Path Analysis of Buyer Behavior under Conditions of Crowding

Harrell, Gilbert D.; Hutt, Michael D.; Anderson, James C.

doi:10.1177/002224378001700105

Cited by 167 publications

(97 citation statements)

References 8 publications

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“…We constructed the questions by adopting items from previous work that delineates social separateness (Vignoles, Chryssochoou, and Breakwell 2002) and modifying them for our context. Finally, the violation of personal space was measured with three items on a Likert-type scale (e.g., "I would feel my personal space is violated"; a ¼ .94), adopted from Harrell, Hutt, and Anderson (1980). The construct correlation matrix is presented in web appendix W3.…”

Section: Methodsmentioning

confidence: 99%

Brands as Rivals: Consumer Pursuit of Distinctiveness and the Role of Brand Anthropomorphism

Puzakova

Aggarwal

2018

Journal of Consumer Research

123

114

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Although past research has shown that anthropomorphism enhances consumers' attraction to a brand when social-connectedness or effectance motives are active, the current research demonstrates that anthropomorphizing a brand becomes a detrimental marketing strategy when consumers' distinctiveness motives are salient. Four studies show that anthropomorphizing a brand positioned to be distinctive diminishes consumers' sense of agency in identity expression. As a result, when distinctiveness goals are salient, consumers are less likely to evaluate anthropomorphized (vs. nonanthropomorphized) brands favorably and are less likely to choose them to express distinctiveness. This negative effect of brand anthropomorphism, however, is contingent on the brand's positioning strategy-brand-assupporter (supporting consumers' desires to be different) versus brand-as-agent (communicating unique brand features instead of focusing on consumers' needs) versus brand-as-controller (limiting consumers' freedom in expressing distinctiveness). Our results demonstrate that an anthropomorphized brand-as-supporter enhances consumers' sense of agency in identity expression, compared to both an anthropomorphized brand-as-agent and an anthropomorphized brand-ascontroller. In turn, enhancing or thwarting consumers' sense of agency in expressing their differences from others drives the differential impact of anthropomorphizing a brand positioned to be distinctive.

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Section: Methodsmentioning

confidence: 99%

Brands as Rivals: Consumer Pursuit of Distinctiveness and the Role of Brand Anthropomorphism

Puzakova

Aggarwal

2018

Journal of Consumer Research

123

114

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“…Negative feelings caused by in-store crowding have been found to translate into lower patronage for retail stores (e.g., Machleit 1990, Eroglu et al 2005). Another study found that in overcrowded stores potential buyers may even deviate from their planned shopping experience by spending less money than planned or even leaving without making a purchase (Harrell et al 1980). Finally, crowding in retail environments could also affect the performance of the sales associates who interact with the dissatisfied and/or aggressive customers (Lepore 1994), having implications for the overall store performance.…”

Section: Hypothesesmentioning

confidence: 99%

Effect of Traffic on Sales and Conversion Rates of Retail Stores

Perdikaki

Kesavan

Swaminathan

2012

M&SOM

150

139

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Attracting shoppers to stores and converting the incoming traffic into sales profitably are vital for the financial health of retailers. In this paper, we use proprietary data pertaining to an apparel retailer to study the relationship between store traffic, labor, and sales performance. We decompose sales volume into conversion rate (defined as the ratio of number of transactions to traffic) and basket value (defined as the ratio of sales volume to number of transactions) and analyze the impact of traffic on sales and its components. We find that store sales volume exhibits diminishing returns to scale with respect to traffic. We determine that this relationship is driven by a decline in conversion rate with traffic (as opposed to a decline in basket value). Our results show that an increase in conversion rate is associated with an increase in future traffic growth. We also find that increases in intra-day and inter-day traffic variability are associated with a decrease in store sales performance, while an increase in store labor is associated with an increase in sales performance.

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“…Bu adaptasyon stratejilerini şehirde/destinasyonda daha az zaman harcama, amaçlanan davranışları/planları yerine getirmeme, keşfetme davranışında bulunmamayı içermektedir (Milgram, 1970(Milgram, : 1461(Milgram, -1462. Perakende kapsamında bu stratejiler mağazada daha az zaman harcama, alışverişi tamamlamama, daha az ürün satın alma/ürün satın almama gibi davranışlar olarak tanımlanmıştır (Harrell, Hutt ve Anderson, 1980;Hui ve Bateson, 1991;Machleit, Kellaris ve Eroğlu, 1994;Eroğlu, Machleit ve Barr, 2005;Machleit Eroğlu ve Mantel, 2000). Pazarlama ve turizm bağlamında bir hizmet uzantısı olarak ele alınan kalabalığın bireylerin duyguları ve davranışları üzerinde etkili olduğu belirlenmiştir (Harrell, Hutt ve Anderson, 1980;Hui ve Bateson, 1991;Turley ve Millman, 2000;Machleit Eroğlu ve Mantel, 2000;Wakefield, Blodgett ve Sloan 2000;Tse, Sin ve Yim, 2002;Lee ve Graefe, 2003Eroğlu, Machleit ve Barr, 2005Newmann, 2007;Edwards ve Gustafsoon, 2008).…”

Section: Destinasyon Uzantıları öLçeğiunclassified

Destinasyon Uzantılarının Turistlerin Duygusal Tepkileri ve Davranışsal Niyetleri ile İlişkisi1 (The Relationships between Destinationscapes, Emotional Response and Behavioral Intentions)

Karagöz¹

2018

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Bu çalışmada destinasyon uzantılarının belirlenmesi ve destinasyon uzantılarının turistlerin duygusal tepkileri ve davranışsal niyetleri ile nedensel ilişkilerinin belirlenmesi amaçlanmıştır. Destinasyon uzantılarının belirlenmesinde, çevre psikolojisi, evrimci psikoloji ve estetik, pazarlama ve turizm alanlarında geliştirilen teoriler ve modellerden yararlanılmıştır. Destinasyon uzantıları, turistlerin duygusal tepkileri ve davranışsal niyetleri, geliştirilen soru formu ile ortaya konulmuştur. Araştırmanın yürütüldüğü Bodrum'da tatillerini geçiren yerli ve yabancı turistlerden kişisel görüşme yoluyla elde edilen veriler analiz edilmiştir. Verilerin analizi sonucu, destinasyon uzantılarını oluşturan boyutlar belirlenmiş, destinasyon uzantılarının turistlerin duygusal tepkileri arasında doğrudan ilişkili olduğu belirlenmiştir. Ayrıca turistlerin duygusal tepkileri ve davranışsal niyetleri arasında doğrudan bir ilişki saptanmıştır.

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Path Analysis of Buyer Behavior under Conditions of Crowding

Cited by 167 publications

References 8 publications

Brands as Rivals: Consumer Pursuit of Distinctiveness and the Role of Brand Anthropomorphism

Brands as Rivals: Consumer Pursuit of Distinctiveness and the Role of Brand Anthropomorphism

Effect of Traffic on Sales and Conversion Rates of Retail Stores

Destinasyon Uzantılarının Turistlerin Duygusal Tepkileri ve Davranışsal Niyetleri ile İlişkisi1 (The Relationships between Destinationscapes, Emotional Response and Behavioral Intentions)

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