Point of Sales Promotions and Buying Stimulation in Retail Stores

This paper analyzes drivers of compulsive buying behavior induced by store based promotion through empirical investigation in Mexico. The buying behavior in reference to point of sales promotions offered by retailing firms and determinants of sensitivity towards stimulating shopping arousal and satisfaction among customer in building store loyalty have been discussed in the paper. This study also builds arguments around convergence of attractiveness of point of sales promotions and effectiveness of customer services as a tool for gaining competitive advantage in the retail business environment. The results indicate that point of sales promotion programs have become the principal tool of retailing in Mexico to acquire new customers and retain the loyal customers. It is also found during the study that loyal customers are attracted to the store brands during the promotional offers while new shoppers are price sensitive and are attracted by the in-store ambience of sales promotions and volume discounts.Sales promotion, shopping arousal, store loyalty, buying behavior, retailing, customer relations

Conational Drivers Influencing Brand Preference among Consumers

Consumers recognize brands by building favorable attitude towards them and through the purchase decision process. Brand preference is understood as a measure of brand loyalty in which a consumer exercises his decision to choose a particular brand in presence of competing brands. This study aims at discussing the cognitive factors that determine brand preference among consumers based on empirical research. Brand attributes including emotions, attitudes, personality, image, reputation and trust which influence consumer perceptions and temporal association with brands are critically examined in the study. The study reveals that higher brand relevance and trust build strong the association of consumers with brand in long-run.Cognitive behavior, brand identity, personality traits, brand association, brand image, trust, corporate reputation, mass market, brand preference, consumer value

Exploring the Purchasing Motives of Young Pakistani Consumers for Foreign Brands

Cross-border service relationships are considerable issues in Pakistan, which tend researchers to work in this area of research. The core purpose of this study was to explore the impact of quality, satisfaction, and value on purchase intentions for foreign brands among young Pakistani customers. The data was collected from a random sample of 500 university students through questionnaire designed by the researchers. The findings suggest that providing quality and satisfaction to Pakistani ethnocentric customers does not guarantee the brand to earn loyalty in return. Foreign brands can succeed in creating brand value through creating a convinced link with some tangible benefits and by creating means of self-presentation for the customers. The student’s responses can be assumed as a limitation of this study, which can be justified by considering the fact that the study is first of its type in the Pakistani environment

Time Sharing at Leisure Facility Centres: Analysis of Sales Performance Indicators

The changing cultural paradigms in Latin America have influenced variety of leisure activities and significant implications for development of leisure services. Leisure spending behaviour prompts sequential relationship among customers intending to perform family celebrations in a different environment and gaining higher satisfaction through the customized services, recreational attractions and brand value. This study focuses qualitative dimensions associated with the sales people and managerial efforts made to augment the outcome performance in sales in reference to the time sharing proposals at leisure facility centres in Mexico. The leisure facility centres are used by individual and institutional customers for organizing leisure events, parties and family gatherings. The study reveals that the leisure facility centre developer firms function with team sales strategy and the performance of sale teams is linked with their contributions to the profit of the firm.Team sales, customer satisfaction, sales performance, leisure property, brand image, returns on assets

Direct selling: consumer profile, clusters and satisfaction

This study examines the determinants of customer choice of direct selling and satisfaction of the consumer. We obtained survey data for 378 Portuguese consumers and carried out a hierarchical cluster and a logit analysis to assess the buyers’ profile, choice criteria and satisfaction. We found that the profile pattern influences the level of direct selling preference and satisfaction. The results led to identification of three specific clusters and confirmed the importance of the buyer’s experience with this way of shopping. The interactive nature of direct selling renders the customer highly permeable to the salesperson’s influence. These findings contribute to a better understanding and prediction of post-consumption behaviour.info:eu-repo/semantics/acceptedVersio

The antecedents and consequences of service customer citizenship and badness behavior

This paper presents an empirical test of the antecedents and consequences of customer extra-role behavior (i.e., customer citizenship behavior and badness behavior). The model posits that negative affect, perceived justice, and commitment lead to customer extra-role behavior. In turn, such extra-role behavior is expected to impact perceived service quality. The model was tested in an exercise class context of participants at sports center. Results from the empirical test indicated that managing customer extra-role behavior is as important as that of employee. Secondly, the study found that the organization have to manage the negative affect of customers to prevent customer badness behavior, and perceived justice and commitment to increase customer citizenship behavior. Implications are discussed, possible areas of further research are indicated, and limitations of the study are noted

Cultural and religiosity drivers and satisfaction outcomes of consumer perceived deception in online shopping

Purpose – The purpose of this paper is to develop and test a model that focuses on the cultural and religiosity drivers and satisfaction outcomes of consumer perceptions about online retailers’ deceptive practices. It specifically investigates: the role of cultural orientation and religiosity in forming consumer ethical ideology; the link between the consumer’s ethical ideology and his/her perceptions regarding the deceptive practices of online retailers; and the effect of perceived deception on consumer satisfaction. Design/methodology/approach – The paper is based on a quantitative survey conducted among 468 Egyptian consumers aged 18 and above. These were measured on a five-point Likert scale. To test the hypothesized relationships among the constructs of the model, structural equation modelling was employed. Findings – The study confirmed that power distance, uncertainty avoidance, and religiosity are important in forming idealistic attitudes, while both individualism and masculinity lead to an egoistic attitude. Idealism was observed to have a positive association with consumer perceived deception, while egoism was found to negatively affect consumer perceived deception. Finally, it was revealed that the perceptions of consumer about the deceptive practices of online retailing decrease consumer satisfaction. Originality/value – This research puts together in a single model both antecedents and outcomes of the perceptions of consumer about the deceptive practices of online retailing; concurrently examines the role of cultural orientation, religiosity, and ethical ideology of the consumer in forming ethical attitudes and responses; focuses on the instrumental role of cultural characteristics on consumer ethical perceptions from the perspective of the individual, rather than the society as a whole; and provides useful examination of the effects of perceived deception on consumer satisfaction

Factors Affecting Customer Loyalty of Supermarkets in Nyeri Town, Kenya

This study sought to examine the factors affecting customer loyalty of supermarkets in Nyeri town, Kenya. The study was guided by the following specific objectives: to explore the extent to which price differences in supermarkets affect customer loyalty; to examine the extent to which competition affects supermarkets in maintain customer loyalty; to assess the extent to which changing customer preferences has affected customer loyalty of supermarkets in Nyeri town; and to investigate the extent to which the supermarkets’ image affect customer loyalty. The study was conducted on the supermarkets within Nyeri town and the results have been generalized for all other supermarkets in the entire county. Data was collected by use of questionnaires distributed and collected by the researcher. The completed questionnaires were screened for accuracy and completeness and edited and coded where necessary. Thereafter, they were sorted in accordance with similarity of response given to the different questions. Microsoft Excel was used for data analysis and generation of code for data simulation for effective analysis and for effective use of the descriptive statistics research design.The study revealed that there supermarkets have factors that affect the loyalty of their customers who shop at their stores. Price is one of the factors that the supermarkets in Nyeri face as different supermarkets had different pricing strategies. Secondly, the changing customer preferences also do influence the loyalty of customers since the supermarket owners are uncertain of the customers frequent change of preferences. Moreover, the study did establish that the image of the supermarket does influence the customers loyalty and finally the study revealed that the customer loyalty of supermarkets in Nyeri town is affected by the stiff competition among the supermarkets as each supermarket store strives to develop a market share of the available customers and develop patronage. Keywords: Customer loyalty, Supermarkets, Price differences, Competition, Changing customer preferences, Supermarkets’ imag

Retail Employees’ Image on Shopping Destination: It’s Impact on Their Behavioural Intention

The current development in retail industry shows that there is an intense competition between shopping destinations. In this competitive environment, an imperative strategy to endure and succeed is by developing a unique and favourable destination image. This study examines retail employee image on shopping destination model and its impact on their behaviour intention. This study uses 333 samples of retail employees collected from Bandung, Indonesia. The results verify the cognitive and affective component of image are critical drivers of shopping destination overall image. However, this study suggests that the overall image is not the determinant of behaviour intention. The cognitive image is the only important factor in determining retail employee behaviour intention. Further, this study shows that the differences between staff and manager on the destination image model are insignificant. The implication for retail business managers as part of the supply chain system in retail industry is discussed