There is a common saying, people do not leave their job, they leave their boss. An important reason an individual leaves their job is because of the relationship they have with their boss. Many organizations deal with turnover because direct reports have not connected or built a positive rapport with their boss. Leaders with high emotional intelligence typically demonstrate support for their direct reports in the workplace. Support from leaders comes in many forms including through active listening; empathy; understanding of the direct reports' thought process and motivations; and, providing emotional support through ongoing coaching and feedback. In other words, a leader with high emotional intelligence is responsive to their self-awareness and the awareness of others. Leaders who have developed the characteristics above have developed the skill of emotional intelligence (EI), helping them to build positive relationships with their direct reports.
The present research explores whether the effectiveness of different types of uncertain-monetary promotions depends on characteristics of the consumer. Study 1 theorized and found support for the hypotheses that buyers’ motivational-orientation and depth of a discount gap influenced the perceived attractiveness of an uncertain-monetary promotion. Specifically, a low-gap uncertain-monetary promotion is more appealing to shoppers compared with a high-gap uncertain-monetary promotion. However, consumers’ promotion-focus intensity reduces the negative effects of a high-discount gap on the effectiveness of an uncertain-monetary promotion. In addition, consumers’ prevention-focus intensity increases the negative effects of a high-discount gap on the effectiveness of an uncertain-monetary promotion. Study 2 shows that more discount options are preferred by consumers compared with fewer discount options in an uncertain-promotion. However, the positive effect of more discount options is only conspicuous with prevention-focused consumers. Finally, academic and managerial implications as well as future research directions of this master thesis are discussed.
