Erik Hoelzl’s research while affiliated with University of Cologne and other places

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Publications (76)


Coercive and legitimate power in the sharing economy: Examining consumers’ cooperative behavior and trust
  • Article

September 2022

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101 Reads

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6 Citations

Journal of Economic Psychology

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Erik Hoelzl

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Sharing economy organizations depend on customer cooperation. According to the existing theory, namely, the extended slippery slope framework, coercive and legitimate power are two means of achieving cooperation and trust. Based on this theory, we examine the role of coercive and legitimate power in the sharing economy in four studies. Study 1 has examined the extent of existing sharing organizations’ coercive and legitimate power (B2C, P2P, and communities) by employing website analysis. In Study 2, consumers have discussed which forms of power (coercive or legitimate) were perceived by sharing organizations in focus groups. Study 3 has investigated the impact of coercive and legitimate power on consumer cooperation in a laboratory experiment using a give-or-take-some (GOTS) game. Study 4 has examined the impact of coercive and legitimate power on cooperation using an experimental online questionnaire. We find that providers of sharing economy services highlight coercive measures on their websites, whereas consumers in the focus group discussions highlight the importance of legitimate power, as is evident in the experiments. Thus, while sharing organizations could increase their use of legitimate power, they should apply coercive power carefully.


Self-found, spellbound: The sense of own discovery shapes customer bonds with service venues

October 2019

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48 Reads

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7 Citations

Journal of Business Research

Conventional wisdom as well as marketing practice suggest that companies benefit from helping customers find them. Yet, sometimes customers find service venues on their own. We suggest that a sense of own discovery can benefit businesses because customers tend to bond more with what they have discovered for themselves. Situated in the hospitality industry, a field study with customers of a café, a survey with a representative sample of café-goers, an online experiment with a discovery of a bar, and a lab experiment with a discovery of a restaurant confirmed that a sense of own discovery strengthens customer bonds (self-connection, emotional attachment, psychological ownership) with service venues, and in turn predicts actual behavior and behavioral intentions that benefit the venue (i.e., actual consumption, patronage intentions). These findings advance insights into customer relationships and highlight the importance of boosting perceptions of own discovery as a way to build stronger customer bonds.


Figure 1. Means of tax compliance measures by condition.
Figure 2. Regression coefficients of conditional effects of trust and power, and their interaction for intended tax compliance by country.
Figure 3. Regression coefficients of conditional effects of trust and power, and their interaction for voluntary tax compliance by country.
Figure 4. Regression coefficients of conditional effects of trust and power, and their interaction for enforced tax compliance by country.
Figure 5. Regression coefficients of conditional effects of trust and power, and their interaction for tax evasion by country.

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Trust and power as determinants of tax compliance across 44 nations
  • Article
  • Full-text available

July 2019

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2,577 Reads

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183 Citations

Journal of Economic Psychology

The slippery slope framework of tax compliance emphasizes the importance of trust in authorities as a substantial determinant of tax compliance alongside traditional enforcement tools like audits and fines. Using data from an experimental scenario study in 44 nations from five continents (N = 14,509), we find that trust in authorities and power of authorities, as defined in the slippery slope framework, increase tax compliance intentions and mitigate intended tax evasion across societies that differ in economic, sociodemographic, political, and cultural backgrounds. We also show that trust and power foster compliance through different channels: trusted authorities (those perceived as benevolent and enhancing the common good) register the highest voluntary compliance, while powerful authorities (those perceived as effectively controlling evasion) register the highest enforced compliance. In contrast to some previous studies, the results suggest that trust and power are not fully complementary, as indicated by a negative interaction effect. Despite some between-country variations, trust and power are identified as important determinants of tax compliance across all nations. These findings have clear implications for authorities across the globe that need to choose best practices for tax collection.

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True to Which Self? Lay Rationalism and Decision Satisfaction in Self-Control Conflicts

March 2019

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714 Reads

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21 Citations

Journal of Personality and Social Psychology

Are people more satisfied with decisions to resist or to indulge temptation? We propose that the effect of restraint versus indulgence on decision satisfaction depends on individual differences in lay rationalism, that is, reliance on reason versus feelings to guide decisions. Across 2 pilot studies and 9 main studies (N = 3,264) with different methodologies and various self-control domains, we found consistent evidence that individuals experience higher satisfaction with restraint the more they rely on reason than on feelings. The proposed effect uniquely concerns individual differences in lay rationalism and is independent from individual differences in trait self-control. We also show that authenticity (feeling true to oneself) is the mechanism underlying this effect and rule out self-typicality (acting in ways typical of oneself) as an alternative account. Additionally, we examined downstream consequences of this effect for compensatory authenticity seeking. These findings advance a more nuanced view of self-control based on identity and suggest that the subjective utility of restraint is contingent upon individual differences in reliance on reason versus feelings in decision making. Our research contributes to the understudied topic of the phenomenology of self-control and provides novel insights into its potential downsides for some individuals. We discuss theoretical implications for research on self-control, lay rationalism and authenticity.








Citations (47)


... Recent studies on psychological ownership suggest travel destination-related or co-creation programs for generating experiential values to satisfy travelers (Deng et al. 2021;Kim et al. 2021;Lyu, Jiang, and Balaji 2023). This interactive program helps enhance psychological connectedness toward destinations through travelers' participation (Kokkoris, Hoelzl, and Kamleitner 2020). For example, Liu et al. (2023) found that Gen Zers seek emotional connections with tourism destinations, which underscores the importance of psychological interactions that resonate with their values and identity . ...

Reference:

Gen Zers’ Travel-Related Experiential Consumption on Social Media: Integrative Perspective of Uses and Gratification Theory and Theory of Reasoned Action
Self-found, spellbound: The sense of own discovery shapes customer bonds with service venues
  • Citing Article
  • October 2019

Journal of Business Research

... Trust is a part of psychological motivation shaped by individual behavior. A high level of trust does not directly imply high tax compliance; nevertheless, some studies, i.e. Batrancea et al. (2019), Prastiwi and Diamastuti (2023), and Siglé et al. (2018), Iqbal et al. (2023), Ya'u et al. (2023), state that trust increases tax compliance and mitigates the intention to evade taxes. Unfortunately, it is not yet clear how trust could be directly related to tax compliance. ...

Trust and power as determinants of tax compliance across 44 nations

Journal of Economic Psychology

... Authenticity is often defined as the sense of being true to one's real self (27). According to Self-Determination Theory, individuals are considered authentic when their behaviors are autonomous and reflect their true selves (28,29). ...

True to Which Self? Lay Rationalism and Decision Satisfaction in Self-Control Conflicts

Journal of Personality and Social Psychology

... Sposoby doświadczania bezrobocia i wynikające z niego stany emocjonalne nie są jednak niezmienne. Możemy wprawdzie mówić o schemacie reakcji na utratę pracy (Zawadzki, Lazarsfeld 1935) czy uniwersalnym mechanizmie obniżania się nastroju osoby bezrobotnej (Kirchler, Hoelzl 2018), ale nie sposób zaprzeczyć, że dynamicznie zmieniające się realia społeczne oddziałują na doświadczenia poszczególnych jednostek i mogą różnicować intensywność przeżyć związanych z sytuacją bezrobocia. Różnić się też będzie dominujący w danej społeczności sposób przeżywania bezrobocia, jak też postrzegania osób bezrobotnych. ...

Economic Psychology
  • Citing Article
  • August 2018

... In some studies, coercive power has a positive effect on tax fraud, but in others, it has a negative effect on tax fraud. Some opinions stated [30] [28], [29] realized that the threat of coercive power through audits and legal sanctions is still considered more effective in having an impact on reducing tax fraud. On the other hand, the law as a force has a very close relationship with morals because these rules regulate human behaviour and aim to create a suitable life. ...

Economic Psychology
  • Citing Book
  • November 2017

... Extant research has documented that the process of giving money is also unseen due to the support of quick response (QR) code and near-field communication (NFC) technology (de Luna et al., 2019;Manshad & Brannon, 2021). Furthermore, consumers often use smartphones and payment applications (e.g., Alipay, WeChat) for non-payment tasks (e.g., chatting with others, and browsing social media) before or even at the time of making payment (Boden et al., 2020), which distracts consumers from the payment process and then weakens the distinctiveness of payment (Gafeeva et al., 2018;Pisani & Atalay, 2018), thereby further reducing the pain of money loss. ...

What else can your payment card do? Multifunctionality of payment modes can reduce payment transparency

Marketing Letters

... Attitudes for services come from service use motivations, and Lee and Kim [77] explained that in mobile apps, social motivations have a meaningful effect on user attitudes. Herziger and Hoelzl [78] argued that a 'habitual mindset' allows users to have a less attentive attitude toward new information or actions, thereby maintaining individual habitual behavior. ...

Underestimated Habits: Hypothetical Choice Design in Consumer Research
  • Citing Article
  • October 2017

Journal of the Association for Consumer Research

... This dynamic can be established by elaborating the potential interaction effects of power and other economic factors in order to develop TC and committed cooperation in the improvement of public goods. Hence, the relation between tax authority and taxpayers is a significant component that forms TC behaviour [39]. The interview results generated from taxpayers and tax auditors [42] that supported the prior arguments which indicated to that tax auditors and taxpayers consider power as relationship determinant and they use this determinant to explain their tax relationships and formulating the TC behaviour. ...

Tax Behaviour

... behavior are frequently observed in combination, reflecting a negotiator's preferred negotiation style [8,26,[30][31][32]. Researchers developed several typologies of negotiation behavior and the main distinction can be drawn between two basic strategic orientations of negotiators, i.e., value creation (= integrative strategy) and value claiming (= distributive strategy) [8,[30][31][32][33] While integrative negotiation behavior is associated with providing information on priorities, developing creative solutions, using logrolling and packaging of offers, distributive negotiation behavior includes the exchange of information on positions or facts (persuasive behavior), the use plies the risk of conflict escalation [34][35][36]. We therefore formulate the following n reements compared to negotiations supported by H2c: facilitative-mediation systems leads to more agreements than the use of passive systems. of substantiation, threats or power, and the exchange of single-issue offers. ...

Influence tactics in purchase decisions between partners. A contribution to the analysis of action-reaction-patterns
  • Citing Article
  • January 1998

Zeitschrift für Sozialpsychologie

... This is an important issue for gaining a better understanding of the mechanisms involved in the acceptance of IPV. Indeed, our knowledge of a social phenomenon often comes through the mass media or other individuals who relay media information to us (Joffe, 2002). Answering the question of how individuals construct attitudes and opinions about IPV from this perspective requires the application of psychosocial approaches that conceptualize the articulation between media and interpersonal communication. ...

Social representations and economic psychology
  • Citing Article
  • January 2012