Antecedents and consequences of stress in retailing: environmental expectations and promoter scoring

Lucia-Palacios, L. (Universidad de Zaragoza) ; Pérez-López, R. (Universidad de Zaragoza) ; Polo-Redondo, Y. (Universidad de Zaragoza)

Resumen: Purpose: The aim of this paper is to examine the effects of the disconfirmation of expectations of crowding and mall accessibility, on stress and two marketing outcomes, satisfaction and promoter scoring. Design/methodology/approach: Data were obtained through two face-to-face surveys from mall shoppers that answered them at two different moments of their shopping experience, before entering the mall and before leaving it. Results are obtained from 230 customers that answered the two questionnaires. Findings: The findings suggest that stress indirectly influences customer promoter scoring through satisfaction, while disconfirmation of expectations influences it directly and indirectly. Practical implications: These results also suggest that stress and disconfirmation of expectations about crowding and accessibility are important in determining promoter scoring. To reduce stress and increase satisfaction and promoter scoring, managers should focus on exceeding customers'' expectations about mall accessibility and on ensuring that customers experience a lower level of crowding than they expected. Originality/value: The article examines Net Promoter Scoring, an outcome that has attracted managers'' attention but little is known about its antecedents. The paper provides evidence of the effect of disconfirmation of expectations and negative emotions on promoter scoring.

Idioma: Inglés

DOI: 10.1108/IJRDM-03-2020-0117

Año: 2021

Publicado en: International journal of retail & distribution management 49, 5 (2021), 616-635
ISSN: 0959-0552

Factor impacto JCR: 4.743 (2021)

Categ. JCR: MANAGEMENT rank: 109 / 228 = 0.478 (2021) - Q2 - T2
Categ. JCR: BUSINESS rank: 82 / 154 = 0.532 (2021) - Q3 - T2

Factor impacto CITESCORE: 6.1 - Business, Management and Accounting (Q1)

Factor impacto SCIMAGO: 0.964 - Tourism, Leisure and Hospitality Management (Q1) - Business and International Management (Q1)

Financiación: info:eu-repo/grantAgreement/ES/DGA-FSE/S54-17R-GENERES Group
Financiación: info:eu-repo/grantAgreement/ES/MINECO/ECO2014-54760
Financiación: info:eu-repo/grantAgreement/ES/MINECO/ECO2017-83993-P

Tipo y forma: Article (PostPrint)

Área (Departamento): Área Comerci.Investig.Mercados (Dpto. Direc.Mark.Inves.Mercad.)