Antecedents and consequences of stress in retailing: environmental expectations and promoter scoring
International Journal of Retail & Distribution Management
ISSN: 0959-0552
Article publication date: 25 December 2020
Issue publication date: 17 May 2021
Abstract
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.
Keywords
Acknowledgements
The authors wish to thank the support received by the Government of Spain (project ECO2017-83993-P and ECO2014-54760) and the Government of Aragón and the European Social Fund (GENERES Group S-54_17R).
Citation
Lucia-Palacios, L., Pérez-López, R. and Polo-Redondo, Y. (2021), "Antecedents and consequences of stress in retailing: environmental expectations and promoter scoring", International Journal of Retail & Distribution Management, Vol. 49 No. 5, pp. 616-635. https://doi.org/10.1108/IJRDM-03-2020-0117
Publisher
:Emerald Publishing Limited
Copyright © 2020, Emerald Publishing Limited