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- Grewal, Dhruv, et al.
(författare)
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Enhancing Customer Engagement Through Consciousness
- 2017
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Ingår i: Journal of Retailing. - : Elsevier. - 0022-4359. ; 93:1, s. 55-64
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Tidskriftsartikel (refereegranskat)abstract
- Firms and academics recognize the importance of creating an engaged customer base, though an in-depth understanding of how to achieve it is limited. This article proposes that firms that use consciousness as a foundational philosophy can create a more engaging and meaningful customer experience. A retailer or service provider with foundations in consciousness has a higher purpose and values that get espoused and fulfilled throughout the organization, working in a way to optimize benefits to its multiple stakeholders (investors, employees, customers, suppliers, the environment, the community). Building on these foundations, retailers can achieve deeper engagement with customers, deliver outstanding customer experiences, create emotional connections with customers, and establish a shared identity based on a clear purpose and values.
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| 8. |
- Grewal, Dhruv, et al.
(författare)
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In-store Experiments
- 2014
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Konferensbidrag (övrigt vetenskapligt/konstnärligt)
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| 9. |
- Grewal, Dhruv, et al.
(författare)
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Insights from In-store Experiments
- 2014
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Ingår i: Shopper marketing and the role of in-store marketing. - : Emerald. ; 11
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Bokkapitel (övrigt vetenskapligt/konstnärligt)
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| 10. |
- Grewal, Dhruv, et al.
(författare)
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Roles of retailer tactics and customer-specific factors in shopper marketing: Substantive, methodological, and conceptual issues
- 2016
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Ingår i: Journal of Business Research. - : Elsevier. - 0148-2963. ; 69:3, s. 1009-1013
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Tidskriftsartikel (refereegranskat)abstract
- This article highlights how much remains to be discovered and understood in retailing research. The advent of new technologies and omnichannel retailing shift the retail landscape. This article highlights the importance of considering research from multiple perspectives: substantive, methodological, and conceptual. The overall substantive focus of this special issue aims to enrich understanding of how consumers move down the path to purchase by examining how retailer tactics and customer-specific factors affect shopping behavior. The current article also highlights the substantive, methodological, and conceptual contribution of each of the special issue articles. Finally, this introduction highlights areas that are ripe for further research.
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- Lindström, Annika, et al.
(författare)
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Does the presence of a mannequin head change shopping behavior?
- 2016
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Ingår i: Journal of Business Research. - : Elsevier BV. - 0148-2963 .- 1873-7978. ; 69:2, s. 517-524
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Tidskriftsartikel (refereegranskat)abstract
- Mannequins are ubiquitous; this research investigates a specific element of mannequin style, namely, the presence or absence of a humanized head. Study 1 demonstrates that in physical stores, the presence of a humanized head enhances purchase intentions for the merchandise displayed on that mannequin. However, in online stores, mannequin styles with and without humanized heads are equally effective. Study 2 confirms the physical store results among customers with less fashion knowledge (novices), but among customers with more fashion knowledge (experts), the results reverse, such that mannequins without humanized heads enhance purchase intentions. Further, accessories are more likely to be viewed by experts when the mannequin is headless. These results are based on experiments whose dependent measures included both survey and eye-tracking data.
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| 13. |
- Nordfält, Jens, et al.
(författare)
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Pricing in the modern world: the role of price-related and non-price related cues
- 2014
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Ingår i: Journal of Product and Brand Management. - : Emerald. - 1061-0421. ; 23:6, s. 397-400
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Tidskriftsartikel (refereegranskat)abstract
- This editorial aims to discuss how the modern world is causing pricing practices of both retailers and consumers to evolve. The contributions of seven papers included in this special issue have been highlighted. Design/methodology/approach -- The purpose is to explore how different cues impact consumer reactions to prices. Findings -- These cues include both cues regarding the price itself (e.g. the level of the discount, how the price is broken into component parts, the starting price in an auction), as well as non-price-related cues (e.g. private labels, brand familiarly, consumer ratings, creativity of an ad). In addition, this special issue includes a review article which provides a comprehensive review of behavioral pricing research. Originality/value -- The contributions of seven papers included in this special issue have been highlighted
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| 14. |
- Nordfält, Jens, et al.
(författare)
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Retailing in today's world: Multiple channels and other strategic decisions affecting firm performance
- 2017
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Ingår i: Journal of Retailing and Consumer Services. - : Elsevier. - 0969-6989. ; 34, s. 261-263
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Tidskriftsartikel (övrigt vetenskapligt/konstnärligt)abstract
- Section snippets Multichannel strategies. The need to understand multichannel strategies is not new. Prior research has called for examinations of how pure play or Internet retailers define different strategies and manage multiple channels (Neslin et al., 2006). What is new is the evolution in the number of channels that must be considered. In their article, “Consumer Willingness to Pay across Retail Channels,” Chatterjee and Kumar highlight some differences between omni-channel retailers and pure play online retailers. Their results... Strategies affecting retailer performance. Retailing research has long realized the importance of merchandise pricing (e.g., Grewal et al., 2010, Grewal et al., 2011, Grewal et al., 2012; Roggeveen et al., 2014), prompting examinations of various elements of pricing, such as reference prices, how price offers are communicated, locations of prices, and the presence of low price guarantees. A newer and exciting method that retailers can use to communicate price is through social coupons on sites such as Groupon. For a social coupon, some... Conclusion. This special issue focuses on two important issues for retailers in today’s interconnected marketplace – understanding the impact of multichannel opportunities for retailers and how the different strategies they adopt affect customers and their behavior, and thus firm performance. Three papers in this special issue focus on multichannel issues. It is interesting and important to note that all three of those papers discussed the moderating impact of the type of good on the outcome; for example,...
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- Nordfält, Jens, et al.
(författare)
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The Future of Retailing
- 2017
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Ingår i: Journal of Retailing. - : Elsevier. - 0022-4359. ; 93:1, s. 1-6
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Tidskriftsartikel (refereegranskat)abstract
- Retailers have embraced a variety of technologies to engage their customers. This article focuses on "The Future of Retailing" by highlighting five key areas that are moving the field forward: (1) technology and tools to facilitate decision making, (2) visual display and merchandise offer decisions, (3) consumption and engagement, (4) big data collection and usage, and (5) analytics and profitability. We also suggest numerous issues that are deserving of additional inquiry, as well as introduce important areas of emerging applicability: the internet of things, virtual reality, augmented reality, artificial intelligence, robots, drones, and driverless vehicles.
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- Roggeveen, Anne, et al.
(författare)
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Do digital displays enhance sales? Role of retail format and message content
- 2016
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Ingår i: Journal of Retailing. - : Elsevier. - 0022-4359. ; 92:1, s. 122-131
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Tidskriftsartikel (refereegranskat)abstract
- This research examines the impact of in-store digital displays on retail sales across four different store formats. The results of three field experiments show that sales in hypermarkets are enhanced when digital displays are on. However, in supercenters and supermarkets, having the digital displays on has a minimal effect on sales, and in smaller stores (e.g., convenience stores), the digital displays have a negative impact on sales. A follow-up study confirms that the lift in sales in larger stores when the digital displays are on continues five months after their initial installation, though the lift does diminish somewhat. Furthermore, for the digital display to result in a sales lift, the message content must promote the price.
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| 19. |
- Roggeveen, Anne, et al.
(författare)
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From customer experience to human experience : Uses of systematized and non-systematized knowledge
- 2022
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Ingår i: Journal of Retailing and Consumer Services. - : Elsevier. - 1873-1384 .- 0969-6989. ; 67
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Tidskriftsartikel (refereegranskat)abstract
- The conceptual framework proposed herein reveals how firms might establish a human experience focus, using both systematized and non-systematized knowledge to identify points of pain and gain. Such efforts align with the critical need for firms to develop their approaches to the customer experience, by moving beyond addressing how customers respond to their offerings and toward thinking about the human experience of how firms respond to customers’ ambitions, beliefs, values, and feelings to interact in the manner customers prefer. To create a human experience, firms must manage it in relation to touchpoints, personalization, operations, and company culture, using systematized knowledge to monitor the experience, identify problems, and make improvements, together with non-systematized knowledge to innovate in relation to the experience. © 2022
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Shopper marketing and the role of in-store marketing
- 2014
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Samlingsverk (redaktörskap) (övrigt vetenskapligt/konstnärligt)abstract
- This volume of Review of Marketing Research (RMR) focuses on Shopper Marketing and the Role of In-Store Marketing. The chapters draw from academic research as well as collaborations with major retailers and industry practitioners. Over the past several decades there has been research into how marketing actions influence how shoppers respond to offers. Yet, with the ever-shifting landscape due to influences such as mobile devices, the internet, and social media, there is an increasing need to understand how marketing actions influence shoppers in their path to purchase. Although there are many path to purchase points which are important to understand, this edition of RMR is devoted to the topic of in-store marketing actions to understand their impact on shopper reactions to offers. The chapters highlight new technologies (e.g., mobile, digital displays) and information aids (e.g., nutrition scores, floor signage) being used by leading retailers to influence the path to purchase. In addition, new research technologies (e.g., eye-tracking, heat maps, in-store experiments) and models that are being used to assess the effectiveness of the path to purchase tactics are discussed.
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