کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
880505 1471458 2008 17 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
Beyond promotion-based store switching: Antecedents and patterns of systematic multiple-store shopping
موضوعات مرتبط
علوم انسانی و اجتماعی مدیریت، کسب و کار و حسابداری بازاریابی و مدیریت بازار
پیش نمایش صفحه اول مقاله
Beyond promotion-based store switching: Antecedents and patterns of systematic multiple-store shopping
چکیده انگلیسی

In this paper, we demonstrate both theoretically and empirically that single-purpose multiple-store shopping is not only driven by opportunistic, promotion-based motivations, but that it may also result from a longer-term planning process based on stable store characteristics. We find that consumers may systematically visit multiple stores to take advantage of two types of store complementarity. In the case of ‘fixed cost complementarity’, consumers alternate visits to high and low fixed cost stores to balance transportation and holding costs against acquisition costs. ‘Category-preference complementarity’ occurs when different stores offer the best value for different product categories; this may induce consumers to visit these stores together on combined shopping trips. In both cases, multiple-store shopping leads to a shift from share-of-customers to share-of-wallet retail competition.

ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: International Journal of Research in Marketing - Volume 25, Issue 1, March 2008, Pages 5–21
نویسندگان
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