Shopper Behavior at the Point of Purchase: Drivers of In-Store Decision-Making and Determinants of Post-Decision Satisfaction in a High-Involvement ... 18 (Schriften zu Marketing und Handel) - Hardcover
Synopsis
This book explores two central aspects of shopper behavior at the POP: decision-making itself and how it is affected by in-store and out-of-store factors, with a focus on the role of in-store attention, post-decision choice satisfaction and its determinants. It empirically researches these aspects using data gathered in an eye-tracking field experiment. These data allow for a precise analysis of attention at the POP, as well as of many other important variables of in-store decision-making. Overall, the results show that retailers have less influence on in-store decision-making than manufacturers, despite having control over the POP, as out-of-store factors have a stronger impact on in-store decision-making than in-store factors.
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About the Author
Toni Schmidt studied Finance and Accounting as well as Business Administration at the University of St. Gallen. He completed his doctorate at the WHU-Otto Beisheim School of Management.
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Shopper behavior at the point of purchase : drivers of in-store decision-making and determinants of post-decision satisfaction in a high-involvement product choice. Toni Schmidt / Schriften zu Marketing und Handel ; Band 18
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ISBN 10: 3631674945
ISBN 13: 9783631674949
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Festeinband. Condition: Wie neu. XV, 120 Seiten : Illustrationen ; 22 cm Neuwertig. - Table of Contents -- PrefaceV -- List of Abbreviations XI -- List of Figures XIII -- List of Tables XV -- 1 Introduction1 -- 11 Motivation and Relevance of theTopic 1 -- 12 Research Goals and Structure of theDissertation 3 -- 2 Main Effects of In-Store and Out-of-Store Factors on -- Attention and Evaluation at the Point of Purchase 7 -- 21 Introduction 7 -- 22 Background of the Study9 -- 23 The Conceptual Framework 11 -- 231 In-Store Factors and their Influence on -- Attention and Evaluation 14 -- 232 Out-of-Store Factors and their Influence on -- Attention and Evaluation 17 -- 233 The Organism and Response Stages: -- Attention and Evaluation at the POP 18 -- 24 Eye-Tracking Experiment 20 -- 241 Measuring Visual Attention with Eye Tracking 20 -- 242 Design22 -- 243 Process23 -- 244 Sample24 -- 245 Product Category 24 -- 246 Measurement of Independent -- 25 Results 25 -- 251 Hypothesis Testing through Regression Analysis27 -- 252 Mediation Analysis 32 -- 26 Discussion38 -- 261 Implications for Research38 -- 262 Implications for Management40 -- 263 Limitations and Need for Further Research 42 -- 3 The Impact of In- and Out-of-Store Factors Interaction -- and Moderation Effects on Attention andEvaluation 45 -- 31 Introduction45 -- 32 Framework and Variables 48 -- 321 S-O-R Paradigm as Overarching Framework48 -- 322 Main Effects of In-Store and Out-of-Store Factors -- on Attention and Evaluation49 -- 323 Moderators versus Interactions - a Working Definition"51 -- 324 Interactions between In-Store and Out-of-Store -- Factors and their Effects on Attention and Evaluation 52 -- 325 Moderating Role of Gender?Age?Brand Shopper? -- and Reflective Shopper regarding In-Store and -- Out-of-Store Factors Effects on Attention -- and Evaluation5? > -- 326 Operationalization of Attention and -- Evaluation at the POP ?? -- 33 Eye-Tracking Experiment 57 -- 331 Design57 -- 332 Sample57 -- 333 Process57 -- 334 Measurement of Independent and -- Moderating Variables 58 ISBN 9783631674949 Sprache: Englisch Gewicht in Gramm: 279. Seller Inventory # 1082900
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Shopper Behavior at the Point of Purchase : Drivers of In-store Decision-making and Determinants of Post-decision Satisfaction in a High-involvement Product Choice
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Shopper Behavior at the Point of Purchase
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Shopper Behavior at the Point of Purchase : Drivers of In-store Decision-making and Determinants of Post-decision Satisfaction in a High-involvement Product Choice
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Shopper Behavior at the Point of Purchase: Drivers of In-Store Decision-Making and Determinants of Post-Decision Satisfaction in a High-Involvement Product Choice (Schriften zu Marketing und Handel)
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Shopper Behavior at the Point of Purchase : Drivers of In-store Decision-making and Determinants of Post-decision Satisfaction in a High-involvement Product Choice
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Shopper Behavior at the Point of Purchase : Drivers of In-store Decision-making and Determinants of Post-decision Satisfaction in a High-involvement Product Choice
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ISBN 10: 3631674945
ISBN 13: 9783631674949
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Shopper Behavior at the Point of Purchase
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Buch. Condition: Neu. This item is printed on demand - it takes 3-4 days longer - Neuware -This book explores two central aspects of shopper behavior at the POP: decision-making itself and how it is affected by in-store and out-of-store factors, with a focus on the role of in-store attention, post-decision choice satisfaction and its determinants. It empirically researches these aspects using data gathered in an eye-tracking field experiment. These data allow for a precise analysis of attention at the POP, as well as of many other important variables of in-store decision-making. Overall, the results show that retailers have less influence on in-store decision-making than manufacturers, despite having control over the POP, as out-of-store factors have a stronger impact on in-store decision-making than in-store factors. 138 pp. Englisch. Seller Inventory # 9783631674949
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Shopper Behavior at the Point of Purchase: Drivers of In-Store Decision-Making and Determinants of Post-Decision Satisfaction in a High-Involvement . 18 (Schriften zu Marketing und Handel)
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