Impact of Visual Merchandising on University of New Hampshire Students

Visual merchandising is a marketing tool used by retail outlets in order to make their products attractive and engaging. It has the ability to sway consumers into buying a product, making visual merchandising a useful tool in today’s competitive market. This study examines the impact visual merchandising has on the students of the University of New Hampshire (UNH). To determine this, we researched both the students and their local retailers. Retailers in Durham, New Hampshire were interviewed to determine how important visual merchandising is to their business. The consensus was that visual merchandising is an important segment of their business; it is one of the most effective ways to market to students. To gain an understanding of students’ views, a survey was distributed to undergraduates to measure their shopping habits and perceptions of visual merchandising. It was found that students generally have a positive perception of visual merchandising. Overall, students find visual merchandising useful and valuable when shopping. Through the statements made by retailers and the data provided by students, it has been determined that students are largely impacted by visual merchandising at UNH

Internet auctions in marketing: The consumer perspective

Internet auctions for consumer are among the most popular and most successful business models in electronic commerce. Research so far, however, has focused on prerequisites and consequences of auctions as a marketing intstrument of suppliers. Even though it is a key success factor from a marketing perspective, the demand side has not inspired similar attention. This paper focuses on the attitudes, motives, and behavior of auction customers. It shows why ccurrent beliefs about bidder characteristics are myths. Taking these misconceptions as a starting point, the existence of an experiential and a pragmatic type of auction customer is proposed. An explorative empirical study looking for the characteristics of both types of auction customers is described. Results indicate that less than half of auction shoppers in the sudy are experiential oriented. Except substantial additional demand concerning technological and emotional qualities of auctions these shoppers do not differ dramatically from pragmatic oriented shoppers. Both types are open-minded towards further development of consumer auctions to commercial marketplaces. Business models of auctioneers and suppliers should concentrate on the basic utility of the auction algorithm by facilitating individual matchmaking instead of pursuing costly additional utility by promoting the entertainment value of auctions. --

Using Narratives, Humor, and Social Navigation: An Inspection of two systems

PERSON

Adding Bricks to Clicks: The Contingencies Driving Cannibalization and Complementarity in Multichannel Retailing

This paper empirically explores the contingencies that drive cannibalizing and complementary effects across channels to provide sales forecasting, promotion planning, and customer relationship management guidance to multichannel managers. We investigate three contingencies in a sales analysis of a leading U.S. retailer who adds a new retail store channel to existing catalog and online channels. We show that the emergence and strength of cannibalizing and complementary effects varies over time, across type of channel, and by type of customer, and provide insight into when and where managers can expect these effects to dominate and how to counter cannibalization and promote complementarity across channels. We find that opening retail stores cannibalizes sales in the catalog and online channels in the short term, but produces complementary effects in both channels in the long term; cannibalization is magnified in the catalog channel, while complementarity is magnified in the online channel. Customer analysis suggests that opening retail stores paves the way for higher rates of customer acquisition and higher rates of repeat purchasing among existing customers in the direct channels in the long term.Multichannel Retailing, Channels of Distribution, Direct Marketing, E-commerce, Channel Management

Passive visual behavior modifiers and consumer psychophysiology online.

Through an examination of the electroencephalography (EEG) data collected from 27 university students, this study examined the efficacy of three known passive visual behavior modifiers -- color, layout, and motion -- in an e-commerce environment. These three variables have significant scholarly support in the context of traditional media, but their effect online is still largely unsubstantiated. Using EEG readings taken from regions of interest Fp1 and Fp2, the researcher attempted to measure and compare sustained evoked response upon exposure to six fictitious e-commerce web pages, each exhibiting a different passive visual behavior modifier. It was hypothesized that (H1) a product in a subtle state of motion, (H2) a greater proportion of image to text, and (H3) a color system with a dominant wavelength of approximately 650nm would evoke higher average levels of amplitude (μV) and frequency (Hz) in the ventromedial prefrontal cortex compared to stimuli exhibiting inverse properties: a static product image, a greater proportion of text to image, and a color system with a dominant wavelength of approximately 490nm. The biofeedback measurement was supplemented by a qualitative interview. Participant responses were analyzed for key words, phrases, and trends related to consumer attitude and product preference. While no significant differences were found between the visual stimuli, this study provides insight, limitations, and direction for future psychophysiological research relating to e-commerce.--Abstract

Supermarket savvy: An analysis of psychological exploitation within grocery stores

As obesity rates continue to climb around the world, an increased effort is needed to explore all means of prevention and intervention. Although previous research has examined the effectiveness of strategies like nutritional education, little research has been conducted surrounding the interplay of psychology and marketing within the context of grocery stores. As such, this paper examines the presence of psychological manipulation within grocery stores and the influence is has upon product choice, and ultimately consumption. Several key variables have been taken into account for this analysis, including store layout, location, product placement, packaging, and others, to provide a holistic understanding of the shopper’s experience. Although the marketing systems and displays within grocery stores were comparable between the United States (US) and Switzerland, the Swiss system was found to exhibit fewer profit-based marketing tactics. Moreover, strategies that are used in Switzerland were found to be less forceful. Further research should seek to examine why this is, how it relates to the profound difference in obesity rates, and also the average level of shopper’s awareness for these tactics