PHYSICAL ENVIRONMENT
The prototypicality of a store (how much the same stores from a chain look the same)
What is external variables?
This study examined patterns of shopper movement and behaviour in a supermarket
What is the study of Gil et al?
consumers make rational decisions based on the likely outcomes of their actions
what is utility model?
he conducted a qualitative study on people's perceptions of gift wrapping.
What is the study of Porublev?
Product, Price, Place, and Promotion
What is the study of Mcarthy?
They established that the retail environment can be shaped in many ways to elicit a variety of behaviors from shoppers. Purchasing behavior is obviously the most important dependent variable in most studies although time spent in the store and ratings of enjoyment is also common.
What is the study of Turley and Milliman?
He began by pointing out that the menu is the most important marketing tool that a restaurant has and that it is important to understand how it can be used to increase sales and improve customer loyalty.
What is the study of Pavesic?
describes consumers as getting ‘approximately where they wanted to go’ and then stopping the decision-making process.
what is satisficing model?
they investigated the idea that classical conditioning could be used to explain our color choices as consumers.
What is the study of Grossman and Wisenblit?
Deals with generally strong and long-lasting changes of attitude.
what is central route?
Compared two different casino designs. Krane's playground macro design and Friedman's gaming macro design.
What is the study of Finlay et al?
He studied the effects of changing primacy, recency and menu item positions.
What is the study of Dayan and Bar-Hillel?
a consumer may allow the value of one attribute to compensate for another
what is a compensatory strategy?
they investigated the effect of gaze on product choice
what is the study of Atalay, Onur Bodur, and Rasolofoarison?
Consumers wants and needs, cost to satisfy, convenience to buy, and communication
What is the study of Lauterborn?
Argued that the design and, in particular, the layout of a virtual store is equally as crucial to virtual retail store success. In this study, the authors manipulate the virtual layout of an online grocery store by creating three different layouts: a free-form layout, a grid layout, and a racetrack layout.
What is the study of Vrechopoulos et al?
a portable invisible boundary surrounding us, into which others may not trespass. It regulates how closely we interact with others moves with us, and expands and contracts according to the situation in which we find ourselves.
the first product to meet the basic requirements is chosen and no further consideration takes place.
What is satisficing?
1. they will ask more questions about the consumer?
2. they will use a customized approach to selling rather than a one technique fits all
3. they are more interactive with the customer
4. will generate more sales as a result
what are the four main qualities of customer-focused salespeople?
Attention, Comprehension, and Acceptance
What is the study of Hovland et al?
to investigate the effect of musical style on the amount of money customers spent in a restaurant.
What is the study of North et al?
He assessed how people defend their place in a queue.
What is the study of Milgram?
constantly making decisions and have developed cognitive processing strategies or shortcuts to help us make decisions more easily.
what is heuristics?
Attention, Interest, Desire, and Action
What is the study of Strong?