PurposeMarketing managers routinely use purchase intentions data to make strategic decisions concerning both new and existing products and the marketing programs that support them. Yet, the indication from empirical investigations regarding the link between respondents' stated intentions and their actual behavior is not as clear. Predicting which consumer will purchase an environmentally friendly product, the research remains split, particularly when it comes to perceived “trade‐offs” between the environmental benefits, quality, and cost. In this regard, previous research has fallen short in examining consumers' actual purchase behavior versus self‐reported purchase intentions. This paper seeks to address these issues.Design/methodology/approachThis study measured consumer psychographics and expressed purchase intention to predict actual purchase behavior using an online survey and the Vickrey auction method.FindingsThe results show that respondents expressing a high intention to purchase environmentally friendly wines also reported strong attitudes and values toward the environment. However, the gap between stated willingness to pay and the actual price paid was wide.Research limitations/implicationsThe study was restricted to the investigation of one type of product. The model should be tested with a number of products that are purchased on a regular basis.Practical implicationsGiven the wide disparity between stated willingness to pay and actual price paid for those expressing high purchase intentions, marketing should use caution when assessing this targeted group for new product launches and potential price changes.Originality/valueThis study assessed the same cohort using a survey and auction experiment to relate consumer values and purchase intentions with actual behavior.

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Purpose -Building on consumer purchase behavior and self-confidence theories combined with insights from marketing segmentation literature, this study aims to investigate the influence of self-esteem and self-efficacy on consumers' selection of sources of information when making a product buying decision. Design/methodology/approach -Multivariate analysis of variance was used to analyze the main and interaction effects of the independent categorical variables on multiple dependent interval variables. An online survey was distributed using search engine marketing. Findings -The results indicate that sources of information are used differently among individuals with differing levels of self-esteem and self-efficacy. For example, individuals with higher self-efficacy relied on themselves for information, while those with lower self-efficacy relied on impersonal sources of information, such as the media or internet. Individuals with higher self-esteem relied on themselves and impersonal sources (media and internet) as important sources of information, compared with those respondents with low self-esteem. Research limitations/implications -Measuring situational influence using brief descriptions of hypothetical consumption situations was required. These descriptions could not include all possible facets of a natural setting resulting in subjective interpretations by respondents of what constitutes socially acceptable behavior. Practical implications -Consumer experiences and expectations will vary during a purchase situation. Understanding how individuals seek varied sources of information based on self-esteem and self-efficacy is pertinent to marketing professionals when creating advertising programs particularly for products which offer potential socially risky situations, such as gift-giving. Originality/value -This research contributes by expanding the understanding of search behavior and the influence of self-esteem and self-efficacy on different purchase situations.

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We tested the association of 2 versions of the Reading Span Task of working memory capacity, a conventional neutral version (RSPAN-N) and an adapted task with incidental negative content (RSPAN-E), for predicting objective indicators (behavioral displays; autonomic activation) of negative emotion regulation during a laboratory provocation, as well as reported negative emotion in daily life experience sampling. Across 2 samples, both tasks demonstrated utility as es timates of spontaneous negative emotion regulation capacity, predicting down-regulation of negative emotion in da ily life and during a Jab challenge. In addition, scores from both tasks appear to be independent of self-reported distress, a confound often present in studies of emotion regulation. There was some incremental evidence that the RSPAN-E may have advantages over the RSPAN-N for predicting some indices of emotion processing. Together these findings provide further evidence for the role of working memory (among other executive-control abilities) in emotion regulatory processing and suggest that RSPAN tasks may have considerable potential as tools in research on emotion processing and emotion regulation in psychological health and adjustment.