Effects of consumer psychographics and store characteristics in influencing shopping value and store switching

Abstract

ABSTRACTThe research examines the impact of psychographic variables and store characteristics on utilitarian and hedonic shopping value. The findings demonstrate the direct influence of deal proneness and normative interpersonal influences on personal shopping value. Moreover, the study also captures the influence of several store characteristics, such as assortment, after sales service and ambience. The significant influence of shopping value in reducing store switching is also noteworthy. This study also provides evidence relating to how retailer‐controlled variables can influence consumer‐derived shopping value. Results show how each store environment factor influences consumers' overall shopping value and thereby provide an avenue to make strategic adjustments, which in turn can generate a better consumer experience and increased value. The study builds on and extends the previous work carried out relating to antecedents of shopping value by looking at the simultaneous influence of consumer‐level factors as well as retailer‐managed factors. Moreover, the study provides further evidence regarding how shopping value can lessen the dire impact of consumer defection at retail store level.Copyright © 2013 John Wiley & Sons, Ltd.