Layout strategies for retail operations: A case study

Aghazadeh, Seyed‐Mahmoud

doi:10.1108/01409170510785002

Cited by 29 publications

(27 citation statements)

References 1 publication

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“…An optimal layout gives the ability to facilitate the access to information and aids the shopper in decision-making. Peg boards and end caps induce urge to buy impulsively (Aghazadeh, 2005). A good layout makes even the utilitarian shopper to buy additionally by creating an urge in them (Sherman et al, 1997).…”

Section: Store Environment and Urge To Buy Impulsively (Urge)mentioning

confidence: 99%

Impact of store environment on impulse buying behavior

Mohan¹,

Sivakumaran

Sharma

2013

European Journal of Marketing

337

294

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Purpose -This paper aims to explore the process by which four store environment (music, light, employee, and layout) and two individual characteristics (shopping enjoyment tendency (SET) and impulse buying tendency (IBT)) influence impulse buying behavior through positive and negative affect, and urge to buy impulsively. Design/methodology/approach -The data were obtained using a structured questionnaire from 733 respondents in a mall survey conducted in Chennai, South India. Findings -In the structural model tested with AMOS, the authors found that store environment drove impulse buying (IB) through positive affect and urge. Results also showed that the personality variables (SET and IBT) influenced IB through positive affect and urge. This paper did not find support for the relationship between negative affect and urge. 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 buying in their stores. Specifically, they need to focus on enhancing friendliness of store employees, playing appropriate music, designing proper layouts and having well-lit stores to encourage impulse buying. Originality/value -Prior research studied the elements of the store independently and also its long-term impact. To the best of the authors' knowledge, their research is the first to study the impact of store environment (in conjunction with trait variables) on impulse buying.

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Section: Store Environment and Urge To Buy Impulsively (Urge)mentioning

confidence: 99%

Impact of store environment on impulse buying behavior

Mohan¹,

Sivakumaran

Sharma

2013

European Journal of Marketing

337

294

View full text Add to dashboard Cite

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“…This is due to these major brand names had spent tons of money in selling their brands and products to the consumers, thus making supermarket's role as a middleman between marketers and consumers. Nonetheless, Aghazadeh (2005) suggested that supermarkets should place high-impulse and high-margin items that customers do not plan to purchase at the checkout counter to serve as a reminder to customers or create a mood which triggers buying intention to increase cross-selling in the store. Breath mints, gift cards, batteries, drinks, stationeries, and travel size toiletries are some of the examples of high-impulse and high-margin items that can be found at supermarkets.…”

Section: Discussionmentioning

confidence: 99%

The Relationship Between Malaysian Supermarket In-Store Shopping Experiences and Positive Word-of-Mouth

Ing¹,

Ivan²,

Osman³

2019

IJMS

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Attitudinal loyalty such as customers’ willingness to spread positive words of mouth has received less attention compared to behavioural loyalty (e.g., reptronage intention) in retail studies, particularly in the context of supermarket. It is argued that supermarket consumers should be willingly share positive words of mouth when they are satisfied. The effect of Malaysian supermarket in-store experiences (convenience, merchandise value, internal shop environment, interaction with staff, merchandise variety, presence interaction with other customers, in-shop emotion) on customer satisfaction and mediating effect of customer satisfaction on the relationship between in-store experiences and positive WoM were examined. The results show significant relationship between customer satisfaction and willingness to spread positive WoM. Convenience and in store emotion have significant relationships with customer satisfaction, while the other in-store experiences have no significant effects on satisfaction. Customer satisfaction played mediation roles between the relationships between convenience, merchandise variety, interaction with staff and in store emotion with positive WoM. The findings provide useful insights to Malaysian supermarket retailers in understanding their target markets to encourage more positive WoM.

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“…Tendai ve Crispen (2009), Mehta ve Chugan (2014) ve Merugu ve Vaddadi (2017) yaptıkları çalışmalarda mağazada yer alan ürünlerin dikkat çekici şekilde sergilenmesinin doğru ve yaratıcı vitrin düzenlemeleri ile mümkün olduğunu ve vitrin düzenlemesinin de çalışmamıza paralel şekilde tüketicilerin anlık satın alma eğilimleri üzerinde anlamlı ve pozitif etkisi olduğunu belirtmişlerdir. Aghazadeh (2005) ve Hultén ve Vanyushyn (2011) vitrin düzenlemelerinin hem tüketicilerin satın alma dürtüsü (Urge to buy) hem de anlık satın alma eğilimi üzerinde anlamlı etkisinin olduğunu ifade etmişlerdir. Dolayısıyla, satışlarını artırmak isteyen perakendeciler akılcı, yaratıcı vitrin düzenlemeleri kullanarak ürün ya da marka hakkında bilgi sahibi olmayan tüketicileri bile planlı alışveriş dışına iterek anlık ve spontane olarak gerçekleşen alışverişe sevk edebilirler.…”

Section: Sonuçunclassified

Tüketi̇ci̇leri̇n İtki̇sel (Dürtüsel) Satin Alma Davranişina Mağaza Ortaminin Ve Ki̇şi̇li̇k Özelli̇kleri̇ni̇n Etki̇si̇

Karahan¹,

Sahin²

2020

Pamukkale University Journal of Social Sciences Institute

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Bu çalışmanın amacı mağaza ortamının (koku, ışık, satış personeli, müzik ve vitrin) ve satın alma eğiliminin anlık satın alma davranışı üzerindeki rolünü anlamak ve değerlendirmektir. Ayrıca anlık satın alma davranışlarının satın alma sonrası pişmanlık üzerindeki etkilerini araştırmaktır. Veriler 18 yaş ve üzeri tüketicilerden yapılandırılmış anket kullanılarak toplanmıştır. Toplam 390 geçerli veri elde edilmiştir. Yapısal modelin test edilmesinde AMOS 23 kullanılmıştır. Çalışmanın sonuçlarına göre, mağaza ortamı unsurlarından vitrin düzenlemesi ve müzik anlık satın alma davranışını etkilerken, diğer üç unsurun etkilemediği görülmektedir. Anlık satın alma eğilimi anlık satın alma davranışını etkilerken, son olarak anlık satın alma davranışının satın alma sonrası pişmanlığı etkilediği sonucuna ulaşılmıştır. Mağaza ortamı unsurlarının bireylerin anlık satın alma davranışları üzerindeki etkisinin; anlık satın alma eğilimi aracılığıyla açıklanmaya çalışılmasının ve anlık satın alma sonrası pişmanlık faktörünün de modelde yer almasının literatüre katkı sağlayacağı düşünülmektedir.

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Layout strategies for retail operations: A case study

Cited by 29 publications

References 1 publication

Impact of store environment on impulse buying behavior

Impact of store environment on impulse buying behavior

The Relationship Between Malaysian Supermarket In-Store Shopping Experiences and Positive Word-of-Mouth

Tüketi̇ci̇leri̇n İtki̇sel (Dürtüsel) Satin Alma Davranişina Mağaza Ortaminin Ve Ki̇şi̇li̇k Özelli̇kleri̇ni̇n Etki̇si̇

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