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Developing the Marketing Experience to Increase Shopping Time: The Moderating Effect of Visit Frequency

Author

Listed:
  • Silvia Cachero-Martínez

    (Cátedra Fundación Ramón Areces de Distribución Comercial, University of Oviedo, 33006 Oviedo, Spain)

  • Rodolfo Vázquez-Casielles

    (Business Administration, University of Oviedo, 33006 Oviedo, Spain)

Abstract

In the retail sector, the creation of shopping experiences becomes increasingly important to obtain a competitive advantage, and to meet consumers’ needs and desires. Knowing how to design and apply these experiences can stimulate consumer engagement and their intention to spend more time at the retailer. Under this premise, the objective of this research is to analyze the relationship between different shopping experience dimensions, consumers’ engagement, and their willingness to spend more time at the retailer. Using survey methodology on a sample of 527 consumers, the results show that shopping experiences stimulate the consumers’ engagement and their predisposition to spending more time at the store. In addition, a moderating effect of visit frequency to the retailer is observed, such that the higher this is, the more intense the relationship between experience dimensions and consumer engagement will be.

Suggested Citation

  • Silvia Cachero-Martínez & Rodolfo Vázquez-Casielles, 2018. "Developing the Marketing Experience to Increase Shopping Time: The Moderating Effect of Visit Frequency," Administrative Sciences, MDPI, vol. 8(4), pages 1-21, November.
    • Handle: RePEc:gam:jadmsc:v:8:y:2018:i:4:p:77-:d:186813
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    References listed on IDEAS

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