 112 college students. Students who reported having played chess, and those with more chess experience, evid...

Two studies explored the relationship between dimensions of attachment (closeness, trust, anxiety) and three forms of empathy (empathic concern, perspective taking, personal distress). In Study 1, 134 college students completed N. Collins and S. Read's (1990) Adult Attachment Scale and Davis' (1983) Interpersonal Reactivity Index. Greater trust and...

The present study examined whether private self-attention is at odds with empathy. College students (N = 184) completed Trapnell and Campbell's (1999) Rumination-Reflection Questionnaire (RRQ) assessing self-rumination and self-reflection; Davis' (1980, 1983) Interpersonal Reactivity Index assessing empathic concern, perspective taking, and persona...

This study integrates social value orientation (Messick & McClintock, 1968) and the consideration of future consequences (CFC; Strathman, Gleicher, Boninger, & Edwards, 1994) within the extended norm activation model of proenvironmental behaviour (Stern, Dietz, & Kalof, 1993). A survey of college students (N = 161) revealed some preliminary support...

The present field study examined commuters' (N = 152) willingness to fund improvements in public transit. Consistent with Samuelson's (1993; Samuelson & Messick, 1995) multiartribute evaluation model of structural change in social dilemmas, support for the transit plan was higher when it was perceived to be (a) effective at reducing congestion and...

The present field study examined commuters’(N= 152) willingness to fund improvements in public transit. Consistent with Samuelson's (1993; Samuelson & Messick, 1995) multiattribute evaluation model of structural change in social dilemmas, support for the transit plan was higher when it was perceived to be (a) effective at reducing congestion and po...

This study examined the relationships between students' academic achievement, income level, and ethnicity using aggregate school 3rd and 6th grade Iowa Test of Basic Skills scores for 1999 and 2000, 4th grade Washington Assessment of Student Learning (WASL) scores for 1999 and 2000, and 7th grade WASL scores for 1999 for all schools in Washington s...

The present study examined the relationship between a new measure of self-efficacy and a recently developed measure of self-regulation by Nakata and Shiomi within a sample of 1,312 Japanese elementary school children in Grades 3 to 6. Factor analysis indicated two factors, Self-recognized Self-efficacy and Consciousness of Potentiality. In general,...

This study was conducted to investigate the associations of scores on four self-regulation subscales identified by Nakata and Shiomi in 1998 with those on personality traits measured on the Shimoda Personality Inventory and self-efficacy with 123 Japanese elementary school children. Scores on the self-regulation subscales had significant positive c...

The present study examined the relationship between scores on the Consideration of Future Consequences scale and academic achievement within two samples of undergraduates (ns=36 and 24) enrolled in separate statistics courses. Scale scores were positively correlated with grade point average in both samples and predicted success and goal attainment...

The purpose of the study was to determine the location of emotional and motivational traits within three major dimensions of personality. Subjects were 396 undergraduates. Generalized expectancies and sensitivities to signals of reward and punishment were measured by questionnaires. An exploratory factor analysis was followed by a Procrustes-rotati...