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Full-Text Articles in Sales and Merchandising
Are Mature Female Consumers Well Served By The Fashion Retail Sector?, Amanda Ratcliffe
Are Mature Female Consumers Well Served By The Fashion Retail Sector?, Amanda Ratcliffe
Conference proceedings
The fashion retail sector is going through extremely challenging times with continuing globalisation and the ongoing impact of the recent global recession in many markets. Markets are highly competitive and companies must strive to craft strategies which will deliver competitive advantage. Across the developed and the developing world, populations are ageing. The trend is so marked as to have been termed an ‘Agequake’ by A.T. Kearney, (2011, 1) in terms of its predicted impact on economies, companies and most particularly, retailers. Women aged 50 and over are now one of the most powerful consumer groups in the UK, spending more …
The Specification Of Store Environments: The Role Of Design-Architecture In The Development Of Retailer Brand Loyalty, John Murray, Jonathan Elms Dr.
The Specification Of Store Environments: The Role Of Design-Architecture In The Development Of Retailer Brand Loyalty, John Murray, Jonathan Elms Dr.
Conference proceedings
This paper proposes a conceptual framework for the inclusion of the aesthetic in the study of retail branding. It proposes modifications to the Mehrabian & Russell (1974) stimulus-organism-response model which characterises most approaches to the holistic study of store environments. Store prototype and retailer attachment are among the global and attribute level variables that could together with collative variables such as novelty and complexity help explain retail brand loyalty. The framework is exploratory and aims to add to existing knowledge on the dynamic, situated, perceptive processes at hand when consumers are exposed to the multitude of cues and messages typically …
Towards A Better Specification Of The Store Environment Stimulus: An Augmented Stimulus-Organism-Response (Sor) Model That Captures Brand Expressiveness, John Murray
Conference proceedings
Abstract: This paper proposes an augmented SOR model which facilitates design/architect practitioners when they review store concepts. The paper contributes to the knowledge base of designers/architects when making deliberate brand expressions in development of the store environment. The global nature of the SOR model, it is argued, does not allow for discrimination between consumer interpretations of store brands; nor does it propose a realistic means of engaging design-architect practitioners at the concept proofing stage of development. This conceptual paper argues that retail branding studies benefit from inclusion of more flexible frameworks founded on separable and integral design-architecture and brand communicative …
Exploring The Relationship Between Customer Loyalty And Electronic Loyalty Schemes: An Organisational Perspective, Edmund O'Callaghan, Joan Keegan
Exploring The Relationship Between Customer Loyalty And Electronic Loyalty Schemes: An Organisational Perspective, Edmund O'Callaghan, Joan Keegan
Conference proceedings
Electronic loyalty schemes (ELSs) first appeared on the Irish retail landscape when Superclub was launched by the Irish grocery multiple Superquinn in 1993. While ELSs are now commonplace in the Irish retail sector, the rationale for their introduction remains unclear. Loyalty measurability remains a ubiquitous concern within the business literature. This paper offers an organisational perspective on the role and operation of one electronic loyalty scheme. It investigates the benefits of ELSs and their contribution or otherwise to the development of loyalty. The paper reiterates the belief that the real advantage of ELSs resides with their data mining potential to …
The Impact Of Change On The Irish Retail Environment, Edmund O'Callaghan, Mary Wilcox
The Impact Of Change On The Irish Retail Environment, Edmund O'Callaghan, Mary Wilcox
Conference proceedings
The turbulence of environmental change is a constant challenge for the modern retailer. It acts as a Jeckyl and Hyde change agent in that it presents opportunities for the entrepreneurial firm or is ever threatening for the reactive enterprise. The law of natural selection which dictates that firms ‘adapt to this turbulence or die’, is a reality. The firm must work within parameters of ever increasing environmental change and its ability to anticipate this change becomes a prerequisite for survival. Mathur argues that markets are not a given, that it is firms which dictate the market environment through their generic …