We examine how farm characteristics affect marketing contract decisions. We relax the restrictive assumptions of Tobit, Poisson, and multinomial logit models and consider the quantity, frequency, and contract type decisions conditional on, rather than jointly with, the contract adoption decision. In contrast to earlier studies on marketing contract decisions, we estimate a two-step econometric model using Agricultural Resource Management Study data and find that farm characteristics affecting decisions to adopt marketing contracts differ from those affecting decisions regarding quantity, frequency, and contract type. Copyright 2004, Oxford University Press.
In this research study, grocery shoppers were interviewed to identify the factors that influence satisfaction with their primary store and the factors that encourage them to continue patronising this store despite being presented with an inducement to shop at another store. The study estimated two models; one predicting store satisfaction and the other predicting store loyalty. The results demonstrate that the significant factors that contribute to store satisfaction have little in common with the factors that impel shoppers to stay store loyal. Moreover, there was no evidence from this study that shoppers' overall store satisfaction was by itself a significant influence on their continued patronage of the store. Retail firms often do not recognise that the elements that contribute to customer satisfaction are different from those factors that help sustain store loyalty and consequently do not separate their resources between the two sets. Unless retail firms remain vigilant to changing consumer behaviour patterns, they will not be able to tell apart the elements of the retail mix that could typically insulate their primary customers from responding to special competitive offers.
PurposeThis study, conducted in Thailand, aims to examine the effect of interaction of country‐of‐origin (COO), brand equity and product purchase involvement on consumers' evaluation and purchase preference of Thai brands of fashion apparel made in three nominated Asian countries of varying levels of manufacturing competence.Design/methodology/approachData from a field survey were analyzed through a 2×2×3 factorial design and the influence of a particular factor over the others in specific scenarios was observed.FindingsThis study suggests that if low purchase involvement apparel with high brand equity is sourced from a country‐of‐origin of low perceived competence, the superior reputation of the brand encourages consumer partiality to the apparel's quality and purchase inclination. However, this study has evidenced that a brand of modest equity sourced from the under‐developed economy is capable of getting greater consumer support for its higher end fashion products than for its standard apparel.Practical implicationsThat consumers are comfortable with the quality of high‐end fashion items sourced from lesser developed countries suggests that low equity brands ought not to feel discouraged to enter the high end of the fashion market particularly if they can offer a price advantage and promise of guaranteed quality.Research limitations/implicationsA more expansive paper would allow for analysis of interaction effects of additional combinations of country's competence, brand equity and purchase involvement on consumers' evaluation and purchase preference.Originality/valueThis study informs brand owners of consumer expectations of high and low complexity products, made in countries of differing manufacturing competencies, to deliver desired level of performances.
. His areas of research include studies on buying behaviour at the point of purchase. His interest in this area largely stems from his experience as a corporate executive and consultant with the retail industry. This paper formed part of his work towards a greater understanding of the mindset of distinct segments in a multicultural buying cohort when making purchasing decisions in the store.Mr. Malay Joshi is a lecturer in marketing in the School of Hospitality, Tourism and Marketing, Faculty of Business and Law at Victoria University, Melbourne. AUSTRALIAN RETAILERS NEED TO ENGAGE WITH PRIVATE LABELS TO ACHIEVE COMPETITIVE DIFFERENCE AbstractPrivate label growth in Australia has not kept pace with the growth in private labels elsewhere. This research paper establishes that the odds of a consumer being highly pleased with a store label product when they are supportive of the quality of private labels, is more than the odds of the consumer being highly satisfied when purchasing private label products simply because they are priced significantly lower than manufacturer brands. It would therefore be useful for Australian retailers to increase investment in private label programs including changing their customers' attitudes to the quality of private labels if they are to stay competitive.
is the course coordinator in the retail management stream of the Business degree at Victoria University, Melbourne, Australia. His areas of research include studies on buying behaviour at the point of purchase. His interest in this area largely stems from his experience as a corporate executive and consultant with the retail industry. This paper formed part of his work towards a greater understanding of the mindset of distinct segments in a multicultural buying cohort when making purchasing decisions in the store. Keywords checkouts , aisles , supermarkets, shopping frequency, impulse buyingAbstract There is a general belief that products bought at store checkouts are selected on hasty inclinations. This study indicates that checkout purchases are commonly infl uenced by store-visit frequencies. Not all checkout purchases can casually be referred to as impulsive because what items shoppers select at checkouts indicate conscious concern with making effi cient use of their shopping time.
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