Antecedents and consequences of shoppers' attitude toward branded store-within-stores: An exploratory framework

Badrinarayanan, Vishag; Becerra, Enrique

doi:10.1016/j.jbusres.2019.08.007

Cited by 3 publications

(4 citation statements)

References 62 publications

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“…Thus, future research could apply a multi-group design to test the effect of different presentation types (e.g., floor-based versus hanging display boxes and/or large versus small display boxes). Also measuring the impact of total product relocations to a store-within-store setting could be fruitful (Badrinarayanan & Becerra, 2019). Fourth, we could not test for the relevance of several potentially interesting determinants such as price, product category, post-promotional dips, price levels, assortment structure of the retailer, depth of the used assortments, and presentation style since these characteristics were time-and store-invariant.…”

Section: Discussionmentioning

confidence: 99%

The sales effect of in-store product displays: The special case of total product relocation

Weimar¹,

Deutscher²,

Decker³

2020

JBRMR

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Purpose of the research: Special product displays are expected to increase sales of the products they contain. Opposite to the rich existing literature on the impact of product in-store displays, we investigate the case of total product relocation instead of using the display location as an additional sales spot (secondary location strategy). Design/methodology: In our setting, products are fully taken off the usual shelf and put into special displays close to the checkout area. We use data from a field experiment conducted in 214 stores of a German perfumery chain, in which eight products were moved to an in-store display. Results/findings: Compared to the control group, the treated products placed in display boxes show a statistically significant increase in sales. The precise effect differs markedly between the investigated products, ranging from 80% to 478%. Accumulated sales increased by 217.69€ per week on average due to the installation of product displays. We can conclude that complete relocation, indeed, boosts sales, but the precise magnitude seems to be driven by factors not covered in this study. Practical implications and Conclusions: Based on the product selection, the results seem transferable to both other perfumery stores as well as general supermarkets. However, given the low additional revenues, retailers must consider all the additional costs associated with the implementation of product displays such as the costs of installing and maintaining the display, the costs of removing tags and rearranging the former shelf, and any opportunity costs. If these costs do not exceed the estimated effect, then the installation could be of economic importance.

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Section: Discussionmentioning

confidence: 99%

The sales effect of in-store product displays: The special case of total product relocation

Weimar¹,

Deutscher²,

Decker³

2020

JBRMR

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show abstract

“…In marketing studies, attitude is directed at a behaviour, for example, attitude toward purchasing and online shopping [27,28]. Attitudes can also be directed at an object of research, such as attitudes toward brands, advertising, and store-within stores [29][30][31]. Attitude toward purchasing is a consumer's affective impulse to purchase a particular product.…”

Section: ) Promotion Awareness and Brand Loyaltymentioning

confidence: 99%

Trade-In Promotion and Its Effect on Brand Loyalty and New Vehicle Purchase Intention

Suhud,

Palestrini,

Allan

2023

Proceedings of the International Conference of Economics, Business, and Entrepreneur (ICEBE 2022)

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Four-wheeled vehicle sales agents carry out various kinds of promotions to attract the attention of old customers, for example, by using trade-in promotion, a program of exchanging an old vehicle owned by a customer of the same brand for a new vehicle. This study examines the effect of trade-in promotion, promotion awareness, attitude toward a purchase, and brand loyalty on purchase intention. The data was collected in Jakarta by involving the owners of four-wheeled vehicles of the Toyota brand. A total of 270 participants were included in the survey, and they were selected using the convenient sampling method. The data were processed using exploratory and structural equation models. As a result, seven hypotheses were accepted that trade-in promotion affected promotion awareness, purchase intention, and attitude toward purchase. In addition, brand loyalty was influenced by promotion awareness and attitude toward a purchase, and purchase intention was influenced by attitude toward purchase and brand loyalty. To date little attention has been paid to trade-in promotion in the field of marketing and thus, this study fills the existing gap in the pertinent literature.

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“…When consumers are more exposed to a brand, the more successfully and clearly the brand can enter the minds of consumers, so they become familiar with the brand image (L. Wang et al, 2021). Consumers' attitude toward a chain store brand image can be evaluated by a product or brand, and brand image can be generated through individual subjective evaluation (Badrinarayanan & Becerra, 2019). Perceived value is regarded as a product between of the trade-off between the ''Give'' and ''Get'' of a product or service by consumers (W. Li et al, 2023); and the evaluation of purchase intention through perceived value of the brand image of chain stores is based on the likelihood that consumers intend to purchase the product again (Tu et al, 2022).…”

Section: Introductionmentioning

confidence: 99%

“…Wang et al, 2021). Consumers’ attitude toward a chain store brand image can be evaluated by a product or brand, and brand image can be generated through individual subjective evaluation (Badrinarayanan & Becerra, 2019). Perceived value is regarded as a product between of the trade-off between the “Give” and “Get” of a product or service by consumers (W.…”

Section: Introductionmentioning

confidence: 99%

Influence of Online to Offline on a Chain Store: Two Moderated Mediation Models Investigation

Liao,

Hu,

Liu

2024

Sage Open

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In the online to offline (O2O) model, online marketing and online purchases drive offline (non-Internet) operations and offline consumption. E-commerce must use more effective methods in combination with offline physical stores for consumers to obtain better online services. However, if there are positive effects from offline from customers on the re-purchase, it can generate a positive power return to online. In addition, could online to offline moves on a path that have either stronger or weaker influence of re-purchase on chain stores with customers’ electronic word-of-mouth and online involvement? To understand the influence of O2O on chain stores, this study investigates the relationships between chain store brand images, perceived value, customer satisfaction and re-purchase intention on offline considerations in a Taiwan telecom chain store ( N = 1,602). The research results find that customer satisfaction plays a fully mediating role. In addition, electronic word-of-mouth and online involvement play two moderating roles on the relationships between chain store brand image, perceived value, customer satisfaction, and re-purchase intention respectively. Finally, theoretical and practical implications, conclusion, limitations and future research are presented.

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Antecedents and consequences of shoppers' attitude toward branded store-within-stores: An exploratory framework

Cited by 3 publications

References 62 publications

The sales effect of in-store product displays: The special case of total product relocation

The sales effect of in-store product displays: The special case of total product relocation

Trade-In Promotion and Its Effect on Brand Loyalty and New Vehicle Purchase Intention

Influence of Online to Offline on a Chain Store: Two Moderated Mediation Models Investigation

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