...Jake Hoskins; Faruk Anıl Konuk; Jane Emma Machin Purpose The growing demand for sustainable consumption motivates retailers to consider including organic private label products in private label assortments to attract and serve health and environmentally conscious consumers, while also possibly...

... Retailers often assume that consumers belonging to different segments or social groups possess product knowledge that is consistent with widely held beliefs (i.e. stereotypes) about their social groups (e.g. women’s putative insufficient knowledge of car mechanics; Lee et al., 2011). When...

...Donald J. Lund; John D. Hansen; Robert A. Robicheaux; Clara Cid Oreja Purpose This paper aims to examine the direct and interactive effects of community engagement and economic value on customers’ trust in, and commitment to, the retailer. This paper also examines the extent to which...

... This study derives the findings from a multi-source data set acquired in partnership with a North American-based retailer that includes survey responses from 1,133 store managers, 5,591 FLEs and 16,488 customers. This paper matches survey responses to corporate records and store sales and operations data...

... enables a precise and in situ observation of how narratives are structured. Narrative structures develop from the accommodation of the narratives specific to retailers and narratives specific to the customer. Findings The findings of this study identified four main narratives in retail spaces...

... consumer review and retail sales data in the US craft beer industry from 2001 to 2011. Localness is operationalized as two different objective measures: in Study 1, local distribution is measured, and in Study 2, firm headquarters denotes the geographic bounds of localness. These two measures are motivated...

... The results encourage retailers and practitioners to consider CDMS – and not only gender or age – when using olfactory cues in sales promotions. Hopefully, this paper will inspire retailers to think of the more psychological aspects of consumer behavior and decision-making when planning their loyalty card...

...Magda Nenycz-Thiel; Jenni Romaniuk Purpose Retailers are increasingly adding banks, gas stations, mobile services and even real estate agencies to their portfolio and branding these new ventures with the retailer name, such as Tesco Bank or Asda Money. The purpose of this paper is to test...

.... Design/methodology/approach The paper combines two empirical studies. Study 1 applies a hierarchical multiplicative model to store-level sales data for four product categories provided by a large Dutch retail chain. Study 2 presents a laboratory experiment in which the quantity requirements of the two...

... on a survey of Swedish customers in two different retail categories: groceries and home decoration. Findings The results show that HRM image is distinct from a more traditional service image and that there is a significant relationship between favourable customer perceptions of an organization’s HRM...

...Iain Watson; Steve Wood; John Fernie Purpose – This paper aims to explore the applied context of grocery retail pricing practice to understand how pricing executives approach “regular price” decision-making (as opposed to promotional pricing). The study seeks to inductively develop a model...

... 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...

...Vaughan Reimers; Fred Chao Purpose – The purpose of this study is to determine the role of convenience in a recreational shopping trip. In an effort to address the shopping strip’s forfeiture of market share to the mall and the Internet, retail planners have utilised a variety of intervention...

.... The functional perspective on SI may mean that the results are not directly comparable with other studies adopting different perspectives. Practical implications – For retailers, the key implications concern awareness and management of customers’ perceptions of relative risks and the impact of value...

... influences consumers’ evaluations of retailer communication. Consumers may shop under an experiential or a task-focused shopping orientation. Design/methodology/approach – This research builds on four studies; three were conducted online and one was conducted in the laboratory. Study 1 applied...

...Ralf Wierich; Stephan Zielke Purpose – The aim of this paper is to investigate how different design elements of retailer coupons increase the attitudinal loyalty towards retailers. Design/methodology/approach – Three design elements are manipulated in a 2x2x2 experimental design. Data...

...Kristof Coussement Purpose – Retailers realize that customer churn detection is a critical success factor. However, no research study has taken into consideration that misclassifying a customer as a non-churner (i.e. predicting that (s)he will not leave the company, while in reality (s)he does...

...Rakesh Niraj; S. Siddarth Purpose – Grocery retailers have access to detailed data on consumer purchases within their own chains. Previous research has used across-chain scanner panel data to develop optimal price cuts targeted to individual households but whether such a targeting strategy...

...Matthew Gorton; Robert Angell; John White; Yu-Shan Tseng Purpose – The purpose of this paper is to present and test a conceptual model for understanding consumer responses to cause related voucher schemes (CRVS), considering the initiatives of two UK-based grocery retailers (Tesco and Morrisons...

.... Research limitations/implications – Theoretically, the authors add to the list of antecedents of impulse buying, and to the outcomes of store environment. From a managerial viewpoint, the authors suggest that retail managers invest in improving the store environment to increase the level of impulse...