Determinants of the variety of routes to market

Jindal, Rupinder Paul; Reinartz, Werner; Krafft, Manfred; Hoyer, Wayne D.

doi:10.1016/j.ijresmar.2006.09.002

Cited by 70 publications

(67 citation statements)

References 45 publications

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“…The focus of the study is to analyse the consumer behaviour and it is revealed in previous studies that higher consumer value leads to sustainable consumer behaviour ( Jindal et al , 2007 ;Malthouse and Mulhern, 2008 ;Rajagopal, 2008a ). This consumer value has been considered as dependent variable that is measured in reference to independent variables as shown in the Figure 1 depicting the conceptual framework.…”

Section: Construct Of Measures and Data Validationmentioning

confidence: 99%

Coexistence and conflicts between shopping malls and street markets in growing cities: Analysis of shoppers’ behaviour

Rajagopal

2010

J Retail Leisure Property

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Street markets in developing countries constitute an integral part of the local economy as well as exhibiting the ethnic image of the habitat, which continues to function even in growing cities. The shopping malls have intercepted the traditional marketplace culture and are instrumental in shifting the consumer behaviour in urban areas. This article discusses how consumers ' decision-making styles shift towards shopping at malls as well as street markets in Mexico City. On the basis of exploratory data and using a theoretical model of consumer decision-making styles, this study addresses the causes and effects of coexistence of shopping malls and street markets. The results show that there are various economic and marketplace ambiencerelated factors that affect the consumer decision towards shopping. The article concludes with specifi c suggestions for reducing confl icts and increasing cohesiveness with regard to shopping behaviour between shopping malls and street markets, and advancing strategic retailing strategies to establish the coexistence of contemporary and conventional market systems.

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Section: Construct Of Measures and Data Validationmentioning

confidence: 99%

Coexistence and conflicts between shopping malls and street markets in growing cities: Analysis of shoppers’ behaviour

Rajagopal

2010

J Retail Leisure Property

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“…The perceptional behavior of consumers that support the buying decision (VS 4 ) were measured using eight variables: display of fashion apparel, store promotions, availability of brands, personalization, brand attributes, perceived use value, simulation and product mix. 49,53,54 Other variables were selected on the basis of focus group discussion. The construct of arousal and merriment (VS 5 ) was measured in reference to a 5-variable ' self-appraisal perceptual scale ' , consisting of hands-on experience, celebrity promotions, creative styles, brand advertising and trustworthiness of the brand.…”

Section: Construct Of Measures and Data Validationmentioning

confidence: 99%

Brand manifestation and retrieval effects as drivers of buying behavior in Mexico

Rajagopal

2012

J Database Mark Cust Strategy Manag

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This research addresses brand manifestation and its effects on purchase behavior of consumers. The discussion in the study fi lls an important knowledge gap by investigating the brand -consumer association considering economic, cognitive and relational variables that help consumers analyze the brands ' manifestation. The study proposes fi ve constructs that represent brand attractiveness, availability, awareness, quality and service association that explains how the relative importance of brands differs across purchase situations . On the basis of data from 231 respondents in Mexico, the study proposes an integrated branding perspective, which conceptualizes the co-construct between brand appearance and brand meaning among consumers. Finally, the implications of such an approach for future research and brand management are discussed.

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“…Specifically, we measured customer heterogeneity with a formative four-item scale capturing diversity in customers' product and price preferences, customer valuations from the supplier's perspective, and need for salespeople's customer service-related efforts. The measurement model was partly adapted from Achrol and Stern (1988) and Jindal et al (2007).…”

Section: Customer Heterogeneitymentioning

confidence: 99%

How Agency-Theoretic Factors Affect the Delegation of Pricing Authority to the Sales Force: An Empirical Study

Fazlzadeh¹,

Mohammadi²,

Sepehrfar³

2011

IJMS

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Here we (1) empirically test a framework of important drivers of price delegation based on agency-theoretic (2) investigate the impact of price delegation on firm performance. The study data's collected from a sample of 180 companies from the industrial home appliances and structural equipment industry in Iran. Result show that, risk-aversion of salespeople is negatively and customer heterogeneity positively related to the degree of price delegation. Also we find that information asymmetry has no relationship with price delegation. Furthermore, we find a positive effect of price delegation on firm performance, which is amplified when market-related uncertainty is high and when salespeople possess better customer-related information than their managers. Hence, our results clearly show that rigid, "one price fits all" policies are inappropriate in many B2B market situations. sales managers should grant their salespeople sufficient leeway to adapt prices to changing customer requirements.

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Determinants of the variety of routes to market

Cited by 70 publications

References 45 publications

Coexistence and conflicts between shopping malls and street markets in growing cities: Analysis of shoppers’ behaviour

Coexistence and conflicts between shopping malls and street markets in growing cities: Analysis of shoppers’ behaviour

Brand manifestation and retrieval effects as drivers of buying behavior in Mexico

How Agency-Theoretic Factors Affect the Delegation of Pricing Authority to the Sales Force: An Empirical Study

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