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WEB APPENDIX
STEM SCENARIO 2
You have the possibility to add another washing machine to your assortment with a price of €800. Which washing machine would you choose to add to your assortment in the following scenes?
Scene 1: Machine B uses 8% less electricity per wash and is therefore a lot more environmentally friendly. The margin on Machine B is 29%, while the margin on Machine A is 30%.
Which one would you choose? (Machine A/Machine B)
Scene 2: Machine B uses 2% less electricity per wash and is therefore a bit more environmentally friendly. The margin on Machine B is 29%, while the margin on Machine A is 30%.
Which one would you choose? (Machine A/Machine B)
Scene 3: Machine B uses 8% less electricity per wash and is therefore a lot more environmentally friendly. The margin on Machine B is 25%, while the margin on Machine A is 30%.
Which one would you choose? (Machine A/Machine B)
Scene 4: Machine B uses 2% less electricity per wash and is therefore a bit more environmentally friendly. The margin on Machine B is 25%, while the margin on Machine A is 30%.
Which one would you choose? (Machine A/Machine B)
WEB APPENDIX (continued)
STEM SCENARIO 3
It is busy in your store and you decide to help an unattended customer in the appliances section. The customer is looking for a refrigerator with a content of 200 litres and a freezing compartment for a maximum of €600. You have two options of different brands in your assortment. Brand B is more sustainable and therefore better for the environment. Which refrigerator would you promote in the following scenes?
Scene 1: The refrigerator of Brand B has a lifetime that is 3 years longer on average than the refrigerator of Brand A. Brand B is therefore a lot more sustainable. For Brand A you can earn a commission of 10 pointsa, while you will not get any commission for selling Brand B.
Which one would you promote? (Brand A/Brand B)
Scene 2: The refrigerator of Brand B has a lifetime that is 1 year longer on average than the refrigerator of Brand A. Brand B is therefore a bit more sustainable. For Brand A you can earn a commission of 10 pointsa, while you will not get any commission for selling Brand B.
Which one would you promote? (Brand A/Brand B)
Scene 3: The refrigerator of Brand B has a lifetime that is 3 years longer on average than the refrigerator of Brand A. Brand B is therefore a lot more sustainable. For Brand A you can earn a commission of 20 pointsa, while you will not get any commission for selling Brand B.
Which one would you promote? (Brand A/Brand B)
Scene 4: The refrigerator of Brand B has a lifetime that is 1 year longer on average than the refrigerator of Brand A. Brand B is therefore a bit more sustainable. For Brand A you can earn a commission of 20 pointsa, while you will not get any commission for selling Brand B.
Which one would you promote? (Brand A/Brand B)
a The focal company uses a point system for commissions, the collected points are later transferred to money.
WEB APPENDIX (continued)
STEM SCENARIO 4
You have a staff meeting with your sales associates. You only have 45 minutes before the store opens. There are a number of regular topics that need to be discussed like the sales promotions for the week, and performance targets with regard to sales and returns. Besides, your supervisor has composed a list of measures that can be taken to alleviate the environmental impact of your activities. The list includes guidelines about the efficient use of heaters, air-conditioning, and lighting. You can choose to discuss these environmental measures in 5 minutes, which will severely limit their impact. Or you can choose to take 15 minutes to explain the environmental measures, which will allow you to clarify everything and will help your sales associates to achieve the predicted energy savings. How much time would you spend on the environmental measures in the following scenes?
Scene 1: The environmental measures proposed by your supervisor can reduce your energy use by 6%, which means a large environmental gain can be achieved. You would be able to fill 45 minutes with the regular items on your agenda, but you are on schedule with regard to your performance targets.
How much time would you spend on the environmental measures? (5 Minutes/15 Minutes)
Scene 2: The environmental measures proposed by your supervisor can reduce your energy use by 2%, which means a small environmental gain can be achieved. You would be able to fill 45 minutes with the regular items on your agenda, but you are on schedule with regard to your performance targets.
How much time would you spend on the environmental measures? (5 Minutes/15 Minutes)
Scene 3: The environmental measures proposed by your supervisor can reduce your energy use by 6%, which means a large environmental gain can be achieved. Actually, you need 45 minutes for the regular items on your agenda, since you are behind schedule with regard to your performance targets.
How much time would you spend on the environmental measures? (5 Minutes/15 Minutes)
Scene 4: The environmental measures proposed by your supervisor can reduce your energy use by 2%, which means a small environmental gain can be achieved. Actually, you need 45 minutes for the regular items on your agenda, since you are behind schedule with regard to your performance targets.
How much time would you spend on the environmental measures? (5 Minutes/15 Minutes)
WEB APPENDIX (continued)
STEM SCENARIO 5
It is busy in your store and you decide to help an unattended customer in the television section. In a short conversation about the customer's wishes, (s)he tells you that (s)he would like to spend around €500. From your conversation you also know that there is 100% chance that (s)he would buy a Plasma TV of €500 if you recommend it. Next to the Plasma TV is a LED TV for €600, which is much more energy efficient and therefore better for the environment. You can earn a margin of €120 on both. When considering the following scenes, would you go for the certain sale of the Plasma TV or try to sell the LED TV.
Scene 1: The LED TV uses 30% less energy than the Plasma TV and is therefore a lot more environmentally friendly. From your conversation you know that there is a 95% chance that the customer buys the LED TV if you recommend it, and a 5% chance (s)he buys nothing at all.
Which TV would you recommend? (Plasma/LED)
Scene 2: The LED TV uses 5% less energy than the Plasma TV and is therefore a bit more environmentally friendly. From your conversation you know that there is a 95% chance that the customer buys the LED TV if you recommend it, and a 5% chance (s)he buys nothing at all.
Which TV would you recommend? (Plasma/LED)
Scene 3: The LED TV uses 30% less energy than the Plasma TV and is therefore a lot more environmentally friendly. From your conversation you know that there is a 75% chance that the customer buys the LED TV if you recommend it, and a 25% chance (s)he buys nothing at all.
Which TV would you recommend? (Plasma/LED)
Scene 4: The LED TV uses 5% less energy than the Plasma TV and is therefore a bit more environmentally friendly. From your conversation you know that there is a 75% chance that the customer buys the LED TV if you recommend it, and a 25% chance (s)he buys nothing at all.
Which TV would you recommend? (Plasma/LED)
WEB APPENDIX (continued)
STEM SCENARIO 6
There is a customer in your store who asks for washing machine "Delta". It is a specific washing machine that you do not have in your store. One of your sales associates has come to ask you about the possibilities to order it for the customer. A quick information search showed that it is available and can be ordered with the same delivery time as the washing machines that you have in your store. Furthermore you found that the Delta uses less electricity because of a new technology, which makes it more environmentally friendly than the other washing machines in your store. Its washing results are as good as the available alternatives can deliver. When considering the following scenes, would you advise your sales associate to promote an alternative with the same price to the customer, or would you order the Delta for the customer?
Scene 1: The Delta uses 10% less electricity per wash and is therefore a lot more environmentally friendly than the alternative. The margin on the Delta is 1% lower than the margin on the alternative.
What would you do? (Promote Alternative/Order Delta)
Scene 2: The Delta uses 2% less electricity per wash and is therefore a bit more environmentally friendly than the alternative. The margin on the Delta is 1% lower than the margin on the alternative.
What would you do? (Promote Alternative/Order Delta)
Scene 3: The Delta uses 10% less electricity per wash and is therefore a lot more environmentally friendly than the alternative. The margin on the Delta is 10% lower than the margin on the alternative.
What would you do? (Promote Alternative/Order Delta)
Scene 4: The Delta uses 2% less electricity per wash and is therefore a bit more environmentally friendly than the alternative. The margin on the Delta is 10% lower than the margin on the alternative.
What would you do? (Promote Alternative/Order Delta)
WEB APPENDIX (continued)
STEM SCENARIO 7
The dishwasher in your canteen has broken down. Therefore, you are looking to replace it with a new one. Dishwasher A costs €500. Which dishwasher would you acquire in the following scenes?
Scene 1: Dishwasher B uses 10% less electricity and is therefore a lot more environmentally friendly, but is €25 more expensive than Dishwasher A.
Which dishwasher would you acquire? (Dishwasher A/Dishwasher B)
Scene 2: Dishwasher B uses 3% less electricity and is therefore a bit more environmentally friendly, but is €25 more expensive than Dishwasher A.
Which dishwasher would you acquire? (Dishwasher A/Dishwasher B)
Scene 3: Dishwasher B uses 10% less electricity and is therefore a lot more environmentally friendly, but is €75 more expensive than Dishwasher A.
Which dishwasher would you acquire? (Dishwasher A/Dishwasher B)
Scene 4: Dishwasher B uses 3% less electricity and is therefore a bit more environmentally friendly, but is €75 more expensive than Dishwasher A.
Which dishwasher would you acquire? (Dishwasher A/Dishwasher B)
WEB APPENDIX (continued)
STEM SCENARIO 8
There is a customer in your store who wants to buy a refrigerator. The customer is looking at a refrigerator (Fridge A) that costs €800, and is not very energy efficient. You have the possibility to promote a more energy efficient refrigerator (Fridge B) for the same price. Which refrigerator would you promote in the following scenes?
Scene 1: Fridge B uses 15% less electricity than Fridge A and is therefore a lot more environmentally friendly. The margin on Fridge B is €10 less than the margin on Fridge A. Which one would you promote? (Fridge A/Fridge B)
Scene 2: Fridge B uses 3% less electricity than Fridge A and is therefore a bit more environmentally friendly. The margin on Fridge B is €10 less than the margin on Fridge A. Which one would you promote? (Fridge A/Fridge B)
Scene 3: Fridge B uses 15% less electricity than Fridge A and is therefore a lot more environmentally friendly. The margin on Fridge B is €50 less than the margin on Fridge A. Which one would you promote? (Fridge A/Fridge B)
Scene 4: Fridge B uses 3% less electricity than Fridge A and is therefore a bit more environmentally friendly. The margin on Fridge B is €50 less than the margin on Fridge A. Which one would you promote? (Fridge A/Fridge B)