Literature Review The environmental psychologist focuses behavior in two dimensions which are: Approach and Avoidance (Turley & Milliman, 2000). A famous study by Mehrabian and Russell (1974) also classified all behavior as approach and avoidance. Approach is all the positive behaviors that directed to an environment. As research focus is on the retail environment, this will include desire to interact with others in the store, enjoy the environment of the store, patronage intentions, recommending the store to friends. Where as avoidance behavior would be opposite to approach (Donovan & Rossiter, 1982). Zeithaml (1996) defines behavior intentions as “The customer’s willingness to provide positive word of mouth, to visit the restaurant again in the future, to stay longer than anticipated, and to spend more than anticipated”. Further focusing on the approach and avoidance behaviors can generate four different outcomes such as: (1) a wish to remain or depart; (2) a desire to explore and interact or a tendency to want to leave and not explore the store; (3) a desire to communicate with others or to ignore them; and (4) thoughts of happiness or unhappiness (Hoffman & Turley, 2002), (Chebat & Michon, 2003).It is a human nature that if a consumer build up a greatly positive or negative experience with a retail store .It will results in approach or avoidance behavior in the future (Zavotka, 2007).Turley & Milliman (2000) also found out that there is significant relation between atmospherics and shopping behavior. The term atmospherics is defined as dissimilar environmental elements that can be deliberately control by the retailers and helps to enhance the retail store atmosphere in such a way that it provides a positive experience to c... ... middle of paper ... ...omplex stores their pressure levels decrease, their energy increases, and their positive feelings increase. The complex aesthetics related to the elements of design including color and textures and negative feelings for simple retail environments .He used pre-felling survey and post feeling survey and gathered the data from four retail stores (DKNY, Banana republic, Urban Outfitters and Berlyne). She applied descriptive statistics as frequencies and tables for the analysis of data (Zavotka, 2007). Backstroma & Johansson (2006) wrap up their study that the retailers need to focus more on traditional values such as the behavior of their personnel, which is not captured by the retailer’s occasionally. So they find the gap that more and more attention of the retailers comes towards technology side now a days, the result is that they are ignoring traditional aspects.
Hansen, Torben, and Hans S. Solgaard. New Perspectives on Retailing and Store Patronage Behavior: A Study of the Interface between Retailers and Consumers. Boston, Mass: Kluwer Academic Publishers, 2004. USC Upstate Ebook. Web. 28 February 2011.
Nordstrom is one of the top retailers in the United States. With a solid brand image and a sound financial situation, Nordstrom is relentless in their expansion in the US, and are beginning to expand into international markets. Nordstrom takes pleasure in providing state of the art client support and having experienced sales people. In order to hold their position as the most successful high-end retailer in the United States, Nordstrom must continue to figure out ways to improve their brand image and customer satisfaction. Nordstrom’s current business working strategy is successful but I believe there are a few ideal solutions that the organization could apply to further enhance the organization. Due to the aggressive characteristics of the fashion retail store market, it is crucial that Nordstrom preserves an aggressive advantage providing the highest level of customer support as possible.
Mayer, M. L. (1989). 1949-1989: retail reflections. Journal of Retailing, V65 n3, p 396. JAI press, Inc.
The company’s strategy is customer focus strategy; Nordstrom has followed its faithful philosophy as offering its customers the best possible quality and value service. Being successful in the industry, the company has become a leading in fashion retail industry. When people tend to pay attention on the fashion, so that they are willing to spend more on the premium or exclusive products. Therefore, the company can provide items, which meet customers’ need will be the most successful in the industry. In addition, understanding the important of providing the best customer service, Nordstrom always be professional in their design of the store and employees attitudes such as, all of their stores are design to set the color and lighting, which can create the relax feeling for shoppers. Moreover, Nordstrom employees are well trained to
The survey offers insight into shopper partiality toward each store identifying the general attitude for the respondents toward each shopping area. Survey results were captured through a telephone based survey of 150 local residents conducted by the Archimedes Group, Indiana, PA (Weiers, 2008).
In conclusion, retailers differ to attract different customer bases. Retailing proves to be rather complex because it “encompasses the business activities involved in selling goods and services to consumers for their personal, family, or household uses” (3). Wal-Mart and Apple Inc. strive to satisfy their consumers by appealing to them in different ways with the computers. The purchasing process differs between the two retailers as well. Overall, how one purchase a product, such as a computer shows how every process and activity we do in business plays a
Nordstrom and Nordstrom Rack are different retail operations in terms of their choice, pricing, store service, and store atmosphere customer intimate firms, which excel in serving the specific needs of the individual customer well. There is less emphasis on efficiency, which is sacrificed for giving more precisely what is wanted by the customer. Reliability is also stressed. Nordstrom is an example of this discipline. Nordstrom must meet some standards of cost-effectiveness. When customers evaluate the quality of a product, they commonly measure it against two kinds of attributes: those related to quality as excellence and those related to the quality of reliability. From a quality as excellence perspective, the important qualities are things such as a product’s design and styling, its aesthetic appeal, its features and functions, the level of service associated with the delivery of the product,
Companies foster these strategies to achieve goals in marketing and to profit from shoppers drive. I think that people shop more and more with retailers expanding their business everywhere. As Gladwell article “The Science of Shopping” comment on shoppers behaviors the moment they enter the store they start browsing, also comment on shoppers being right handed simply because they go to right after walking in. shoppers spend abundance of time in store focusing on detail what to buy and to get out of best shopping journey they could have. During the time I spend reading and targeting on The Power of Habit why we do what we do in life and business, a realization come to light that we are control by habits and we as a shoppers get to try a new things and to have the finest shopping experience businesses encouraging shoppers what to do as leaving Stater
Most retailers know that the appearance of their stores plays a big part in determining consumer behavior. As such, they seek to use it to their advantage. Sport Chek sells various types of sports merchandise mainly to middle and upper class citizens of Canada. The company has many stores and online portals. The design of the stores communicates to customers that goods in the store are of high quality. Therefore, customers come with the expectation to pay a premium. The main elements that the store uses to influence consumer behavior include the choice of construction materials, careful choice of colors and shapes, and creative use of lighting. These elements have an impact on the affective, cognitive, and behavioral responses of potential customers. The channel strategy used by the company is effective because of Sport Chek’s strong brand name. The company can benefit more from a better channel strategy for its online shopping portal that can help it to take advantage of the global high-end sports market.
The purpose of this assignment is to explain and show how the environmental factors influence marketing decisions of Amazon.com INC. We are going to take a look SWAT and Pestle analysis, segmentation, targeting, cost and benefits, positioning which are implemented by the chosen company.
The data have shown customers’ interest; the retailers can serve their customers more effective when they know what their customer want. The product will catch customers’ attention because they know where exactly to put it. That lead to more product being sales and more money being generated. According to the video “How store track your shopping behavior”, from the study of men’s habit of shopping, they know how to get men pay attention to their products. They change it up a little bit and get a really interesting result:”85% increase in product touch, 44% increase in sales, and 38% increase in dollar sales”; that is huge increase numbers. That number show how impactful the study effects their business performances. It is the result of understanding their customers’ need and desire. The ultimate goal is to increase product sales. They have to depend on the customer to reach that goal. Making the customer feel comfortable and encourage them to buy more goods is a process toward that
Nordstrom retail stores have large hallways, and everything is presented in a very classy manner. The color scheme includes pale yellows, whites, and gold, to provide a more elegant appearance in the store in order to make the shopped feel special. The design is also seen through product organization. Compared to stores like Macy’s, which organize their products based on brand, Nordstrom organizes their products based on lifestyle. Because of this, it is easier for shoppers to find clothes similar to their style as opposed to by brand. In effect, shoppers will purchase more products. This also is a type of experiential retailing, where Nordstrom customers are able to experience the elements of their lifestyle within one section. More so, the product presentation will draw people’s eyes to products, even if they are not looking for it. This gives Nordstrom a competitive advantage in relation to other similar retail stores because it makes their store look more glamorous and high-end. While other stores may focus on value, Nordstrom utilizes the retail positioning strategy to make a customer feel more high-end and
One of the most important areas to consider is customer service. The atmosphere of a store
Haynes and Talpade’s finding (1996, p.41) shows that shoppers who visiting the mall mainly for shopping spend more money at department stores than the ones who attracted to the mall primarily because of entertainment centre. They conclude that entertainment centre itself is not a main factor to attract additional shoppers visiting the mall, and even it may divert a shopping intention (Haynes and Talpade 1996, pp. 47-48). However, Haynes and Talpade’s study has a limitation due to they only focus on family entertainment centre to define entertainment value. This limitation encouraged Christiansen et al. (1999, p. 11-12) to conduct further research for the similar topic. Their finding also confirms the inconsistency relationship between entertainment and mall productivity, and the negative relationship between entertainment and numbers of amount purchased (Christiansen et al. 1999, p. 19-20). They also find that to some extent entertainment could be a distracter rather than a facilitator towards shopping behaviour (Christiansen et al. 1999, p. 19). This distracter effect could also be seen in Kaltcheva and Weitz’s study (2006, p. 115), which suggest that entertainment experience could lessen a purchase intention of shoppers at the
The nature of the business of retailing puts retailers at a assumed risk of incurring costs because products are bought with the assumption that consumers will purchase. Additionally there are external factors that may also pose risks such as natural disasters, theft, spoilage and fire. In other circumstances retailers also extends financial credit to customers in the form of credit sales which facilitates the smooth transition from retailers to the marketplace. Retailers are in constant contact with customers which gives them the opportunity to research and study buyer’s behaviour. This involves collecting information about changes in customer preferences, perception and shifts in the demand curve. Through advertising within their stores retailers are able to exhibit and introduce existing and new products to the marketplace. Ultimately retailers are in the business of selling products to customers to achieve their goals of generating