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Choice deferral (making no choice at all) is a common phenomenon, especially when individuals face a difficult decision. This is further exacerbated in the presence of negative incidental emotions which can have a wide-ranging influence on various aspects of decision-making. Previous research suggests that process (vs outcome) accountability might be more effective at mitigating the effect of irrelevant factors. This paper aims to examine whether accountability attenuates emotion effects on choice and examines the differences in the efficacy of the two accountability types.

The paper uses the appraisal tendency framework to propose differences between same valenced emotions on choice deferral and predicts the moderating role of process versus outcome accountability. Two experiments are conducted to test the predictions and the results analyzed using logistic regression.

The authors find that outcome and process accountability have different moderating effects on emotion and choice deferral relationship: under outcome accountability, angry individuals are more likely to defer choice while under process accountability, differences in choice across emotion conditions are attenuated. As predicted, differences between anger and fear on the certainty appraisal and thereby information processing, mediate the effects of emotion on choice deferral in the outcome (but not process) condition.

This research studies the intersection of two developing research streams, affect and accountability, by focusing on specific affective states (anger and fear) and specific accountability types (outcome and process) in the important context of decision avoidance in consumer behavior. Thus, theoretical understanding in both domains is advanced and the benefits of specific accountability types clarified. Key implications for consumers and future research directions are also discussed.

In the age of “big data,” one of the most important capabilities that differentiates the winners from the losers in the intensely competitive grocery market is how successfully a firm can harness its vast amounts of shopper data to become more shopper-centric. Grocery retailers struggle with how to manage the tremendous amount of data available to them and best leverage their frequent shopper data to derive insights. These data also present an opportunity for academic research on decision-making and evaluation of strategic initiatives. This chapter discusses three case studies that illustrate the various capabilities of frequent shopper data in generating shopper insights. Specifically, using frequent shopper data for millions of shoppers, the three case studies demonstrate how frequent shopper data can be used as an important information asset for understanding differences and similarities among different shopper groups (Case Study 1), as a means to assess the effectiveness of store redesigns/environment changes (Case Study 2), and as a key tool for evaluating program success (Case Study 3). The chapter concludes with a discussion of how successful collaboration between practitioners and academics can be a boon to both business success and academic research.

Online retailing is continuing to grow at a time with many fashion brands are closing retail stores. Social media is now an essential component within the purchase journey of a fashion consumer. As social media networks continue to develop transactional capabilities, this has giving rise to the expansion of social shopping. Fashion brands need to consider how best to optimise social shopping opportunities as an extension of the retail shopping experience. Reviewing developments within retailing, a conceptual model of social shopping is proposed, which places mobile technologies as central to the social shopping experience both on social media and in store.

This paper seeks to promote an understanding of gender effects on retirement plan participation as a function of fund assortment size.

A decision simulation was conducted among 349 US adults whose task was to invest in a hypothetical 401(k) retirement plan. The number of mutual funds offered for investment was varied and the effects on the incidence and extent of participation observed.

The results indicate that larger fund assortments tend to reduce participation among women, but increase it among men.

Replication in other contexts and with other data sets would be worthwhile.

To enhance retirement plan adoption/participation, financial service firms may want to tailor such plans according to gender (and other consumer characteristics) according to the present set of findings.

First time authors are aware that the interaction between gender and assortment size is examined.