Leadership decision-making: A behavioral reasoning theory analysis

Westaby, James D.; Probst, Tahira M.; Lee, Barbara C.

doi:10.1016/j.leaqua.2010.03.011

Cited by 175 publications

(200 citation statements)

References 141 publications

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“…BRT recognizes that some linkages in behavioral intention models may not be activated in certain circumstances (Davis, Bagozzi, and Warshaw 1989;Westaby 2005). In the context of solar panel adoption, one explanation for this nonsignificant link might lie in consumers' tendency to take cognitive short cuts and engage in "onereason decision making" (Westaby, Probst, andLee 2010, p. 101 quoted in Gigerenzer andGoldstein 1996). In other words, intentions might be primarily influenced by particular reasons Finally, these two effects are amplified by consumers' value alignment.…”

Section: Discussion Of Findingsmentioning

confidence: 99%

“…Renewable energy systems are, however, costly, high-involvement products, and the adoption decision is likely to require consumers to rationally evaluate reasons for and against adoption. More importantly, comparative studies found that behavioral reasoning theory 7 explained variance in intention over and above that of traditional intention models (Westaby 2005;Westaby, Probst, and Lee 2010). By applying behavioral reasoning theory we thus expect to shed light on the attitude-behavior gap, and advance our understanding of attitude and intention formation in this important macromarketing context.…”

Section: Literaturementioning

confidence: 92%

“…The measures were developed in line with previous BRT studies (Westaby 2005;Westaby, Probst, and Lee 2010). All items in the study used five-point Likert scales, ranging from strongly agree (1) to strongly disagree (5).…”

Section: Methodsmentioning

confidence: 99%

“…Bang et al 2000;Hansla et al 2008;Kalafatis et al 1999;Paladino and Baggiere 2008;Steg, Dreijerink, and Abrahamse 2005). However, research shows that reasons for and against a behavior differ qualitatively, and influence people's decisions in different ways (Westaby, Probst, and Lee 2010). For example, consumers' decision to adopt renewable energy has been widely explained by pro-environmental values and positive attitudes (e.g.…”

Section: Introductionmentioning

confidence: 99%

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Understanding the Attitude-Behavior Gap for Renewable Energy Systems Using Behavioral Reasoning Theory

Claudy

Peterson

O’Driscoll³

2013

Journal of Macromarketing

347

221

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Consumer adoption of renewable energies is an important step towards less carbon-intensive and more sustainable energy systems. But despite growing ecological awareness and articulated preferences for green products, renewable energies face slow rates of diffusion in consumer markets. This has been hard to explain given consumers’ favorability to the concept of products that lower one’s impact on the natural environment. This study uses data from 254 homeowners in Ireland to investigate the psychological process of adopting a renewable energy system – solar energy panels. Applying Behavioral Reasoning Theory (BRT), this research examines a proposed model in which reasons both for and against adopting solar panels mediate the relationship between consumers’ attitudes, values and adoption intentions. Results suggest the model is generally supported with both reasons for adoption and reasons against adoption having countervailing influences in the psychological processing of adoption intentions. These findings suggest that researchers and marketers should include mediating constructs, such as (i) reasons for adoption, (ii) reasons against adoption, and (iii) attitudes toward a technology when attempting to explain how consumers think about the adoption of renewable energy systems.

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Section: Discussion Of Findingsmentioning

confidence: 99%

Section: Literaturementioning

confidence: 92%

Section: Methodsmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

See 2 more Smart Citations

Understanding the Attitude-Behavior Gap for Renewable Energy Systems Using Behavioral Reasoning Theory

Claudy

Peterson

O’Driscoll³

2013

Journal of Macromarketing

347

221

View full text Add to dashboard Cite

show abstract

“…The result is suppoorted with findigns by Al-Azzam (2015) and Fallon, Panganiban, Wohleber, Matthews, Kustubayeva, & Roberts (2014) who have emphasized the role of emotional intelligence in decision making. Westaby, Probst, & Lee, (2010) in his studies have also revealed that emotions have strong effect on decision-making. The predictive capabilities of the structural model is determined based on the R 2 (Hair et al, 2013).…”

Section: Measurement Modelmentioning

confidence: 94%

Does Emotional Intelligence Effect Leaders Strategic Decision Making?

Daud¹

2018

The European Proceedings of Social and Behavioural Sciences

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Emotional intelligence is important for a leader nowadays as it could improves leader in strategic decision making, problem solving and cooperate with others. The objective of this study is to examine the effects of emotional intelligence on strategic decision making among leaders in Government Link Companies (GLCs). Data were collected using questionnaire. Stratified random sampling were used to select the sample for this study. Collected data were analysed using Partial Least Square Structural Equation Model (PLS-SEM) approach. The result revealed that there is a significant effects between the emotional intelligence and strategic decision making. The implications of this study could be used as a guide for leaders in managing and controlling their emotions when making a strategic decision for their organization.Theoretically, this theory use which is leader member exchange theory, is significant since the outcomes will contribute to the body of knowledge in the field of leadership, and GLCs in Malaysia.

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Consumers' processing of mindful commercial car sharing

Peterson

Simkins

2019

Bus Strat Env

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Commercial car sharing offers a form of market‐mediated, access‐based consumption with a markedly lower impact on the natural environment than that of car ownership. Consumers adopting such alternative transportation modes are manifesting a marketplace behavior that can be said to be mindful because of the innovative and sustainable nature of car sharing. This study employs behavioral reasoning theory to examine how consumers' value orientations, as well as reasons for and against car sharing, might be used in consumers' processing of mindful commercial car‐sharing adoption. Findings suggest that subjective norms (thoughts of important others for consumers, such as co‐workers) serve an important mediating role for both consumers' value orientations and reasons for car sharing in their relationship with car‐sharing behavior. These results provide marketing researchers important knowledge about green consumption and suggest that practitioners would do well to emphasize the social dimension when marketing environmentally oriented services, such as car sharing.

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Leadership decision-making: A behavioral reasoning theory analysis

Cited by 175 publications

References 141 publications

Understanding the Attitude-Behavior Gap for Renewable Energy Systems Using Behavioral Reasoning Theory

Understanding the Attitude-Behavior Gap for Renewable Energy Systems Using Behavioral Reasoning Theory

Does Emotional Intelligence Effect Leaders Strategic Decision Making?

Consumers' processing of mindful commercial car sharing

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