Store atmosphere, mood and purchasing behavior

Article Abstract:

Consumer spending behavior can be significantly influenced by the store atmosphere and the customer mood. Customers require a store layout that maximizes the number of products seen within the context of a customers' need for the product. Customers who experience a form of personal control, whether in orienting themselves to the store section they need to go to or in finding the products they want, generally feel good about the store. Good feelings lead to more purchases, especially if products are presented within a display that shows the potential usefulness of the product for them.

Sales Management, Psychological aspects, Consumption (Economics), Displays (Marketing)

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Warmth during non-productive retail encounters: the hidden side of productivity

Article Abstract:

The interaction between the customers and the salespeople in retail stores is an essential factor in productivity results and the dynamics of the service delivery process. The point of sale was investigated second-by-second from the customer's point of view. Findings obtained from two different non-productive retail situations indicate that there is a significant connection between perceived warmth as an indicator of perceive relationship and likeability, perceived service quality and loyalty.

Economic aspects, Customer satisfaction, Industrial productivity, Sales personnel, Salespeople

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Estimation of product category sales responsiveness to allocated shelf space

Article Abstract:

A retail chain manager has to determine mistakes in space allocations for products in the store by using his previous experiences. Shelf space elasticities from different store chain database at product category level were estimated empirically through a share of space vs share of sales econometric model. Findings indicated that space elasticities are in direct proportion with the impulse buying rate of the product category and are not affected by the kind of store.

Consumers, Attitudes, Merchandising

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