Myron Gable

Planning Practices of Small-Scale Retailers:

The purpose of the present study is to examine the practice of planning engaged in by small-scale retailers and to determine if the activities of planners can be distinguished from those who do not report the presence of formal planning. In addition, another objective is to determine the impact of planning on performance as measured by both sales and profits. Implications of the results of the study are discussed, and directions for future research are given.

Entry barriers in retailing

Abstract The main purpose of the present research is to compare the impact of exogenous and endogenous market entry barriers in the retail setting. To clarify this issue, potential reactions by existing retailers to prospective competitors are studied. The results indicate that the major entry barriers are capital requirements, availability of store locations, and availability of qualified personnel: all exogeneous variables. In addition, the endogenous barriers most highly ranked, on the assumption that entry would occur, are those designed to reinforce exogenous barriers. Further, collateral issues are addressed. The results are discussed within the context of the research, and directions for future research are given.

Job Satisfaction and Machiavellian Orientation among Department Store Executives

The Mach IV scale and the Index of Job Satisfaction were administered to 218 department store executives. Female executives scored significantly high on the Mach IV scale and significantly lower on the Index of Job Satisfaction than male executives. A significant negative correlation was observed between Machiavellianism and Job Satisfaction for the entire sample, for men and for women.

The use of benchmarking to enhance marketing decision making

Considers benchmarking to be an important decision making tool for marketing executives. Describes the value of benchmarking to marketers in improving decision making with respect to the “Four Ps”. Outlines steps for implementing such a program.

Managerial Structuring of Work as a Moderator of the Machiavellianism and Job Performance Relationship

ABSTRACT In this study, we addressed the effect of the perceived work environment structure, as initiated by the managerial superior, on the relationship between Machiavellianism and job performance of store managers in a retail setting. The results showed a significant effect for managers who perceived that their supervisors initiated a loose work environment structure. No effect was found for managers working in a highly structured environment.

Relationships between Work Commitments and Experience of Personal Well-Being

It was hypothesized that work commitment is positively related to personal well-being along most of the commitment range. At the top end of the range, however, where “overcommitment” is indicated, a deterioration of well-being was expected. The sample consisted of 257 young, primarily men, retail managers. Analysis indicated a linear relationship between commitment and well-being across the whole range. The findings support the traditional position that personal commitment to central domains of life contributes to well-being. They do not support the hypothesis concerning detrimental effects of “overcommitment.”

MACHIAVELLIANISM AND JOB SATISFACTION OF RETAILING EXECUTIVES IN A SPECIALTY STORE CHAIN

The Mach TV scale and the Job Descriptive Index were administered to 60 managers of specialty stores. Female store managers scored significantly higher on the Mac IV scale, and no significant differences were observed between men and women on the five subscales of the Job Descriptive Index. A significant relation for women was observed between Machiavellianism and satisfaction with opportunities for promotion. This was the only significant finding of 15 regression analyses examining the relations between Machiavellianism and job satisfaction for the entire sample, for men and for women.

An Evaluation of Subliminally Embedded Sexual Stimuli in Graphics

Abstract This experiment was concerned only with the extent to which consumers may be influenced by embedding within graphics of sexually oriented symbols or words. Deliberate elimination of other embedded variables was maintained to ensure the purity of the experiment. Findings indicate that subliminally embedded, sexually oriented stimuli do not influence consumer preference. It would seem that additional research could be undertaken because of expressed consumer belief that embedding is being practiced by advertising practitioners.

An application of the balanced scorecard in retailing

Retailers have sought measures of performance that go beyond the traditional. This article reports on the application of the balanced scorecard. We summarize efforts to go beyond traditional measures in retailing and conduct a study to test their value for a large multi-unit retail chain. The results indicate that the balanced scorecard offers a highly individualized and flexible technique for improving the performance of retailers.

Job involvement, machiavellianism and job performance

This study addressed the effect of job involvement on the relationship between Machiavellianism and job performance. The results showed a significant effect for managers who perceive themselves as possessing high levels of job involvement. No effect was found for managers who perceived themselves as having low levels of job involvement. Findings are discussed in the context of the research, and implications are provided for executives in the retail setting.