Fear of missing out (FOMO) is an emerging topic in consumer psychology. However, the theoretical foundations of FOMO are underdeveloped and extant FOMO scales confine the construct to the context of social media. Without a theoretical foundation and a new FOMO scale, the future development of research on this promising phenomenon is limited. This article provides a new conceptualization of FOMO and a new FOMO scale. Using self‐concept theory, the authors propose that FOMO is an emotional response to perceived psychological threats to one's self‐concept. Because the self‐concept involves a private and a public self, FOMO involves two dimensions: a personal FOMO and a social FOMO. Accordingly, a new scale was developed. The results of four studies support the validity and reliability of the two‐dimensional scale. This new conceptualization and scale will enable consumer researchers to examine FOMO in a broader set of contexts, test the relationship between FOMO and related constructs, and develop a nomological network around the construct.

In the past few years, 26 states have changed their constitutions to restrict marriage to one man and one woman. There has been little research on the psychological effects of this political process on gay, lesbian, bisexual, and transgender (GLBT) people. In this qualitative project, 13 GLBT people were interviewed about their experience during the process of a constitutional amendment. A grounded theory analysis of these semistructured interviews was conducted. The core category, or central finding, was "GLBT people need to balance the dual dangers of engagement with GLBT advocacy and self-protection through withdrawal." Other findings focused on the experience of living in a context of painful reminders that one is seen as less than human by the government and public, and in which one's life is frequently and publicly misrepresented to advance hostile political campaigns. Social support and a process of self-acceptance helped participants to face their fears of isolation, discrimination, and aggression and to fight for social justice.

No abstract

PurposeThis exploratory research aims to examine the commonalities and differences in how buyers and sellers perceive and characterize an effective sales presentation in an attempt to present issues/themes that may help start a dialogue into the theoretical underpinnings of effective sales presentations.Design/methodology/approachThe paper consists of a qualitative study involving both salespeople and buyers.FindingsThe study uncovers three common themes of an effective sales presentation – knowledge, adaptability, and trust – but exposes a gap between buyer and seller expectations and perspectives of these themes.Practical implicationsThe findings provide insight for business‐to‐business (B2B) salespeople and managers as to what buyers and sellers consider characteristic of an effective sales presentation.Originality/valueBy focusing on how the two main parties to an exchange – the buyer and seller – define what makes an effective sales presentation, this paper adds knowledge to the area of B2B sales research.

Undergraduate sales education is somewhat unique in that it prepares students for a career which functions mostly outside of traditional corporate management structures. Concurrently, the demand for well-qualified salespeople has intensified partly due to high turnover. This article contends that there may be a disconnection between student expectations of a sales job when they leave school and what they actually experience on the job. Using salesforce socialization as a theoretical foundation, this study compares students' versus salespeople's perceptions of sales jobs in terms of realism and congruence with outcome and behavior-based job performance indicators as well as perceived ethical control. When considering job performance and ethics, the results show that students have a highly idealistic perception of sales when compared to those in the actual field of sales. For marketing educators it is imperative that efforts are focused on helping students form more realistic expectations for a sales career. Such efforts and suggestions are provided in the implications.