A Pacific Rim debut: shoppers in China and Chile

Li, Fuan; Nicholls, J. A. F.; Zhou, Nan; Mandokovic, Tomislav; Zhuang, Guijun

doi:10.1108/13555850310765105

Cited by 5 publications

(4 citation statements)

References 18 publications

(14 reference statements)

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“…The dataset consisted of surveys administered separately in shopping malls in Xi'an (Shaanxi, Mainland China), Hong Kong and Miami‐Dade County (Florida, USA). Part of the data has been previously analyzed and reported (see Li et al , 2003, 2004).…”

Section: Methodsmentioning

confidence: 99%

Impacts of situational factors on buying decisions in shopping malls

Zhuang

Tsang

Zhou

et al. 2006

European Journal of Marketing

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Purpose -To investigate the impact of situational factors on mall shoppers' buying decisions. Design/methodology/approach -Based on Belk's framework on situational factors in a sales situation, the study employed a dataset of mall shoppers in the USA, China and Hong Kong and logistic regression for analysis. Findings -It is found that, whether in the combined sample or in the individual samples, nine of the 13 situational factors considered significantly affected shoppers' purchases of food or non-food products. However, situational influences on purchases varied according to the types of products bought. More importantly, the findings on the impact of some factors were consistent across three or two samples, suggesting that their external validity may be extended to certain conditions. Research limitations/implications -The study had a limitation in the selection of the malls where the interviews were conducted, so some of the findings may be mall-specific rather than representative of the general population of shoppers in the nations or regions. Practical implications -The information disclosed here may help the practitioners to better understand shoppers' (especially Chinese shoppers') behaviour in malls and, as a consequence, to undertake more efficient marketing strategies in malls (especially in the malls in China). Originality/value -The distinguished feature of this paper is that it simultaneously examined the impacts of 13 situational factors on mall shoppers' purchase decisions with multinational data. This allowed researchers to check both the internal validity and the external validity of the observed impacts of the situational factors. IntroductionRetailers and manufacturers are very interested in how shoppers make their purchase decisions, as well as when, why and whether a shopping trip leads to a purchase. Such information is critical in formulating marketing strategy (Kotler, 2000) and retailing planning (Levy and Weitz, 1992). Marketing literature has revealed that many factors may affect shoppers' purchase decisions, including individual and psychological characteristics, cultural, social and environmental variables and promotional strategies. Belk (1975) made a distinction between situational and non-situational factors. He suggested that situation factors, such as task definition, physical and social surroundings, temporal perspectives and antecedent states, may play a major role in sales situations, and thus deserve special attention from marketers.This study, based on Belk's framework, focused on two important issues regarding the impact of situational factors -specifically on the significance of different factors when examined collectively rather than individually; and when conducted simultaneously in several countries/regions rather than in just a single country.The impact of situational factors has been examined extensively (see the literature review below for details); however, most of these studies have focused on particular types of situational influences and have left the question, "...

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Section: Methodsmentioning

confidence: 99%

Impacts of situational factors on buying decisions in shopping malls

Zhuang

Tsang

Zhou

et al. 2006

European Journal of Marketing

Self Cite

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“…In a mall setting, Shim and Eastlick (1998) find that consumers' favourable attitude toward mall attributes has positive effect on their money spent and shopping frequency. Three aspects of shopping behaviour are investigated in the present study, namely shopping frequency, money spent in the mall and time spent in the mall during the mall visit, as they are among the important behaviours examined by previous mall researchers (Nicholls et al , 2000; Nicholls et al , 2002; Li et al , 2003; Li et al , 2004; Tsang et al , 2003). Given the theoretical foundations and the empirical evidence, it is predicted that consumers with favourable attitude towards mall attributes will be more willing to visit the mall frequently, spend more money and stay longer during their mall visit.…”

Section: Conceptual Background and Hypothesesmentioning

confidence: 99%

Personal values and mall shopping behaviour

Cai

Shannon

2012

International Journal of Retail &Amp; Distribution Management

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PurposeThe purpose of this paper is to identify underlying personal values that determine the mall shopping behaviour of Chinese consumers and to propose shopping intention as an additional mediator that enhances the value‐behaviour link.Design/methodology/approachA self‐administered web‐based survey with convenience sampling was used to collect the data. A structural equation modeling technique was used to test the proposed model.FindingsChinese mall shoppers' behaviours were found to be explained by value orientations which were both similar and different from their counterparts in the West. While Western mall shoppers are more likely to be directed by social affiliation and self‐actualising values in previous studies, Chinese mall shoppers are more likely to be influenced by self‐transcendence and self‐enhancement (similar to self‐actualising) values in the present study. Additionally, shopping intention was found to improve the predictive power of consumers' attitude toward mall attributes in terms of shopping frequency and money spent in the mall.Research limitations/implicationsThe main limitation of this study is related to measurement error, derived from using simplified instruments to measure personal values. In addition, both personal values and attitudes are abstract constructs, which are difficult to measure; therefore this may also contribute to a larger error variance.Practical implicationsThe results of this study are especially beneficial for mall developers and retailers for crafting effective positioning strategies and guiding their communication strategies in the China market.Originality/valueThe proposed model makes a theoretical contribution by testing a Western theory in a non‐Western context. In addition, the proposed model helps researchers better understand the value‐behaviour relationship in a more comprehensive framework.

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“…Another stream of research has a consumer perspective such as the shopping patterns of supermarket customers (Li et al, 2003;Mai and Zhao, 2004), the consumption habits and retail outlet choices of Shanghai consumers (Samuel et al, 1997;Zhang, 2002), and the diversity of consumers across regional markets with regards to brand preferences, purchasing power, lifestyles, shopping orientation, and consumption patterns (Cui and Liu, 2000;Kwok et al, 2006;Tai, 2008).…”

Section: Chinese Retailers' Buying Behaviourmentioning

confidence: 99%

Chinese food retailers' positioning strategies and the influence on their buying behaviour

Skallerud

Grønhaug

2010

Asia Pacific Journal of Marketing and Logistics

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Purpose -The purpose of this paper is to investigate Chinese food retailers' positioning strategies. Specifically, retail segments and critical factors related to the nature of the food supplier relationships that may be influenced by the positioning strategies are investigated. Design/methodology/approach -The retail markets in Guangzou and Chengdu are investigated. Data are collected by means of observation and survey and then combined in the analyses. Observational research (i.e. expert assessments) is conducted in 152 retail outlets in order to assess their positioning strategies. The purchasing managers in the same retail outlets are personally interviewed by means of structured questionnaires. Findings -A three-cluster solution for the positioning strategies is revealed: down-market stores, middle-range stores, and up-market stores. The annual sales and the number of self-service counters are highest among up-market retailers. They are also typically joint ventures, supermarkets and department stores, and members of a retail chain. A broad range of brands and products and also marketing support from the suppliers are most important for the up-market stores.Research limitations/implications -The study is limited to two regional retail markets and should therefore be cross-validated with other retail sectors and markets. Thumbnail sketches of the retailer segments enable food suppliers to make better and more informed decisions about how to position their product offer and marketing mix. Originality/value -Although positioning strategies are at the core of modern marketing, relatively little research has been conducted addressing how retailers in general and Chinese retailers specifically include their retail buying behaviour and structural characteristics in the positioning strategy. This study contributes to filling this gap in knowledge.

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A Pacific Rim debut: shoppers in China and Chile

Cited by 5 publications

References 18 publications

Impacts of situational factors on buying decisions in shopping malls

Impacts of situational factors on buying decisions in shopping malls

Personal values and mall shopping behaviour

Chinese food retailers' positioning strategies and the influence on their buying behaviour

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