0000000000077198
AUTHOR
Alejandro Mollá
Research trends in retailing: a comparative approach Spain-Europe-USA
This paper describes the evolution of research in retailing comparing three different geographic regions: Spain, Europe and the United States. Working on the basis of a bibliographic review of the academic research published between 1996 and 2000 together with a content analysis, the results of this study reveal a heterogeneous evolution in nine thematic areas related to the field of retailing. The differences are particularly noticeable when comparing those of Europe with those of the USA, and reveal different areas of interest over the last five years.
Antecedents and consequences of market orientation in public organisations
The aim of this article is to link research on market orientation in the field of marketing with the proposals of reform and modernisation made in the administrative and political field. Market orientation in business organisations is a highly topical issue, or even more, it is considered by someacademicians as the new marketing paradigm. Following these studies and their proposals of application in other sectors, a market orientation model is developed, from a public management perspective, in the setting of local governments through testing a set ofhypotheses about the construct and its antecedents and consequences. Antecedents explaining why some local governments are more market oriente…
Complaining at the Store or Through Social Media: The Influence of the Purchase Channel, Satisfaction, and Commitment
In the current omnichannel retail environment, customers have multiple channels to interact with firms to search for information, purchase, and after-sales. Within those channel social media can play a significant role, particularly as complaint channels. The aim of this paper is to analyze whether the choice to complain face-to-face or through social media depends on the purchase channel chosen and the satisfaction and commitment with the retailer. With data from an online panel our results show that the complaint channel tends to be the same as the channel chosen for purchase; moreover, satisfaction is positively related to complaining at store and negatively related to complaining throug…
Post-entry internationalisation activity of retailers
Purpose – The purpose of this paper is to propose a framework, based on empirical research, to explain the strategic processes of post-entry development in international retailing through consideration of the dynamic capabilities attributable to retailers. Design/methodology/approach – Case study approach of five international retail firms using secondary data and primary data gathered through interviews with firms ' executives and financial analysts. Findings – The research findings, in the light of the existing literature, suggest a framework that makes a distinction between first level or generic dynamic capabilities relevant to the internationalization process and second level or speci…
Omni-Channel Intensity and Shopping Value as Key Drivers of Customer Satisfaction and Loyalty
Omni-channel retailing consists of the complete alignment of the different channels and touchpoints that generate a seamless experience for consumers, allowing them to move freely through all channels. The consumer's perception of a seamless and consistent omni-channel experience is called intensity. This study reveals that this intensity in the shopping experience can offer value to consumers, and that intensity and shopping value also influence satisfaction and loyalty. We propose a relationship model that had been tested in a quantitative study with PLS, with a representative sample of buyers who had used the Click and Collect system. The main contribution of this study is to the literat…
Website design and e-consumer: effects and responses
This research is focused on the study of the effects of different web layouts ? related to navigational structure and presentation of products ? on internal and behavioural consumer responses within an online shopping situation. Moreover, in our model we have introduced two types of variables ? involvement and atmospheric responsiveness ? which mediate the relationships between the constructs analysed. A website and a tracking behaviour methodology for a fictitious apparel retailer have been developed in order to carry out a 2?2 between-subjects experimental study. Our results show that if web marketers design stores without restrictive navigation cues (offering, in consequence, freedom of …
Explaining Mobile Commerce Usage Intention Based on Technology Acceptance Models in a Developing Market Context
Purpose – This paper aims to explain the intention to use mobile phones for shopping based on the technology acceptance model (TAM) and the unified theory of acceptance and use of technology (UTAUT2) model in a developing country context, characterized by the mobile channel’s high growth rates. The research model analyzes perceived usefulness, perceived ease of use, social influence, facilitating conditions, and hedonic motivation on m-commerce usage intention. Design/Methodology/Approach – Data for the research were collected through a survey among mobile commerce users in Ecuador. We tested the model through partial least squares structural equations modeling (PLS-SEM). Findings and impli…
Identifying patterns in channel usage across the search, purchase and post-sales stages of shopping
Different motivations explain channel choice for search, purchase and post-sales.Channel choice is affected by the product category: search/purchase goods.Product involvement is the most relevant variable explaining multichannel behavior.Cross-channel synergies as consumers use both channels at each shopping stage.Meaningful segments based on the choice of channel are identified and characterized. Consumers today are using various channels to complete their purchase process. As shoppers pursue different goals at each stage of the process, channel choice may be explained by different drivers for search, purchase and post-sales activities. Our research framework is based on an extension of th…
Empirical Evidence of Marketing Practices in the Nonprofit Sector: The Case of Performing Arts
ABSTRACT Arts organisations are adopting marketing practices as international literature suggests. However, there is an important lack of studies proving this. So, the overall goal of this article is to examine how performing arts institutions apply marketing principles in their management process. Specifically, we propose to group these organisations according to their implication with marketing practices. An empirical research design using univariate and multivariate techniques was drawn. The results showed that performing arts organisations are adopting marketing tools but with different levels of implication. So, the three groups found were labelled neutral, involved and image conscious…
Brand assessment: a key element of marketing strategy
The growing importance of the brand in the life of the company and in consumer perceptions has led many authors to base their analysis on brand value rather than the traditional approach in which its definition, its functions and its characteristics were amply developed. It is becoming increasingly obvious that the brand generates value for the company: brand value is the value of the marginal cash flows generated by a product due to the fact that it is identified with a brand. Brand value is generated by a series of multidimensional assets which interact in a complex way: loyalty; awareness; perceived quality; and identity. One of the main problems for a company wishing to develop a brand …