Measuring the motivation to avoid duping: scale development and validation

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Robert Madrigal ◽  
Marcus Wardley ◽  
Catherine Anne Armstrong Soule
Keyword(s):  
Regulatory Focus ◽  
Design Methodology ◽  
Deception Detection ◽  
Content Type ◽  
Consumer Motivation ◽  
Scale Development And Validation ◽  
Standard Scale ◽  
Financial Consequences ◽  
Test Retest Reliability ◽  
Development And Validation

Purpose This paper aims to develop and validate a psychometrically sound scale measuring buyers’ motivation to avoid being duped (MAD) in a marketplace transaction. Design/methodology/approach Standard scale construction methodology was followed in developing the MAD Scale. Eight studies were conducted. Findings Three underlying MAD factors were discovered: suspicion of sellers, anticipated aversive emotions and deception detection. For purposes of analyses, data were collapsed across factors. High MAD individuals exhibited more vigilance in decision-making, were less trusting of strangers and displayed a greater desire to appear perfect to others. Those high in MAD were also more apt to have a prevention regulatory focus. Test-retest reliability was satisfactory, and no social desirability bias was observed. Finally, in an economic game with real financial consequences, those higher (vs lower) in MAD invested less after being duped, thus supporting criterion validity. Originality/value Marketplace deception has been identified as an existential threat facing consumers. Yet, few studies have examined how consumers cope with this threat. There currently exists no scales to measure consumer motivation to avoid being duped. The current research defines MAD and differentiates it from related constructs. The MAD scale will be useful in a variety of research contexts related to marketplace deception.

Consumer delight and outrage: scale development and validation

2015 ◽  
Vol 25 (6) ◽  
pp. 680-699 ◽  
Author(s):  
Maggie Wenjing Liu ◽  
Hean Tat Keh
Keyword(s):  
Scale Development ◽  
Design Methodology ◽  
Measurement Scales ◽  
Content Type ◽  
Scale Development And Validation ◽  
Qualitative Survey ◽  
Customer Delight ◽  
Development And Validation

Purpose – The purpose of this paper is to develop and validate measurement scales for consumer delight and outrage. Design/methodology/approach – The paper used both qualitative, survey, and experiment methodology. Findings – First, develop and validate the scale of customer delight, second, conceptualize the construct of customer outrage, as well as develop and validate its scale; third, explore the differential behavioral results of delight vs satisfaction, and outrage vs dissatisfaction; and fourth, further our understanding of the satisfaction-dissatisfaction continuum. Originality/value – While researchers increasingly recognize that delight and outrage are distinct from satisfaction and dissatisfaction, it is important to have scales that differentiate between these constructs. To this end, this paper develops and validates scales to measure consumer delight and outrage, respectively. These scales will be useful to other researchers interested in measuring consumer delight and outrage in various research contexts.

scholarly journals Development and validation of the Work Environment Complexity Scale for leaders

2019 ◽  
Vol 32 (2) ◽  
pp. 296-308 ◽  
Author(s):  
Teresa Bezler ◽  
Giovanni B. Moneta ◽  
Gary Pheiffer
Keyword(s):  
Work Environment ◽  
Design Methodology ◽  
Work Demands ◽  
Frequent Change ◽  
Cross Sectional ◽  
Content Type ◽  
Two Factors ◽  
Leadership Research ◽  
Development And Validation ◽  
Practical Implications

Purpose The purpose of this paper is to develop and validate a Work Environment Complexity (WEC) Scale for leaders. Design/methodology/approach The paper uses both cross-sectional and longitudinal data, gathered in the course of major organisational restructuring, using samples from employees (n=305) and leaders (n=120) in two health care organisations. Findings The research developed and validated a scale of WEC for leaders with two factors: frequent change and events, and uncertain work demands. Comparisons between samples suggest diverging employee and leadership representations of WEC. Practical implications Being the first scale to measure the comprehensive construct of WEC, a foundation is laid to measure the amount of complexity in a leader’s work and the functioning of leaders with regards to WEC. Originality/value This paper contributes to leadership research and practice by clarifying the construct of WEC for leaders empirically and validating a bidimensional scale of WEC.

Achievement vs avoidance

2018 ◽  
Vol 26 (3) ◽  
pp. 14-16
Keyword(s):  
Emotional Exhaustion ◽  
Regulatory Focus ◽  
Design Methodology ◽  
Work Performance ◽  
Reading Time ◽  
Prevention Focus ◽  
Promotion Focus ◽  
Content Type ◽  
Pertinent Information ◽  
Practical Implications

Purpose This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies. Design/methodology/approach This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context. Findings The effects of a promotion focus, prevention focus, and a dual regulatory focus on work performance, sickness, and emotional exhaustion were investigated for managers and non-managers in The Netherlands. The dual focus relates more to managers, who have more complex roles and are called on to be able to act in flexible ways on a continual basis. It was tentatively found that a dual focus is not as beneficial as previously expected, and perhaps enhancing a promotion focus for managers and non-managers is more advantageous for an organization. Practical implications The paper provides strategic insights and practical thinking that have influenced some of the world’s leading organizations. Originality/value The briefing saves busy executives and researchers hours of reading time by selecting only the very best, most pertinent, information and presenting it in a condensed and easy-to-digest format.

scholarly journals Online brand advocacy (OBA): the development of a multiple item scale

2019 ◽  
Vol 29 (4) ◽  
pp. 415-429 ◽  
Author(s):  
Violetta Wilk ◽  
Geoffrey Norman Soutar ◽  
Paul Harrigan
Keyword(s):  
Future Research ◽  
Content Type ◽  
Four Dimensions ◽  
Multi Stage ◽  
Brand Advocacy ◽  
Antecedents And Consequences ◽  
And Performance ◽  
Test Retest Reliability ◽  
Development And Validation ◽  
Brand Information

Purpose Despite an increasing interest in online brand advocacy (OBA) and the importance of online brand conversations, OBA’s conceptualization, dimensionality and measurement are unclear, which has created confusion. This paper aims to answer calls from researchers and practitioners for a better understanding and measurement of OBA. The development and validation of a parsimonious and practical OBA scale is outlined in this paper. Design/methodology/approach A multi-methods, multi-stage approach was followed to develop a parsimonious OBA scale. From an initial pool of 96 items obtained from qualitative research and from items used in prior general brand advocacy scales, a test-retest reliability study is followed. Academic judges were consulted to verify dimensionality, followed by two separate online surveys to further purify the scale and assess criterion-related validity. Programs including SPSS, AMOS and WarpPLS were used. Findings This research extends the knowledge of OBA by developing and testing a parsimonious and practical 16-item, four-dimensional OBA scale. Unlike previous attempts to measure OBA, this study suggested OBA as a multidimensional construct with four dimensions (i.e. brand defense, brand information sharing, brand positivity and virtual positive expression). Further, this study showed that OBA is conceptually different from consumer–brand engagement and electronic word-of-mouth. Research limitations/implications Future research is encouraged to validate the OBA scale in various contexts and locations. Researchers can use the new OBA scale to examine potential brand-related antecedents and consequences of OBA. Practical implications This study provides brand and marketing practitioners with a better understanding of brand advocacy occurring online. The OBA scale offers clear markers or trademarks that will be useful in assessing any brand’s health online and to track and better manage online brand communications and performance. Originality/value This research provides the first empirical investigation of Wilk et al.’s (2018) exploratory insights into OBA. The resulting parsimonious scale has furthered OBA as a new area for academic enquiry and presented practitioners with a practical way of measuring OBA.

Predicting advertising execution effectiveness: scale development and validation

2016 ◽  
Vol 50 (1/2) ◽  
pp. 306-311 ◽  
Author(s):  
Arch G. Woodside
Keyword(s):  
High Impact ◽  
Decision Makers ◽  
Content Type ◽  
Scale Development And Validation ◽  
Available Information ◽  
Development And Validation ◽  
Business Journalism ◽  
Practical Implications ◽  
Influence Behavior

Purpose – This paper aims to present a commentary on the Armstrong et al. (2015) proposals to use checklists of Armstrong’s “advertising principles” to predict the effectiveness of alternative advertising executions and their tests of validity using paired ads with day-after recall scores. Design/methodology/approach – This paper discusses literature from anecdotal business journalism, cognitive science and behavioral economics that attempt to explain and accurately predict high-impact advertising. The commentary considers the value of using checklists and the relevancy complexity theory for examining whether or not checklists versus other tools are useful for accurately predicting advertising effectiveness. Findings – Anecdotal reports and scientific studies using true experiments support the practical benefits of advertising executives referring to advertising principles in the form of checklists when deciding which advertisement to run. Armstrong, Du, Green and Graefe (ADGG) provide a useful early warning tool that is useful for indicating ads that will not be effective, but their checklist method is unlikely to indicate which ads will have high impact. Researchers and executives should create and test the efficacy of configurations of content and design for identifying highly effective ads; testing should be done in clutter and using behavioroid measures (not seven-point scales); recall measures are inadequate proxies for behavior. Practical implications – By calling attention to the possibilities of using the persuasive advertising principles to test the ability to select specific ads that will most influence behavior such as purchases, ADGG offer a valuable contribution. Too often, advertisers and other decision makers ignore useful readily available information; creating tools useful for improving the quality of decision-making is missing in many marketing management contexts. ADGG indicate that such a tool is possible avoiding ads that are likely to be poor performing, advertising executions. Originality/value – This paper serves to emphasize the substantial value in using rigorous checklists as a step in making complex decisions such as advertising execution selections to avoid undesirable outcomes.

How and when team regulatory focus influences team innovation and member creativity

2018 ◽  
Vol 47 (1) ◽  
pp. 95-117 ◽  
Author(s):  
Ci-Rong Li ◽  
Chun-Xuan Li ◽  
Chen-Ju Lin
Keyword(s):  
Perspective Taking ◽  
Regulatory Focus ◽  
Design Methodology ◽  
Self Regulation ◽  
Underlying Mechanism ◽  
Prevention Focus ◽  
Content Type ◽  
Team Innovation ◽  
Indirect Relationship ◽  
Moderating Role

Purpose The purpose of this paper is to test how team regulatory focus may relate to individual creativity and team innovation; and address the fit/misfit issue of team regulatory focus and team bureaucracy. Design/methodology/approach The authors collected data from 377 members and their leaders within 56 R&D teams in two Taiwanese companies. Findings A team promotion focus was positively related, whereas a team prevention focus was negatively related, to both team innovation and member creativity through team perspective taking and employee information elaboration, respectively. Furthermore, team bureaucracy played a moderating role that suppressed the indirect relationship between team regulatory focus and creativity. Originality/value This is one of first studies to explore an underlying mechanism linking team regulatory focus and both team innovation and member creativity. The authors provide a more complete view of the creative and innovation implications of team-level self-regulation.

scholarly journals Development and validation of an internet entrepreneurial self-efficacy scale

2019 ◽  
Vol 30 (2) ◽  
pp. 653-675 ◽  
Author(s):  
Yi-Shun Wang ◽  
Timmy H. Tseng ◽  
Yu-Min Wang ◽  
Chun-Wei Chu
Keyword(s):  
Self Efficacy ◽  
Convergent Validity ◽  
Design Methodology ◽  
Discriminant Validity ◽  
Internet Marketing ◽  
Entrepreneurial Intention ◽  
Content Type ◽  
And Behavior ◽  
Development And Validation ◽  
Nomological Validity

PurposeUnderstanding people’s intentions to be an internet entrepreneur is an important issue for educators, academics and practitioners. The purpose of this paper is to develop and validate a scale to measure internet entrepreneurial self-efficacy.Design/methodology/approachBased on an analysis of 356 responses, a scale of internet entrepreneurial self-efficacy is validated in accordance with established scale development procedures.FindingsThe internet entrepreneurial self-efficacy scale has 16 items under three factors (i.e. leadership, technology utilization and internet marketing and e-commerce). The scale demonstrated adequate convergent validity, discriminant validity and criterion-related validity. Nomological validity was established by the positive correlation between the scale and, respectively, internet entrepreneurship knowledge and entrepreneurial intention.Originality/valueThis study is a pioneering effort to develop and validate a scale to measure internet entrepreneurial self-efficacy. The results of this study are helpful to researchers in building internet entrepreneurship theories and to educators in assessing and promoting individuals’ internet entrepreneurial self-efficacy and behavior.

Basing a claim on “negatives free”: when does it serve as a quality cue?

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Hsuan-Hsuan Ku ◽  
Yi-Ting Chang
Keyword(s):  
Consumer Behavior ◽  
Product Quality ◽  
Regulatory Focus ◽  
Design Methodology ◽  
Perceived Quality ◽  
Consumer Market ◽  
Content Type ◽  
Quality Perceptions ◽  
Product Promotion

Purpose Individuals concerned about safety comprise a significant share of the consumer market today. This paper aims to provide the results of a study on when a front-of-package (FOP) claim about “no added negatives” can serve as a quality cue. Design/methodology/approach Four between-subjects experiments examine consumers’ quality perceptions in responses to the absence-focused claims and also identifies brand parity (Studies 1a and 1b) and the associated launch of inconsistent alternatives as moderators (Study 2) and investigate the extent to which the quality signaling value of absence-focused claims varies as a function of message regulatory focus (Study 3). Findings Research shows that a unique absence-focused claim indicates product quality (Studies 1a and 1b). However, there could be a cost in terms of reduced perceived quality when adding an inconsistent alternative to a brand (Study 2). Furthermore, consumers associate greater product quality with absence-focused FOP claims if an appeal is framed as prevention-focused rather than promotion-focused benefits (Study 3). Originality/value This study advances knowledge on the effects of front-of-package claims on consumer behavior and benefits marketers in determining effective front-of-package messages for product promotion.

Investigating the role of regulatory focus in apparel attribute prioritization

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Jonghan Hyun
Keyword(s):  
Regulatory Focus ◽  
Design Methodology ◽  
Amazon Mechanical Turk ◽  
Dynamic Nature ◽  
Online Questionnaire ◽  
Chi Square ◽  
Content Type ◽  
Dynamic Segmentation ◽  
Current Context

PurposeThe purpose of this study is to utilize consumers' regulatory focus as a segmentation variable to understand how and why consumers shift their tendency to prioritize certain apparel attributes.Design/methodology/approachSix hypotheses are developed and then tested via two experiments. Self-administered online questionnaire is used to collect data from a total of 1,178 participants recruited via Amazon Mechanical Turk. The collected data is analyzed using series of Chi-square tests and ANOVAs.FindingsResults show that promotion-focused (prevention-focused)) consumers are not only more likely to prioritize apparel attributes that ensure the attainment of satisfaction (avoidance of dissatisfaction) but also attach higher monetary value to apparel products bearing such attributes.Originality/valuePrevious studies of apparel attribute prioritization utilized static segmentation variables such as age or gender despite the dynamic nature of attribute prioritization tendency. This study extends the literature by demonstrating the significance of consumers' regulatory focus – a dynamic segmentation variable that has not been studied in the current context.

An evaluation tool for measuring food skills acquisition

2017 ◽  
Vol 119 (5) ◽  
pp. 1028-1044 ◽  
Author(s):  
Sandra Fordyce-Voorham
Keyword(s):  
Design Methodology ◽  
Home Economics ◽  
Skills Acquisition ◽  
Evaluation Tool ◽  
Content Type ◽  
Skill Sets ◽  
Food Education ◽  
Parametric Analyses ◽  
Development And Validation ◽  
Further Development

Purpose The purpose of this paper is to design an objective, valid and reliable “Checklist” tool that teachers could use to measure their students’ food skills acquisition. Design/methodology/approach The design of the Checklist was based on 18 procedural food skills identified by teachers and verified by analysis of skills in recipes that are typically used in food education programmes in secondary schools. The skills were divided into five skill-sets and a recipe covering the skills was selected to test the Checklist. For the test, three hypothetical situations of a person with low, some and expert skills making the recipe were demonstrated in separate videos. Teachers were invited to test the Checklist by viewing the videos, completing the Checklist for each of the three conditions and completing an evaluation. Findings In total, 40 home economics teachers tested the Checklist and reported that they could use the tool to measure the development and progress of their students’ procedural food skills. Analysis of variance analyses of the data and the non-parametric analyses suggest that the Checklist is a reliable and valid evaluation tool. Originality/value Teachers report using various tools to measure their students’ food skills acquisition but these have not been well-documented in the literature. These preliminary findings of an original and quantifiable tool showed that home economics teachers used the Checklist to measure their students’ procedural skills however, as the teachers’ comments suggest, further development and validation of the tool are required.

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