Do product variants appeal to different segments of buyers within a category?

2009 ◽  
Vol 18 (2) ◽  
pp. 95-105 ◽  
Author(s):  
Giang Trinh ◽  
John Dawes ◽  
Larry Lockshin
Keyword(s):  
Market Share ◽  
Consumer Goods ◽  
Employment Status ◽  
Design Methodology ◽  
Demographic Characteristics ◽  
Content Type ◽  
Demographic Groups ◽  
Demographic Group ◽  
Market Shares ◽  
Buyer Behaviour

PurposeThis study responds to the call of Fader and Hardie for more research on buyer behaviour toward stock keeping units (SKU). This paper aims to examine whether different SKU‐based product variants appeal to buyers with different demographic characteristics.Design/methodology/approachThis study examines the product variants (such as size, formulation, type) of a range of brands in six consumer goods categories. The authors calculate and compare the market share of each variant within each demographic group. If a variant has a higher market share within a specific demographic group than the overall average, this indicates segmentation at the product variant level.FindingsThe findings show that there are many differences in the market shares of product variants among different demographic groups of buyers. The largest differences are found extensively within the age and employment status variables.Originality/valueFunctionally different product variants tend to draw different demographic‐based segments of buyers, which has not been previously shown.

Public convenience, private company

2015 ◽  
Vol 31 (11) ◽  
pp. 8-10
Keyword(s):  
Case Studies ◽  
Market Share ◽  
Design Methodology ◽  
Reading Time ◽  
Cutting Edge ◽  
Private Company ◽  
Content Type ◽  
Pertinent Information ◽  
Established Firms ◽  
Practical Implications

Purpose – This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies. Design/methodology/approach – This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context. Findings – The innovator’s dilemma is a relatively new story, although it seems to have been around in decades. The dilemma relates to established firms who cannot decide whether to “stick or twist” in their strategy. If they stay with their current offering, they will gradually lose market share or could quickly be overturned by a fast-paced competitor; if they invest in change, they will lose their profitable existence with no guarantee of success. Practical implications – The paper provides strategic insights and practical thinking that have influenced some of the world’s leading organizations. Originality/value – The briefing saves busy executives and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.

Consumers’ evaluations of fitting rooms in retail clothing stores

2016 ◽  
Vol 44 (5) ◽  
pp. 524-539 ◽  
Author(s):  
Nur Ayalp ◽  
Kemal Yildirim ◽  
Müge Bozdayi ◽  
Kubulay Cagatay
Keyword(s):  
Significant Relationship ◽  
Educational Level ◽  
Design Methodology ◽  
Demographic Characteristics ◽  
Content Type ◽  
Customer Evaluations ◽  
Design Characteristics ◽  
Illumination Number ◽  
Effect Of Age ◽  
Insufficient Number

Purpose – The purpose of this paper is to ascertain the effect of age, gender and educational level on customer evaluations of the design characteristics of fitting rooms/dressing rooms, such as size, levels of illumination, number of hangers, materials and opening types of doors in retail clothing stores. In the light of these results, the study aims to increase the satisfaction of the customers in retail stores. Design/methodology/approach – These evaluations were analysed according to the demographic characteristics of consumers, such as age, gender and educational level. Since activities in fitting rooms require a certain level of privacy, the features that affected privacy were also considered in this study. The analysis was carried out with research designed for users of fitting rooms in Ankara, Turkey. Findings – Results indicated that demographic characteristics of the customers affected their evaluation of fitting rooms. The statistically significant results between evaluations of customers and their demographic backgrounds were determined. In these analyses, problems emerged due to usage of fitting rooms. Most of the problems complained about were an insufficient number of hangers, lack of mirrors, lack of sitting units, small-sized rooms and poorly illuminated rooms. Moreover, the results showed that customers preferred a totally closed panel door for privacy. Originality/value – This paper reveals a significant relationship between design characteristics of fitting rooms and customer evaluations of fitting rooms. The results of the study suggest that retailers and designers may be able to easily make stores more attractive for customers when installing fitting rooms.

The socio-demographic determinants of workplace loneliness in India

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Mantasha Firoz ◽  
Richa Chaudhary ◽  
Madhu Lata
Keyword(s):  
Regression Analysis ◽  
Marital Status ◽  
Design Methodology ◽  
Demographic Characteristics ◽  
Average Level ◽  
Hypotheses Testing ◽  
Business Organizations ◽  
Organizational Hierarchy ◽  
Content Type ◽  
Service Sectors

PurposeThis study was conducted with two main objectives: (1) to examine the prevalence of workplace loneliness in the Indian manufacturing and service sectors (2) to examine the influence of socio-demographic characteristics (age, gender, marital status, nature of the organization, tenure, number of friends at the workplace, and position in the organizational hierarchy) on the feeling of loneliness in the workplace.Design/methodology/approachData were collected from 934 employees working in manufacturing and service sectors across India. Regression analysis was used for hypotheses testing.FindingsFindings indicated below average level of loneliness in Indian workplace. Significant differences were found in workplace loneliness with respect to age, marital status and number of friends at the workplace. In contrast, gender, nature of organization, position and tenure had no effect on the feeling of workplace loneliness.Originality/valueThis study advances the limited literature on workplace loneliness by identifying its prevalence and socio-demographic determinants in Indian business organizations. It would help HR practitioners in comprehending and dealing with the emerging challenges associated with workplace loneliness.

scholarly journals The effects of advertisements on consumer choices and health: a content analysis of health claims in Italian magazines

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Angela Tarabella ◽  
Andrea Apicella ◽  
Sara Tessitore ◽  
Maria Francesca Romano
Keyword(s):  
Design Methodology ◽  
Scientific Literature ◽  
Strong Relationship ◽  
Health Claims ◽  
Food Advertising ◽  
Print Advertising ◽  
Food Sector ◽  
Content Type ◽  
Demographic Groups ◽  
Gender Variations

PurposeThe purpose of this research is to trace the evolution of the claims used for advertising food products in Italian magazines, by analysing the content and structure of the claims, the target audiences and the elements that have the greatest influence on the presence of the claims in food advertising.Design/methodology/approachOn the basis of the research conducted by Pratt and Pratt (1995), revised and adapted to the Italian food context, the authors designed a matrix of 1,316 advertisements, which were selected based on the analysis of 67,340 advertisements and using the reference to the food sector as a discriminator. The advertisements were extrapolated from a sample of six Italian magazines, so as to determine the extent to which the various demographic groups in Italy are exposed to print advertising for food, beverages and food supplements. The authors examined the frequency of the relevant advertising forms over a period of four years, from January 2014 to December 2017.FindingsThe results revealed the main types of claims used in the four-year period, as well as the statistically significant differences between the different magazine panels, as concerns the frequency and the types of messages. Moreover, a strong relationship between the number of advertisements in the magazines and the time of the year was also ascertained, as well as significant gender variations.Originality/valueThis study introduces the trends and dynamics of the Italian printed advertising for food to the relevant scientific literature. The results yielded by this research have added further implications and contributions to the existing studies, as concerns claim diffusion based on type, gender and seasonality, and the authors also provide important insights to various socio-economical stakeholders.

“How’d you sleep?” measuring business travelers’ sleep quality and satisfaction in hotels

2018 ◽  
Vol 1 (3) ◽  
pp. 188-202 ◽  
Author(s):  
Hsiangting Shatina Chen ◽  
Kimberly Severt ◽  
Yeon Ho Shin ◽  
Adam Knowlden ◽  
Tyra W. Hilliard
Keyword(s):  
Sleep Quality ◽  
Design Methodology ◽  
Demographic Characteristics ◽  
Quality Level ◽  
Fundamental Function ◽  
Content Type ◽  
Business Travelers ◽  
The Past ◽  
Quality Scale ◽  
Business Trip

Purpose The purpose of this paper is to explore business travelers’ sleep experience in hotels by measuring sleep quality and determining the extent to which hotel attributes, demographic characteristics, and hotel quality level influence their sleep quality while staying in hotels. Design/methodology/approach This study utilized a self-reported survey to obtain data from business travelers who have stayed in a hotel at least two nights for a business trip in the past 30 days. A total of 304 business travelers were surveyed in this study. Findings The results indicated that there was a difference in the factors that influenced business travelers’ overall satisfaction with sleep in mid-scale (2.5-3.5 stars) vs upscale hotels (4+stars). The findings showed that business travelers generally had lower sleep quality at hotels and they were more likely affected by noise both outside and inside the guestroom, as well as material elements inside the room. Originality/value This study represents a pioneering attempt at exploring business travelers’ sleep quality and satisfaction with sleep in hotels. Furthermore, this study contributes to the limited research addressing sleep quality as a fundamental function of hotel services. Also, this is the first study to measure business travelers’ sleep quality in hotels by using the sleep quality scale.

Understanding the motives of consumers of mezcal in Mexico

2018 ◽  
Vol 120 (7) ◽  
pp. 1643-1656 ◽  
Author(s):  
Carolina Andrea López-Rosas ◽  
Angélica Espinoza-Ortega
Keyword(s):  
Social Networking ◽  
Professional Education ◽  
Food Choice ◽  
Design Methodology ◽  
Research Work ◽  
Quality Criteria ◽  
Demographic Characteristics ◽  
Content Type ◽  
Factor And Cluster Analysis ◽  
And Cluster Analysis

Purpose The purpose of this paper is to characterize the consumers of mezcal in México based on their motivations, identifying different groups of consumers and their demographic characteristics. Design/methodology/approach A questionnaire based on the Food Choice Questionnaire was applied to 310 consumers: 154 directly to mezcal consumers in three “mezcalerías” (mezcal bars) and 156 through five social networking communities of mezcal consumers. The data obtained were analysed using multivariate statistics, factor and cluster analysis. Findings The results show that the search for tradition is the determining buying motivation, whereas quality seals do not exert a significant influence. Four profiles of mezcal consumers can be identified according to their consumption patterns: consumer linked to the territory, traditional consumer, consumer in transition and social consumer. The predominant demographic characteristics in the four consumer groups described a male, between 20 and 39 years old, single, childless, with professional education and employed. The overall results reveal a consumer who shares the quality criteria established by mescal-producing communities and is strongly interested in traditionally processed drinks. Originality/value In México, there are two important distilled drinks, tequila and mezcal. There is ample research on the first one, but there is less research on mezcal, despite it has an annual increase of 45 per cent in consumption. Most of the research work has been focused on aspects of diversity, sustainability and productivity, but there are not studies on the factors that affect mezcal consumption. Thus, this paper aims to characterize the consumers of mezcal, based on their motivations.

scholarly journals Estimating the price range and the effect of price bundling strategies

2019 ◽  
Vol 29 (2) ◽  
pp. 166-181 ◽  
Author(s):  
Sérgio Dominique-Ferreira ◽  
Cristina Antunes
Keyword(s):  
Market Share ◽  
Design Methodology ◽  
Price Sensitivity ◽  
Content Type ◽  
Price Range ◽  
Price Bundling ◽  
Hotel Managers ◽  
The Impact ◽  
Practical Implications

Purpose The purpose of this paper is to investigate and identify the price sensitivity of consumers of three- and five-star hotels and to determine the impact of bundling strategies on consumers’ price sensitivity. Design/methodology/approach To calculate price sensitivity, authors apply the van Westendorp’s price sensitivity meter (PSM). To understand the impact of bundling strategies, univariate and bivariate techniques are applied. Findings PSM results reveal the optimal prices and the range of acceptable prices for three- and five-star hotel. The bundling strategy results reveal that five-star customers are less sensitive to mixed-leader bundling. Regarding mixed-joint bundling, managers could improve sales through bundling strategies if they selected an attractive service (e.g. restaurants). Practical implications Findings assist hotel managers to understand the different price sensitivities, according to the hotel typology. Managers can manage prices without the risk of losing market share or revenue. The results help managers in deciding which bundling strategies they can create, as well as the services to be included to achieve highest profitability. Originality/value No research to date to the best of the authors’ knowledge has attempted to understand and compare the role of bundling strategies in three- and five-stars hotels. Moreover, no research has attempted to measure and compare customers’ price sensitivity of three- and five-stars hotels.

The economic and pricing impact of authorized generic medicines in South Africa

2015 ◽  
Vol 9 (1) ◽  
pp. 20-35 ◽  
Author(s):  
Shelley-Ann Marion McGee
Keyword(s):  
South Africa ◽  
Market Share ◽  
Negative Impact ◽  
Generic Competition ◽  
Content Type ◽  
Significance Level ◽  
Generic Entry ◽  
Market Shares ◽  
Two Samples ◽  
Significant Difference

Purpose – This paper aims to examine whether authorized generics (AGs) have influenced prices and market shares in markets for molecules facing generic competition in South Africa. AGs (clones), which are identical to the originator brands, offer a solution for originator companies to protect their markets from independent generic (IG) competition. IG competitors have claimed that AGs have a negative impact on pricing and competition. Design/methodology/approach – In a retrospective analysis, pricing and quantity data for 24 months post generic entry were extracted for oral solid dosage form products which experienced generic entry into their markets between 2005 and 2011, divided into “Authorized generic affected” and “no authorized generic” markets. A series of indices was calculated, as well as market shares of competing originator and generic products, and the number of generic competitors determined. Indices and market share data for clone affected and unaffected groups were tested at 6, 12, 18 and 24 months using unmatched t-tests, at a 95 per cent significance level. Findings – None of the evaluated pricing indices showed a consistently significant difference existing between AG-affected and no-AG samples. The only variable for which the two samples consistently differed was market shares, with originator brands experiencing significantly more market share erosion in AG-affected markets. Pricing levels of generics and originator products as well as growth of numbers of generic competitors were similar in both AG-affected and no-AG groups. Originality/value – A study of this nature on the impacts of AGs in the South African generics has not been previously published and reflects the situation particular to the country.

Dubai Shopping Festival: tourists’ nationality and travel motives

2014 ◽  
Vol 5 (2) ◽  
pp. 116-131 ◽  
Author(s):  
Sangeeta Peter ◽  
Victor Anandkumar
Keyword(s):  
Empirical Study ◽  
Design Methodology ◽  
Research Literature ◽  
Demographic Characteristics ◽  
Destination Marketing ◽  
Content Type ◽  
Tourism Product ◽  
Marketing Organisation ◽  
English Speaking ◽  
Practical Implications

Purpose – Tourists differ in their needs, motives and activities but they can be described based on demographic characteristics, nationality being one of them. The purpose of this paper is to compare the different nationalities travelling to Dubai during the Dubai Shopping Festival on their travel motives. Design/methodology/approach – Data were collected from 604 English-speaking tourists, using the mall intercept technique, during the XVIII edition of the shopping festival from January-February 2013. Findings – The study found that a total of 23 nationalities differed on their travel motives. Research limitations/implications – Only English-speaking tourists were included in the study. Practical implications – Tourists from different nationalities differ on their travel motives .The findings of this study will help the Destination Marketing Organisation in understanding the travel motives of the tourists which would help in developing products and market-specific destination promotion. Originality/value – Shopping festivals are being promoted by various destinations as a tourism product. Yet there is a lack of research literature on this topic. This empirical study on travel motives of international tourists visiting a shopping festival will be a worthy addition to the literature.

Who is the purchaser of nutrition-labelled products?

2017 ◽  
Vol 119 (9) ◽  
pp. 1934-1952 ◽  
Author(s):  
Sinne Smed ◽  
Anna Kristina Edenbrandt ◽  
Pia Koch-Hansen ◽  
Leon Jansen
Keyword(s):  
The Netherlands ◽  
General Health ◽  
Design Methodology ◽  
Purchase Intentions ◽  
Demographic Characteristics ◽  
Lower Probability ◽  
Content Type ◽  
Probit Models ◽  
Product Choices ◽  
Households With Children

Purpose The purpose of this paper is to determine how the typical purchasers of products with nutrition symbols differ from other purchasers with respect to socio-demographic characteristics. Furthermore the authors examine if the typical purchaser is similar across six product types in Denmark and in the Netherlands. Design/methodology/approach The authors estimate probit models using a representative panel of households registering all their daily purchases during a year, three years after the introduction of a nutrition symbol in Denmark and the Netherlands (the Keyhole and the Choices). The purchase data are matched with information about labelling status. Other product and purchase characteristics, such as store-type and organic, are controlled for. Findings Households with children tend to have a lower probability of purchasing labelled products compared to other household types, while urbanity increases the probability. This holds both across countries and across products. In Denmark education is positively correlated with label purchase, while in the Netherlands it is income. Generally, the observable characteristics of the consumers are poor in explaining the probability of purchasing labelled products which suggests that other aspects as the underlying attitudes and general health awareness may be of greater importance in identifying these consumers. Originality/value There is a lack of studies analysing the effect of front-of-pack symbols on households’ product choices based on observed data as most previous studies are based on stated observation or purchase intentions.

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