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Achieving a balanced tenant mix is a long-standing discourse in the retailing and consumer marketing literature. From the perspective of marketing mix planning, the diversity of tenants is beneficial to the performance of shopping malls. This paper aims to use a revealed preference approach to study empirically the effect of retail tenant mix planning on the rents of shopping malls.

This study adopts a cross-disciplinary approach to develop the Island-Species-Area-Energy model to study the shopping mall marketing and management framework. The empirical data are obtained from the 129 major shopping malls in the UK.

The results confirm that the retail tenant mix is positively associated with mall size and shopping district purchasing power, implying a tenant mix equilibrium. Any deviations from the tenant mix equilibrium will impose a negative impact on total retail rents. Further, five factors, i.e. tenant mix equilibrium, building quality, locational convenience, leasing strategy and anchorage, are found to be contributing factors to retail rents.

The findings contribute to the current body of marketing knowledge from two perspectives: first, tenant mix effects on retail rents are empirically analysed based on the biogeography theory, which shows a tenant mix equilibrium for retail marketing planning. Second, a five-factor model on shopping mall marketing and management mix framework is developed and tested for the performance of shopping malls.

This research aims to conceptualize and validate the mall service design as a multidimensional construct and then test a conceptual framework by investigating the impact of mall service design on customer mall experience and its subsequent outcomes, that is, intention to revisit and desire to stay in mega shopping malls.

The survey data of 455 shopping visitors in Pakistan were collected using a mall intercept technique and tested through structural equation modeling in AMOS.

The study reveals that service design significantly impacts customer experience and subsequent outcomes. Customer mall experience mediates the relationships between mall service design and the intention to revisit and desire to stay at malls.

Data from a collectivist culture country (Pakistan) were collected. To explore the impact of service design on customer mall experience, researchers should conduct similar studies in individualistic societies like Europe and North America. Additionally, the authors recommend assessing the effect of each dimension of service design on customer experience separately.

The research provides policy guidelines for the owners and operators of mega shopping malls in developing experience-oriented retailing strategies based on service design.

The research conceptualizes and validates the mall service design as a multidimensional construct using the service theater model and empirically tests its relationship with the customer mall experience.

In light of several successful US mall repositionings, industry experts have encouraged other less productive properties to follow their lead. This study investigates the relationship between selected mall attributes and productivity. A mail survey was sent to a random sample of mall marketing managers. Chi‐square and correlation analysis was used to identify the attributes that were significantly related to productivity. Super‐regional malls located in large, densely populated cities with high income residents were the most successful properties. The results suggest that the attributes of successful malls cannot be transferred or adapted by lower performing malls. Market strategy variables that could be duplicated were not significantly related to high productivity.

This paper aims to demonstrate that stress is a relevant feeling to take into account in mall experience and customer satisfaction management. Furthermore, it is proposed that its effects on mall experience and satisfaction differ depending on shopping motivation and frequency.

The method is based on seemingly unrelated regressions models and data were obtained through a survey of 1,088 mall clients. Mall experience is addressed through customer cognitive and affective responses. Both terms together with stress and customer satisfaction with the mall are constructs measured by seven-point Likert scales. Exploratory and confirmatory factor analyses were conducted to validate these measures.

The results show that stress reduces customers’ affective response and satisfaction. The effect of low levels of stress on customer affective response is less negative for frequent shoppers, and the influence of high levels on satisfaction is less negative for them. Furthermore, stress has a U-shaped effect on customers’ cognitive response, an effect that is reduced for frequent shoppers.

Mall managers should try to reduce stress in the management of their customers’ experience. Moreover, they should increase the shopping frequency of their clients by implementing marketing strategies, such as frequency programs and serial concerts, and assist shoppers in reorganizing their shopping goals by implementing organizing tools and new recommendations and suggestions.

Given that previous work on shopping stress is scarce, this paper expands the extant literature by analyzing its effects on mall experience and customer satisfaction. Furthermore, it shows that these effects may vary depending on shopping frequency and motivation.

Although shopping well-being has become a focal construct in retail shopping studies, little is known about the key drivers of this construct. This study aims to further discern some of the key antecedents of shopping well-being by particularly focusing on the role of congruity. Furthermore, the study explores whether shoppers’ demographic characteristics moderate the effects of congruity on shopping well-being.

Data were collected from a survey of actual shoppers in two urban Canadian shopping malls via a mall intercept. Structural equation modeling using SmartPLS was conducted to validate the study’s model.

Functional congruity has a stronger effect than self-congruity on shopping well-being. Shoppers’ demographic variables do not generally act as moderators in the investigated linkages.

This study can help mall managers formulate better marketing programs that would ultimately enhance shopping well-being.

The study advances the retailing literature by putting forward a conceptual model that remedies identified shortcomings related to functional and self-congruity and establishes new linkages between functional congruity, self-congruity and shopping well-being. Furthermore, the study explores whether shoppers’ demographic variables moderate the effects of functional and self-congruity on shopping well-being.

The purpose of this paper is to examine the characteristics of e‐shopping malls by using Kano's two‐dimensional quality model; also to determine the salient quality attributes, including those attributes that increase customer satisfaction and technological characteristics that are essential for the use of e‐shopping malls, to provide important strategic implications.

In this regard, the paper is divided into Study 1 and Study 2. Study 1 uses Kano's two‐dimensional quality model to determine the characteristics of e‐shopping malls, whereas Study 2 analyzes the relationship among e‐shopping malls' characteristics, customer satisfaction, flow experience, and trust.

According to the results of Study 1, communication quality and marketing activity reflected one‐dimensional quality attributes. In addition, brand recognition was an attractive quality attribute, whereas interface quality, system security, and information quality were must‐be quality attributes. According to the results of Study 2, communication‐related attributes of e‐shopping malls did not have significant effects on customer satisfaction, whereas other attributes such as brand recognition, marketing activity, interface quality, system security, and information quality directly influenced customer satisfaction.

The results also have important implications for researchers. First, the quality dimensions of e‐shopping malls can be identified through an empirical analysis based on Kano's model. This indicates that the quality attributes of e‐shopping malls can be better examined by using a two‐dimensional quality model than by using a one‐dimensional quality model. Second, the authors not only extracted the quality dimensions based on Kano's model but also examined customer satisfaction, flow experience and trust to verify their relationships, providing a better understanding of the effective quality management of e‐shopping malls.

Previous studies considering various types of e‐shopping malls have focused on the design and functions of e‐shopping mall web sites; the elements that vitalize e‐commerce and the key factors influencing the success of e‐commerce; and the factors influencing customer satisfaction and purchase intentions. Most of the literature on e‐shopping malls have typically approached this topic by using a one‐dimensional method relying on whether the physical/technological attributes of e‐shopping malls are fulfilled. This paper expands the horizon by incorporating a systematic approach to web service qualities using Kano model, which is a multi‐dimensional model.

Retail marketing management.

Undergraduate management; MA; Master's in Business Administration and Master's in Strategic Marketing programs.

Opening of the “Dubai Mall” in November 2008 set a new benchmark in retail history. The mall is considered the largest in the world by space and 6th largest in the world in terms of gross leasable area. The Dubai Mall is the UAE's most ambitious retail launch to date. This case examines how in today's highly competitive retail environment, added-value retailing, experiential retailing, or retailtainment has become a major component of the retail strategy mix to establish a competitive advantage. The new phenomenon of “retailtainment” has caught the momentum worldwide and success of Dubai Mall is the live example of its strategic role in the retail mix. The case also highlights the importance of “good location” in the success of retail establishments, whilst examining primary retail location theories and there relation to the phenomenal success of Dubai Mall.

Through this case study students will be able to: understand the roles of “entertainment” and “location” in retail mix strategy; analyse the new trend of “retailtainment” and “quality location” in creating value-added services and gaining competitive advantage in global competitive retail environment; ascertain the importance and application of “retailtainment” and “strategic location” in the real world's successful example of “Dubai Mall”; and diagnose the role of these learnt concepts in the retailing strategies practiced by other retail establishments in their cities/country.

Teaching note.

This study examines how customer-linking capabilities, the flexibility of back-end management systems, strategic agility and the perceived absorptive capacity of e-commerce influence the organizational performance of online sellers.

A performance model based on the adaptive structuration theory was employed to test the hypotheses using structural equation modeling (SEM) on a dataset of 325 samples with acceptable responses.

The results reveal that the customer-linking capability and flexibility of back-end management systems, strategic agility and assimilation of e-commerce activity significantly influence organizational performance in a virtual environment.

The agility of online sellers is becoming increasingly important, and from the perspective of adaptive structuration theory, back-end management systems have been built to manage buyer orders for online sellers.

This paper aims to develop an integrative framework based on a convergence of embodiment, ecological and phenomenological theoretical perspectives to explain the multiple processes involved in the consumers’ mining, processing and application of brand-related sensory data through a sensory brand experience (SBE).

This research adopts a qualitative method by using face-to-face in-depth interviews (retail managers and customers) and focus group interviews (actual customers) with 34 respondents to investigate SBEs in the context of Chinese shopping malls.

Results show that the brand data mined through multisensory cues (visual, auditory, olfactory, tactile and taste) in a brand setting are processed internally as SBEs (involving sensory impressions, fun, interesting, extraordinary, comforting, caring, innovative, pleasant, appealing and convenient), which influence key variables in customer–brand relationships including customer satisfaction, brand attachment and customer lovemarks.

This study has implications for current theory on experiential marketing, branding, consumer–brand relationships, consumer psychology and customer experience management.