Doing Well Versus Doing Good: The Differential Effect of Underdog Positioning on Moral and Competent Service Providers (Record no. 48336)
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| 000 -LEADER | |
|---|---|
| fixed length control field | nam a22 4500 |
| 003 - CONTROL NUMBER IDENTIFIER | |
| control field | OSt |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20170923184125.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 170923b xxu||||| |||| 00| 0 eng d |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | Kirmani, Amna |
| 9 (RLIN) | 27566 |
| 245 ## - TITLE STATEMENT | |
| Title | Doing Well Versus Doing Good: The Differential Effect of Underdog Positioning on Moral and Competent Service Providers |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | 103-117 p. |
| 520 ## - SUMMARY, ETC. | |
| Summary, etc | This research examines how consumers make trade-offs between highly competent, less moral service providers and highly moral, less competent service providers. Counter to research on general impression formation, which shows that moral traits dominate competence traits, the authors demonstrate that when choosing between service providers, consumers systematically value competence more than morality. However, underdog positioning moderates this effect. When a moral service provider is positioned as an underdog, consumers feel empathy, thereby attenuating the dominance of competence. Notably, although underdog positioning can help a moral provider overcome a deficit in competence, it does not help a competent service provider overcome a deficit in morality or a warm provider overcome a deficit in competence. Thus, underdog positioning is particularly well suited for less competent service providers who are highly moral. |
| 653 ## - INDEX TERM--UNCONTROLLED | |
| Uncontrolled term | Services |
| Uncontrolled term | Morality |
| Uncontrolled term | Empathy |
| Uncontrolled term | Competence |
| Uncontrolled term | underdog |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | Hamilton, Rebecca W. |
| 9 (RLIN) | 27567 |
| Personal name | Thompson, Debora V. |
| 9 (RLIN) | 27568 |
| Personal name | Lantzy, Shannon |
| 9 (RLIN) | 27569 |
| 773 0# - HOST ITEM ENTRY | |
| Host Biblionumber | 29537 |
| Host Itemnumber | 66971 |
| Main entry heading | FRAZIER GARY L. |
| Other item identifier | 5557753 |
| Title | JOURNAL OF MARKETING |
| International Standard Serial Number | 0022-2429 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Dewey Decimal Classification |
| Koha item type | Journal Article |
| Withdrawn status | Lost status | Source of classification or shelving scheme | Damaged status | Not for loan | Home library | Current library | Date acquired | Total Checkouts | Full call number | Barcode | Date last seen | Price effective from |
|---|---|---|---|---|---|---|---|---|---|---|---|---|
| Dewey Decimal Classification | Main Library | Main Library | 23/09/2017 | Vol 81, No 1\ 5557753JA6 | 5557753JA6 | 23/09/2017 | 23/09/2017 |