Structural or Cultural: An Exploration into Influences on Consumers' Shopping Behavior of Country Specific Factors versus Retailing Formats

Abstract

This paper examines shoppers' behavior at regional shopping malls and neighborhood centers in two countries. Although some universal behavior patterns exist, shoppers' motivation, selection criteria and purchase behaviors were found to vary across cultures, and/or the type of shopping facilities. More importantly, the impact of the type of shopping facility on purchase and on shopping selection criteria, such as convenience, were found to be moderated by country factor, thus showing significant interactions of culture with types of shopping places.     

Factores determinantes de la lealtad al proveedor de servicios turísticos online

The aim of this study is to analyze the factors determining loyalty towards online tourist services supplier with a model which integrates the influence of trust in tourism websites with the conceptual framework of the Theory of Planned Behaviour (TPB). The hypotheses were tested on a sample of 305 airline travel tickets online purchasers, with the use of structural equation models. The results of the empirical study suggest that the three variables of TPB (perceived control, subjective norm and attitude) positively influence loyalty towards Internet use to purchase airline tickets. The role of trust is especially relevant as it also boosts the effect of TPB variables. Finally, a set of managerial implications are considered.     

服务补救后顾客满意驱动机制的实证研究——基于电子商务背景下对感知风险和购物经验调节效应的剖析

服务补救已得到实践界和理论界的广泛重视,然而电子商务条件下有关服务补救后顾客满意的驱动机制的研究目前却十分有限。文章率先从期望不一致性的视角探讨了服务补救措施驱动顾客满意的作用机制,并检验了其所扮演的中介角色。同时,探讨并验证了电子商务条件下的一些情境因素(感知风险)对服务补救和期望不一致性之间关系的调节作用,以及购物经验对服务补救和顾客满意之间关系的调节作用,从而弥补了现有相关研究中存在的不足。     

Trust Promoting Seals in Electronic Markets

Abstract

In order to promote web sales, companies conducting electronic commerce are constantly seeking viable and efficient ways to increase web traffic. One approach is to build consumers' trust, and ultimately to increase web sales. Many business-to-consumer online merchants follow this approach and display trust-promoting seals on their websites. However, whether these seals really fulfill the tasks they have promised has remained unexplored. This study empirically examines the influence of trust-promoting seals on consumers' online purchasing decisions. The results show that the trust-promoting seals are generally effective in promoting web sales, and some seals enhance promotion better than others.     

Strategic marketing concepts and models

In this second of two articles on strategic marketing planning the author describes the techniques that have been developed to aid analysis of marketing information. Analytical frameworks such as the product life‐cycle, the growth‐share matrix, the Business Assessment Array and the Directional Policy Matrix are discussed and the benefits and pitfalls associated with strategic planning frameworks are considered by the author.     

CLV

SUMMARY

It is becoming increasingly clear from the literature that there is a need for a metric that can objectively measure future profitability of the customer to the firm. This paper traces the emergence of such a metric—the customer lifetime value (CLV) and discusses the two measures of computing CLV—the aggregate approach and the individual level approach. Subsequently, eight strategies that are available to firms for maximizing CLV are discussed. These strategies assist firms in deciding how to: select the best customer, make loyal customers profitable, optimally allocate the resources, pitch the right product to the right customer at the right time, link acquisition and retention to profitability, prevent customer attrition, encourage multi-channel shopping behavior, and maximize brand value. Each of these strategies was successfully implemented by different firms across various industries, resulting in significant increases in the bottom-line. Further, the challenges in implementing a CLV-based framework in a B-to-C organization are also discussed with an illustration.     

CULTURAL DIFFERENCES IN SHOPPING FOR LUXURY GOODS: WESTERN,ASIAN, AND HISPANIC TOURISTS

This study examines the significant differences in shopping for luxury goods among Western, Asian, and Hispanic tourists and, in particular, the perceived importance of different types and characteristics of the luxury consumer and travel goods tourists buy on vacation. The results show that Western, Asian, and Hispanic tourists‐shoppers significantly differ in the perceived importance of luxury consumer and travel goods and their characteristics. Western and Asian tourists attach more importance to buying “gifts for others” than Hispanic tourists. Asian tourists attach more importance to buying “golf equipment,” “health spa/wellness treatment,” “luxury cruises,”and “luxury yachts/rentals” than Hispanic tourists. Western tourists attach more importance to “fine dining” than Hispanic tourists. Implications of the study results and recommendations for future studies are discussed.     

国外旅游购物研究综述——ATR和TM反映的学术态势

本文利用《旅游研究纪事》和《旅游管理》这两本国外主流旅游学术刊物所载有关旅游购物的研究文献,以时间顺序对其进行了梳理,界定了国外旅游购物研究的缘起及发展阶段,并分析了各个阶段的研究视角、研究方法、研究深度及其发展脉络。文章认为,国外旅游购物研究的视角经历了从旅游购物（品）向旅游购物者的转变,研究方法也逐步从描述性、概念性和简单的数理统计逐渐转变为复杂的数理统计和构建模型,深入、细化研究的学术传统也得到了传承。相比之下,国内旅游购物的研究视角和研究方法还存在较大差距,亟待转变,且研究还有待深入细化。     

发展我国旅游购物的思考——以"香港购物节"为例

近几年，“香港购物节”的举办，成功地把香港的旅游淡季变成了旺季，并全面推动了香港旅游业及整体经济发展水平的提高。本文在分析“香港购物节”成功经验的基础上，重点分析了我国内地发展旅游购物的相应措施。     

农村零售区域评价、商店态度与消费者购物地选择

以山东省农村居民为调查对象,探讨了零售区域评价、商店态度与消费者购物地选择之间的关系。通过问卷调查,利用因子分析及多元线性回归分析验证了研究假设。实证分析结果表明,零售区域评价对商店态度产生显著影响,而商店态度是影响农村居民购物地选择决策的关键因素。