Journal ArticleDOI
Using product, brand and purchasing involvement for retail segmentation
TLDR
In this paper, the authors extended the concept by adding brand decision involvement and purchasing involvement to derive retail customer segments, and the clusters derived show strong differences across both purchase behaviour and response to marketing strategies.About:
This article is published in Journal of Retailing and Consumer Services.The article was published on 1997-07-01. It has received 289 citations till now. The article focuses on the topics: Marketing strategy & Purchasing.read more
Citations
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Journal ArticleDOI
Buying or browsing? An exploration of shopping orientations and online purchase intention
TL;DR: In this article, the authors show empirically that consumers' fundamental shopping orientations have no significant impact on their proclivity to purchase products online, and that factors that are more likely to influence purchase intention include product type, prior purchase, and, to a lesser extent, gender.
Journal ArticleDOI
Multichannel Shopper Segments and Their Covariates
TL;DR: In this article, the authors consider a dynamic process that consists of search and purchase phases, in which the total utility of shopping process is determined by the perceived consumer utility toward channel use, which is mainly driven by consumer characteristics.
Journal ArticleDOI
Using simulations from discrete choice experiments to measure consumer sensitivity to brand, region, price, and awards in wine choice
TL;DR: This paper used a discrete choice experiment approach to understand how key extrinsic cues are used by different consumer groups when choosing wine and found that low involvement consumers use price and award to a greater degree than high involvement consumers.
Journal ArticleDOI
Planning a wine tourism vacation? Factors that help to predict tourist behavioural intentions
TL;DR: In this paper, a large cross-sectional survey was undertaken within Australia to investigate potential wine tourists' intentions to take a wine-based vacation, and three wine tourism attitudinal dimensions were identified and confirmed using exploratory and confirmatory factor analyses.
Book
Best-Worst Scaling: Theory, Methods and Applications
TL;DR: The stability of aggregate-level preferences in longitudinal discrete choice experiments Towhidul Islam and Jordan J. Louviere show that best-worst analysis using delivered pizza and toothpaste examples is an alternative to ratings data.
References
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Journal ArticleDOI
The Commitment-Trust Theory of Relationship Marketing
Robert Morgan,Shelby D. Hunt +1 more
TL;DR: Relationship marketing, established, developing, and maintaining successful relational exchanges, constitutes a major shift in marketing theory and practice as mentioned in this paper, after conceptualizing relationship relationships as a set of relationships.
Journal ArticleDOI
Measuring the Involvement Construct
TL;DR: The Personal In-volvement Inventory was developed over four data sets of 268 undergraduate psychology students, two data set of 49 MBA students, and two data sets with 57 clerical and administrative staff members as mentioned in this paper.
Journal ArticleDOI
Relationship Quality in Services Selling: An Interpersonal Influence Perspective:
TL;DR: In this article, the authors describe the role of relationship manager as the quality of the relationship between the salesperson and the customer, which is defined as "the quality of a salesperson's relationship with the customer".
Journal ArticleDOI
The equivalence of weighted kappa and the intraclass correlation coefficient as measures of reliability.
Joseph L. Fleiss,Jacob Cohen +1 more
TL;DR: The use of kappa implicitly assumes that all disagreements are equally serious as discussed by the authors, which is not the case, and hence the use of the kappa scale implicitly implies that not all disagreements will be equally serious.
Journal ArticleDOI
Cluster Analysis in Marketing Research: Review and Suggestions for Application:
Girish Punj,David W. Stewart +1 more
TL;DR: In this article, alternative methods of cluster analysis are presented and evaluated in terms of recent empirical work on their performance in marketing problems, and they are compared to the traditional methods of clustering.
Related Papers (5)
The influence of consumption situation and product involvement over consumers’ use of product attribute
Pascale G. Quester,Justin Smart +1 more