In-store Marketing as a Mode of Discipline

Dulsrud, Arne; Jacobsen, Eivind

doi:10.1007/s10603-009-9104-y

Cited by 38 publications

(29 citation statements)

References 35 publications

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“…The strand of literature which focuses on the influence of in-store marketing levers on shopping behaviour is known as "Shopper Marketing" and some authors have focused their attention on some specific marketing levers (Kahn & Schmittlein 1989;Chandon, Hutchinson, & Young, 2002;Inman & Winer, 1998;Sinha & Uniyal 2005;Larson, Bradlow, & Fader, 2005;Larson, Bradlow, & Fader, 2006;Neff, 2008;Chandon, Hutchinson, Bradlow, & Young, 2006;Inman et al, 2009;Dulsrud & Jacobsen, 2009;Suher & Sorensen, 2010;ECR Europe, 2011;Bell, Corsten, & Knox, 2011). Several authors started to recognize that many decisions are not made until consumers enter the store (Agnew, 1987;McIntyre, 1995;Inman et al, 2009) and began to define and analyse the phenomenon of impulse buying.…”

Section: Theoretical Frameworkmentioning

confidence: 99%

Does Shopping Preparation influence Consumer Buying Decisions?

Bellini¹,

Cardinali²,

Grandi³

2016

IBR

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Changes in consumers" environment, specifically the economic crisis and the growing penetration of digital technologies, have produced significant changes in shopping habits, designed to gradually reduced the effectiveness of in-store marketing levers in influencing shopping behaviour. On one hand, due to the global economic downturn and the associated diminished disposable income, more shoppers are now searching more information before entering a store and evaluating more alternatives before to decide where and what to shop. On the other hand, the deep penetration of technological developments, such as digital media and mobile devices, among the population, has opened up new opportunities to influence shopper attitudes and behaviour in the retail environment. A new scenario seems to be opening up where more planning and preparation for shopping is carried out before customers entering the store. In this new environment, to formulate and execute effective shopper marketing strategies, managers need to better understand the complete picture of how online, offline, mobile and in-store marketing influence shoppers in the path-to-purchase-and-beyond cycle. Starting from recent research avenues, our work intends to explore the relationship between pre-shopping behaviour and shopping behaviour in-store, with the aim to understand how pre-trip activities have influenced shopping behaviour in-store. In order to get this purpose, we conducted a survey in three stores belonging to a leading Italian grocery retailer. Shoppers were intercepted in front of the display, when the chosen product was placed in the shopping cart. Through a structured questionnaire, respondents were asked about the nature of the purchase (planned vs unplanned) and the degree of out-of-store preparation (number and type of activity carried out). Data were processed using SPSS statistical software. The degree of grocery shopping preparation is found to influence shopper behaviour inside the store in terms of planned/impulse buying: the higher is the degree of preparation, the greater is the tendency to plan purchases and the lower is the tendency to make impulse purchases. Our findings could suggest retailers and manufacturers new ways to innovate the practice of shopper marketing, considering that marketing levers cannot still affect consumers" decisions in-store as in the past.

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Section: Theoretical Frameworkmentioning

confidence: 99%

Does Shopping Preparation influence Consumer Buying Decisions?

Bellini¹,

Cardinali²,

Grandi³

2016

IBR

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“…Moreover, the aspect of food provision in households including activities such as planning and shopping may be considered the origin of household food waste. Considering the system of provision approach, the role of in-store marketing as a way of steering consumers toward particular product choices (Dulsrusd and Jacobsen, 2009) puts particular sales strategies (Mondejar-Jimenez et al, 2016) into perspective that are eventually leading consumers to overprovisioning of food, resulting in food waste (Evans, 2014(Evans, , 2012Hawkins, 2013). Hence, the role of supermarkets and sales strategies such as bulk packages, special offers [Buy One, Get One for Free (BOGOF)], the size of products, packaging, and the social conventions surrounding freshness of supermarket products play a vital role in the production of household food waste beyond the actual dwelling unit.…”

Section: Procedural Perspectives On Household Food Waste: From Provismentioning

confidence: 99%

Household Food Waste

Wahlen

Winkel

2017

Reference Module in Food Science

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This article was originally published in the online Reference Module in Food Sciences, published by Elsevier, and the attached copy is provided by Elsevier for the author's benefit and for the benefit of the author's institution, for non-commercial research and educational use including without limitation use in instruction at your institution, sending it to specific colleagues who you know, and providing a copy to your institution's administrator. All other uses, reproduction and distribution, including without limitation commercial reprints, selling or licensing copies or access, or posting on open internet sites, your personal or institution's website or repository, are prohibited. For exceptions, permission may be sought for such use through Elsevier's

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“…Special interest lies in the development from traditional to online retail (e.g., [57]), the impact of online shopping on traditional retail (e.g., [46]), and differences between traditional and online retail (e.g., [21]). Further research focuses on business models and innovations (e.g., [1]), instore marketing (e.g., [20]), consumer privacy (e.g., [74]), shopping behavior (e.g., [43,50]), and customer loyalty (e.g., [84]). In the area of multichannel retail and marketing, many scholars have examined strategies (e.g., [85]), specific pricing strategies (e.g., [24]), trends (e.g., [16]), influence factors (e.g., [3]), manufacturer-retailer supply chains (e.g., [12]), effects of multichannel service quality on customer loyalty (e.g., [33,48]), customer retention (e.g., [78]), and shopper behavior (e.g., [54]).…”

Section: State Of the Art In Researchmentioning

confidence: 99%

“…Even if retailers have access to or could develop transactional and specific data, most of them still use mass marketing instead of personalized marketing. If retailers would use data-driven personalized marketing and send their customers only relevant information, response rates could be increased five-to tenfold and sales by 20 Unlike traditional retailers, AGFEAs specialize in the collection and aggregation of personalized customer knowledge for data-driven marketing. The decisive factor for customer ownership, however, is their presence in the users' lives and thus their pervasiveness in the collection of data, which results from a much higher number of control points and customer interaction points than those of traditional retailers.…”

Section: State Of the Art In Practicementioning

confidence: 99%

Engineering the Value Network of the Customer Interface and Marketing in the Data-Rich Retail Environment

Pousttchi

Hufenbach²

2014

International Journal of Electronic Commerce

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In this paper we use a mixed-methods engineering approach to analyze how traditional retailers can use mobile commerce services to enable data-driven marketing and thus compete with the pervasive end-customer ownership of companies controlling the mobile channel. The paper provides the first systematic analysis of the implications of the virtual world market players Apple, Google, Facebook, eBay/PayPal, and Amazon on traditional retailers' business. We use case study research to identify the elements that are required for and suitable to such a strategy. In a second step, we use design science in order to identify and develop the necessary value creation roles, their activities, and the value flows between them. The paper provides two major outcomes: (1) a set of 12 building blocks for generating and applying customer data for traditional retailers adding mobile services and (2) a role-based reference model for the value network of the future retail customer interface and marketing (CIM). The reference model is validated with expert interviews. As an exemplary application of the model, we show two extreme scenarios with strong and weak retailer market positions. As an additional contribution to practice, we present a further introspective analysis of the value network's key new role-that of mobile customer relationship management service provider-and propose a corresponding functional component architecture that fulfills the information technology requirements for the role's complex functionality.KEY WORDS AND PHRASES: AGFEA, big data, CIM, data-driven marketing, e-tail, IT strategy, mobile CRM service provider, mobile services, retail innovation, strategic impact of digitization, value network.The influence of information technology (IT) on traditional retailers' business is continually increasing. Current innovation activities include, for instance, in-store technology for efficiency purposes and for better service as well as electronic commerce. Above all, the rise of the Internet has changed the retail business more than any other event in the past 50 years. In some domains, online retailers, having lower operational and capital expenses, have made the market very difficult for traditional market participants. Moreover, mobile technology shows even more potential to change the whole game. In this context, customers using apps to buy over the mobile channel or to compare prices while they are at the retailer's brick-and-mortar store are merely tactical issues.The strategic threat for traditional retailers is the upcoming pervasive endcustomer ownership of companies that control the mobile channel. The major

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In-store Marketing as a Mode of Discipline

Abstract: Consumer choice, In-store marketing, Foucault, Supermarkets, Power,

Cited by 38 publications

References 35 publications

Does Shopping Preparation influence Consumer Buying Decisions?

Does Shopping Preparation influence Consumer Buying Decisions?

Household Food Waste

Engineering the Value Network of the Customer Interface and Marketing in the Data-Rich Retail Environment

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