Sales associate's appearance: Links to consumers’ emotions, store image, and purchases

Investigating Dimensionality of Multichannel Retailer's Cross-Channel Integration Practices and Effectiveness: Shopping Orientation and Loyalty Intention

“…Complementarity is the concept by which a company understands the strengths and weaknesses of each channel and applies different strategies accordingly (Chan & Pan, 2005;Robey et al, 2003). Although most multichannel shoppers use both channels in their various stages of the decision-making process for a product=service acquisition, some shoppers still value the help from sales personnel in brick-and-mortar stores (Kim, Ju, & Johnson, 2009). van Birgelen et al (2006 approached complementarity from the perspectives that retailers extend values from one channel to the other channel with the understanding strengths and weaknesses of both channels.…”

Intention to Purchase Products under Volume Discount Scheme: A Conceptual Model and Research Propositions

“…The justification for using the S-O-R model in the present study is the relevant theoretical support extended to examine how marketing stimulus affect consumer in tention to purchase products under VDS. The researchers (Mummalaneni 2005;Kim et al 2009) have applied the S-O-R paradigm to predict consumer purchase behaviour and the findings supported its applicability. Secondly, the application of the S-O-R model has the strength of exter nal stimulus and internal processes at the same time.…”

Communication skills of sellers as a determinant of consumer satisfaction and loyalty

“…Prvi utisak se pre svega stiče na osnovu izgleda prodavca zbog čega on mora izgledati uredno, čisto, mora biti profesionalno obučen itd. Postoje empirijski podaci koji ukazuju da oblačenje prodavaca direktno utiče na kupovne namere potrošača i da će potrošač pre obaviti kupovinu ukoliko smatra da je prodajno osoblje adekvatno obučeno (Shao, Baker & Wagner, 2004;Kim, Ju & Johnson, 2009).…”