IDEAS home Printed from https://ideas.repec.org/a/eee/joreco/v30y2016icp105-115.html
   My bibliography  Save this article

Main-format dominance in consumers’ FMCG cross-format shopping patterns

Author

Listed:
  • Klein, Andreas
  • Schmitz, Gertrud

Abstract

Although cross-format patronage has become a common phenomenon in markets for Fast Moving Consumer Goods (FMCG), research on consumers’ specific cross-format combinations is limited. We study such shopping patterns by focusing on retail format utilization. A qualitative pre-study demonstrates consumers’ patronizing combinations of typical retail formats in FMCG with main-format usage and provides underlying differences in consumers’ perceived shopping utility for cross-format selection, which results from their utilized main-format. Our quantitative study reveals three clusters with main-format dominance, that is, mainly supermarket, discount store, and hypermarket shoppers complementarily utilizing fill-in formats to a much lesser extent. Whereas we found high inter-format loyalty in each consumer group, intra-format loyalty significantly varies between clusters. ANOVA and post hoc-tests concerning perceived shopping utility dimensions show that consumers’ perceived acquisition utility rather than perceived transaction costs significantly differs between consumer groups.

Suggested Citation

  • Klein, Andreas & Schmitz, Gertrud, 2016. "Main-format dominance in consumers’ FMCG cross-format shopping patterns," Journal of Retailing and Consumer Services, Elsevier, vol. 30(C), pages 105-115.
    • Handle: RePEc:eee:joreco:v:30:y:2016:i:c:p:105-115
    DOI: 10.1016/j.jretconser.2015.11.011
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0969698915301417
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jretconser.2015.11.011?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Baltas, George & Argouslidis, Paraskevas C. & Skarmeas, Dionysis, 2010. "The Role of Customer Factors in Multiple Store Patronage: A Cost–Benefit Approach," Journal of Retailing, Elsevier, vol. 86(1), pages 37-50.
    2. Peter Boatwright & Sanjay Dhar & Peter Rossi, 2004. "The Role of Retail Competition, Demographics and Account Retail Strategy as Drivers of Promotional Sensitivity," Quantitative Marketing and Economics (QME), Springer, vol. 2(2), pages 169-190, June.
    3. Bustos-Reyes, César Augusto & González-Benito, Óscar, 2008. "Store and store format loyalty measures based on budget allocation," Journal of Business Research, Elsevier, vol. 61(9), pages 1015-1025, September.
    4. Kumar, Ashish & Trivedi, Minakshi & Bezawada, Ram & Sridhar, Karthik, 2012. "A comparative analysis of differential consumer response across supermarket and specialty store in the candy category," Journal of Retailing and Consumer Services, Elsevier, vol. 19(6), pages 561-569.
    5. Skallerud, Kåre & Korneliussen, Tor & Olsen, Svein Ottar, 2009. "An examination of consumers’ cross-shopping behaviour," Journal of Retailing and Consumer Services, Elsevier, vol. 16(3), pages 181-189.
    6. Nina Hampl & Moritz Loock, 2013. "Sustainable Development in Retailing: What is the Impact on Store Choice?," Business Strategy and the Environment, Wiley Blackwell, vol. 22(3), pages 202-216, March.
    7. Haans, Hans & Gijsbrechts, Els, 2011. "“One-deal-fits-all?” On Category Sales Promotion Effectiveness in Smaller versus Larger Supermarkets," Journal of Retailing, Elsevier, vol. 87(4), pages 427-443.
    8. Gleim, Mark R. & Smith, Jeffery S. & Andrews, Demetra & Cronin, J. Joseph, 2013. "Against the Green: A Multi-method Examination of the Barriers to Green Consumption," Journal of Retailing, Elsevier, vol. 89(1), pages 44-61.
    9. Lee, Hyun-Joo & Yang, Kiseol, 2013. "Interpersonal service quality, self-service technology (SST) service quality, and retail patronage," Journal of Retailing and Consumer Services, Elsevier, vol. 20(1), pages 51-57.
    10. Haans, A.J. & Gijsbrechts, E., 2011. "One-deal-fits-all? : On category sales promotion effectiveness in smaller versus larger supermarkets," Other publications TiSEM 2c1a69db-bdfa-4988-a84c-4, Tilburg University, School of Economics and Management.
    11. Pradeep K. Chintagunta & Junhong Chu & Javier Cebollada, 2012. "Quantifying Transaction Costs in Online/Off-line Grocery Channel Choice," Marketing Science, INFORMS, vol. 31(1), pages 96-114, January.
    12. Luceri, Beatrice & Latusi, Sabrina, 2012. "The importance of consumer characteristics and market structure variables in driving multiple store patronage," Journal of Retailing and Consumer Services, Elsevier, vol. 19(5), pages 519-525.
    13. Kathleen Cleeren & Frank Verboven & Marnik G. Dekimpe & Katrijn Gielens, 2010. "Intra- and Interformat Competition Among Discounters and Supermarkets," Marketing Science, INFORMS, vol. 29(3), pages 456-473, 05-06.
    14. Angell, Robert J. & Megicks, Phil & Memery, Juliet & Heffernan, Troy W., 2014. "Older shopper types from store image factors," Journal of Retailing and Consumer Services, Elsevier, vol. 21(2), pages 192-202.
    15. Gijsbrechts, Els & Campo, Katia & Nisol, Patricia, 2008. "Beyond promotion-based store switching: Antecedents and patterns of systematic multiple-store shopping," International Journal of Research in Marketing, Elsevier, vol. 25(1), pages 5-21.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Xinyu Hu & Zhonghu Zhang & Junyan Yang, 2019. "Spatial Correlation of Formats in the Central Districts of a Megacity: The Case of Shanghai," Sustainability, MDPI, vol. 11(6), pages 1-12, March.
    2. Yokoyama, Narimasa & Azuma, Nobukazu & Kim, Woonho, 2022. "Moderating effect of customer's retail format perception on customer satisfaction formation: An empirical study of mini-supermarkets in an urban retail market setting," Journal of Retailing and Consumer Services, Elsevier, vol. 66(C).
    3. Anastasia Griva & Cleopatra Bardaki & Katerina Pramatari & Georgios Doukidis, 2022. "Factors Affecting Customer Analytics: Evidence from Three Retail Cases," Information Systems Frontiers, Springer, vol. 24(2), pages 493-516, April.
    4. Jingjing Wu & Yiwei Chen & Lin Hu & Anxin Xu, 2022. "Influence Factors on Consumers’ Instant Cross-buying under Supermarkets’ Cross-border Integration: From the Perspective of the Elaboration Likelihood Model," SAGE Open, , vol. 12(3), pages 21582440221, September.
    5. Hai Tran, Van & Sirieix, Lucie, 2020. "Shopping and cross-shopping practices in Hanoi Vietnam: An emerging urban market context," Journal of Retailing and Consumer Services, Elsevier, vol. 56(C).
    6. Sreten Ćuzović & Svetlana Sokolov Mladenović & Djordje Ćuzović, 2017. "The Impact of Retail Formats on the Development of Food Retailing," Entrepreneurial Business and Economics Review, Centre for Strategic and International Entrepreneurship at the Cracow University of Economics., vol. 5(1), pages 11-26.
    7. Arenas-Gaitán, Dr Jorge & Peral-Peral, Dra Begoña & Dr Jesús Reina-Arroyo,, 2021. "Ways of shopping & retail mix at the Greengrocer's," Journal of Retailing and Consumer Services, Elsevier, vol. 60(C).

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Bonfrer, André & Chintagunta, Pradeep & Dhar, Sanjay, 2022. "Retail store formats, competition and shopper behavior: A Systematic review," Journal of Retailing, Elsevier, vol. 98(1), pages 71-91.
    2. Guyt, Jonne & Gijsbrechts, Els, 2018. "On consumer choice patterns and the net impact of feature promotions," International Journal of Research in Marketing, Elsevier, vol. 35(3), pages 490-508.
    3. Melis, Kristina & Campo, Katia & Lamey, Lien & Breugelmans, Els, 2016. "A Bigger Slice of the Multichannel Grocery Pie: When Does Consumers’ Online Channel Use Expand Retailers’ Share of Wallet?," Journal of Retailing, Elsevier, vol. 92(3), pages 268-286.
    4. Vroegrijk, Mark & Gijsbrechts, Els & Campo, Katia, 2016. "Battling for the Household's Category Buck: Can Economy Private Labels Defend Supermarkets Against the Hard-Discounter Threat?," Journal of Retailing, Elsevier, vol. 92(3), pages 300-318.
    5. D. T. Vergura & S. Latusi, 2013. "La Mobilità Del Consumatore Tra Formati Distributivi Nel Settore Dell’Abbigliamento: Un’Indagine Empirica," Economics Department Working Papers 2013-MK03, Department of Economics, Parma University (Italy).
    6. Inge Geyskens & Barbara Deleersnyder & Marnik G. Dekimpe & Didi Lin, 2024. "Do consumers benefit from national-brand listings by hard discounters?," Journal of the Academy of Marketing Science, Springer, vol. 52(1), pages 97-118, January.
    7. Campo, Katia & Breugelmans, Els, 2015. "Buying Groceries in Brick and Click Stores: Category Allocation Decisions and the Moderating Effect of Online Buying Experience," Journal of Interactive Marketing, Elsevier, vol. 31(C), pages 63-78.
    8. Guyt, Jonne, 2015. "Consumer choice models on the effect of promotions in retailing," Other publications TiSEM c310f652-d725-4764-aac7-b, Tilburg University, School of Economics and Management.
    9. Anastasia Griva & Cleopatra Bardaki & Katerina Pramatari & Georgios Doukidis, 2022. "Factors Affecting Customer Analytics: Evidence from Three Retail Cases," Information Systems Frontiers, Springer, vol. 24(2), pages 493-516, April.
    10. Beatrice Luceri & Sabrina Latusi & Elisa Martinelli, 2014. "L?acquirente cross-format: modelli di mobilit? nel rocery," MERCATI & COMPETITIVIT?, FrancoAngeli Editore, vol. 2014(3), pages 19-39.
    11. Koll, Oliver & Plank, Andreas, 2022. "Do shoppers choose the same brand on the next trip when facing the same context? An empirical investigation in FMCG retailing," Journal of Retailing, Elsevier, vol. 98(4), pages 576-592.
    12. Dekimpe, Marnik G. & Gijsbrechts, Els & Gielens, Katrijn, 2023. "Proximity-store introductions: A new route to big-box retailer success?," Journal of Retailing, Elsevier, vol. 99(4), pages 621-633.
    13. Mahama-Musah, Fuseina & Vanhaverbeke, Lieselot & Gillet, Arnaud, 2020. "The impact of personal, market- and product-relevant factors on patronage behaviour in the automobile tyre replacement market," Journal of Retailing and Consumer Services, Elsevier, vol. 57(C).
    14. Chadwick J. Miller & Daniel C. Brannon & Jim Salas & Martha Troncoza, 2021. "Advertising, incentives, and the upsell: how advertising differentially moderates customer- vs. retailer-directed price incentives’ impact on consumers’ preferences for premium products," Journal of the Academy of Marketing Science, Springer, vol. 49(6), pages 1043-1064, November.
    15. Dekimpe, Marnik & Gijsbrechts, Els & Gielens, K.J.P., 2023. "Proximity-store introductions: A new route to big-box retailer success?," Other publications TiSEM 14dc6958-ab6b-4d70-995d-f, Tilburg University, School of Economics and Management.
    16. Sinha, Rajesh Kumar & Adhikari, Atanu, 2018. "Buyer-seller amount-price equilibrium for prepaid services: Implication for promotional pricing," Journal of Retailing and Consumer Services, Elsevier, vol. 44(C), pages 285-292.
    17. Hökelekli, Gizem & Lamey, Lien & Verboven, Frank, 2017. "The battle of traditional retailers versus discounters: The role of PL tiers," Journal of Retailing and Consumer Services, Elsevier, vol. 39(C), pages 11-22.
    18. Phillips, Megan & Parsons, Andrew G. & Wilkinson, Helene J. & Ballantine, Paul W., 2015. "Competing for attention with in-store promotions," Journal of Retailing and Consumer Services, Elsevier, vol. 26(C), pages 141-146.
    19. González-Benito, Óscar & Martos-Partal, Mercedes, 2012. "Role of Retailer Positioning and Product Category on the Relationship Between Store Brand Consumption and Store Loyalty," Journal of Retailing, Elsevier, vol. 88(2), pages 236-249.
    20. Zhijun Chen & Patrick Rey, 2012. "Loss Leading as an Exploitative Practice," American Economic Review, American Economic Association, vol. 102(7), pages 3462-3482, December.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:joreco:v:30:y:2016:i:c:p:105-115. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: https://www.journals.elsevier.com/journal-of-retailing-and-consumer-services .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.