Consumer shopping motivation as a basis for retail differentiation: a cross-contextual and hierarchical investigation
Gespeichert in:
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| Format: | Abschlussarbeit Buch |
| Sprache: | English |
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2005
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| Online-Zugang: | Inhaltsverzeichnis |
| Beschreibung: | XII, 367 S. Ill., graph. Darst. |
Internformat
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| 245 | 1 | 0 | |a Consumer shopping motivation as a basis for retail differentiation |b a cross-contextual and hierarchical investigation |c by Tillmann Wagner |
| 264 | 1 | |c 2005 | |
| 300 | |a XII, 367 S. |b Ill., graph. Darst. | ||
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| 502 | |a St. Gallen, Univ., Diss., 2005 | ||
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Datensatz im Suchindex
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| adam_text | Table of Contents I
Table of Contents
TABLE OF CONTENTS I
LIST OF FIGURES VII
LIST OF TABLES IX
ABBREVIATIONS XI
part a: introduction 1
1 background 1
1.1 Significance of Retail Differentiation 2
1.2 Shortcomings ok Retail Differentiation 4
1.3 Shopping Motivation and Market Segmentation 6
1.4 Shopping Motivation and Store Preference 7
1.5 Shopping Motivation and Retail Differentiation 8
2 focus of the study 10
2.1 Basic Conceptual Framework 10
2.2 Objective of the Study 13
2.3 Research Approach 14
2.3.1 Philosophy of Science 14
2.3.2 Methodology IS
2.3.3 Language 16
2.4 Overview of the Dissertation 16
PART B: THEORETICAL BACKGROUND 19
1 FUNDAMENTALS OF RETAIL DIFFERENTIATION 19
1.1 General Strategy 19
1.2 Retail Positioning 25
1.2.1 Market Opportunity identification 27
1.2.2 Market Segmentation 2X
1.2.2.1 Essentials of Market Segmentation 28
1.2.2.2 Segmentation Criteria 31
1.2.2.3 Segmentation Variables 34
1.2.2.4 Properties of Shopping Motive Segmentation 36
1.2.2.5 Segment Matrix 37
1.2.3 Positioning Decision 39
II Table of Contents
1.3 RETAIL DIFFERENTIATION 41
1.3.1 Concept of Differentiation 41
1.3.2 Dimensions of Retail Differentiation 42
1.3.3 Zone Model of Differentiation 43
2 CONSUMER BEHAVIOR IN RETAILING 46
2.1 Basic Concepts and Definitions 49
2.1.1 Consumer Characteristics 49
1.I.I.I Socio demographic Factors 49
2.1.1.2 Psychographic Factors 52
2.1.2 Situational Characteristics 5#
2.2 Dimensions of Consumer Behavior in Retailing 62
2.2.1 Consumers Choice Decisions in Retailing 62
2.2.2 Model of Consumer Motivation and Behavior 64
3 CONSUMER SHOPPING MOTIVATION 71
3.1 The Concept of Consumer Motivation 71
3.1.1 Arousal 72
3.1.2 Affed 74
3.1.3 Cognition 76
3.1.4 Affective Cognitive Interaction 77
3.2 Shopping Motivation in the Literature 80
3.2.1 Analytical Framework SI
3.2.1.1 Generic Dimension 82
3.2.1.2 Hierarchical Dimension 83
3.2.2 Research Findings 84
3.2.2.1 Direction Orientation 86
3.2.2.2 Concrete Goals 87
3.2.2.3 Performance Goals 93
3.2.3 Towards a Hierarchical Theory of Shopping Motivation °4
3.2.3.1 Shopping Motivation and Store Attribute Preference 95
3.2.3.2 Properties of a Hierarchical Theory 96
PART C: EMPIRICAL INVESTIGATION 98
I PILOT STUDY: QUALITATIVE APPROACH 98
1.1 Theory of Means End Chains 99
/././ Elements of a Means End Chain 101
1.1.2 Motivation and Means End Chains 102
1.1.3 Assessment of Laddering Data 103
1.2 Data Collection 104
1.2.1 Shopping Contexts 104
Table of Contents III
1.2.2 Laddering Interviews 105
1.2.2.1 Introduction 107
1.2.2.2 Attribute Elicitation 107
1.2.2.3 Laddering Procedure 108
1.2.3 Pre Tesl 110
1.2.4 Sample Characteristics //
1.3 Data Analysis 112
1.3.1 Data Entry 112
1.3.2 Content Analysis 112
1.3.3 Implication Matrices IN
1.3.4 Hierarchical Value Mapping 116
1.4 RLSULTS 118
1.4.1 Content Codes US
1.4.1.1 Preferred Store Attributes 118
1.4.1.2 Functional Consequences 123
1.4.1.3 Psychosocial Consequences 124
1.4.1.4 Values 125
1.4.2 Hierarchical Value Maps 126
1.4.2.1 Apparel Shopping 127
1.4.2.2 Furniture Shopping 132
1.4.2.3 Grocery Shopping 137
1.5 Discussion 142
1.5.1 Dominant Perceptual Links 142
1.5.1.1 Frictionless shopping 144
1.5.1.2 Shopping Pleasure 147
1.5.1.3 Value Seeking 148
1.5.1.4 Quality Seeking 148
1.5.2 Contextual Differences 149
1.5.2.1 Store Attributes 149
1.5.2.2 Functional Consequences 153
1.5.2.3 Conclusion 155
2 MAIN STUDY: QUANTITATIVE APPROACH 157
2.1 Conceptual Foundations 157
2.1.1 Fundamental Relationships 15S
2.1.2 Measurement 163
2.1.2.1 Values and Time Pressure 163
2.1.2.2 Motivational Orientation 164
2.1.2.3 Shopping Goals 165
2.1.2.4 Store Attribute Preference 168
2.1.3 Methodological Approach 170
IY Table of Contents
2.2 Data Collection 170
2.2.1 Survey Instrument 171
2.2.2 Pre Test 172
2.2.3 Survey Procedure ¦ 173
2.2.4 Sample Characteristics 173
2.3 ASSESSMENT OF MEASUREMENT MODELS 175
2.3.1 Confirmatory Factor Analysis 177
2.3.2 Assessing Measurement Models 179
2.3.2.1 Overall Model Fit 179
2.3.2.2 Parameter Estimates 181
2.3.2.3 Analytical Criteria 185
2.3.2.4 Analytical Procedure 186
2.3.3 Time Pressure and Motivational Orientation 187
2.3.4 Shopping Goals 189
2.3.5 Store Attribute Preference 192
2.3.5.1 Measurement Properties 192
2.3.5.2 Exploration of Dimensionality 193
2.3.5.3 Revised Measurement Properties 195
2.4 Assessment 01 Structural Relationships 199
2.4.1 Refined Structural Relationships 199
2.4.1.1 Motivational Orientation and Shopping Goals 199
2.4.1.2 Shopping Goals and Store Attribute Preference 200
2.4.2 Multiple Regression Analysis 203
2.4.3 Apparel Shopping 206
2.4.3.1 Antecedents of Shopping Motivation 206
2.4.3.2 Motivational Orientation and Shopping Goals 207
2.4.3.3 Consequences of Shopping Motivation 208
2.4.4 Furniture Shopping ¦ ¦ 2 JO
2.4.4.1 Antecedents of Shopping Motivation 210
2.4.4.2 Motivational Orientation and Shopping Goals 211
2.4.4.3 Consequences of Shopping Motivation 212
2.4.5 Grocery Shopping 214
2.4.5.1 Antecedents of Shopping Motivation 214
2.4.5.2 Motivational Orientation and Shopping Goals 215
2.4.5.3 Consequences of Shopping Motivation 216
2.4.6 General Effects Model 218
2.4.6.1 Antecedents of Shopping Motivation 221
2.4.6.2 Motivational Orientation and Shopping Goals 222
2.4.6.3 Consequences of Shopping Motivation 222
2.5 Motivational DiKHiRUNCLS 224
2.5.1 Shopping Contexts 225
2.5.1.1 Apparel Shopping 229
2.5.1.2 Furniture Shopping 231
2.5.1.3 Grocery Shopping 232
Table of Contents V
2.5.2 Time Pressure 234
2.5.3 Gender 236
PART D: SHOPPING MOTIVE SEGMENTATION 241
1 DIMENSIONS OF MARKET SEGMENTATION 241
2 SIX STEP APPROACH TO SHOPPING MOTIVE SEGMENTATION 242
2.1 Step!: Shopping Context Definition 243
2.2 Step 2: Segmentation Variables Idlntihcation 245
2.3 stiip 3: segmentation data collection and analysis 247
2.3.1 Data Analysis 248
2.3.2 Data Preparation 251
2.4 Step4: Target Market Selection 254
2.5 Step 5: Segment Specific Differentiation 259
2.6 Step 6: Segment Response Assessment 263
3 DERIVATION AND DISCUSSION OF MARKET SEGMENTS 265
3.1 Apparel Shopping 266
3.1.1 Cluster Solution 266
3.1.1.1 Browsers 268
3.1.1.2 Shopping Avoidcrs 269
3.1.1.3 Household Shoppers 270
3.1.1.4 Shopping Enthusiasts 271
3.1.2 Discriminant Analysis 272
3.2 Furniture Shopping 275
3.2.1 Cluster Solution 275
3.2.1.1 Household Shoppers 276
3.2.1.2 Idea Searchers 277
3.2.1.3 Shopping Avoidcrs 278
3.2.2 Discriminant Analysis 279
3.3 Grocery Shopping 280
3.3.1 Cluster Solution 2X0
3.3.1.1 Shopping Enthusiasts 282
3.3.1.2 Indifferent Economic Shoppers 283
3.3.1.3 Shopping Avoidcrs 284
3.3.2 Discriminant Analysis 2X5
3.4 Cross Contextual Market Segments 286
3.4.1 Shopping Avoiders 2X7
3.4.2 Household Shoppers 2XX
3.4.3 Shopping Enthusiasts 2X9
VI Table of Contents
PART E: CONCLUDING REMARKS 293
1 INSIGHTS FOR RETAIL MARKETING 294
1.1 Qualitative Findings 294
1.2 Quantitative Findings 296
1.3 Contextual Characteristics 297
1.4 Shopping Motive Segmentation 298
2 ADVANCES TO CURRENT THEORIES OF SHOPPING MOTIVATION 299
2.1 Conceptualization 299
2.2 Methodology 300
2.3 Measurement 300
2.4 Relationships 301
3 LIMITATIONS AND FUTURE RESEARCH AVENUES 303
3.1 Limitations 303
3.2 Future Research 305
references 307
appendix a: survey instrument 348
appendix b: survey instrument (translation) 353
APPENDIX C: SCREE PLOTS FOR HIERARCHICAL CLUSTER ANALYSES 358
APPENDIX D: INITIAL CLUSTER CENTROIDS (WARD S ALGORITHM) 360
APPENDIX E: FINAL CLUSTER CENTROIDS (K MEANS ALGORITHM) 362
APPENDIX F: SEGMENT DESCRIPTOR VARIABLES 364
APPENDIX G: CLASSIFICATION MATRICES 366
List of Figures VII
List of Figures
figure 1:s o r model ok consumer retail purchase behavior 3
Figure 2: Rltail Innovations 5
figure 3: sheth s lntegrative theory of shopping preference 8
figure 4: the differentiation pyramid in retailing 9
Figuri; 5: Basic Conceptual Framework oh the Study 11
figure 6: overview of thli dissertation 18
Figuri 7: Elements of a Business Model 21
Figure 8: Elements ok Retail Positioning 27
Figure 9: Standardization and Customization 29
Figure 10: Segmentation Criteria 31
Figure 11: Segmentation Variables 34
Figure 12: Dilemma of Market Segmentation 35
Figure 13: Conceptual Segment Matrix 38
Figure 14: Positioning Decisions 39
Figure 15: Zone Model ok Differentiation 44
Figure 16: A Revised S O R Paradigm 48
Figure 17: Theories of Motivation 56
Figure 18: Situational Factors 59
Figure 19: Model of Consumer Motivation and Behavior in Retailing 66
Figure 20: Dimensions of Arousal 73
Figure 21: Concept of Motivation 78
Figure 22: Analytical Framework 82
Figure 23: Elements of a Means End Chain 102
Figure 24: Interview Guideline for Laddering Interviews 109
Figure 25: Core Motives of Store Choice 120
Figure 26: Core Motives and Business Models 122
Figure 27: Symbols used in Hierarchical Value Maps 126
Figure 28: HVM (apparel): Personnel 128
Figure 29: HVM (apparel): Assortment and Price 130
Figure 30: HVM (apparel): Store and Accessibility 131
Figure 31: HVM (Furniture): Personnel and Service 133
Figure 32: HVM (Furniture): Assortment and Price 134
Figure 33: HVM (Furniture): Store and Accessibility 136
Figure 34: HVM (Groceries): Personnel and Service 137
Figure 35: HVM (Groceries): Assortment and Price 139
Figure 36: HVM (Groceries): Store and Accessibility 141
Figure 37: Dominant Motivational Patterns 143
Figure 38: Extended Basic Conceptual Framework 159
Figure 39: Reflective and Formative Measurement Models 176
Figure 40: Steps ok a Conkirmatory Factor Analysis 178
Figure 41: Refined Conceptual Framework 203
VIII List of Figures
FIGURE 42: GENERAL EFFECTS MODEL 220
Fiourl 43: Differences in Motivational Orientation with Respect to Shopping Context 225
flgurli 44: differences in shopping goals with respect to shopping contuxt 226
figure 45: differences in store attribute preference with respect to shopping context 227
Figure 46: Differences in Motivational Orientation with Respect to Time Pressure 234
Figure 47: Differences in Shopping Goals with Respect to Time Pressure 235
Figure 48: Differences in Store Attribute Preference with Respect to Time Pressure 236
Figure 49: Differences in Motivational Orientation with Respect to Gender 237
Figure 50: Differences in Shopping Goals with Respect to Gender 238
Figure 51: Differences in Store Attribute Preference with Respect to Gender 239
Figure 52: Areas of Market Segmentation 241
Figure 53: Six Step Approach to Shopping Motive Segmentation 242
Figure 54: Dimensions of a Shopping Context 244
Figure 55: Segmentation Variables 245
Figure 56: General and specific Shopping Needs 246
Figure 57: Research Methodologies in Market Segmentation 248
Figure 58: Three Step Clustering Procedure 249
Figure 59: Required Segment Information 252
Figure 60: Segmentation Tools and Information 253
Figure 61: Market Potential Matrix 255
Figure 62: Market Segment Attractiveness vs. Internal Capability 256
Figure 63: Dimensions of a Target Market 258
Figure 64: Segment Response Assessment 264
Figure 65: Scree Plot based on Ward s Algorithm (Apparel Shopping) 358
Figure 66: Scree Plot based on Ward s Algorithm (Furniture Shopping) 358
Figure 67: Scree Plot based on Ward s Algorithm (Grocery Shopping) 359
List of Tables IX
List of Tables
Table 1: Employed Research Methodologies 16
Table 2: Characteristics ok Successful Business Models 23
Table 3: Dimensions ok Retail Differentiation 42
Table 4: Situational Variables in the Consumer Research Literature 60
Table 5: Consumers Choice Decisions in Retailing 63
Table 6: Types of Affective Responses 75
Table 7: A two dimensional Typology of Shopping Motivation 85
Table 8: Shopping pleasure versus shopping necessity 96
Table 9: Socio demographic Profile of the Pilot Study 111
Table 10: Excerpt from Implication Matrix 116
Table 11: Content Codes relating to Attributes 119
Table 12: Content Codes relating to Functional Consequences 123
Table 13: Content Codes relating to Psychosocial Consequences 124
Table 14: Content Codes relating to Values 125
Table 15: Preceding elements of finding the right products easily 144
Table 16: Preceding elements of fast shopping 145
Table 17: Preceding elements of shopping convenience 146
Table 18: Preceding elements of fun to shop 147
Table 19: Preceding elements of inexpensive shopping 148
Table 20: Frequencies of Personnel and Service Related Attributes 150
Table 21: Frequencies of Assortment and Price Related Attributes 151
Table 22: Frequencies of Store and Accessibility Related Attributes 153
Table 23: Cross Contextual Perspective on Functional Consequences 154
Table 24: Measurement Items of Human Values 164
Table 25: Measurement Items of Time Pressure 164
Table 26: Measurement Items of Motivational Orientation 165
Table 27: Measurement Items of Shopping Goals 166
Table 28: Measurement Items of Store Attribute Preference 169
Table 29: Socio demographic Profile of the Main Study 174
Table 30: Properties of Measurement Models 177
Table 31: Evaluative Criteria for CFA 186
Table 32: Measurement Properties of Time Pressure and Mot. Orientation (Sample I) 188
Table 33: Measurement Properties of Time Pressure and Mot. Orientation (Sample 2) 189
Table 34: Measurement Properties ok Shopping Goals (Sample 1) 190
Table 35: Measurement Properties of Shopping Goals (Sample 2) 191
Table 36: Measurement Properties ok Store Attribute Preference (Sample 1) 192
Table 37: Exploratory factor analysis ok Store Attribute Preferences 195
Table 38: Revised Measurement Properties of Store Attribute Preference (Sample 1) 196
Table 39: Revised Measurement Properties of Store Attribute Preference (Sample 2) 197
Table 40: Antecedents of Shopping Motivation (apparel shopping) 206
X List of Tables
Tabll 41: Motivational Orientation and Shopping Goals (apparel shopping) 207
table 42: consequences of shopping motivation (apparel shopping) 209
Tabll 43: Antecedents ok Shopping Motivation (furniture shopping) 211
Table 44: motivational Orientation and Shopping Goals (furniture shopping) 212
Table 45: Consequences of Shopping Motivation (furniture shopping) 213
Table 46: Antecedents of Shopping Motivation (grocery shopping) 215
Table 47: Motivational Orientation and Shopping Goals (grocery shopping) 216
Table 48: Consequences ok Shopping Motivation (grocery shopping) 217
Table 49: Legend for General Effects Model 219
Table 50: Retail Segmentation Checklist 258
Table 51: Differentiation Profiles 261
Table 52: Segment Matrix kor Apparel Shopping 267
Table 53: Results of Discriminant Analysis (Apparel Shopping) 273
Table 54: Segment Matrix for Furniture Shopping 275
Table 55: Results of Discriminant Analysis (Furniture Shopping) 279
Table 56: Segment Matrix for Grocery Shopping 281
Table 57: Results ok Discriminant Analysis (Grocery Shopping) 285
Table 58: Cross Contextual Properties of Shopping Avoiders 287
Table 59: Cross Contextual Properties of Household Shoppers 288
Table 60: Cross Contextual Properties of Shopping Enthusiasts 289
Table 61: Initial Cluster Centroids (Apparel Shopping) 360
Table 62: Initial Cluster Centroids (Furniture Shopping) 360
Table 63: Initial Cluster Centroids (Grocery Shopping) 361
Table 64: Final Cluster Centroids (Apparel Shopping) 362
Table 65: Final Cluster Centroids (Furniture Shopping) 362
Table 66: Final Cluster Centroids (Grocery Shopping) 363
Table 67: Segment Descriptors (Apparel Shopping) 364
Table 68: Segment Descriptors (Furniture Shopping) 364
Table 69: Segment Descriptors (Grocery Shopping) 365
Table 70: Cluster Classification Matrix (Apparel Shopping) 366
Table 71: Cluster Classification Matrix (Furniture Shopping) 366
Table 72: Cluster Classification Matrix (Grocery Shopping) 366
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| adam_txt |
Table of Contents I
Table of Contents
TABLE OF CONTENTS I
LIST OF FIGURES VII
LIST OF TABLES IX
ABBREVIATIONS XI
part a: introduction 1
1 background 1
1.1 Significance of Retail Differentiation 2
1.2 Shortcomings ok Retail Differentiation 4
1.3 Shopping Motivation and Market Segmentation 6
1.4 Shopping Motivation and Store Preference 7
1.5 Shopping Motivation and Retail Differentiation 8
2 focus of the study 10
2.1 Basic Conceptual Framework 10
2.2 Objective of the Study 13
2.3 Research Approach 14
2.3.1 Philosophy of Science 14
2.3.2 Methodology IS
2.3.3 Language 16
2.4 Overview of the Dissertation 16
PART B: THEORETICAL BACKGROUND 19
1 FUNDAMENTALS OF RETAIL DIFFERENTIATION 19
1.1 General Strategy 19
1.2 Retail Positioning 25
1.2.1 Market Opportunity identification 27
1.2.2 Market Segmentation 2X
1.2.2.1 Essentials of Market Segmentation 28
1.2.2.2 Segmentation Criteria 31
1.2.2.3 Segmentation Variables 34
1.2.2.4 Properties of Shopping Motive Segmentation 36
1.2.2.5 Segment Matrix 37
1.2.3 Positioning Decision 39
II Table of Contents
1.3 RETAIL DIFFERENTIATION 41
1.3.1 Concept of Differentiation 41
1.3.2 Dimensions of Retail Differentiation 42
1.3.3 Zone Model of Differentiation 43
2 CONSUMER BEHAVIOR IN RETAILING 46
2.1 Basic Concepts and Definitions 49
2.1.1 Consumer Characteristics 49
1.I.I.I Socio demographic Factors 49
2.1.1.2 Psychographic Factors 52
2.1.2 Situational Characteristics 5#
2.2 Dimensions of Consumer Behavior in Retailing 62
2.2.1 Consumers' Choice Decisions in Retailing 62
2.2.2 Model of Consumer Motivation and Behavior 64
3 CONSUMER SHOPPING MOTIVATION 71
3.1 The Concept of Consumer Motivation 71
3.1.1 Arousal 72
3.1.2 Affed 74
3.1.3 Cognition 76
3.1.4 Affective Cognitive Interaction 77
3.2 Shopping Motivation in the Literature 80
3.2.1 Analytical Framework SI
3.2.1.1 Generic Dimension 82
3.2.1.2 Hierarchical Dimension 83
3.2.2 Research Findings 84
3.2.2.1 Direction Orientation 86
3.2.2.2 Concrete Goals 87
3.2.2.3 Performance Goals 93
3.2.3 Towards a Hierarchical Theory of Shopping Motivation °4
3.2.3.1 Shopping Motivation and Store Attribute Preference 95
3.2.3.2 Properties of a Hierarchical Theory 96
PART C: EMPIRICAL INVESTIGATION 98
I PILOT STUDY: QUALITATIVE APPROACH 98
1.1 Theory of Means End Chains 99
/././ Elements of a Means End Chain 101
1.1.2 Motivation and Means End Chains 102
1.1.3 Assessment of Laddering Data 103
1.2 Data Collection 104
1.2.1 Shopping Contexts 104
Table of Contents III
1.2.2 Laddering Interviews 105
1.2.2.1 Introduction 107
1.2.2.2 Attribute Elicitation 107
1.2.2.3 Laddering Procedure 108
1.2.3 Pre Tesl 110
1.2.4 Sample Characteristics '//
1.3 Data Analysis 112
1.3.1 Data Entry 112
1.3.2 Content Analysis 112
1.3.3 Implication Matrices IN
1.3.4 Hierarchical Value Mapping 116
1.4 RLSULTS 118
1.4.1 Content Codes US
1.4.1.1 Preferred Store Attributes 118
1.4.1.2 Functional Consequences 123
1.4.1.3 Psychosocial Consequences 124
1.4.1.4 Values 125
1.4.2 Hierarchical Value Maps 126
1.4.2.1 Apparel Shopping 127
1.4.2.2 Furniture Shopping 132
1.4.2.3 Grocery Shopping 137
1.5 Discussion 142
1.5.1 Dominant Perceptual Links 142
1.5.1.1 Frictionless shopping 144
1.5.1.2 Shopping Pleasure 147
1.5.1.3 Value Seeking 148
1.5.1.4 Quality Seeking 148
1.5.2 Contextual Differences 149
1.5.2.1 Store Attributes 149
1.5.2.2 Functional Consequences 153
1.5.2.3 Conclusion 155
2 MAIN STUDY: QUANTITATIVE APPROACH 157
2.1 Conceptual Foundations 157
2.1.1 Fundamental Relationships 15S
2.1.2 Measurement 163
2.1.2.1 Values and Time Pressure 163
2.1.2.2 Motivational Orientation 164
2.1.2.3 Shopping Goals 165
2.1.2.4 Store Attribute Preference 168
2.1.3 Methodological Approach 170
IY Table of Contents
2.2 Data Collection 170
2.2.1 Survey Instrument 171
2.2.2 Pre Test 172
2.2.3 Survey Procedure ¦ 173
2.2.4 Sample Characteristics 173
2.3 ASSESSMENT OF MEASUREMENT MODELS 175
2.3.1 Confirmatory Factor Analysis 177
2.3.2 Assessing Measurement Models 179
2.3.2.1 Overall Model Fit 179
2.3.2.2 Parameter Estimates 181
2.3.2.3 Analytical Criteria 185
2.3.2.4 Analytical Procedure 186
2.3.3 Time Pressure and Motivational Orientation 187
2.3.4 Shopping Goals 189
2.3.5 Store Attribute Preference 192
2.3.5.1 Measurement Properties 192
2.3.5.2 Exploration of Dimensionality 193
2.3.5.3 Revised Measurement Properties 195
2.4 Assessment 01 Structural Relationships 199
2.4.1 Refined Structural Relationships 199
2.4.1.1 Motivational Orientation and Shopping Goals 199
2.4.1.2 Shopping Goals and Store Attribute Preference 200
2.4.2 Multiple Regression Analysis 203
2.4.3 Apparel Shopping 206
2.4.3.1 Antecedents of Shopping Motivation 206
2.4.3.2 Motivational Orientation and Shopping Goals 207
2.4.3.3 Consequences of Shopping Motivation 208
2.4.4 Furniture Shopping ¦ ¦ 2 JO
2.4.4.1 Antecedents of Shopping Motivation 210
2.4.4.2 Motivational Orientation and Shopping Goals 211
2.4.4.3 Consequences of Shopping Motivation 212
2.4.5 Grocery Shopping 214
2.4.5.1 Antecedents of Shopping Motivation 214
2.4.5.2 Motivational Orientation and Shopping Goals 215
2.4.5.3 Consequences of Shopping Motivation 216
2.4.6 General Effects Model 218
2.4.6.1 Antecedents of Shopping Motivation 221
2.4.6.2 Motivational Orientation and Shopping Goals 222
2.4.6.3 Consequences of Shopping Motivation 222
2.5 Motivational DiKHiRUNCLS 224
2.5.1 Shopping Contexts 225
2.5.1.1 Apparel Shopping 229
2.5.1.2 Furniture Shopping 231
2.5.1.3 Grocery Shopping 232
Table of Contents V
2.5.2 Time Pressure 234
2.5.3 Gender 236
PART D: SHOPPING MOTIVE SEGMENTATION 241
1 DIMENSIONS OF MARKET SEGMENTATION 241
2 SIX STEP APPROACH TO SHOPPING MOTIVE SEGMENTATION 242
2.1 Step!: Shopping Context Definition 243
2.2 Step 2: Segmentation Variables Idlntihcation 245
2.3 stiip 3: segmentation data collection and analysis 247
2.3.1 Data Analysis 248
2.3.2 Data Preparation 251
2.4 Step4: Target Market Selection 254
2.5 Step 5: Segment Specific Differentiation 259
2.6 Step 6: Segment Response Assessment 263
3 DERIVATION AND DISCUSSION OF MARKET SEGMENTS 265
3.1 Apparel Shopping 266
3.1.1 Cluster Solution 266
3.1.1.1 Browsers 268
3.1.1.2 Shopping Avoidcrs 269
3.1.1.3 Household Shoppers 270
3.1.1.4 Shopping Enthusiasts 271
3.1.2 Discriminant Analysis 272
3.2 Furniture Shopping 275
3.2.1 Cluster Solution 275
3.2.1.1 Household Shoppers 276
3.2.1.2 Idea Searchers 277
3.2.1.3 Shopping Avoidcrs 278
3.2.2 Discriminant Analysis 279
3.3 Grocery Shopping 280
3.3.1 Cluster Solution 2X0
3.3.1.1 Shopping Enthusiasts 282
3.3.1.2 Indifferent Economic Shoppers 283
3.3.1.3 Shopping Avoidcrs 284
3.3.2 Discriminant Analysis 2X5
3.4 Cross Contextual Market Segments 286
3.4.1 Shopping Avoiders 2X7
3.4.2 Household Shoppers 2XX
3.4.3 Shopping Enthusiasts 2X9
VI Table of Contents
PART E: CONCLUDING REMARKS 293
1 INSIGHTS FOR RETAIL MARKETING 294
1.1 Qualitative Findings 294
1.2 Quantitative Findings 296
1.3 Contextual Characteristics 297
1.4 Shopping Motive Segmentation 298
2 ADVANCES TO CURRENT THEORIES OF SHOPPING MOTIVATION 299
2.1 Conceptualization 299
2.2 Methodology 300
2.3 Measurement 300
2.4 Relationships 301
3 LIMITATIONS AND FUTURE RESEARCH AVENUES 303
3.1 Limitations 303
3.2 Future Research 305
references 307
appendix a: survey instrument 348
appendix b: survey instrument (translation) 353
APPENDIX C: SCREE PLOTS FOR HIERARCHICAL CLUSTER ANALYSES 358
APPENDIX D: INITIAL CLUSTER CENTROIDS (WARD'S ALGORITHM) 360
APPENDIX E: FINAL CLUSTER CENTROIDS (K MEANS ALGORITHM) 362
APPENDIX F: SEGMENT DESCRIPTOR VARIABLES 364
APPENDIX G: CLASSIFICATION MATRICES 366
List of Figures VII
List of Figures
figure 1:s o r model ok consumer retail purchase behavior 3
Figure 2: Rltail Innovations 5
figure 3: sheth's lntegrative theory of shopping preference 8
figure 4: the differentiation pyramid in retailing 9
Figuri; 5: Basic Conceptual Framework oh the Study 11
figure 6: overview of thli dissertation 18
Figuri 7: Elements of a Business Model 21
Figure 8: Elements ok Retail Positioning 27
Figure 9: Standardization and Customization 29
Figure 10: Segmentation Criteria 31
Figure 11: Segmentation Variables 34
Figure 12: Dilemma of Market Segmentation 35
Figure 13: Conceptual Segment Matrix 38
Figure 14: Positioning Decisions 39
Figure 15: Zone Model ok Differentiation 44
Figure 16: A Revised S O R Paradigm 48
Figure 17: Theories of Motivation 56
Figure 18: Situational Factors 59
Figure 19: Model of Consumer Motivation and Behavior in Retailing 66
Figure 20: Dimensions of Arousal 73
Figure 21: Concept of Motivation 78
Figure 22: Analytical Framework 82
Figure 23: Elements of a Means End Chain 102
Figure 24: Interview Guideline for Laddering Interviews 109
Figure 25: Core Motives of Store Choice 120
Figure 26: Core Motives and Business Models 122
Figure 27: Symbols used in Hierarchical Value Maps 126
Figure 28: HVM (apparel): Personnel 128
Figure 29: HVM (apparel): Assortment and Price 130
Figure 30: HVM (apparel): Store and Accessibility 131
Figure 31: HVM (Furniture): Personnel and Service 133
Figure 32: HVM (Furniture): Assortment and Price 134
Figure 33: HVM (Furniture): Store and Accessibility 136
Figure 34: HVM (Groceries): Personnel and Service 137
Figure 35: HVM (Groceries): Assortment and Price 139
Figure 36: HVM (Groceries): Store and Accessibility 141
Figure 37: Dominant Motivational Patterns 143
Figure 38: Extended Basic Conceptual Framework 159
Figure 39: Reflective and Formative Measurement Models 176
Figure 40: Steps ok a Conkirmatory Factor Analysis 178
Figure 41: Refined Conceptual Framework 203
VIII List of Figures
FIGURE 42: GENERAL EFFECTS MODEL 220
Fiourl 43: Differences in Motivational Orientation with Respect to Shopping Context 225
flgurli 44: differences in shopping goals with respect to shopping contuxt 226
figure 45: differences in store attribute preference with respect to shopping context 227
Figure 46: Differences in Motivational Orientation with Respect to Time Pressure 234
Figure 47: Differences in Shopping Goals with Respect to Time Pressure 235
Figure 48: Differences in Store Attribute Preference with Respect to Time Pressure 236
Figure 49: Differences in Motivational Orientation with Respect to Gender 237
Figure 50: Differences in Shopping Goals with Respect to Gender 238
Figure 51: Differences in Store Attribute Preference with Respect to Gender 239
Figure 52: Areas of Market Segmentation 241
Figure 53: Six Step Approach to Shopping Motive Segmentation 242
Figure 54: Dimensions of a Shopping Context 244
Figure 55: Segmentation Variables 245
Figure 56: General and specific Shopping Needs 246
Figure 57: Research Methodologies in Market Segmentation 248
Figure 58: Three Step Clustering Procedure 249
Figure 59: Required Segment Information 252
Figure 60: Segmentation Tools and Information 253
Figure 61: Market Potential Matrix 255
Figure 62: Market Segment Attractiveness vs. Internal Capability 256
Figure 63: Dimensions of a Target Market 258
Figure 64: Segment Response Assessment 264
Figure 65: Scree Plot based on Ward's Algorithm (Apparel Shopping) 358
Figure 66: Scree Plot based on Ward's Algorithm (Furniture Shopping) 358
Figure 67: Scree Plot based on Ward's Algorithm (Grocery Shopping) 359
List of Tables IX
List of Tables
Table 1: Employed Research Methodologies 16
Table 2: Characteristics ok Successful Business Models 23
Table 3: Dimensions ok Retail Differentiation 42
Table 4: Situational Variables in the Consumer Research Literature 60
Table 5: Consumers' Choice Decisions in Retailing 63
Table 6: Types of Affective Responses 75
Table 7: A two dimensional Typology of Shopping Motivation 85
Table 8: Shopping pleasure versus shopping necessity 96
Table 9: Socio demographic Profile of the Pilot Study 111
Table 10: Excerpt from Implication Matrix 116
Table 11: Content Codes relating to Attributes 119
Table 12: Content Codes relating to Functional Consequences 123
Table 13: Content Codes relating to Psychosocial Consequences 124
Table 14: Content Codes relating to Values 125
Table 15: Preceding elements of finding the right products easily 144
Table 16: Preceding elements of fast shopping 145
Table 17: Preceding elements of shopping convenience 146
Table 18: Preceding elements of fun to shop 147
Table 19: Preceding elements of inexpensive shopping 148
Table 20: Frequencies of Personnel and Service Related Attributes 150
Table 21: Frequencies of Assortment and Price Related Attributes 151
Table 22: Frequencies of Store and Accessibility Related Attributes 153
Table 23: Cross Contextual Perspective on Functional Consequences 154
Table 24: Measurement Items of Human Values 164
Table 25: Measurement Items of Time Pressure 164
Table 26: Measurement Items of Motivational Orientation 165
Table 27: Measurement Items of Shopping Goals 166
Table 28: Measurement Items of Store Attribute Preference 169
Table 29: Socio demographic Profile of the Main Study 174
Table 30: Properties of Measurement Models 177
Table 31: Evaluative Criteria for CFA 186
Table 32: Measurement Properties of Time Pressure and Mot. Orientation (Sample I) 188
Table 33: Measurement Properties of Time Pressure and Mot. Orientation (Sample 2) 189
Table 34: Measurement Properties ok Shopping Goals (Sample 1) 190
Table 35: Measurement Properties of Shopping Goals (Sample 2) 191
Table 36: Measurement Properties ok Store Attribute Preference (Sample 1) 192
Table 37: Exploratory factor analysis ok Store Attribute Preferences 195
Table 38: Revised Measurement Properties of Store Attribute Preference (Sample 1) 196
Table 39: Revised Measurement Properties of Store Attribute Preference (Sample 2) 197
Table 40: Antecedents of Shopping Motivation (apparel shopping) 206
X List of Tables
Tabll 41: Motivational Orientation and Shopping Goals (apparel shopping) 207
table 42: consequences of shopping motivation (apparel shopping) 209
Tabll 43: Antecedents ok Shopping Motivation (furniture shopping) 211
Table 44: motivational Orientation and Shopping Goals (furniture shopping) 212
Table 45: Consequences of Shopping Motivation (furniture shopping) 213
Table 46: Antecedents of Shopping Motivation (grocery shopping) 215
Table 47: Motivational Orientation and Shopping Goals (grocery shopping) 216
Table 48: Consequences ok Shopping Motivation (grocery shopping) 217
Table 49: Legend for General Effects Model 219
Table 50: Retail Segmentation Checklist 258
Table 51: Differentiation Profiles 261
Table 52: Segment Matrix kor Apparel Shopping 267
Table 53: Results of Discriminant Analysis (Apparel Shopping) 273
Table 54: Segment Matrix for Furniture Shopping 275
Table 55: Results of Discriminant Analysis (Furniture Shopping) 279
Table 56: Segment Matrix for Grocery Shopping 281
Table 57: Results ok Discriminant Analysis (Grocery Shopping) 285
Table 58: Cross Contextual Properties of Shopping Avoiders 287
Table 59: Cross Contextual Properties of Household Shoppers 288
Table 60: Cross Contextual Properties of Shopping Enthusiasts 289
Table 61: Initial Cluster Centroids (Apparel Shopping) 360
Table 62: Initial Cluster Centroids (Furniture Shopping) 360
Table 63: Initial Cluster Centroids (Grocery Shopping) 361
Table 64: Final Cluster Centroids (Apparel Shopping) 362
Table 65: Final Cluster Centroids (Furniture Shopping) 362
Table 66: Final Cluster Centroids (Grocery Shopping) 363
Table 67: Segment Descriptors (Apparel Shopping) 364
Table 68: Segment Descriptors (Furniture Shopping) 364
Table 69: Segment Descriptors (Grocery Shopping) 365
Table 70: Cluster Classification Matrix (Apparel Shopping) 366
Table 71: Cluster Classification Matrix (Furniture Shopping) 366
Table 72: Cluster Classification Matrix (Grocery Shopping) 366 |
| any_adam_object | 1 |
| any_adam_object_boolean | 1 |
| author | Wagner, Tillmann |
| author_facet | Wagner, Tillmann |
| author_role | aut |
| author_sort | Wagner, Tillmann |
| author_variant | t w tw |
| building | Verbundindex |
| bvnumber | BV021238920 |
| classification_rvk | QQ 440 QW 300 |
| ctrlnum | (OCoLC)62586598 (DE-599)BVBBV021238920 |
| discipline | Wirtschaftswissenschaften |
| discipline_str_mv | Wirtschaftswissenschaften |
| format | Thesis Book |
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| id | DE-604.BV021238920 |
| illustrated | Illustrated |
| index_date | 2024-07-02T13:30:39Z |
| indexdate | 2024-07-09T20:28:32Z |
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| spelling | Wagner, Tillmann Verfasser aut Consumer shopping motivation as a basis for retail differentiation a cross-contextual and hierarchical investigation by Tillmann Wagner 2005 XII, 367 S. Ill., graph. Darst. txt rdacontent n rdamedia nc rdacarrier St. Gallen, Univ., Diss., 2005 Verbraucher (DE-588)4062632-5 gnd rswk-swf Marktsegmentierung (DE-588)4037644-8 gnd rswk-swf Positionierung Marketing (DE-588)4503311-0 gnd rswk-swf Kaufmotivation (DE-588)4163506-1 gnd rswk-swf Verbraucherverhalten (DE-588)4062644-1 gnd rswk-swf Produktdifferenzierung (DE-588)4126360-1 gnd rswk-swf Einzelhandel (DE-588)4127747-8 gnd rswk-swf Schweiz (DE-588)4053881-3 gnd rswk-swf (DE-588)4113937-9 Hochschulschrift gnd-content Schweiz (DE-588)4053881-3 g Einzelhandel (DE-588)4127747-8 s Positionierung Marketing (DE-588)4503311-0 s Marktsegmentierung (DE-588)4037644-8 s Kaufmotivation (DE-588)4163506-1 s Verbraucherverhalten (DE-588)4062644-1 s DE-604 Verbraucher (DE-588)4062632-5 s Produktdifferenzierung (DE-588)4126360-1 s DE-188 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=014281640&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Wagner, Tillmann Consumer shopping motivation as a basis for retail differentiation a cross-contextual and hierarchical investigation Verbraucher (DE-588)4062632-5 gnd Marktsegmentierung (DE-588)4037644-8 gnd Positionierung Marketing (DE-588)4503311-0 gnd Kaufmotivation (DE-588)4163506-1 gnd Verbraucherverhalten (DE-588)4062644-1 gnd Produktdifferenzierung (DE-588)4126360-1 gnd Einzelhandel (DE-588)4127747-8 gnd |
| subject_GND | (DE-588)4062632-5 (DE-588)4037644-8 (DE-588)4503311-0 (DE-588)4163506-1 (DE-588)4062644-1 (DE-588)4126360-1 (DE-588)4127747-8 (DE-588)4053881-3 (DE-588)4113937-9 |
| title | Consumer shopping motivation as a basis for retail differentiation a cross-contextual and hierarchical investigation |
| title_auth | Consumer shopping motivation as a basis for retail differentiation a cross-contextual and hierarchical investigation |
| title_exact_search | Consumer shopping motivation as a basis for retail differentiation a cross-contextual and hierarchical investigation |
| title_exact_search_txtP | Consumer shopping motivation as a basis for retail differentiation a cross-contextual and hierarchical investigation |
| title_full | Consumer shopping motivation as a basis for retail differentiation a cross-contextual and hierarchical investigation by Tillmann Wagner |
| title_fullStr | Consumer shopping motivation as a basis for retail differentiation a cross-contextual and hierarchical investigation by Tillmann Wagner |
| title_full_unstemmed | Consumer shopping motivation as a basis for retail differentiation a cross-contextual and hierarchical investigation by Tillmann Wagner |
| title_short | Consumer shopping motivation as a basis for retail differentiation |
| title_sort | consumer shopping motivation as a basis for retail differentiation a cross contextual and hierarchical investigation |
| title_sub | a cross-contextual and hierarchical investigation |
| topic | Verbraucher (DE-588)4062632-5 gnd Marktsegmentierung (DE-588)4037644-8 gnd Positionierung Marketing (DE-588)4503311-0 gnd Kaufmotivation (DE-588)4163506-1 gnd Verbraucherverhalten (DE-588)4062644-1 gnd Produktdifferenzierung (DE-588)4126360-1 gnd Einzelhandel (DE-588)4127747-8 gnd |
| topic_facet | Verbraucher Marktsegmentierung Positionierung Marketing Kaufmotivation Verbraucherverhalten Produktdifferenzierung Einzelhandel Schweiz Hochschulschrift |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=014281640&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
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