Studying motivations of store-loyal buyers across alternative measures of behavioural loyalty |
Abstract:
This study establishes a theoretical framework and provides empirical evidence related to the motivations and benefits sought by store-loyal customers. From a theoretical perspective, the proposed framework distinguishes utilitarian benefits, such as monetary and time savings, from hedonic benefits, such as shopping enjoyment, innovativeness and impulsiveness. From a methodological perspective, this study suggests the appeal of considering different measures of store-loyal behaviour, particularly those based on consumers self-assessments, as alternatives to measures based on solely on their budget allocations. The empirical findings indicate moderate consistency between these measures; self-assessment measures are more closely related to consumers motivational profiles. They also indicate the greater explanatory power of motivational variables compared with socio-demographic variables for characterising store-loyal buyers. Finally, store-loyal buyers general profile is less price sensitive, more time and service sensitive, less concerned about entertainment and new experiences, more likely to feature planning and more brand loyal.
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Keywords: |
Buyer profile; Store loyalty; Motivations; Benefits sought; Budget allocation; Self-assessment |
Author(s): |
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Source: |
European Management Journal (2013) 31, 348– 358 |
Subject: |
بازاریابی |
Category: |
مقاله مجله |
Release Date: |
2013 |
No of Pages: |
11 |
Price(Tomans): |
0 |
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