A Tenant Mix Model for Shopping Malls

Purpose This study addresses the following question: “What factors attract customers to the shopping mall?”, since the commercial attraction of this major retailing format is an undertaken variable. So, the purpose of this paper is to provide an empirical analysis of the main commercial pull factors of the shopping malls in order to attract potential customers. Design/methodology/approach For this purpose, the authors provide and empirically test a conceptual model considering the variables convenience, tenant variety and specialisation, internal environment, leisure and communication. Data were analysed through structural equation modelling on a sample of 253 customers. Findings The findings suggest that tenant variety and the internal environment of the mall – understood as an adequate tenant mix and a pleasant, attractive environment – are the main determinants of attracting customers. However, the convenience of the shopping mall and the communication activities do not show a significant influence as pull factors. Originality/value The results obtained suggest that marketing managers have numerous tools to influence customers’ intention to visit and patronise shopping malls.

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Managing shopping experience through mall attractiveness dimensions

Asia Pacific Journal of Marketing and Logistics ◽

10.1108/apjml-08-2015-0127 ◽

2016 ◽

Vol 28 (4) ◽

pp. 634-649 ◽

Cited By ~ 15

Author(s):

Anushree Tandon ◽

Ashish Gupta ◽

Vibhuti Tripathi

Keyword(s):

Facilities Management ◽

New Delhi ◽

Shopping Malls ◽

Content Type ◽

Crowd Management ◽

Intercept Survey ◽

Shopping Experience ◽

Optimal Mix ◽

Tenant Mix ◽

Practical Implications

Purpose The purpose of this paper is to understand the dimensions of mall attractiveness for Indian shoppers from the metro cities of New Delhi, Kolkata, Chennai and Mumbai; and subsequently investigate the effect of these dimensions on shoppers’ mall experience. Design/methodology/approach A shopper intercept survey was conducted in the aforementioned cities and 400 responses were obtained which were analysed with exploratory factor analysis and stepwise regression. Findings The results indicate that tenant management, facilities management, atmospherics and entertainment potential are the factors which attract shoppers to malls. Tenant management, facilities management and atmospherics also emerge as significant predictors of mall shopping experience. Research limitations/implications Due to limited resources, the research results may lack generalizability. Therefore, researchers are encouraged to test the derived factors and hypothesized relationships further. Practical implications Contemporary retail settings have transited to offer holistic experiences, generated out of tenant mix, facilities and atmospherics. Managers of shopping malls can enhance their mall attractiveness by identifying an optimal mix of factors such as crowd management, tenant variety, parking, etc. as seen in the results of this study. Entertainment emerges as a mall attractiveness dimension but not as a significant predictor of shopping experience which shows that Indian shoppers’ inclination towards hedonism is still in elementary stages and economic pursuit continues to be a dominant motivator for visiting a mall. Originality/value This paper attempts to provide a holistic overview of mall attractiveness dimensions in India and its implications for shopping experiences.

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An Empirical Study of Factors Influencing Consumers’ Purchasing Behaviours in Shopping Malls

International Journal of Marketing Studies ◽

10.5539/ijms.v13n1p14 ◽

2021 ◽

Vol 13 (1) ◽

pp. 14

Author(s):

Mandy Mok Kim Man ◽

Ricky Cai Qian Qiu

Keyword(s):

Shopping Mall ◽

Shopping Malls ◽

Kuala Lumpur ◽

Related Factors ◽

Positive Effects ◽

Factors Influencing ◽

Klang Valley ◽

Buying Behaviour ◽

Price Advertising ◽

Tenant Mix

Since a couple of years ago, the development of shopping malls is booming in the Klang Valley-Kuala Lumpur area in Malaysia. Motivating consumers for frequent visits to shopping complexes is imperative in order to run a successful shopping mall in such a competitive retail environment like the Klang Valley-Kuala Lumpur with over 100 shopping plazas. Getting knowledge of the elements attracting consumers to visit a shopping mall and make purchases is of greatest importance in order to achieve high profit return and increase economic growth and development of a nation. The objective of this research paper is to study the factors influencing the consumers’ buying behaviours in the shopping malls. The environmental related factors (building structure, atmosphere, sounds and music and fragrance and smell), services related factors (personal services, price, advertising and promotion), administrative related factors (tenant mix, anchor tenant, entertainments) as well as transportation and location related factors (parking, location, accessibility) were identified as independent variables and consumer’s buying behaviour within the malls as a dependent variable. A research framework was developed based on a thorough literature review. There were 200 responses collected from consumers in four shopping malls in Klang Valley-Kuala Lumpur area. Correlation and multiple regression analyses were carried out using the SPSS software package to obtain the results. The results of this research indicate that environmental, transportation and location related factors have significant impact on consumers’ buying behaviours in the shopping malls. The results congruent with previous studies by Brengman et al. (2012) and Grimmer et al. (2016) that indicated that environmental related factors have positive effects on consumers’ purchase behaviours. Additionally, this study also found that transportation and location related factors have significant relationship with consumers’ purchase behaviours as mentioned by Saber et al. (2017) and Samiran et al. (2015). The findings can be adopted by the shopping malls’ managers to improve overall shopping malls’ performance as well as by mall developers to evaluate the mall site’s location and construction designs. For academicians, this study could be used as a ground work for further exploration of the possibilities to influence consumers’ purchase behaviours through different marketing strategies to increase sales and profits.

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A Decision Support on Planning Retail Tenant Mix in Shopping Malls

Procedia - Social and Behavioral Sciences ◽

10.1016/j.sbspro.2011.09.124 ◽

2011 ◽

Vol 24 ◽

pp. 317-324 ◽

Cited By ~ 6

Author(s):

Sebnem Burnaz ◽

Y. Ilker Topcu

Keyword(s):

Decision Support ◽

Shopping Malls ◽

Tenant Mix

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Introduction of a new method for retailing and marketing research: the case of shopping malls

Property Management ◽

10.1108/pm-09-2019-0049 ◽

2020 ◽

Vol 38 (3) ◽

pp. 365-381

Author(s):

Cenk Sozen ◽

Tülay Korkmaz Devrani

Keyword(s):

Marketing Research ◽

Shopping Behavior ◽

Shopping Mall ◽

Shopping Malls ◽

Content Type ◽

Network Analyses ◽

Critical Knowledge ◽

Competitive Relations ◽

Shopping Location ◽

Tenant Mix

PurposeThe purpose of this study is to suggest an unusual method that may help researchers to examine from the real-time movements of consumers among stores located on any kind of shopping location. We assumed shopping behavior of individuals as a complicated network representing their interactions with multiple types of stores – brands. Shopping malls were chosen to test this alternative method. Closely located stores in these organizations give researchers a chance to investigate patterns of interactions of customers in relation to brands. Therefore, we decided to develop an unusual method to examine customers' behavior in these organizations.Design/methodology/approachThis study suggests that circulation patterns of customers in a shopping location may provide valuable information to decision makers. The applicability of this technique was tested on 700 consumers visiting stores of a supper-regional shopping mall, located in Ankara, Turkey. Paths of the customers in a specific type of mall were determined, and their interactions with the stores were analyzed by using social network analysis techniques. The brands having key positions in the network were compared with the brand configuration of high- and low-performer malls serving to similar markets.FindingsThe results of the network analyses were used to understand whether this method could be beneficial for the ideal tenant mix problem of shopping malls. Findings suggest that the performance of malls depends on fitness to customer paths, and the malls, which didn't have the key brands at the initial stage, could not adapt themselves later. Findings of the case study verified that this technique might offer a solution to this well-known dilemma of the retailing sector and may have several implications.Originality/valueThese types of data are very valuable, especially for retailing research and the industry, because very critical knowledge such as traffic among retail stores, key central brands, ideal location of stores, consumption tendencies of different customer groups and symbiotic or competitive relations among retailers can be obtained. This method may also have broad implications in other fields of research such as location analysis, decision support systems and property management as well as marketing and retailing.

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