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Article
Publication date: 1 April 2002

J.A.F. Nicholls, Fuan Li, Carl J. Kranendonk and Sydney Roslow

The present study investigates changes in the shopping behavior of today’s mall patrons as opposed to those in the early 1990s. Data collected in the sample surveys…

Abstract

The present study investigates changes in the shopping behavior of today’s mall patrons as opposed to those in the early 1990s. Data collected in the sample surveys included respondents’ demographic attributes, shopping motivations, situational factors, and purchase behaviors. Although no differences were found between the demographics of the respondents in the earlier and later periods, we discovered significant differences in shopping patterns and purchase behaviors. Compared with the shoppers in the early 1990s, today’s mall patrons tend to be more leisure driven, they have a greater concern for merchandise selection, and they visit the mall less often but make more purchases per visit. The findings also reveal that situational variables are more likely to have an impact on shoppers’ purchase decisions today than they did before. Based on the study’s findings, we suggest a number of pragmatic strategies to aid store and mall managers in their marketing efforts with regard to consumers today.

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Journal of Consumer Marketing, vol. 19 no. 2
Type: Research Article
ISSN: 0736-3761

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Article
Publication date: 1 April 2000

J.A.F. Nicholls, Fuan Li, Tomislav Mandokovic, Sydney Roslow and Carl J. Kranendonk

Compares the shopping behavior of Chilean consumers with those in the USA. Chilean mall visits were driven, first and foremost, by purchase; in contrast, consumers in the…

Abstract

Compares the shopping behavior of Chilean consumers with those in the USA. Chilean mall visits were driven, first and foremost, by purchase; in contrast, consumers in the USA visited their mall for more diverse reasons, largely revolving around entertainment. In addition to shopping motives, our data revealed noticeable differences between the two populations in their way of selecting the mall, their shopping characteristics, and purchase patterns. In the final analysis, however, when the shoppers in Chile and the USA left their respective malls, at least four‐fifths of each group had made some kind of purchase, whatever their initial shopping motivation.

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Journal of Consumer Marketing, vol. 17 no. 2
Type: Research Article
ISSN: 0736-3761

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Article
Publication date: 1 January 2004

Fuan Li, Nan Zhou, J.A.F. Nicholls, Guijun Zhuang and Carl Kranendonk

This study compares the mall shopping behavior of Chinese and US consumers. Marked differences wee found between the two populations in their shopping motives, criteria…

Abstract

This study compares the mall shopping behavior of Chinese and US consumers. Marked differences wee found between the two populations in their shopping motives, criteria for selecting the mall, and shopping behaviors. Unlike US shoppers, who visited the mall with diverse reasons, Chinese mall visits were driven, first and foremost, by purchase. However, Chinese shoppers were cautious about spending and less likely to make purchases during their shopping trip. More importantly, they were more immune to situational factors in their purchase decisions than their US counterparts. The paper also discusses marketing implications of these findings and future research directions.

Details

Journal of Consumer Marketing, vol. 21 no. 1
Type: Research Article
ISSN: 0736-3761

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