Brand personality appeal in retailing: Comparing fashion- and grocery retailing

In a mature retail market, branding can offer retailers opportunities for setting themselves apart. This study examines the construct ‘brand personality appeal’ (BPA; Freling et al., 2011) in retailing. Two consumer surveys are administered, on fashion retailing (n = 104) and grocery retailing (n = 101), focusing on (1) store personality, (2) BPA, and (3) retailer brand equity. A SmartPLS estimation shows that ‘enthusiasm’ is a personality trait that appeals to consumers regardless of the retail context, whereas ‘sophistication’ matters more in fashion retailing and ‘unpleasantness’ in grocery retailing. BPA is a significant driver of retail brand equity, regardless of the retail context.     

The ‘online high street’ or the high street online? The implications for the urban retail hierarchy

The U.K. has the greatest proportion of online sales in Europe. This study seeks to explore the differential effects of online retailing on the (evolving) hierarchy of shopping centres by examining current trends and underlying forces. The overall objectives of the paper are to qualify and explore the influence of online retailing in the decision-making processes of leading retailers today; and to assess how virtual influences become manifest in the tangible built environment and have impacted the retail hierarchy? It differentiates online retail trends by sector and retailer size, and examines the consequences for different types of shopping centres. The empirical research is based on the changing location of stores of a major fashion retailer and interviews with three of Britain’s leading retailers that have seen the more substantial increase in online turnover in recent years. Major retailers are found to have integrated online offerings, such as click and collect, into a ‘multi-channel’ retailing approach. Online retailing has therefore become an inherent and central element within large retailers’ business and therefore real estate strategies, with considerations such as online marketplace penetration and possible ‘cannibalisation’ coming to the fore in decision-making about store location. Online retail sales are, to a degree, drawing sales away from shopping centres but its impact on the existing shopping hierarchy is largely to reinforce established long-term trends driven by the motor age and the shift to out of town retailing. This is symbolised by the largest ‘high street’ fashion retailer now having more branches in retail parks than town centres. Out of town shopping centres for example are benefitting because of the ease of goods collection offered by these locations.     

Barriers to ‘industrialisation’ for interwar British retailing? The case of Marks & Spencer Ltd

Research on international differences in retail productivity has highlighted formidable environmental barriers to the ‘industrialisation’ of mass retailing as a driver of declining British interwar productivity growth in this sector (and in services more generally). We examine evidence for such barriers, using a case study of a firm that built its interwar expansion strategy on ‘American’ retail methods – Marks & Spencer (M&S). We find that, rather than facing barriers to the adoption of American mass retail practices, M&S reaped major productivity gains from this process. This adds further evidence to an emerging literature rejecting the barriers to industrialisation thesis for retailing.     

Format development and retail change: supermarket retailing and the London Co-operative Society

This article argues that students of retail history need to give more attention to the idea of the retail format. Employing a conceptualisation of the format recently presented in contemporary retail studies, it reveals the importance of so-called ‘offering’ and ‘know-how’ components to a fuller understanding of the development of the supermarket format in post-war Britain. Supermarket development is shown to be affected by, and itself impact on, a complex interplay of factors. Arguments presented in the article are supported by a detailed examination of supermarket development at the London Co-operative Society between 1960 and 1965. The paper thus also contributes to our knowledge of the history of co-operative retailing in the post-war period.     

Career development of female managers in retailing: Inhibitors and enablers

In the retail industry “women are highly visible” as employees and customers, but managers are predominantly male [Traves et al., 1997. Service Industries Journal, 17(1), 133–154]. To shed light on this anomaly, this article investigates inhibitors to and enablers of the career development of female managers in retailing in theoretical and empirical terms. The primary work comprises interviews and focus groups in three case companies, exploring career development experiences and practices. The evidence discussed supports the contention that active enabling factors, such as organisational values supporting gender equity and people-centred management styles, are pre-prerequisites for females’ career progression.     

‘The Municipal Store’: Adaptation and Development in the Retail Markets of Nineteenth-Century Urban Lancashire

This essay employs a case study of Lancashire's nineteeth-century retail markets in order to reassess the impact of economic and urban growth on retail forms. By revealing the resilience of markets in a county which experienced some of the most intense industrial and urban development of the period, it challenges those models of retail change which present an inverse relationship between economic and urban change on the one hand, and ‘traditional’ modes of retailing on the other. It examines the ways in which the region's markets responded to the new problems and opportunities generated by their changing physical, economic and social environment, focusing in particular on their management, their trade and their temporal and physical organisation. It reveals how, contrary to undergoing displacement by ‘fixed’ forms of shop retailing, markets adopted some of their characteristics and evolved as modern, profitable, daily, undercover ‘municipal stores’.     

Marketing orientation and activities in the arts-marketing context: Introducing a Visual Artists’ Marketing Trajectory model

Abstract

Answering the call by Fillis, this paper aims to build an ‘arts-marketing orientation’ model by exploring the parallel relationship that exists between the Product Life Cycle (PLC) and the notion of the ‘career trajectory’ (as it applies to visual artists). In so doing, this paper provides a finer-grained understanding of the marketing orientation and activities of visual artists as they progress through their career. Qualitative analysis of the data (and the subsequent development of the Visual Artists’ Marketing Trajectory model) suggests that the marketing orientation and activities undertaken by visual artists deviates significantly from the assumptions underpinning traditional marketing theory. Unlike customer orientation (central to traditional marketing theories), this research suggests that in the arts-marketing context, the marketing orientation and activities of visual artists change according to the career trajectory stage in question.     

Looking to the future: a new career education programme

A new programme of general family and consumer science for all high school students that can contribute to career education was proposed. The programme had three sessions: ‘single life’, ‘family life’ and ‘retired life’ from the typical three main life stages. Students were challenged to think about their future with regard to real life issues such as housing, location, budgeting time and finances, and family issues. Students were able to consider their future life concretely and specifically from various viewpoints after taking part in this programme. Students also found value in home economics education in developing life skills and knowledge, in considering their actual life and in considering their future life.     

Externalised vs. internalised consumption of luxury goods: propositions and implications for luxury retail marketing

This study conceptualises the dichotomy of luxury goods consumption (‘externalised luxury’ vs. ‘internalised luxury’) in terms of six dimensions: on the one hand ostentation, materialism and superfluousness (which refer to luxury as a social statement) and, on the other hand individual lifestyle, emotions/hedonism and culture (which refer to luxury as individual style). Through this literary framework, it presents a series of propositions that might be tested in future research, one for each dimension, about retail strategies and operations for fashion luxury brands. Implications for retail managers of luxury companies are discussed for each proposition, considering the main aspects of retailing strategies and tools (e.g. assortment, sales force, in-store experience and atmospherics) together with possible theoretical developments.     

Employment relationships within European airport retailing

Despite undergoing major strategic change, airport retailing has remained a neglected area of academic study. As a consequence, the structure and operation of labour market operations within airport retailing remains largely undocumented. This article attempts to redress this issue by providing an examination of the factors that influence the employment relationship within an airport environment. Using a qualitative research methodology, it details the means by which airport authorities and retailers have attempted to restructure their employment relations in response to changing market conditions. The article takes the concepts of labour market segmentation and flexibility and examines the applicability of ‘dualist’ theory to airport retailing.     

Theory into practice: meditations on cultures of accountability and interdisciplinarity in marketing research

Abstract

The emergence of a more reflexive and discerning customer has created inter alia a demand for ‘better’ food (i.e. quality and ‘authenticity’) in terms of sourcing, processing, and specialist distribution/retailing. As a consequence, the food production/distribution industry is under pressure to change many of its practices. One manifestation is the emergence of farmers' markets and the associated emphasis on ‘local’ food. This paper aims to identify the extent to which ‘conscious’ consumers are committed to buying local foodstuffs and supporting local food producers, especially from farmers’ markets. Given the exploratory nature of this research, a qualitative approach was undertaken using in-depth interviews with ‘conscious’ consumers. The results reveal that ‘conscious’ consumers recognise their own limitations (i.e. time, convenience, and price) but also demonstrate that integrating ethical considerations into their consumption behaviour is a complex and flexible task. A number of strategic actions for farmers’ markets are proposed to help differentiate their provision, particularly in terms of capitalising on perceptions of authenticity and locality.     

Beyond adoption: sustaining online shopping

Online retailing has the potential to offer remote areas a wider marketplace for their retail products and also a concomitant increase in income. Drawing on secondary Internet-based research, this paper considers the fortunes and future of online retailing in a number of the remote British Overseas Territories. It will become apparent that Internet retailing is an important strategic option for retailers in such isolated locations, but greater attention needs to be paid to issues surrounding operations and logistics, payment systems and merchandising. It is also seen how, despite its apparent ‘placelessness’, the Internet and associated online selling cannot escape the realities of space and distance.     

Reconceptualising loss in retailing: calling time on ‘shrinkage’

For more than 100 years the retail industry has relied primarily upon the term ‘shrinkage’ to define how retail ‘losses’ are understood and controlled. There is, however, little consensus on what types of loss should be included and excluded when this term is used, making most benchmarking exercises difficult to perform with any degree of accuracy. In addition, as retailing becomes ever more complex and demanding, and a greater range of data sources become available, the traditional approaches to understanding and measuring loss in retailing seem increasingly anachronistic. Based upon extensive interviews and focus group discussions with senior retail executives from Europe and the U.S., this article puts forward a framework for developing a more inclusive and broad ranging definition and typology of retail losses, using the umbrella term Total Retail Loss.     

Barriers to ascension to senior management positions in retailing

Using a case study of retailing, this paper examines the continued under-representation of women in senior management positions. Via a questionnaire survey, it reveals that those factors retail managers (men and women) themselves attribute to the disproportionate number of women in senior positions. The findings revealed that the main factors were associated with women's ‘other’ role: the family. Thus, lack of child care facilities and high family commitments were regarded as especially problematic and the organisation of retailing with its long anti-social hours and lack of flexi-time at managerial levels contributed to these problems. Other factors were also regarded as important including company cultures that uphold patriarchal social systems. The paper demonstrates how women's primary position in the home and domestic domain and men's primary position in the economic domain have shaped the way retail organisations are organised and the roles that men and women are traditionally expected to adopt within them.     

Halving Poverty by Doubling Aid: Is There Reason for Optimism?

This paper criticises the World Bank as overly optimistic with respect to its ability to fine-tune development aid and to focus it on countries with ‘good’ policies rather than on countries with ‘poor’ policies in order to raise its effectiveness. It is shown that recipient regions showed very different patterns of aid inflows and economic growth in the past and that aid flows yielded the highest correlation to growth when their magnitudes shrank. It is furthermore argued that categorising countries by quality of domestic policies is not only questionable at a given point of time especially in countries with failing governmental institutions and open borders as in many African countries. It suffers also from incentive problems so that countries receiving more aid can become victims of changes in their domestic policies which are more permissive and etatist to the disadvantage of private agents. The paper instead pleads for a shift to aid policies decoupled from country-specifics and more oriented to fundamental ‘beyond border’ problems of the well-being of the poor. An international endowment fund under supranational law should finance research and implementation of research findings related to common international goods as it was suggested by Sachs concerning aids and tropical disease research.     

Learning Styles,Motivation, and Career Choice: Insights for International Business Students From Linguistic Inquiry

Purpose: The purpose of this study is to develop a model of motives and career choice based on learning styles in order to apply the model in teaching business. Although the relationship between learning and McClelland’s (1961) three motives (achievement, affiliation, and power) as confirmed that motives are “learned,” little research has examined if learning styles are the key factor to classify motivation into three different implicit motives and whether those motives affect students’ career choice.

Design: The article first examines the Kolb’s (Kolb, 1984, 1999; Kolb & Kolb, 2005) learning styles including active experimentation (AE), reflective observation (RO), abstract conceptualization (AC), and concrete experience (CE). It then measures the learning styles and Holland’s (1985) six career types including realistic, investigative, artistic, conventional, enterprising, and social by the three McClelland (1985) motives including achievement, power, and affiliation using Linguistic Inquiry and Word Count (LIWC) 2015 software (Pennebaker, Booth, Boyd, & Francis, 2015). Finally, the article compared the factors of learning styles and career types against each other based on the three motives in order to discuss the teaching strategies for students in their career choice.

Methodology: The study has used LIWC 2015 (Pennebaker et al., 2015) software to find the scores of achievement, power, and affiliation motives in the four Kolb’s learning styles (Kolb, 1984, 1999; Kolb & Kolb, 2005), and the six career interests (Holland, 1985). Correlation analysis was conducted among the motive values to find the relations among the learning styles, motives, and career choice.

Findings: (a) The two learning styles of AC and AE stimulate the need for achievement; (b) the learning style of RO stimulates the need for power; (c) the learning style of CE stimulates the need for affiliation; (d) people with a high achievement motive would be fit in artistic, investigative, and realistic careers; (e) people with a high power motive would be fit in conventional and enterprising careers; (f) people with a high affiliation motive would be fit in a social career.

Originality of the research: Efficient teaching techniques applied based on the study findings indicate that (a) teaching high achievement students will use more challenge techniques such as assignments and projects for thinking and doing training, (b) teaching high power students will use more control techniques such as discussions and presentations for observation training, and (c) teaching high affiliation students will use more socially oriented techniques such as writing tasks for emotion training.     

Customer perceived value,satisfaction, and loyalty: the role of willingness to share information

This study proposes and tests an integrative model to examine the relationships among customers’ willingness to share information, satisfaction, perceived value, and loyalty in a retailing context. This study extends research on customers’ willingness to share information from trust and privacy concerns toward key outcome measures such as perceived value, customer satisfaction, and loyalty, and is thus among the first to model customers’ willingness to share information with companies in robust theoretical retailing frameworks. The proposed relationships were tested using data from two retailing contexts – groceries (N = 429) and do-it-yourself (DIY) (N = 895). Findings from the two samples suggest that both perceived value and satisfaction are significant determinants of customers’ willingness to share information with a company. Although some differences emerge in the two studies, structural modeling largely supports the hypothesized framework and positions customers’ willingness to share information as an important antecedent of their loyalty intentions and behavior. This study provides practitioners with preliminary insight into the relationship between willingness to share information and perceived value, customer satisfaction, and customer loyalty. This study advances retailing research, as it is one of the few empirical studies investigating the role of customers’ willingness to share information in driving loyalty and its relationship with perceived value and satisfaction in a retailing context.     

The response of the UK's eight largest grocery retail organizations to growing environmental concern

Environmental issues have had an impact on grocery retailing in the UK, with all the large organizations responding to growing public concern for the environment. The proposition of ‘choice’ availability in large retail outlets is such that the demands of the greener consumer have led to the sourcing and supply of greener products and the provision of a greener retail environment.     

Building customer loyalty in retailing: not all levers are created equal

This research examines the determinants in building and maintaining customer loyalty in grocery retailing. The first part introduces a distinction between traditional, ‘mass’ levers such as range and price, and relational, ‘targeted’ levers based on individual customer information. The second part focuses on the role ofthese two sets of levers for differentiation, that is, to what extent they are perceived by customers as distinctive to a retailer. For the first time, parallel analysis of retailers and consumers is used to obtain a dual perspective on loyalty drivers. Most supermarket chains in Italy today are found to invest marketing resources in the ‘mass’ levers of range and price. They are also starting to use other levers for differentiation, although effectiveness of their attempts varies a great deal and the perception of diversity by customers varies a lot from one banner to another. We also find that relational levers cannot be separated from traditional levers to sustain loyalty, but they clearly play a secondary role. Investment in targeted marketing is no substitute for that in traditional mass loyalty tools such as range and price.