H. Keith Hunt

An Attitude Approach to the Prediction of Entrepreneurship

Attitude is presented as a better approach to the description of entrepreneurs than either personality characteristics or demographics. The development and validation of the Entrepreneurial Attitude Orientation (EAO) scale are explained. Sixty-three undergraduates were used in developing and establishing the test-retest reliability of the EAO. Fifty-four entrepreneurs and fifty-seven non-entrepreneurs served as known groups in establishing the discriminant validity of the EAO. There was a significant difference between known groups for all four of the EAO subscales (achievement, personal control, innovation, self-esteem); all subscales but achievement entered into a stepwise discriminant function.

Improving the Retail Performance by Contrasting Management- and Customer-Perceived Store Images: A Diagnostic Tool for Corrective Action

Abstract The image of a retail establishment is its appearance to target markets. Managerial action can be taken when image components are measured as unfavorable and can be used as advantageous when found to be favorable. We compare 63 households and 93 manager ratings of a national store on 29 image variables. Members of both groups were from the same geographic area. The ratings were done using 8-point bipolar anchored scale items ranging from “Very Bad” to “Excellent” on topics concerning sales staff, service policies, assortment, ease of layout, interior decor, price, convenience, quality, store improvement, and community involvement. The 29 image variables were then classified into one of six types of congruence or incongruence according to: (1) whether the item average for the combined group of householders and managers was greater or less than the average ratings for all items; (2) whether the customers and manager average ratings were found to be statistically different (incongruent); and (3) in the case of difference, whether it was the managers or householders who had the higher average ratings. The study findings indicated that in most image variables, management and customers were in congruence. However, in some of the image variables, there was incongruence. The managerial implications of an image variable being classified into one of the six types are then discussed.

Fulfilment of planned and unplanned purchases of sale- and regular-price items: a benchmark study

A descriptive benchmark study of 2,172 shoppers introduces nine mutually exclusive planned/actual shopper purchase categories. It identifies, for shoppers entering a store, the actual number of shoppers and dollars spent in each of the nine mutually exclusive planned/actual shopper categories, differentiating planned and actual purchases based on whether they were sale or regular-price items. Approximately 13.5 per cent of the 2,172 shoppers stated that they did not plan to purchase items. Another 13.7 per cent indicated they planned to purchase only items on sale, 60.2 per cent of the shoppers indicated they planned to purchase only regular-price items, and 12.6 per cent planned to purchase both sale and regular-price items. Of the 2,172 shoppers surveyed, only 11.1 per cent (242) completed all purchases they planned to make, 58.1 per cent of all planned items were purchased, and 18 per cent (391) of all shoppers left the store without buying anything. This study differentiates sale-price purchases based on whether they were planned before coming to the store (pre-store) or unplanned and decided in the store (in-store). It also identifies the reasons why planned purchases were not fulfilled. The research methodology and analysis are explained, followed by a discussion of the findings and their implications for retailers.

Broadening the concept of entrepreneurship: comparing business and consumer entrepreneurs

It is proposed that entrepreneurial behavior occurs in many domains of life, not Just in business. Examples of nonbusiness entrepreneurial behavior are provided. Domain-specific versions of the Entrepreneurial Attitude Scale (EAS) were used to predict entrepreneurs in business and consumer contexts. Stepwise discriminant analysis identified those items that significantly discriminated between business and consumer entrepreneur groups. Results support the concept of entrepreneurial consumer behavior. The four common elements across domains suggest that personal control and innovation were common elements of both business and consumer entrepreneurs.

Hoarding behavior among consumers: Conceptualization and marketing implications

In the western world, and in the United States in particular, there has been an abundance of food, materials and fuel over the past several decades. However, many futurists suggest this condition will soon change and a wide range of scarcities will result. Conditions in underdeveloped countries suggest one probable reaction to shortages in hoarding. In light of the predicted shortages this paper (1) develops definition and conceptualization of what constitutes hoarding, and (2) examines the influence hoarding activities have on channel decisions. An overriding purpose of the paper is to generate interest and research into the topic before conditions necessitate that concern.