Determinants of Shopping Behavior of Urban Consumers

This study explores the influence of geo-demographic settings of commercial centers, customer attractions in shopping malls, and route to shopping of urban shoppers. The present research analyzes retailing patterns in urban areas in reference to customer orientation strategies, product search behavior and enhancing the customer value. Interrelationship among urban retailing, marketplace ambiance, conventional shopping wisdom of customers, long-term customer services, and technology led selling processes are also addressed in the study based on empirical survey. Broadly, this study makes contributions to the existing research in urban retailing towards factors determining shopping attractions, routes to shopping, and establishing the customer-centric strategies of the firms.Shopping mall, multi-channel retailing, consumer behavior, customer-centric strategy, market attractiveness, customer satisfaction

Assessment of Shopping Mall Customers’ Experience through Criteria of Attractiveness in Tier-II and Tier-III Cities of India: An Exploratory Study

The present research attempts to develop a theoretical framework for the assessment of shopping mall customer experience dimensions. It further classifies the variables associated with retail experiences that may attract customers in Tier-II and Tier- III cities towards the malls. Exhaustive literature review and expert opinion approaches have been used to explore the evaluation criteria for the assessment of the mall experience. ISM is used to develop a structural model that represents relationships among variables at different levels along with driving and dependence relationships in the structural model. The result highlights that factors like customer value orientation, tenant mix, employees, facilities management are the most significant benchmarking criteria for customers’ assessment of their mall experience in the present study. To achieve profitable operations in these cities, retailer’s need to acquaint themselves with the expectations of customers in order to attract their attention. This indicates that it is imperative for mall managers to identify how consumers benchmark different parameters while evaluating a mall experience. Understanding the importance of such parameters will allow malls to be built according to some standard specifications that can meet a consumer’s threshold for appeal and attractiveness. The study adds to the existing literature of assessing shopping experience in Tier-II and Tier-III cities’ malls through a structural model. The most and the least dominant factors found in this study will help mall managers to develop strategies to enhance the customer shopping experience in malls

Evolving perceptions of assortments, image and customer experiences in retail environments

Consumers perceptions of retail stores, the assortment of products and the locations in which they are situated, all influence consumers decisions about where, when and how to shop. In the highly competitive arena of retailing, this knowledge greatly affects retailer performance and marketing strategy. Despite this strategic importance, the literature lacks empirical research into the assortment of categories offered in retail stores and their influence on store image. Moreover, image conceptualisation for different retail contexts is fragmented and the consumer image perceptions of categories are unexplored. Recent attention has shifted to customer experience research, yet this literature refers to the consumers interaction with one retailer, when consumer shopping journeys may include many retail interactions. The research presented in this thesis addresses the above gaps, contributing to theory and knowledge in the area of retail marketing. The thesis comprises eight papers published over a 17-year period. It examines the perceptions and roles of retail assortments; category perceptions and management in retail stores; customer perceptions of image and experiences of town centres. The thesis draws from a range of empirical studies documented within the eight papers. These include: a comparative study of ten major retailers assortment strategies; a survey of 504 consumers perceptions of supermarket assortments; a qualitative study involving six national focus groups of apparel consumers; and a survey of 536 consumers across five regional city centres. The studies are informed by two literature reviews documenting retail assortment research and town centre research. Collectively, the thesis delivers a significant research contribution to knowledge and theory. The first four thesis papers clarify the strategic relationships between retail assortment and image. The following two papers identify new perspectives of image congruence and relationships between category and store image. The final two papers consolidate all previous contexts in a multi-faceted retail image construct, emphasising the previously neglected psychological image elements. Fundamentally, consumers experiences in town centre retail environments contribute to the ongoing process of holistic image creation. The findings demonstrate that as retail environments change, consumers perceptions are also evolving from a functional, static image perspective to a dynamic, experience driven concept. The research commentary concludes by outlining future research agenda

23rd Recent Advances in Retailing & Services Science Conference, July 11-14, 2016, Edinburgh, Scotland:book of abstracts

This book includes the (edited) abstracts of the papers that will be presented at the 23rd Recent Advancesin Retailing and Services Science Conference, at the Carlton/Hilton hotel, Edinburgh, Scotland, July 11-16, 2016.The aim of the conference is to bring together an international and multidisciplinary audience working ondifferent topics in retailing and consumer behavior research. Both completed work and work in progresswill be presented. This is reflected in the kind of papers that have been accepted for presentation

Assessment of Shopping Mall Customers’ Experience through Criteria of Attractiveness in Tier-II and Tier-III Cities of India: An Exploratory Study

The present research attempts to develop a theoretical framework for the assessment of shopping mall customer experience dimensions. It further classifies the variables associated with retail experiences that may attract customers in Tier-II and Tier- III cities towards the malls. Exhaustive literature review and expert opinion approaches have been used to explore the evaluation criteria for the assessment of the mall experience. ISM is used to develop a structural model that represents relationships among variables at different levels along with driving and dependence relationships in the structural model. The result highlights that factors like customer value orientation, tenant mix, employees, facilities management are the most significant benchmarking criteria for customers’ assessment of their mall experience in the present study. To achieve profitable operations in these cities, retailer’s need to acquaint themselves with the expectations of customers in order to attract their attention. This indicates that it is imperative for mall managers to identify how consumers benchmark different parameters while evaluating a mall experience. Understanding the importance of such parameters will allow malls to be built according to some standard specifications that can meet a consumer’s threshold for appeal and attractiveness. The study adds to the existing literature of assessing shopping experience in Tier-II and Tier-III cities’ malls through a structural model. The most and the least dominant factors found in this study will help mall managers to develop strategies to enhance the customer shopping experience in malls

Understanding consumer behavior in an evolving context: from single channel to omnichannel use

La presente tesis doctoral tiene como principal objetivo avanzar en el conocimiento del comportamiento del consumidor en el actual contexto, caracterizado por el uso de múltiples canales durante todo el proceso de decisión de compra. Dicho objetivo general se desagrega en cuatro objetivos específicos que, a partir de cuatro investigaciones independientes, buscan entender desde diferentes enfoques teóricos y empíricos dicha cuestión. Para testar empíricamente las propuestas realizadas en cada una de las investigaciones, la tesis se sirve principalmente dos metodologías de investigación, la encuesta y el diseño experimental. Las cuatro investigaciones ofrecen resultados que enriquecen la literatura del comportamiento del consumidor. Los hallazgos de esta tesis doctoral también se traducen en distintas implicaciones para las empresas en el actual contexto cambiante. Particularmente, los resultados ayudan a los profesionales del marketing a adoptar estrategias útiles tanto en el contexto de compra móvil como en el contexto de compra omnicanal

Designing for Optimum Experiences in Online Retail: The Impact of Website Design on Flow in Online Retail Environments

Online shopping is increasingly popular and is expected to grow significantly. The buying of retail items online now forms a vital part of the retail economy (ONS, 2018). Online sales have seen a steady increase since 2008 with 18% of total retail sales occurring online in 2019 (ONS, 2019). The rise in store closures together with the growth in online sales has led to an increased interest in understanding consumer behaviour in online retail (PWC, ONS 2019). Over the last two decades, both retailers and consumers have become increasingly experience orientated. The provision of a memorable customer experience in online retail is seen as a competitive advantage from a service delivery perspective; due to its impact on desirable customer outcomes. However, there is limited research exploring a comprehensive set of website design features that contribute to an optimum online experience that impacts customer outcomes such as satisfaction and intention to purchase. The thesis provides an intellectual understanding of the facilitation of a memorable customer experience online by understanding the impact of website design elements on the overall customer experience in online retail. Understanding how to design websites for optimum customer experience can afford retailers a strong competitive advantage. Further to understand customer outcomes, the research explores the role of flow experience which addresses the cognitive involvement of the customer. The relationship between website design features, flow experience and customer outcomes is examined. Online retailers are increasingly focusing on providing an exceptional customer experience as a key characteristic of the service delivery system. Flow offers a distinctive approach to explore customer experience and can be described as a state of optimum experience. Research indicates that customers who achieve flow are acutely immersed in the online environment. Acute involvement in the navigation process, for example, results in immersion within the online system. Successful experiences are assumed to have a significant impact on customer outcomes. These include purchase decisions, loyalty and an affinity with a retailer. This, therefore, provides opportunities for strategic differentiation. Website design is one of the significant factors that contribute to e-commerce success; building intuitive and engaging websites is crucial for online retailers as it generates a positive experience which 2 leads to more online buying, customer satisfaction and loyalty. This research examines whether customers who achieve flow due to their interaction with specific website design attributes during their online shopping experience are more likely to leave satisfied and exhibit intention to purchase