Segmentation of Indian shoppers based on store attributes

Hemalatha, M.; Sivakumar, V.; Jayakumar, G. S. David Sam

doi:10.1504/ijbir.2009.027207

Cited by 13 publications

(6 citation statements)

References 24 publications

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“…With expansion plans of domestic retail chains and influx of multinational corporations via the foreign direct investment route, penetration level of organized retail is expected to increase to 18-20 per cent of the total industry by 2020 (IBEF, 2017). Alongside, a shift has occurred in customers' lifestyle and expectations, leading them to seek unique benefits for specific needs (Hemalatha et al, 2009); they are no longer satisfied with the generic features offered by a retail outlet. Thus, in an intensely competitive market, it has become crucial for retailers to identify benefits sought by customers (Tandon et al, 2014a) and provide them with consistently good services to enhance customer retention and drive profitability (Ghosh et al, 2010).…”

Section: Rationale For Choice Of Indian Retail Sectormentioning

confidence: 99%

Improving in-role and extra-role performances with rewards and recognition

Rai

Ghosh

Chauhan

et al. 2018

MRR

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Purpose This study aims to explore the possibility that rewards and recognition may be instrumental in improving both in-role and extra-role performances of retail sales associates, with an underlying mediating role of employee engagement in this relationship. Design/methodology/approach A survey was conducted across 35 retail stores in five cities located in North India on 247 sales associates. Hierarchical multiple regression analysis was conducted to test the mediation hypotheses. Analysis was done in lines with the conditions of mediation laid down by Baron and Kenny (1986). Findings Employee engagement is found to fully mediate the impact of rewards and recognition on in-role and extra-role performances. Practical implications Organizations should be committed to recognizing employees’ efforts and providing them with financial and non-financial rewards based on organizational policies. Such measures would improve in-role and extra-role performances through enhancing engagement level of employees. Originality/value This study makes significant contributions to literature on employee engagement and that on retail sector, especially in Indian context, through highlighting the mediating role of engagement. Given shortage and retention of skilled manpower as major challenges for Indian retailers, engaging sales associates through rewards and recognition to improve their performance at both in-role and extra-role levels can have significant implications for retailers.

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Section: Rationale For Choice Of Indian Retail Sectormentioning

confidence: 99%

Improving in-role and extra-role performances with rewards and recognition

Rai

Ghosh

Chauhan

et al. 2018

MRR

View full text Add to dashboard Cite

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“…They seek more of the emotional value from shopping than the functional value and they value convenience and variety. Therefore, a better shopping experience has become the major focus of Indian shoppers ( Hemalatha et al , 2009 ). According to Bajaj et al (2005, p. 25), more than 60 per cent of purchases in an organized retail outlet are unplanned.…”

Section: Indian Retail Customersmentioning

confidence: 99%

An empirical analysis of the determinants of customer conversion: A cross sectional study of organized retailers in Chattisgarh

Dave¹,

Sondhi²

2011

J Retail Leisure Property

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is an associate professor and Head of Department of MBA, Shri Shankarcharya college of Engineering and Technology Bhilai, with 15 years of experience. She completed her doctorate in the fi eld of Marketing. Her areas of interest are Retail management and Change management. She has more than 30 papers to her credit both in national and international journals. Shikha Sondhiis senior lecturer in the Department of MBA, Shri Shankarcharya college of Engineering and Technology Bhilai. She has 5 years of teaching experience. She is a postgraduate in Management with Marketing and Finance as her specialization. Her area of research work is retail management. She has 10 research papers to her credit that are published in conferences both nationally and internationally, as well as national journals of repute.ABSTRACT The onset of the global fi nancial crisis is spurring customers to spend cautiously , thus decreasing the average amount of money spent per shopping trip. A dip in the customer conversion ratio has marred the profi tability of retailers, and therefore making customer conversion an imperative issue. Today, retailers are increasingly making use of various in-store infl uencers for converting browsers to spenders. However, success depends on how the customers perceive these infl uencers. This article empirically evaluates the perception of the customers towards various in-store stimuli that is, price, merchandise, promotion, displays and ambience, across stores located in a cross section of the retail market of Chattisgarh. The fi ndings of this article help in developing a strategy for improving conversions, therefore the profi tability of a retail outlet.

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“…Different groups of consumers give different degrees of importance to the different store attributes. So, it is important to segment the consumers for retailers and three clusters of Indian shoppers were identified as economic shoppers, convenient shoppers and elegant shoppers (Hemalatha et al, 2009). Economic or functional benefits are tied to the product's attributes; they provide the customer with functional information and they refer to tangible or objective aspects related to the product.…”

Section: Review Of Literaturementioning

confidence: 99%

Factors affecting shopping of apparels in organised retail stores

Rishi

2011

IJBIR

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For Indian apparel retailing, things started to change slowly in the 1990s, when a shift started from unorganised apparel retailing to organised one. The textiles sector, with companies such as Bombay Dyeing, Raymond, S. Kumar's and Grasim, was the first to see the emergence of retail stores. This paper analyses the developments in apparel retailing in India and focuses on the factors affecting shopping of apparels in the organised retail stores. The essential contribution of this paper is to understand the factors affecting shopping of apparels in organised retail stores. The study raises the question that to get success in the Indian retail environment, it is essential to understand the factors affecting shopping of apparels, so that apparel retailers can devise an effective marketing strategy.Keywords: organised retailing; apparel buying; experience buying; fashion and style.Reference to this paper should be made as follows: Rishi, B. (2011) 'Factors affecting shopping of apparels in organised retail stores', Int. various national and international seminars and conferences. He has conducted many management development programmes for public as well as private sector in the area of customer centricity, customer service and research for decision-making. His research and consulting interests include market orientation, customer service, shopping (online and offline), customer centricity and social networking.

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Segmentation of Indian shoppers based on store attributes

Cited by 13 publications

References 24 publications

Improving in-role and extra-role performances with rewards and recognition

Improving in-role and extra-role performances with rewards and recognition

An empirical analysis of the determinants of customer conversion: A cross sectional study of organized retailers in Chattisgarh

Factors affecting shopping of apparels in organised retail stores

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