The thrill of victory: Women and sport shopping

O’Donnell, Kathleen; Strebel, Judi; Mortimer, Gary

doi:10.1016/j.jretconser.2015.10.005

Cited by 16 publications

(34 citation statements)

References 86 publications

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“…Customers strive for not only the functional benefits inherent in the interaction with customers and employees, but also for the social benefits (Hu and Jasper, 2006;Pan and Zinkhan, 2006), which range from a casual conversation with employees or customers to a deep feeling of social involvement with the retail store. O'Donnell et al (2016) described sports customers as "market mavens", who want to get in contact with other customers or employees. Support by and expertise of store staff are very important (Lichtl e and Plichon, 2014).…”

Section: Research Contributionmentioning

confidence: 99%

Insights into customer experience in sports retail stores

Happ

Scholl-Grissemann

Peters

et al. 2020

IJSMS

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PurposeOffline retail stores have been working on improving their in-store customer experience; they have begun to realise the physical advantage they have over online channels. Especially sports products have a number of unique features, such as high emotional involvement or a sense of community; additionally, sports customers put emphasis on multisensory brand experience at the point of sale. This study examines the in-store customer experience (ISCX) in offline sports retail stores, taking into account the commercial uniqueness of sport.Design/methodology/approachA qualitative study (focus groups; n = 16) and quantitative survey (cross-sectional survey design; n = 238) were conducted to measure ISCX in sports retail stores.FindingsThe results suggest that the customers' in-store experience has a significant influence on customers' satisfaction with the sports retailer and their likeliness to recommend the store to friends, which, in turn, is significantly affected by customers' satisfaction with the retailer. Moreover, social responses to actors involved in the service encounter, for example, the interaction with employees, play a significant role for the customer in-store experience. Accordingly, sports customers strive not only for functional benefits inherent in the interaction with customers and employees but also for social benefits.Originality/valueThis study extends the knowledge by (1) replicating the ISCX scale, (2) analysing ISCX in a sports retail environment and (3) examining the influence of ISCX on the Net Promoter Score. Moreover, the findings support managers' know-how about in-store setting and help to maintain the customer relationship.

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Section: Research Contributionmentioning

confidence: 99%

Insights into customer experience in sports retail stores

Happ

Scholl-Grissemann

Peters

et al. 2020

IJSMS

View full text Add to dashboard Cite

show abstract

“…Such distinctions have led to the identification of unique shopper types that help retailers position their offers. Recent research conceptualized the "Sport Shopper," whose motivation for, and outcomes from, fashion shopping set them apart from previously reported shopper types (O'Donnell et al, 2016). Such shoppers, it is claimed, experience behavior similar to that of athletes in that they view fashion shopping as an achievement domain, in which their shopping skills result not only in economic benefits, but also pride, pleasure and positive self-esteem (Williams and DeSteno, 2008).…”

Section: Introductionmentioning

confidence: 99%

“…While O'Donnell et al (2016) distinguish their sport shopper from other established shopper types-hedonic (Arnold and Reynolds, 2003), utilitarian (Fischer and Arnold, 1990), recreational (Bellenger and Korgaonkar, 1980), thrift (Bardhi and Arnould, 2005) and smart (Schindler, 1998)-they call for the development of a measure to facilitate further inquiry. Accordingly, this work develops and validates the sport shopper experience (SSE) scale.…”

Section: Introductionmentioning

confidence: 99%

Measuring the experience of off-price fashion shopping: scale development and validation

Mortimer

Fazal‐e‐Hasan

O’Donnell

et al. 2018

JFMM

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Purpose Off-price fashion retailers are expected to dominate the retail sector over the next five years. Surprisingly, selling excess designer labels, in what some describe as a disorganized manner, appeals to certain shoppers who enjoy the “thrill of the hunt.” Recent research conceptualized consumers, whose motivation for, and outcomes from, fashion shopping set them apart from previously reported shopper types. Referred to as “Sport Shoppers,” they view fashion shopping as an achievement domain. The purpose of this paper is to quantify such shoppers through the development of a valid psychometric scale. Design/methodology/approach Four studies, comprising depth interviews and online surveys, across two countries were employed to develop a three-dimensional scale of the sport shopping experience. Factor analyses and structural equation modeling were used to analyze and test a theoretically hypothesized model. Findings Study 1 generated items aligned to the three theoretical dimensions of the sport shopping experience. Study 2 confirmed reliability and factor structure of the psychometric scale. Study 3 provides evidence of convergent and discriminant validity with previous shopper types. Finally, Study 4 demonstrates nomological validity through a theoretically hypothesized model of the sport shopping experience. Originality/value This is the first study to employ achievement goal theory in a consumer behavior context to delineate an emergent shopper type. The developed scale is the most comprehensive, multi-dimensional measure of the experience of this new consumer type. As such, it represents a valuable contribution to fashion retail and consumer behavior literature. The scale enables practitioners to quantify target markets and identify relationships to other factors, such as overall satisfaction and brand repurchase intentions.

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“…Promoting social norms in this way is also beneficial to the uptake of m-payment technology (Yang et al, 2012). Informing customers of new deliveries or impending ad hoc price cuts is likely to increase website loyalty and positive word-of-mouth, particularly in online bargain shoppers (O'Donnell et al, 2016). In general, a loyal customer is likely to demonstrate a high level of trust and confidence in a website, making abandonment of a transaction less likely.…”

Section: Brand Loyaltymentioning

confidence: 99%

“…In a similar vein, a survey of online clothing retail ( Kim and Kim, 2011 ) found that incentive programs were the biggest predictor of purchase intention in this sector, and high earning women with children were the most frequent consumers. Indeed, female shoppers also show greater satisfaction in online sectors such as fashion retail, where bargain shopping has been likened to a competitive sport amongst a sub-group of women ( O’Donnell et al, 2016 ).…”

Section: Motivational Factorsmentioning

confidence: 99%

Motivational and Affective Factors Underlying Consumer Dropout and Transactional Success in eCommerce: An Overview

et al. 2020

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It is estimated that more than half of all online transactions are abandoned before completion. This paper investigates the psychological factors that influence online shopping behavior, with a view to improving transactional success rates. Through a review of the literature, we identify a range of factors which predict abandonment of online shopping, highlighting affective and motivational dimensions in addition to processing style and characteristics of the consumer, device, and product. We conclude that online purchasing and payment systems that boost consumers' motivation to buy and prevent or attenuate negative affective states will demonstrate the greatest rates of transactional success. However, with rapid advancement in technology, continued research is needed to fully understand the potential impact on future online purchasing behavior.

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The thrill of victory: Women and sport shopping

Cited by 16 publications

References 86 publications

Insights into customer experience in sports retail stores

Insights into customer experience in sports retail stores

Measuring the experience of off-price fashion shopping: scale development and validation

Motivational and Affective Factors Underlying Consumer Dropout and Transactional Success in eCommerce: An Overview

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