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Retailing Management 8e © The McGraw-Hill Companies, All rights reserved.
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Customer Buying
Behavior CHAPTER 4
Retailing Management 8e © The McGraw-Hill Companies, All rights reserved.
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The World of Retailing
Introduction to the World of Retailing
Types of Retailers
Multichannel Retailing
Customer Buying Behavior
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Questions
• How do customers decide which retailer to go to and what merchandise to buy?
• What social and personal factors affect customer purchase decisions?
• How can retailers get customers to visit their stores more frequently, and buy more merchandise during each visit?
• Why and how do retailers group customers into market segments?
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Illustration of Buying Process
Eva Carlyn, a student at the University of Washing, is beginning to interview for jobs. For the first interviews on campus, Eva planned to wear the blue suit her parents bought her three years ago. But after looking at her suit, she realizes that it’s not stylish, and it shows signs of wear. She wants to make a strong first impression during her interviews, so she decides to buy a new suit.
© Digital Vision
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Illustration (Continued)
Eva surfs the Internet for tips on dressing for interviews (www.collegegrad.com and www.jobsearch.about.com) and looks through catalogs to see which styles are offered. However, she decides to go to retail store to try things on, and to have the suit in time for her first interview next week.
She usually shops at Abercrombie & Fitch and American Eagle Outfitter, but neither sells business suits. Before going to the mall, she goes to BrandHabit.com, a site that enables her to examine and compare the suits currently available at the mall.
Armed with a list of possibilities, she goes directly to the stores that she reviewed on BrandHabit.com.
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Illustration (Continued)
She likes to shop with Britt, but Britt is in Paris for the semester.
Since she values Britt’s opinion, Eva shares her shopping list with Britt on Kaboodle.com.
© Ingram Publishing/AGE Fotostock
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Illustration (Continued)
Evan wanders into Macy’s, as a salesperson approaches her in the career women’s department.
After asking her what type of suit she wants and her size, the salesperson shows her three suits. Eva photographs them with her cell phone, and text messages them to Britt in Paris.
Britt likes all three, so Eva tries them on again. However, after messaging Britt more photos, all three individuals decide the 2nd suit is the most appropriate for the interview.
© Bananastock/Punchstock
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Illustration (Continued)
Eva is happy with the aesthetics of the suit: its color, fit, fabric, and length. Although, she is about the costs of dry cleaning, and she realizes she’s spending more money than she had planned. Then Eva decides to buy it after another customer in the store tells her she appears very professional in the suit
As the salesperson walks with Eva to the cash register, they pass a display of scarves. The salesperson stops, picks up a scarf, and demonstrates to her how well the scarf complements the suit. As a result, Eva also decides to buy the scarf.
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Stages in the Buying Process
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• Utilitarian Needs –satisfied when purchases accomplish a specific task. Shopping needs to be easy, and effortless like Sam’s or a grocery store.
• Hedonic needs – satisfied when purchases accomplish a need for entertainment, emotional, and recreational experience as in department stores or specialty stores.
Types of Needs
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• Stimulation
• Ex: Background music, visual displays, scents
• Satisfy need for power and status
• Ex: Canyon Ranch – upscale health resorts
• Adventure
• Treasure hunting for bargains
Hedonic Needs that Retailers can Satisfy
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Conflicting Needs
• Ex: Eva’s hedonic needs (wearing a DKNY suit to enhance self-image) conflict with her budget, and her utilitarian need to get a job.
• Customers make trade-offs between their conflicting needs
• Cross shopping
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Information Search
• Amount of Information Search Depends on the value from searching versus the cost of searching
• Factors Affecting Amount of Information Search
• Product Characteristics
• Complexity
• Cost
• Customer Characteristics
• Past experience
• Perceived risk
• Time pressure
• Market Characteristics
• Number of alternative brands
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• Internal
• Past experiences
• Memory
• External
• Consumer reports
• Advertising
• Word of mouth
Sources of Information
Digital Vision / Getty Images
© Dynamic Graphics/Picture Quest
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How Can Retailers Limit the Information Search?
• Information from sales associates
• Provide an assortment of services
• Provide good assortments
• Everyday low pricing
• Credit
Royalty-Free/CORBIS
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Internet, Information Search, and Price Competition
• Profound impact on consumers’ ability to gather external information
• Number of stores visited is no longer limited by physical distance
• Information about the quality and performance at a low search cost
• Retailers using an Internet channel can differentiate their offerings by providing better services and information
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Evaluation of Alternatives
• Multiattribute attitude model:
• Customers see a retailer, product, or service as a collection of attributes or characteristics
• Predict a customer’s evaluation of a retailer, product, or service based on
• Its performance on relevant attributes
• the importance of those attributes to the customer
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Information about Retailers Selling Groceries
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Information Used in Evaluating Retailers
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Information Needed to Use Multi-Attribute Model
• Alternative Consumer Considering
• Characteristic/Benefits Sought in Making Store and Merchandise Choices
• Ratings of Alternative Performance on Criteria
• Importance of Criteria to Consumer
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• Consideration set: the set of alternatives the customer evaluates when making a selection
• Retailers develop programs influencing top-of-mind awareness • Get exposure on search
engines like Google
• Try to be the top of the page
• More stores in the same area (e.g., Starbucks)
Getting into the Consideration Set
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Methods for increasing the chance of store visit after getting into the consideration set
• Increase Performance Beliefs of Your Store
• Decrease Performance Beliefs About Competitor
• Increase Importance Weight of Attributes on which You Have an Advantage
• Add a New Benefit on which You Excel
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Purchasing Merchandise or Services
• The high-rated item may not be available in the store.
• How can a retailer increase the chances that customers will convert their merchandise evaluations into purchases?
Customers do not always purchase a brand with the
highest overall evaluation.
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Postpurchase Evaluation
• Satisfaction
• A post-consumption evaluation of how well a store or product meets or exceeds customer expectations
• Becomes part of the customer’s internal information that affects future store and product decisions
• Builds store and brand loyalty
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• Extended Problem Solving
• High financial or Social Risk
• Limited Problem Solving
• Some Prior Buying Experience
• Habitual Decision Making
• Store Brand, Loyalty
Types of Buying Decisions
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Extended Problem Solving
• Financial risks – purchasing expensive products or services
• Physical risks – purchases that will affect consumer’s health and safety
• Social risks – consumers will believe product will affect how others view them
Consumers devote time and effort analyzing alternatives
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• Provide a Lot of Information
• Use Salespeople rather than advertising to
• Communicate with customers
• Reduce the Risks
• Offer Guarantees
• Return Privileges
What do Retailers Need to do for Customers
Engaged in Extended Problem Solving
© Royalty-Free/CORBIS
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• Customers engage in this when they have had prior experience with products or services
• Customers rely more upon personal knowledge
• Majority of customer decisions involve limited problem solving
Limited Problem Solving
(c) Brand X Pictures/PunchStock
Purchase decisions process involving moderate
amount of effort and time
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What do Retailers Need to do for Customers
Engaged in Limited Problem Solving?
• It depends…
• If the Customer Is Coming to You, Provide a Positive Experience and Create Loyalty
• Make Sure Customer is Satisfied
• Provide Good Service, Assortments, value
• Offer Rewards to Convert to Loyal Customer
• If the Customer Goes to Your Competitor’s Store, Change Behavior
• Offer More Convenient Locations, Better Service and Assortments
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• Impulse buying: one common type of limited problem solving
• Influence by using prominent point-of- purchase (POP) or point-of-sale (POS) • Have Salespeople Suggest Add-ons
• Have Complementary Merchandise Displayed Near Product of Interest
• Use Signage in Aisle or Special Displays
• Put Merchandise Where Customers Are Waiting
Encouraging Impulse Buying P
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• For purchases that aren’t important to the consumer
• For merchandise consumers have purchased in the past
• For consumers loyal to brands or a store
Habitual Problem Solving
Purchase decision process involving little or no conscious effort
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• Brand Loyalty • Committed to a Specific
Brand
• Reluctant to Switch to a Different Brand
• May Switch Retailers to Buy Brand
• Store Loyalty • Committed to a Specific
Retailer
• Reluctant to Switch Retailers
Customer Loyalty
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What do Retailers Need to do for Customers
Engage in Habitual Decision Making
• It depends…
• If the customer habitually comes to you, reinforce behavior
• Make sure merchandise in stock
• Provide good service
• Offer rewards to loyal customer
• If the customer goes to your competitor’s store, break the habit
• Offer special promotions
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Social Factors Influencing the Buying Decision Process
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• Purchases are for entire family to use
• Whole family participates in decision making process
• Retailers work to satisfy needs of all family members
Family Influences Buying Decisions
Kids in the U.S. spend over $200 billion on personal items. They directly influence
the purchase of another $300 billion worth of items such as food and clothing.
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• A reference group is one or more people whom a person uses as a basis of comparison for beliefs, feelings and behaviors.
• Reference groups affect buying decisions by:
• Offering information
• Providing rewards for specific purchasing behaviors
• Enhancing a consumer’s self-image
Reference Groups
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Reference Groups
• Eva…. looks to
• Soccer player Mia Hamm and tennis player Maria Sharapova for the selection of athletic wear
• Jessica Simpson for casual fashion advice
• Store advocates:
• Customers that like a store so much that they actively share their positive experiences with friends and family
• Victoria Secret
• Alpha Moms
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• Culture is the meaning, beliefs, morals and values shared by most members of a society
• Western culture: individualism
• Eastern culture: collectivism
• Subcultures are distinctive groups of people within a culture
Culture
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Criteria for Evaluating Market Segments
• Actionable
• Identifiable
• Substantial
• Reachable
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Methods for Segmenting Retail Markets
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VALS American Lifestyle Segments
