Search results

1 – 10 of over 13000
Article
Publication date: 9 February 2015

Oliver B. Büttner, Arnd Florack and Anja S. Göritz

This research aims to examine whether shopping orientation (experiential vs task-focused) influences how consumers react toward nonmonetary and monetary promotions. It was…

3279

Abstract

Purpose

This research aims to examine whether shopping orientation (experiential vs task-focused) influences how consumers react toward nonmonetary and monetary promotions. It was predicted that promotions are more effective if the promotional benefits are congruent with consumers’ shopping orientation. Moreover, consumers’ financial budget was assumed to moderate the influence of shopping orientation on promotion effectiveness.

Design/methodology/approach

The hypotheses were tested in three experiments. Study 1 used a measure of shopping orientation as a consumer disposition and examined its influence on promotion attractiveness. Two further studies used an experimental manipulation of shopping orientation and examined its influence on promotions attractiveness and retailer choice.

Findings

The results supported the hypotheses. Task-focused shoppers evaluated monetary promotions as more attractive than nonmonetary promotions. Experiential shoppers evaluated both types of promotions as comparably attractive. Furthermore, experiential shoppers were more likely than task-focused shoppers to choose a retailer offering a nonmonetary promotion over a retailer offering a monetary promotion. Low financial budget, however, reduced the influence of shopping orientation on retailer choice.

Originality/value

To effectively use promotions as a tool, marketers and retailers need to know when and how to use them, as well as understand which type of promotion is the most effective. This research implies that retailers will benefit from customizing promotions to fit consumers’ shopping orientations. Furthermore, the findings show that the advantage of such a tailored approach is reduced if consumers’ financial budget is limited.

Details

European Journal of Marketing, vol. 49 no. 1/2
Type: Research Article
ISSN: 0309-0566

Keywords

Article
Publication date: 8 July 2019

Lingli Wang, Qiang Yan and Wenjing Chen

The purpose of this study is to examine the strategies used by consumers to control themselves in the Singles’ Day promotion. It also examines how promotion and social influence…

1782

Abstract

Purpose

The purpose of this study is to examine the strategies used by consumers to control themselves in the Singles’ Day promotion. It also examines how promotion and social influence affect consumers’ purchase behavior and post-purchase evaluation.

Design/methodology/approach

A mixed methods approach including a quantitative study (N =480) and a follow-up qualitative study (N =35) was conducted to verify the hypotheses and provide deeper insights.

Findings

This study demonstrates that consumers allocate in-store slack in shopping budgets to restrict unplanned purchases and in-store slack is positively related to post-purchase evaluation. Social influence, which helps consumers rationalize purchase decisions, has positive effects on planned purchases and post-purchase evaluation. Both promotion strength and promotion range moderate the relationship between in-store slack and unplanned purchases.

Originality/value

Most studies investigate how promotion designs affect consumers’ in-store decision-making. This study focuses on the Singles’ Day promotion in China and examines the tactics consumers use to control purchase behavior in the promotion.

Details

Journal of Consumer Marketing, vol. 36 no. 6
Type: Research Article
ISSN: 0736-3761

Keywords

Article
Publication date: 29 May 2019

Helen Duh and Teichert Thorsten

Young consumers globally are susceptible to becoming compulsive shoppers. Having negative consequences and considering that compulsive shopping may originate from past family life…

Abstract

Purpose

Young consumers globally are susceptible to becoming compulsive shoppers. Having negative consequences and considering that compulsive shopping may originate from past family life experiences, this study aims to use human capital life-course and positive-activity theories to suggest a socio-psychological pathway for prevention. It also examined the mediating influence of happiness and money attitude.

Design/methodology/approach

University students in South Africa (N = 171) and in Germany (N = 202) were surveyed. Structural equation modelling (SEM) was used to test relationships and multi-group analysis (MGA) assessed cross-cultural differences.

Findings

Emotional family resources received during childhood positively impacted happiness at young adulthood, which was found to be a positive driver of budget money attitude. Budget money attitude in turn limited compulsive shopping for German young consumers but not for South Africans. Cross-cultural differences are also observed in mediating effects of happiness and budget money attitude.

Research limitations/implications

This study is based on self-reported data from university students; this might limit the generalisability of findings.

Social implications

A positive relationship between happiness and desirable money attitude was confirmed. This study additionally contributes by showing that for South African and German young consumers, adequate childhood emotional family resources is a happiness’ driver. This thus exposes the multiplier effects of simple acts of showing love and attention to children and how these family emotional resources can progressively limit dysfunctional consumer behaviour in the future.

Originality/value

Unlike complex psychotherapeutical and psychopharmacological treatments of compulsive buying that are being suggested, this study borrows from family, consumer and economic–psychological disciplines to suggest simple preventive measures.

Details

Young Consumers, vol. 20 no. 1
Type: Research Article
ISSN: 1747-3616

Keywords

Article
Publication date: 8 June 2015

Stephanie Gillison, Alexa Martinez Givan, Sharon E Beatty, Kyoungmi (Kate) Kim, Kristy Reynolds and Julie Baker

This paper aims to explore the mother–adolescent daughter shopping trip to better understand the experiences and process that occur during these shopping trips. Adolescent girls…

2818

Abstract

Purpose

This paper aims to explore the mother–adolescent daughter shopping trip to better understand the experiences and process that occur during these shopping trips. Adolescent girls and their mothers are an important shopping companion pair that has received minimal study.

Design/methodology/approach

This research investigates the mother–adolescent daughter shopping trip using in-depth interviews with 28 mothers, adolescent daughters and retail employees in the USA.

Findings

The interviews reveal that the mother–adolescent daughter shopping trip consists of three important developmental experiences: conflict and struggle, education and influence and bonding between mother and daughter. Similarities and differences between middle- and high-school daughters relative to these issues are explored.

Originality/value

This study is the first to bring together the interplay processes of conflict, education and influence and bonding during mother–adolescent daughter shopping trips. This study extends research regarding family identity interplay, companion shopping, adolescent identity development and consumer socialization. The authors find that the mother–adolescent daughter shopping trip involves daughters’ efforts to separate from their mothers and form their own identities, often producing struggle and conflicts; daughters developing as consumers and individuals; and an opportunity to bond.

Details

Journal of Consumer Marketing, vol. 32 no. 4
Type: Research Article
ISSN: 0736-3761

Keywords

Article
Publication date: 6 September 2011

Mehmet Haluk Köksal

The purpose of the study is to examine the personal, situational and socio‐demographic factors influencing consumer information search strategies whilst Christmas shopping in a…

2379

Abstract

Purpose

The purpose of the study is to examine the personal, situational and socio‐demographic factors influencing consumer information search strategies whilst Christmas shopping in a religiously‐diverse Middle Eastern country: Lebanon.

Design/methodology/approach

A structured questionnaire (adopted from Laroche, Saad, Browne, Cleveland, and Kim) was employed as the data collection procedure. Respondents were chosen by systematic random sampling in malls, department stores and retail outlets in the Lebanese capital, Beirut for over a three‐week period immediately prior to Christmas Day, 25 December 2008. The study sample comprised 400 respondents: 188 female and 212 male.

Findings

The study identified the effects of some personal and situational factors on the different consumer information search strategies. Of the personal factors, it was found that the bargain hunters sought general and specific information as well as information from sales staff, whilst the leader type looked for general and specific information. The study also determined that risky and costly gifts, strict budgets and the amount of money spent on gifts were the main situational factors influencing each type of consumer information search.

Originality/value

Most of the literature has focused on Christmas shopping in Western countries, yet this study attempts to investigate it in the Middle East. It is hoped that by enhancing the understanding of the impact of Christmas shopping in non‐Western countries the findings will contribute to the literature on this subject.

Details

International Journal of Retail & Distribution Management, vol. 39 no. 10
Type: Research Article
ISSN: 0959-0552

Keywords

Book part
Publication date: 29 June 2017

Christy Freadreacea Brady

Using a Constrained Choice Theory framework, this paper will identify variation in choosing the constraint-reflective priorities of budget, taste, or health by sociodemographic…

Abstract

Purpose

Using a Constrained Choice Theory framework, this paper will identify variation in choosing the constraint-reflective priorities of budget, taste, or health by sociodemographic group, familial status, and weight category. Identifying which groups experience unique constraints will allow for customized healthy eating programs to address barriers specific to each group.

Methodology/approach

Data are derived from a paper survey of families with children in Lexington, KY and analyzed using logistic regression.

Findings

The results of this study confirm that some sociodemographic groups are more likely to choose priorities that reflect contextual constraints in their lives than others. In particular, having a higher income reduces likelihood of prioritizing budget and increases chances of prioritizing taste. Being married or cohabitating is correlated with choosing health, but having more children reduces the likelihood of prioritizing health. Being obese correlates with increased likelihood of prioritizing budget. Membership in each of these categories reflects constraints on which foods are purchased for the home.

Social implications

Families are encouraged to improve their diets by eating at home, but families face many constraints when choosing healthy foods at the grocery store. Understanding the constraints experienced by various groups when shopping for food will lead to health policy that more fully addresses barriers to healthy eating for groups with disproportionately high incidence of diet-related disease.

Originality/value

This paper extends Constrained Choice Theory by applying it to a new aspect of health, purchasing groceries, and also by examining a wider variety of sociodemographic groups than previous research.

Details

Food Systems and Health
Type: Book
ISBN: 978-1-78635-092-3

Keywords

Article
Publication date: 9 May 2016

Donald C. Barnes, Joel E. Collier, Vince Howe and K. Douglas Hoffman

Historically, firms have dedicated an abundance of resources in the pursuit of customer satisfaction and its corresponding favorable consequences. However, research indicates that…

5407

Abstract

Purpose

Historically, firms have dedicated an abundance of resources in the pursuit of customer satisfaction and its corresponding favorable consequences. However, research indicates that customer satisfaction may not necessarily result in the outcomes pursued. This paper aims to focus on the concept of customer delight and explore antecedents and consequences of interest to the service firm. More specifically, the proposed model explores the linkages of employee effort, employee expertise and the firm’s tangibles to customer surprise and joy which in turn lead to customer delight and per cent of budget spent.

Design/methodology/approach

Data were collected from a grocery store. The hypothesized relationships were tested using structural equation modeling.

Findings

Results from this study yield new insights into the dual pathways leading to customer delight through joy and surprise. That is, joy and tangibles lead to both joy and surprise, whereas expertise leads to joy alone. Both joy and surprise are completely mediated through delight to per cent of budget spent. Interestingly, higher frequency customers experience a stronger relationship from joy to delight.

Research limitations/implications

The findings have implications for the ongoing debate on the viability of customer delight and extending the theoretical understanding of why customer delight represents such a powerful force in the service environment.

Practical implications

By providing specific variables that impact both joy and surprise, management can develop tactics to develop delight initiatives.

Originality/value

This is the first study proposing multiple paths to customer delight. Further, this is the first study to link needs based and disconfirmation into a single model.

Details

Journal of Services Marketing, vol. 30 no. 3
Type: Research Article
ISSN: 0887-6045

Keywords

Content available
Article
Publication date: 1 December 2002

Mabel Blades

201

Abstract

Details

Nutrition & Food Science, vol. 32 no. 6
Type: Research Article
ISSN: 0034-6659

Article
Publication date: 1 March 2004

Jane Dixon and Cathy Banwell

From the 1970s onwards, studies of the dynamics involved in family food provisioning in Britain and the USA have provided consistent evidence of the centrality of husbands and…

3134

Abstract

From the 1970s onwards, studies of the dynamics involved in family food provisioning in Britain and the USA have provided consistent evidence of the centrality of husbands and male breadwinners to food decisions. Recent studies are beginning to show the significance of children or the “junior consumer” to household food decisions. This paper reports on focus groups conducted in Australia in the mid‐1990s that support the argument that children exert considerable influence over family diets. One obvious reason for this trend lies in the activities of food retailers and advertisers/marketers, who target their goods, services and messages to children. These marketplace actors are encouraging children to identify as consumers. A less obvious explanation, and the one explored in this paper, concerns changing parenting practices. Despite the double workload of many family food providers, children's demands are being responded to in unprecedented ways. Metaphorically, children are displacing male adults at the head of the table. The paper comments on the consequences of children's dominance over dietary practices.

Details

British Food Journal, vol. 106 no. 3
Type: Research Article
ISSN: 0007-070X

Keywords

Article
Publication date: 1 March 1969

R.S. JONES

I wish to propose a bold extension of the idea that particular managerial controls invite manipulation by lower ranking members in organizations: namely, that all managerial…

Abstract

I wish to propose a bold extension of the idea that particular managerial controls invite manipulation by lower ranking members in organizations: namely, that all managerial controls invite such manipulation. This contention will be supported by arguments of a general character and by illustrations taken from an actual organization.

Details

Management Decision, vol. 3 no. 3
Type: Research Article
ISSN: 0025-1747

1 – 10 of over 13000