Location effects: Geo-spatial and socio-demographic determinants of sales dynamics in brick-and-mortar retail stores

2022 ◽  
Vol 66 ◽  
pp. 102902
Author(s):  
Tomáš Formánek ◽  
Ondřej Sokol
Keyword(s):  
Retail Stores ◽  
Brick And Mortar

The Cue-of-the-Cloud Effect: When Reminders of Online Information Availability Increase Purchase Intentions and Choice

2016 ◽  
Vol 53 (5) ◽  
pp. 699-711 ◽  
Author(s):  
Rajesh Bhargave ◽  
Antonia Mantonakis ◽  
Katherine White
Keyword(s):  
Consumer Behavior ◽  
Product Information ◽  
Purchase Intentions ◽  
The Internet ◽  
Retail Stores ◽  
Online Information ◽  
Information Availability ◽  
Brick And Mortar ◽  
Cloud Effect ◽  
Positive Feelings

In offline purchasing settings (e.g., retail stores), consumers often encounter reminders that product information can be found on the Internet. The authors refer to a reminder of the availability of online information as a “cue-of-the-cloud” and explore its unique consequences on offline consumer behavior. This research finds that when consumers are presented with relatively large amounts of information in offline purchasing situations, a cue-of-the-cloud can enhance purchase intentions and choice behaviors. This occurs because the cue increases consumers’ confidence in being able to retain and access the information seen in-store, which engenders positive feelings about the decision to purchase. Four studies, including two experiments in real brick-and-mortar field settings, demonstrate the consequences of a cue-of-the-cloud, along with some novel moderators of these effects.

Shopper’s Paradise

2019 ◽  
Vol 1 (2) ◽  
pp. 1-129
Author(s):  
Arthur Asa Berger
Keyword(s):  
Popular Culture ◽  
Everyday Life ◽  
Farmers Markets ◽  
Retail Stores ◽  
Department Stores ◽  
Advertising Agencies ◽  
Garden Of Eden ◽  
Brick And Mortar ◽  
Internet Presence ◽  
Big Box

Abstract This book deals with an important aspect of everyday life and popular culture in which everyone engages, often more than once a week, which involves shopping in retail stores of one kind or another. We need to eat and continually replenish our supply of food, so we shop at supermarkets and farmers markets and we need to have clothes to wear and many other things, so we shop in department stores, big-box stores like Costco and Walmart, and various other kinds of stores. Much of our shopping is done online, on sites such as Amazon.com, the most important online retailer in America. Its popularity has challenged traditional brick and mortar stores, most of which now have an internet presence and many of which are going out of business—a phenomenon sometimes called “the retail apocalypse.” This term, let me point out, has religious implications. The subtext of Shopper’s Paradise involves the notion, only dimly perceived by most people, there is a paradisical element to shopping and that in curious ways, shopping represents an unrecognized attempt to return to the Garden of Eden, where all our wants were taken care of by God. We have replaced the talking snake in the Garden with advertising agencies and marketing experts. Now, depending on our incomes, we rely on stores ranging from Neiman Marcus to Dollar stores to help us take care of our needs. Shopper’s Paradise demonstrates how ubiquitous and varied retail stores, explains how they function, and suggests, by their very presence, that they play an important role in our lives.

scholarly journals What is the Right Tone? Applying Cialdini’s Persuasion Approaches in Musical Instrument

2020 ◽  
Vol 9 (2) ◽  
pp. 76-89
Author(s):  
Rodolfo Rodrigues Rocha ◽  
Roberto Flores Falcão
Keyword(s):  
Quantitative Data ◽  
Musical Instrument ◽  
Musical Instruments ◽  
Retail Stores ◽  
Purchase Decisions ◽  
Structured Interviews ◽  
Steady Growth ◽  
Brick And Mortar ◽  
Consumer Orientation ◽  
The Right

The musical instruments market has shown steady growth in recent years. However, few studies have investigated it in Brazil. The present research aims to broaden the understanding of the dynamics of this market in Sao Paulo, focusing on the salesforce in brick and mortar retail stores. The goal is to identify and describe the main selling approaches used by sellers to influence the purchase decisions of consumers. To achieve the goal, we opted for the use of structured interviews, which were conducted with twelve vendors in eight stores in a region specialized in this kind of commerce. The content of the interviews was analyzed qualitatively. To further understand the persuasion approaches, we applied a validated scale (SOCO) to our interviewees. The main findings of the study showed that most vendors use an approach related to tactics of attraction, followed by illusion tactics and, finally, by the approach related to pressure tactics. Such verification leads to the conclusion that sellers tend to adopt sales strategies focused on the consumer. The analysis of the the quantitative data collected by means of the SOCO scale – Sales Orientation-Consumer Orientation – corroborates this conclusion, pointing out that the sellers have high consumer orientation.

Review of Job analysis for retail stores.

1948 ◽  
Vol 32 (6) ◽  
pp. 679-679
Author(s):  
William A. McClelland
Keyword(s):  
Job Analysis ◽  
Retail Stores

Dickens and the Brick-and-Mortar Sects

1955 ◽  
Vol 10 (3) ◽  
pp. 188-201
Author(s):  
Arthur H. Adrian
Keyword(s):  
Brick And Mortar

CONSUMER ACCEPTANCE OF SELF-SERVICE TECHNOLOGY IN FASHION RETAIL STORES

2019 ◽  
Vol 2019 ◽  
pp. 440-440
Author(s):  
Jee-Sun Park ◽  
◽  
Sejin Ha ◽  
So Won Jeong
Keyword(s):  
Consumer Acceptance ◽  
Retail Stores ◽  
Fashion Retail ◽  
Self Service ◽  
Self Service Technology

Ethical Responsibilities of Brick and Mortar Retailers

Think India ◽  
2017 ◽  
Vol 20 (3) ◽  
pp. 10-20
Author(s):  
Bodh Raj Sharma
Keyword(s):  
Factor Analysis ◽  
Exploratory Factor Analysis ◽  
Empirical Investigation ◽  
Ethical Responsibility ◽  
Policy Makers ◽  
Better Regulation ◽  
Brick And Mortar ◽  
Regulatory Bodies ◽  
Ethical Responsibilities

Retailers have ethical responsibilities in their dealings with different stakeholders. All the stakeholders have expectations from retailers and the retailers in obligation to fulfil their expectations in an ethical manner. Retailers have ethical responsibility towards customers, employees, suppliers, financers, competitors, government, and the community as a whole. In fact, some researchers have conceptualised responsibilities of retailers but the in-depth empirical investigation has not yet done. The study empirically examines the ethical responsibilities of brick and mortar retailers towards various stakeholders. The data were obtained from 200 retailers through a self-designed schedule. The exploratory factor analysis extracted ten factors out of various variables representing ethical responsibilities of retailers towards different stakeholders. The results indicate that brick and mortar retailers are moderately ethical towards various stakeholders. The present study will be highly beneficial for the researchers, retailers, customers, regulatory bodies and policy makers for new insights and better regulation.

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