A comment on patterns of store choice and customer gain/loss analysis

Article Abstract:

We explore patterns of store choice and shopping behavior in the domain of women's specialty clothing stores. Based on previous research, four exploratory research propositions are examined to note patterns in customer loyalty to their 'favorite' stores and the incidence of shopping at competing stores. We conduct a vulnerability analysis to note which stores have customer segments most vulnerable to marketing efforts of competitors. Our findings suggest customers in the women's specialty clothing market do not exhibit 100 percent loyalty to the favored retailer, and the share of trips to the unfavored retailer is generally constant among stores. The primary implications to retail managers are that they should be most concerned with increasing the customer franchise base (those naming the retailer's store as 'favorite') rather than focusing on increasing the frequency of shopping trips among those customers that comprise current franchise base. (Reprinted by permission of the publisher.)

Women's clothing stores, Research, Competition (Economics), Market share, Marketing research, Consumer preferences, Market research, Consumer behavior, Clothing stores

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An exploratory study of reverse causality relationships among sales force turnover variables

Article Abstract:

This paper explores the directions of causality between selected work-related variables and quitting intentions. Based on the premise that quitting intentions may stem from predispositions that affect work-related variables, longitudinal data collected from a direct sales population were analyzed. When compared with previous literature, the results show the existence of reverse causality, indicating that quitting intentions are more likely to effect the perceptions of such variables as organizational climate, job satisfaction, and organizational commitment. (Reprinted by permission of the publisher.)

Psychological aspects, Employee resignations, Sales personnel, Salespeople, Employee turnover

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