Measuring the shopper's attitude toward the point of sale display: Scale development and validation

Horstmann, Felix

doi:10.1016/j.jretconser.2017.01.011

Cited by 23 publications

(23 citation statements)

References 57 publications

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“…To obtain more detailed results, we select the three variables of product description, product display and product content to measure and represent the product information. These three variables can obtain good results in analysing the effect of product information on consumers' purchase (Horstmann, 2017). In this research, the product description indicates the information related to the mode of product presentation (Park et al , 2007), and it measures the overall impression and feeling of product information on consumers.…”

Section: Theoretical Backgroundsmentioning

confidence: 99%

“…In this research, the product description indicates the information related to the mode of product presentation (Park et al , 2007), and it measures the overall impression and feeling of product information on consumers. Product display means the information related to the form of product display (Horstmann, 2017), and it reflects the effect of different ways of displaying information to consumers. Product content refers to the information related to product attributes (Horstmann, 2017), and it measures the consumers' cognition and view of the information that describes product attributes.…”

Section: Theoretical Backgroundsmentioning

confidence: 99%

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Analysing impulse purchasing in cross-border electronic commerce

Zhu

Yan

Ding

2020

IMDS

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PurposeThe purpose of this paper is to explore the impact of product information on impulse purchases in a cross-border electronic commerce (CBEC) setting from the perspective of cue stimulation.Design/methodology/approachThis study proposes a research model of impulse purchases in CBEC based on the cue utilization theory and Stimulus-Organism-Response (S-O-R) model. The research model was tested using covariance-based structural equation modelling. Data were collected from the consumers of a popular CBEC platform in China.FindingsA high-quality product description has a significant positive effect on concentration but not on curiosity and autotelic experience. A high-quality product display has a significant positive effect on concentration, curiosity and autotelic experience. High-quality product content has a significant positive effect on curiosity and autotelic experience but not on concentration. Curiosity and autotelic experience both have a significant positive effect on impulse purchases; however, concentration has no such effect on an impulse purchase. Curiosity and autotelic experience have a full mediation effect between product display and impulse purchases and between product content and impulse purchases, respectively.Originality/valueThis study integrates the S-O-R model and cue utilization theory to construct a theoretical model of product information-flow experience-impulse purchases. According to the model, we can understand how product information influences consumers' impulse purchases in CBEC.

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Section: Theoretical Backgroundsmentioning

confidence: 99%

Section: Theoretical Backgroundsmentioning

confidence: 99%

Analysing impulse purchasing in cross-border electronic commerce

Zhu

Yan

Ding

2020

IMDS

View full text Add to dashboard Cite

show abstract

“…The correlation matrix acknowledged the existence of a substantial number of coefficients of 0.3 or above. Bartlett's test of sphericity was statistically significant, and the Kaiser-Meyer-Olkin (KMO) value (0.923) surpassed the suggested value of 0.6 (Wu et al, 2019), signifying the inter-item correlations were adequate for EFA (Horstmann, 2017). The EFA analysis adopted a principal component analysis (PCA) method with varimax rotation.…”

Section: Exploratory Factor Analysis (Efa)mentioning

confidence: 98%

An investigation into the antecedents of frontline service employee guardianship behaviours

Potdar¹,

Garry²,

Gnoth³

et al. 2021

JSTP

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PurposeThis study aims to provide empirically generated insights into the drivers of guardianship behaviour among frontline service employees (FLEs) within retail settings.Design/methodology/approachThe research framework comprises a quantitative survey of 507 frontline service employees at national supermarkets within New Zealand.FindingsThe findings of the survey suggest that service employee perceptions of internal corporate social responsibility (CSR) activities, their level of psychological ownership towards the supermarket and personal moral beliefs, shape their guardianship behaviours and, consequentially, the prevention of in-store deviant behaviours by customers such as shoplifting.Originality/valueThe contribution of this paper is twofold. First, it offers both a conceptual foundation and an empirical-based evaluation of the antecedents and role of guardianship behaviour among frontline service employees. Second, the conceptual model derived from this research may aid practitioners in developing strategies that engender guardianship behaviours in their employees within service contexts.

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“…However, usage of various collaterals for point of sale depends on the target customers the store wants to attract (Lawley et al, 2016) because distinct generation groups differ from one another in terms of values, attitude and preferences which can affect their buying habits (Parment, 2013). Consequently, from various display design options, mass production of the best design must be done and place them on the right areas of the store to attract shoppers even more from the product display being promoted (Horstmann, 2017). Moreover, Pantano and Viassone (2014) even argued that some customers are not completely satisfied with the retailer's use of new technology in their point of sale.…”

Section: Shelf Talkermentioning

confidence: 99%

Retailing Elements That Break Customer Restraints: A Conjoint Analysis Approach

Angeles

Trinidad

2020

MJHSS

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Traditional retailing remains to be the most utilized platform for fast-moving consumer goods transactions. The need to understand the dynamics between the physical retail stores and how it affects consumer behavior is still of utmost importance. The study aims to determine retailing elements that are most influential in terms of increased spending. The study led to the following insights: on a non-controlled and controlled environment in terms of spending cap, the most prominent retailing element in terms of influence is the presence of directional signages with the degree of importance at 25.08 and 22.38 respectively, while in a controlled environment, high level of product assortment follows with the degree of importance at 16.47. As a point of parity between the two spending environments, presence of product bundle as a retail element, replacing the high level of product assortment, is influential on uncapped spending scenario with the degree of importance at 21.88, while being one of the least influential in capped spending with the degree of importance at 6.26. The results were gathered via conjoint analysis statistical method covering eight distinct retail elements through a nationwide sampling dispersal. Keywords: promotion, atmospheric, point-of-purchase display, value-added service, purchase behavior, conjoint analysis, fast-moving consumer goods, retailing

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Measuring the shopper's attitude toward the point of sale display: Scale development and validation

Cited by 23 publications

References 57 publications

Analysing impulse purchasing in cross-border electronic commerce

Analysing impulse purchasing in cross-border electronic commerce

An investigation into the antecedents of frontline service employee guardianship behaviours

Retailing Elements That Break Customer Restraints: A Conjoint Analysis Approach

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