Making SENS: exploring the antecedents and impact of store environmental stewardship climate

Hensen, N., Keeling, D. I., de Ruyter, K., Wetzels, M. & de Jong, A. (2016). Making SENS: exploring the antecedents and impact of store environmental stewardship climate. Journal of the Academy of Marketing Science, 44(4), pp. 497-515. doi: 10.1007/s11747-015-0446-5

[img]
Preview
Text - Accepted Version
Available under License Creative Commons: Attribution International Public License 4.0.

Download (695kB) | Preview

Abstract

Retailers increasingly recognize that environmental responsibility is a strategic imperative. However, little research has investigated or identified the factors that facilitate the successful implementation of environmentally responsible strategies across a network of customer-facing sales units (stores). We propose that a store manager’s ability to lead by example facilitates this process by fostering a supportive climate for store environmental stewardship (SENS-climate). By examining the influence of store managers’ actions on sales associates’ perceptions of the SENS-climate, as well as the subsequent impact on their performance—measured by margins, as well as sales of green and regular products—this study demonstrates that store managers can foster a SENS-climate by articulating their prioritization of environmental responsibility in their operational decisions. These positive effects are sustained by relational factors, such as the moderating effect of the store manager–sales associate dyadic tenure. In contrast, when store managers display high variability in their environmental orientation, it hinders the development of SENS-climate perceptions among sales associates. If sales associates perceive an enabling SENS-climate, they achieve higher margins and more green but fewer regular sales.

Item Type: Article
Uncontrolled Keywords: Environmental stewardship, Responsibility, Articulation, Sustainability, Store climate, Green products
Subjects: H Social Sciences > HD Industries. Land use. Labor
Divisions: Cass Business School > Faculty of Management
URI: http://openaccess.city.ac.uk/id/eprint/15744

Actions (login required)

View Item View Item

Downloads

Downloads per month over past year

View more statistics