Exploring the determinants of the frugal shopper

Frugality reflects the degree to which one is both restrained in acquiring and resourceful in using products. It offers a vision of sustainable consumption slowing down the process of environmental harm. A number of antecedents to frugal shopping behaviour were investigated. Using a sample of experienced shoppers from Australia, market mavenism, shopping antipathy and age were found to be positively associated with frugality. By contrast, recreational shopping, intrinsic religiosity and social class were not significantly associated with frugality. These findings provide some insight into how frugal behaviour can be encouraged by governments and embraced by retailers.     

New product success in the consumer packaged goods industry: A shopper marketing approach

Marketing activities that influence shoppers along the various stages of their path-to-purchase are gaining attention from both manufacturers and retailers. Using a dataset with detailed information on 105 new products (NPs) launched in the U.K. by 44 leading brands and sold across 13 major retail banners, we provide strong support for the prominent role of both upper- and lower-funnel marketing actions that influence consumers before (upper) or during (lower) their shopping trip. We show which of these shopper-marketing instruments have the largest effect on NP performance at a retailer, and whether and how their effect is moderated by the retailer's store context. When it comes to NP success, the lifeblood of CPG companies, the lower-funnel marketing actions targeting shoppers directly at the point-of-purchase predominantly decide your fate. Thus, manufacturers should work ever harder to collaborate with retailers and push the store-specific shopper-marketing instruments in a favorable direction through information sharing and tailoring of their marketing program to individual retailers. Indeed, not all news is bleak for brand manufacturers. We identify five pieces of good news that brand manufacturers can use to their advantage.     

Corporate response to social pressures: A typology

The paper deals briefly with several definitional issues; discusses the concept of image as it determines the way managers see the world; as one aspect of the image, examines the contrasting views of conflict and cooperation in social and organizational relationships; and then presents a typology of corporate responses to pressures for socially responsible behavior: authoritarian, manipulative and bargaining. This typology was developed on the basis of the analysis of a large number of case histories of environmental conflicts, a number of which are included for purposes of illustration. Several historical examples are cited. The inference drawn from this study is that decisions become more responsible as decision-makers come under the scrutiny of and pressure from those affected by the decisions. Dr. John A. Kilpatrick is Associate Professor of Management at the School of Business, The University of Northern Colorado. His most important publication is The Changing Labor Content of American Foreign Trade: 1970–1975, UMI Research Press, 1980.     

Assessing the characteristics of the non-store shopper

Non-store shopping and the related technology is a business phenomenon that is enjoying tremendous growth. Because of its recency and the limited research on the topic, very little is known about the characteristics that distinguish users of non-store alternatives from non-users. Moreover, differences between the non-store categories have not been addressed. Over 1,900 consumers were surveyed in respect to usage level of non-store alternatives, psychographic and attiudinal variables and demographic characteristics. A four-cluster solution resulted: (1) the fanatic non-store user, (2) the personal non-store user, (3) the non-personal non-store user and (4) the traditional shopper. Each of these dusters differed across a number of demographic and psychographic/ammdinal variables. A discussion of implications ended the paper.     

The time-harried shopper: Exploring the differences between maximizers and satisficers

Schwartz and his colleagues have proposed individual differences in consumer decision goals. Maximizers are those who always strive to make the best possible decision, whereas satisficers are those who are usually willing to settle for a “good enough” option. In this study, we explore the influence of the maximizing trait in situations where consumers have to make quick purchase decisions. The context for our empirical study is online gift purchases made under a time constraint. The results support our predictions that maximizers (vs. satisficers) engage in more prepurchase browsing behavior and also perceive more decision time pressure. Furthermore, these effects are moderated by the size of the available choice assortment. The results also show that maximizers are more likely to change their initial time-constrained choices if given the opportunity to do so. We discuss the implications of the research for the study of individual differences in consumer behavior and also for customizing retail sales and Internet marketing tactics based on buyer segmentation.     

A dual-role typology of multinational subsidiaries

This paper argues that, since a subsidiary is embedded in a dual context of both the MNE and the host environment, its strategic role should be assessed by its relative positions and contributions both within the knowledge networks of the MNE and the host country. Based on this, we develop a dual-role typology. The 369 multinational subsidiaries in our sample from China can be classified into as many as 12 out of the 16 conceptual groups of the typology. Our results indicate that dual activists (active both internally and externally) account for only 12% of the total sampled multinational subsidiaries while dual loners (inactive both internally and externally) reach 20%. The results from a larger sample by adding 113 minority foreign share firms show that external knowledge links are positively associated with local Chinese ownership. The central message from this paper is that a large proportion of foreign-invested firms in China are inactive in knowledge exchange either internally or externally or both. Managerial and policy implications are discussed.     

Christ and business: A typology for Christian business ethics

H. Richard Niebuhr's typology of the relation between Christ and culture can function as a heuristic device to identify different approaches to Christian business ethics. Five types are outlined: Christ Against Business, The Christ of Business, Christ Above Business, Christ and Business in Paradox, and Christ the Transformer of Business. This typology may facilitate discussion on the relative adequacy of various theological assumptions about ethical change in business. Louke Siker received her Ph.D. in Religion and Society from Princeton Theological Seminary in 1987 (dissertation: Interpreting Corporate Cultures: Philosophical and Theological Reasons for Doing Business Ethics in a Hermeneutical Mode). She has taught Christian ethics and business ethics at Wake Forest University and Loyola Marymount University. Her research interests include methodology in business ethics. She is the author of An Unlikely Dialogue: Barth and Business Ethicists on Human Work, Annual of the Society of Christian Ethics, 1989.     

Gay men on film: A typology of the scopophilic consumption pleasures of cultural text

In this paper, drawing on feminist film criticism, cultural theory, and reader response criticism, I discuss the consumption experience of viewing in the context of the analysis and interpretation of Hollywood films that represent gay characters. I then discuss various films in light of these concepts: The Boys in the Band from the 1970s, Cruising from the 1980s, and several films from the “Gay 90s” including Philadelphia and In & Out. Portrayals of gay men have changed dramatically over the years: from those of lonely, sad, and self‐loathing queens to dangerous and perverse leathermen to the very positive and seemingly affirming representations in 1990s films. A theoretical interpretation‐in the form of a typology of scopophilic pleasures‐is offered to further an understanding of these filmic portrayals and the consumption pleasure viewers may derive from watching.     

Entrepreneurship in post-socialist economies: A typology and institutional contexts for market entrepreneurship

There is growing recognition among post-socialist (PS) economies that free-market entrepreneurship is essential for ultimately improving their economic future. The promotion of market entrepreneurship, however, has been a challenging experience for these economies. This paper examines various forms of entrepreneurship in PS economies. Drawing upon the institutional theory, we also highlight the clear contexts and attendant mechanisms associated with institutions–entrepreneurship nexus in PS economies’ contexts.

A consumer typology based on e-service quality and e-satisfaction

The increasingly systematic use of the Internet in consumers’ decision-making processes, coupled with the development of e-commerce, has led researchers and practitioners to examine issues concerning service quality and satisfaction in an online context. This paper proposes a post-hoc predictive typology of e-satisfaction based on four dimensions of e-service quality. A sample of 1144 French consumers recruited on websites from three different industries (online travel, cultural goods (books, CDs, DVDs, etc.), and electronics goods) was used to generate the proposed typology. Using a mixture modeling regression, five groups of consumers who differed in terms of e-satisfaction and e-service quality were identified: the ‘involved’, the ‘browsers’, the ‘fun seekers’, the ‘careful’ and the ‘surfers’. All the four e-service quality dimensions investigated were found to influence e-satisfaction. Theoretical and managerial implications are discussed.     

A typology of consumers' variety-seeking disposition based on inherent needs

Abstract

Consumers' variety seeking has preoccupied many researchers over the last three decades, and many explanations and models have been produced. The concept is relevant to market segmentation, but it has not been fully explored. This study explores variety seeking in order to derive a consumer typology based on the strength of the disposition to seek for variety, and the intrinsic needs that trigger this disposition. A quantitative methodology is adopted using a sample comprising customers of a large UK-based clothing retailer. Factor and cluster analyses are used to derive a variety-seeking disposition (VSD) typology. Findings indicate four distinct clusters, which differentiate in terms of the strength of VSD and the built-in needs that drive VSD. Clusters also discriminate in terms of behavioural, attitudinal, and demographic variables, including attitude to clothes, brand commitment, interest in fashion, age, gender, education, and occupation. A number of implications derive from this study in relation to targeting and marketing strategy.     

Share of wallet in retailing: the effects of customer satisfaction, loyalty cards and shopper characteristics

In retailing, consumers typically patronize multiple outlets. Thus, an important issue is why consumers vary in how they divide their purchases across outlets and how outlets can get a greater share of consumer expenditures. Two potential avenues for increasing customer share are to raise customer satisfaction, and increase repeat purchase through loyalty cards. This study examines the effects of customer satisfaction and loyalty cards as well as consumer characteristics on customer share spent on the primary grocery store. The findings suggest that customer satisfaction has a positive, albeit modest, effect on share while consumer economic shopping orientation has a negative direct effect on share. The economic orientation of shoppers, their felt importance of a personal relationship with store personnel, and the level of their aggregate purchase volume moderate the effect of satisfaction on customer share. Finally, the results provide mixed support for the impact of loyalty cards on customer behavior.     

A typology of organisational stakeholder engagement with place brand identity

ABSTRACT

This study explores how stakeholders engage with a place brand identity (PBI) in the context of country branding. This research extends beyond the importance and challenges of stakeholder brand engagement with place brand identity by exploring several typology of stakeholder engagement with PBI. A case study approach using semi-structured interviews with 39 senior-level representatives from national Australian organisations was adopted to explore how internal stakeholders in Australia are engaged with the current PBI initiative in Australia: Australia Unlimited (AU). A typology of stakeholder engagement with a PBI, including philosophical and concrete engagement was identified. Stakeholders’ philosophical engagement is reflected by their moral support, future engagement intention, as well as positive word-of-mouth (WOM) behaviour. Concrete engagement, on the other hand, is reflected by place brand partnership and internalisation of PBI in the organisations’ strategy. The research findings offer practical ways for place brand managing organisations (PBMO) to enhance stakeholder engagement with a PBI. The identification of multicomponent nature of PBI from the research findings allows PBMO to identify which PBI component lacks stakeholder support in order to make necessary improvements. Further, identification of the typology of stakeholder engagement with PBI provides alternative strategies of how stakeholder engagement can be managed.     

Artificial intelligence: Building blocks and an innovation typology

The range of topics and the opinions expressed on artificial intelligence (AI) are so broad that clarity is needed on the the field’s central tenets, the opportunities AI presents, and the challenges it poses. To that end, we provide an overview of the six building blocks of artificial intelligence: structured data, unstructured data, preprocesses, main processes, a knowledge base, and value-added information outputs. We then develop a typology to serve as an analytic tool for managers grappling with AI’s influence on their industries. The typology considers the effects of AI-enabled innovations on two dimensions: the innovations’ boundaries and their effects on organizational competencies. The typology’s first dimension distinguishes between product-facing innovations, which influence a firm’s offerings, and process-facing innovations, which influence a firm’s operations. The typology’s second dimension describes innovations as either competence-enhancing or competence-destroying; the former enhances current knowledge and skills, whereas the latter renders existing skills and knowledge obsolete. This framework lets managers evaluate their markets, the opportunities within them, and the threats arising from them, providing valuable background and structure to important strategic decisions.     

Incorporating international strategic alliances into overall firm strategy: A typology of six managerial objectives

This research differentiates between international strategic alliance (ISA) structures, functions, and objectives, focusing on the latter and the link to overall firm strategy. Six objectives are put forward–learning, leaning, leveraging, linking, leaping, and locking out–with a discussion of the strategic implications of each. From a theoretical perspective, it is suggested that more emphasis should be placed on ISA objectives as a means of supporting overall firm strategies, as opposed to focusing on ISA structures or functions. From an applied perspective, managers are encouraged to consider the long-term strategic implications inherent in specific alliance arrangements. © 1995 John Wiley & Sons, Inc.     

Human versus spatial dimensions of crowding perceptions in retail environments: A note on their measurement and effect on shopper satisfaction

Perceived retail crowding was originally conceptualized as having two dimensions, but subsequent empirical work in marketing has treated the construct unidimensionally. This paper reports a series of lab and field studies that examine the dimensionality of the construct and its relationship to store satisfaction. Two alternative crowding measures are tested. Results suggest that perceived retail crowding has distinct human and spatial dimensions that affect satisfaction differently.     

Understanding product migration to the electronic marketplace: A conceptual framework

We present a conceptual framework that organizes current thinking regarding increased interactivity in the electronic marketplace and its implications for product migration. Product migration refers to the extent of reliance by buyers and sellers on the electronic marketplace for activities pertaining to information search, purchase, acquisition, use, and disposal of a product. We posit that value outcomes derived by buyers and sellers from increasing interactivity mediate the relationship between interactivity and product migration. The relationship between interactivity and value outcomes for buyers and sellers is moderated by three sets of product-related characteristics: the core characteristics of the product, its purchase and use-related characteristics, and market characteristics. Inertia and resistance exhibited by buyers and sellers negatively impact product migration to the electronic marketplace and also attenuate the impact of value outcomes on product migration. In addition to guiding theoretical and empirical work in this emerging area, the proposed framework can also be employed to structure a firm's strategic discussions related to the electronic marketplace.