Business Faculty Publications

Document Type

Article

Publication Date

Spring 4-1-2013

Publication Title

Journal of Marketing Theory & Practice

Keywords

attributional theory; affect; smart shopper feelings

Disciplines

Marketing

Abstract

Drawing from Weiner’s (1985) attributional theory, this study extends the research on smart shopper feelings by testing (1) the relationships involving all causal dimensions of attributions and (2) affective consequences as mediating the relationships between causal dimensions of attributions and behavioral consequences. The results reveal that consumers feel happier when they attribute a price discount’s cause to an unstable reason and feel more appreciative if they think that sellers have control over discounts, and happiness completely mediates the relationship between internal locus and consumers’ behavioral responses. This research has specific theoretical and practical implications in the context of smart shopper feelings.

DOI

10.2753/MTP1069-6679210207

Version

Postprint

Volume

21

Issue

2

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Marketing Commons

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