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Based on emotional contagion theory and the value--profit chain literatures, the present study posits a number of hypotheses that show how managers in the small store, small number of employees retail context may affect store employees, customers, and potentially store performance. With data from 306 store managers, 1,615 store customer-contact employees, and 57,656 customers of a single retail chain, the authors examined relationships among store manager job satisfaction and job performance, store customer-contact employee job satisfaction and job performance, customer satisfaction with the retailer, and a customer-spending-based store performance metric (customer spending growth over a 2-year period). Via path analysis, several hypothesized direct and interaction relations among these constructs are supported. The results suggest implications for academic researchers and retail managers. Keywords: manager performance, manager satisfaction, customer satisfaction, store performance DOI: 10.1037/a0017630

The authors test a value chain model entailing a progression of influence from retail employee job perceptions [arrow right] retail employee job performances [arrow right] customer evaluations [arrow right] customer [...]

Results of two studies designed to assess the manner in which the deal proneness construct is best conceptualized are presented. On the basis of a review of the sales promotion literature, three alternatives are identified: (1) deal proneness is a general construct that encompasses various deal types (i.e., a single deal proneness construct), (2) deal proneness is a domain-specific construct (e.g., coupon proneness, sale proneness, rebate proneness), or (3) deal proneness is a construct that includes only certain types of details (e.g., price-oriented deals, active-oriented deals). Across both studies, operationalizations consistent with each of the alternatives are developed, confirmatory factor models consistent with each are compared, and the predictive validity of the alternatives is assessed by relating operationalizations consistent with each alternative to a variety of deal-responsive behaviors collected unobtrusively in natural field settings. Results support treating deal proneness as a domain-specific construct. (Reprinted by permission of the publisher.)

In this article, trait aspects of vanity are defined and scales measuring these aspects are developed. Extensive validation procedures are employed, including asessing the relationships between the vanity scales and numerous consumer-related attitudes and behaviors. Five studies, encompassing seven samples, are reported. Studies related the vanity measures to various constructs and behaviors for samples that included individuals selected for Who's Who in America, players from a nationally ranked NCAA Division 1 football team, professional fashion models, and samples from the general population. (Reprinted by permission of the publisher.)

Drawing from theories of social cognition and perception, the effects of information consistency and distinctiveness implied by semantic cues in reference price ads are examined in a 2 (Levels of Distinctiveness) x 2 (Levels of Consistency) x 3 (Levels of Reference Price) between-subjects experimental design. Both the reference-price level and the perceived distinctiveness of information implied by the semantic cue had significant effects on internal price standard and attitudinal and perceptual dependent variables. Consistency information had no effect. Competing rationales drawn from assimilation-contrast theory and anchoring and adjustment effects on judgment are offered as bases for reference-price predictions. Results reveal that reference-price level had a monotonic effect on most dependent variables, and thus are more consistent with effects predicted by anchoring and adjustment rationales.

This article examines the differential effects of two types of semantic cues: (1) cues connoting that an advertised price discount exhibits low consistency over time, and (2) cues connoting that an advertised discount is highly distinctive vis-a-vis competitors. Results suggest that, for manipulations of external reference prices with offering price held constant, semantic cues that connote high distinctiveness are more effective in influencing consumers' price-related evaluations when the external reference price is otherwise implausibly high than are semantic cues that connote low consistency. For manipulations of offering prices with external reference price held constant, however, semantic cues connoting high distinctiveness exert more relative influence on price-related cognitions when offering prices are high. (Reprinted by permission of the publisher.)

Much evidence exists which suggests that the vast majority of equity mutual fund managers do not possess differential information (or skills) which allow them to achieve above average market returns [...]

THe cognitive tradeoff between price and product quality is used as a basis for hypothesizing interrelationships between two individual difference variables and two price-related responses. Results of a correlational study support the hypothesis of an inverse relationship between price consciousness and product involvement and the hypotheses that price consciousness and product involvement have opposite implications for several price-related constructs. Results also indicate a positive relationship between price acceptability level and the width of the latitude of price acceptance. (Reprinted by permission of the publisher.)

This investigation of the person-stimulus-circumstance typology, previously accepted in attribution research regarding Kelley's covariance theory, utilizes the more standard general-item appraisals and a specific-item attribution appraisal. In this test, specific attributions linked with car sales ads undergo factor analysis for determinations of stability and structure of attributions, and then pertinent relationships are evaluated. The person-stimulus-circumstance typology is supported by results, but analysis methods indicate that concepts appraised as general-specific items can vary.

Two contextual variables that have theoretical roots in information processing, attribution, and social judgment theories were manipulated along with three levels of merchant-supplied reference price in 2X2X3 analysis of variance design. Results support the hypothesized effects of consistency and distinctiveness as contextual variables that influence internal price standards and purchase evaluations. The three price levels resulted in curvilinear pattern of results for the purchase evaluation and source credibility dependent variables, as hypothesized. However, contrary to assimilation-contrast theory, the impact of the merchant-supplied reference price on estimates of normal and fair prices was monotonic. (Reprinted by permission of the publisher.)

It is well accepted in the behavioral pricing literature that a consumer's perception of the attractiveness of a market price depends on a comparison of the market price to an internal reference price. The rationale underlying this dynamic has its roots in Adaptation-Level Theory. However, consistent with Range Theory, we postulate that a consumer's assessment of the attractiveness of a market price may also depend on a comparison of the market price to the endpoints of the evoked price range. Four experiments provide evidence that variance in the width of the evoked price range affects price-attractiveness judgments in the absence of any variance in the internal reference price. Of theoretical importance, findings from the present article suggest that pricing theory is in need of augmentation in order to account for this effect. Of managerial relevance, these findings suggest that changes in context can bring about changes in the evoked price range and perceptions of the attractiveness of a market price.

A measure of consumers' attitude toward private label brands is developed, and its psychometric properties are assessed. Predictions are then tested regarding relationships between private label attitude and (1) latent perceptual and sales promotion constructs, and (2) purchase behaviors measured in a field setting. The measure is positively related to value consciousness, deal proneness, and smart-shopper self-perceptions, and negatively related to the propensity to be brand loyal and hold price-quality perceptions. Predictive validity of the private label measure is supported by a positive relationship with private label purchases from a grocery store shopping trip. Despite a positive relationship between the latent constructs of private label attitude and deal proneness, the consumer segment that allocated a high percentage of total purchases to private label products made fewer purchases on sale or with a coupon. These findings suggest that consumers may choose between price-related deals and private label purchases. (Reprinted by permission of the publisher.)