Consumers between supermarket shelves: The influence of inter-personal distance on consumer behavior

Lück, Michael; Benkenstein, Martin

doi:10.1016/j.jretconser.2015.06.002

Cited by 34 publications

(42 citation statements)

References 54 publications

Supporting

Mentioning

Contrasting

Unclassified

Order By: Relevance

“…People in Brunswick and Carlsbad/Encinitas perceived it to be driven by profit, yet more accessible in terms of time, convenience, uniform food availability, and responsiveness to consumer demands (including price). The large number of people accessing supermarkets was also emphasised (Luck and Benkenstein, ). These perceptions aligned closely with other studies of supermarkets and the nature of the dominant system and highlight some of the main tensions experienced by relatively affluent Western consumers who are aware of their own actions, but not at ease with them (Hughes, ; Falk and Campbell, ; Crewe, ; Guthman, ; Burch et al ., ).…”

Section: Discussionsupporting

confidence: 83%

“…The complex entanglement between food, place, (personal) space, community, and individuals' sensory experiences (i.e. visual, taste and smell) has been explored (Robino et al ., ; Gutjar et al ., ; Luck and Benkenstein, ). Population ageing, with impaired mobility and changing sensory experiences, is also a point of consideration in the case of elderly participants' engagement with food systems (Giacalone et al ., ).…”

Section: Reviewing the Role Of Perceptions In Food Acquisitionmentioning

confidence: 97%

See 1 more Smart Citation

Food in the City: Urban Food Geographies and ‘Local’ Food Sourcing in Melbourne and San Diego County

Mcgirr

Batterbury

2015

Geographical Research

View full text Add to dashboard Cite

Perceptions of food systems and food acquisition decisions are grounded in specific socio‐economic and environmental contexts. Working in two relatively affluent urban communities in Melbourne, Australia and San Diego County, USA, this article explores the ways that individuals perceive their food systems, where they acquire food, and their definitions of ‘local’ sourcing. Surveys and interviews reveal a clear discrepancy between the ideals and the reality of food acquisition decision‐making, particularly the desire to eat ‘local food’. Survey respondents' realities do not live up to their expectations. These practices can largely be explained by the interplay between the respondents' perceived priorities, food preferences, dietary requirements, and decision‐making constraints in particular urban geographies. Further research is needed on the role of perceptions in food decision‐making in specific geographic contexts.

show abstract

Section: Discussionsupporting

confidence: 83%

Section: Reviewing the Role Of Perceptions In Food Acquisitionmentioning

confidence: 97%

Food in the City: Urban Food Geographies and ‘Local’ Food Sourcing in Melbourne and San Diego County

Mcgirr

Batterbury

2015

Geographical Research

View full text Add to dashboard Cite

show abstract

“…The influence of a passive social presence is also readily apparent in the retail context. For instance, the mere presence (vs. absence) of another shopper can cause a consumer to select a more expensive brand (Argo et al, ), spend more time shopping (Luck & Benkenstein, ), and evaluate a service provider more favorably (Brack & Benkenstien, , ), while reporting a greater likelihood of recommending the service (Brack & Benkenstien, , ), shopping satisfaction (Kwon, Ha, & Im, ; Luck & Benkenstein, ), and willingness to buy (Luck & Benkenstein, ). Although these retail examples focus on the impact of another shopper, a sales associate can also serve as an influential passive social presence.…”

Section: The Impact Of a Social Presencementioning

confidence: 99%

A contemporary review of three types of social influence in consumer psychology

Argo

2019

Consumer Psychology Review

View full text Add to dashboard Cite

This review synthesizes the social presence literature that has been conducted in consumer psychology over the past decade. It provides a framework for understanding the impact of other buyers and salespeople on a consumer's thoughts, feelings, and behaviors. The review is structured around three types of social influence: utilitarian, valueexpressive, and informational. Examples of how recent research has explored each type of influence are provided. In addition to integrating the work that has previously been conducted, this review also highlights future research directions for advancing the field's understanding of the role and impact of a social presence on consumers.

show abstract

“…Interestingly, only one out of the 25 participants had already attended trainings or workshops that included shopping companions to at least some degree, which could also explain their heavy reliance on intuition and experience. Consequently, especially apathetic companions were often considered to have no influence on the shopper, although earlier research suggests that even strangers in the environment can influence shopper behavior (McGrath and Otnes 1995), even if they do not interact with them (Argo et al 2005;Luck and Benkenstein 2015). While these studies focused on strangers in retail settings, the potential negative influence of passive companions on a shopper's emotions and thought processes should not be discounted rashly, as we also found isolated evidence for a shopper feeling pressured in situations where an apathetic companion was present.…”

Section: Selling Techniques and The Education Of Salespeoplementioning

confidence: 99%

Re-designing adaptive selling strategies: the role of different types of shopping companions

2020

View full text Add to dashboard Cite

This paper explores the influence of shopping companions in retail sales conversations and the necessity of designing more comprehensive sales training programs. In particular, the characteristics and behaviors of shopping companions and their subsequent effects on accompanied shoppers, the salesperson and the sales conversation are examined. Shopping companions have not played a role in adaptive selling research and most practical trainings for salespeople so far, although they can significantly affect shopper behavior and decision-making, and require distinct approaches by salespeople. Systematizing in-depth interviews with salespeople and qualitative content analysis reveal a variety of different character traits and behaviors of shopping companions that can lead to positive and negative outcomes from a salesperson's perspective. The interactions that take place between customers and salespeople are the core element of customer-oriented service in retailing. When a holistic customer-oriented service is part of their value proposition, retailers should consider redesigning training programs for salespeople and include the influence of shopping companions. In doing so, salespeople's customer orientation can be increased by augmenting their capabilities and enabling them to make use of adaptive selling techniques specifically designed for co-shopping situations.

show abstract

Consumers between supermarket shelves: The influence of inter-personal distance on consumer behavior

Cited by 34 publications

References 54 publications

Food in the City: Urban Food Geographies and ‘Local’ Food Sourcing in Melbourne and San Diego County

Food in the City: Urban Food Geographies and ‘Local’ Food Sourcing in Melbourne and San Diego County

A contemporary review of three types of social influence in consumer psychology

Re-designing adaptive selling strategies: the role of different types of shopping companions

Contact Info

Product

Resources

About