Using the senses to evaluate aesthetic products at the point of sale: The moderating role of consumers’ goals

Using ethnographic, experimental, and survey data from a handicraft cluster in southern India, this paper reports on a study of when and why people who identify with their work might sacrifice financial rewards in their economic decisions. Based on findings from ethnographic fieldwork, I hypothesize that the monetary value that individuals who identify with their work seek for their output depends on their audience: when they encounter discerning audiences, who are knowledgeable about and appreciative of their work, they underemphasize financial gains; transactions with non-discerning audiences, however, result in a focus on monetary rewards. I propose that the mechanism underlying this behavior is product attachment: people who identify with their work develop affection for the output of their labor and prefer to transact with audiences who will take care of their products beyond the point of sale, even if doing so results in lower monetary rewards. I substantiate this theory with a field experiment by demonstrating that handicraft artisans in India who identify with their work sell their products at different prices to discerning and non-discerning groups of buyers. This paper contributes to our understanding of economic decision making in the context of meaningful work by highlighting the moderating role of audiences and uncovering the mechanism of product attachment.

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Point-of-Sale Marketing Mix and Brand Performance – The Moderating Role of Retail Format and Brand Type

SSRN Electronic Journal ◽

10.2139/ssrn.3127580 ◽

2018 ◽

Author(s):

Pranav Jindal ◽

Ting Zhu ◽

Pradeep K. Chintagunta ◽

Sanjay K. Dhar

Keyword(s):

Marketing Mix ◽

Brand Performance ◽

Point Of Sale ◽

Retail Format ◽

Moderating Role

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Innovation as a key to strengthen the effect of relationship benefits on loyalty in retailing

Journal of Services Marketing ◽

10.1108/jsm-12-2015-0387 ◽

2017 ◽

Vol 31 (2) ◽

pp. 131-141 ◽

Cited By ~ 6

Author(s):

Maria-Eugenia Ruiz-Molina ◽

Irene Gil-Saura ◽

David Servera-Francés

Keyword(s):

Customer Loyalty ◽

Social Dimension ◽

Special Treatment ◽

Store Loyalty ◽

Content Type ◽

Point Of Sale ◽

Treatment Benefits ◽

Relationship Benefits ◽

Moderating Role

Purpose This work aims to attempt an in-depth study of the link between relationship benefits and store loyalty, examining the moderating role of the retailer’s degree of innovation in these relations. Design/methodology/approach An equations model has been contrasted based on 820 valid individual structured questionnaires administered to consumers of 13 trade names in four retail distribution sectors (food, textile, electronics and household goods). Findings The results provide evidence of the positive influence of relationship benefits on store loyalty and in particular the benefits stemming from trust. The links between social and special treatment benefits in relation to loyalty are, however, significantly stronger in the less innovative establishments. Research limitations/implications This paper provides evidence of the moderating role of innovation on the relationship between social benefits and special treatment benefits and loyalty. Practical implications Technology may be used as a differentiation tool. The retailer should concentrate its investments on information and communications technology solutions that contribute to enhance the customer experience at the point of sale without neglecting the social dimension to increase the benefits of trust and ultimately, customer loyalty. Originality/value The paper provides an in-depth examination of the retail innovation variable which is scarcely analysed in the literature, offering support for the idea that innovation at the point of sale plays a moderating role in the links between relational benefits and customer loyalty.

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Testing the Strain Theory of Suicide – The Moderating Role of Social Support

Crisis ◽

10.1027/0227-5910/a000604 ◽

2020 ◽

Vol 41 (2) ◽

pp. 82-88 ◽

Cited By ~ 1

Author(s):

Bob Lew ◽

Ksenia Chistopolskaya ◽

Yanzheng Liu ◽

Mansor Abu Talib ◽

Olga Mitina ◽

...

Keyword(s):

Social Support ◽

Suicidal Behavior ◽

Online Survey ◽

Perceived Social Support ◽

Strain Theory ◽

Cross Sectional Survey ◽

Cross Sectional ◽

Psychological Strains ◽

Moderating Role

Abstract. Background: According to the strain theory of suicide, strains, resulting from conﬂicting and competing pressures in an individual's life, are hypothesized to precede suicide. But social support is an important factor that can mitigate strains and lessen their input in suicidal behavior. Aims: This study was designed to assess the moderating role of social support in the relation between strain and suicidality. Methods: A sample of 1,051 employees were recruited in Beijing, the capital of China, through an online survey. Moderation analysis was performed using SPSS PROCESS Macro. Social support was measured with the Multidimensional Scale of Perceived Social Support, and strains were assessed with the Psychological Strains Scale. Results: Psychological strains are a good predictor of suicidality, and social support, a basic need for each human being, moderates and decreases the effects of psychological strains on suicidality. Limitations: The cross-sectional survey limited the extent to which conclusions about causal relationships can be drawn. Furthermore, the results may not be generalized to the whole of China because of its diversity. Conclusion: Social support has a tendency to mitigate the effects of psychological strains on suicidality.

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