How Customers Actually Shop: Customer Interaction with the Point of Sale

Phillips, Hugh; Bradshaw, Roy

doi:10.1177/147078539303500104

Cited by 53 publications

(42 citation statements)

References 4 publications

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“…The move to larger supermarkets and increased segmentation of markets has led to the proliferation of products, so that packaging has to work in a more crowded competitive context both in the retail environment and in the kitchen (Thompson, 1996). Impulse buying is also increasing, with an estimated half of all grocery purchases being unplanned, (Cobb and Heyer cited in Philips and Bradshaw, 1993). A quantitative survey by the Henley Centre concluded that 73% of purchase decisions were made at point of sale.…”

Section: Pack Designmentioning

confidence: 99%

The verbal and visual components of package design

Rettie

Brewer²

2000

Journal of Product &Amp; Brand Management

247

197

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Section: Pack Designmentioning

confidence: 99%

The verbal and visual components of package design

Rettie

Brewer²

2000

Journal of Product &Amp; Brand Management

247

197

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show abstract

“…During the transition between purchase intention and actual buying behaviour, the individual interacts with a physical and social environment (Phillips, 1993). This interaction with environmental factors influences their decision making.…”

Section: Current Limitationsmentioning

confidence: 99%

Why Ethical Consumers Don’t Walk Their Talk: Towards a Framework for Understanding the Gap Between the Ethical Purchase Intentions and Actual Buying Behaviour of Ethically Minded Consumers

2010

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“…The linear nature of the model is a major source of criticism as it is recognised that the elements of the buyer decision-making process do not necessarily occur in a set sequence (Brinberg & Lutz, 1986) and some may in fact occur concurrently (Phillips & Bradshaw, 1993). This is an important distinction for this paper because while it is comfortable to think that when a solution is sought to a problem, a person searches for information, creates a list of criteria by which to compare the different options and then evaluates these options as best they can, it does not in fact fit with the kind of decisions made in the current financial services marketplace.…”

Section: Engel Kollat and Blackwell Model (1968)mentioning

confidence: 99%

A review of consumer decision-making models and development of a new model for financial services

Milner

Rosenstreich

2013

J Financ Serv Mark

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It is recognised that existing theories of Consumer Decision Making (CDM) are not well suited for financial services and there have been calls for development of a new conceptual model. This article reviews prominent models of CDM and identifies strengths and limitations. A new conceptual model that is applicable to financial services is developed. An important element of the model is the recognition that the components interact rather than a consumer following a linear progression through a series of stages. The new model better reflects the iterative decision-making process relevant to financial services and enhances marketers' understanding of the process and thus their ability to influence it to increase the likelihood of positive outcomes for all. The model has three main components: inputs, processes and outcomes. Inputs include the purchase situation (contextual and environmental variables), consumer characteristics (psychological and social influences) and information sources (marketing mix and interpersonal). Processes include need arousal, information utility, criteria development and evaluation of alternatives. Outcomes include the decision (that may be to abort the purchase), the purchase itself and post-decision evaluation. Further research is required to test the relationships between the variables in different contexts, and thus enable refinement and/or validation of the model. A review of consumer decision-making models and development of a new model for financial services 2 AbstractIt is recognised that existing theories of consumer decision-making are not well suited to financial services and there have been calls for development of a new conceptual model. This paper reviews prominent models of consumer decision-making and identifies strengths and limitations. A new conceptual model that is applicable to financial services is developed. An important element of the model is the recognition that the components interact rather than a consumer following a linear progression through a series of stages. The new model better reflects the iterative decision-making process relevant to financial services and enhances marketers' understanding of the process and thus their ability to influence it to increase the likelihood of positive outcomes for all. The model has three main components: Inputs, processes and outcomes. Inputs include the purchase situation (contextual and environmental variables), consumer characteristics (psychological and social influences), and information sources (marketing mix and interpersonal). Processes include need arousal, information utility, criteria development and evaluation of alternatives. Outcomes include the decision (which may be to abort the purchase), the purchase itself, and post-decision evaluation.Further research is required to test the relationships between the variables in different contexts, and thus enable refinement and/or validation of the model.

show abstract

How Customers Actually Shop: Customer Interaction with the Point of Sale

Cited by 53 publications

References 4 publications

The verbal and visual components of package design

The verbal and visual components of package design

Why Ethical Consumers Don’t Walk Their Talk: Towards a Framework for Understanding the Gap Between the Ethical Purchase Intentions and Actual Buying Behaviour of Ethically Minded Consumers

A review of consumer decision-making models and development of a new model for financial services

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