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Shopper Segmentation Using Multivariate Risk Analysis for Innovative Marketing Strategies

Author

Listed:
  • G. Somasekhar

    (MITS School of Business, India)

  • K. Srinivasa Krishna

    (MITS School of Business, India)

  • Ashok Kumar Reddy

    (Hero Moto Corp Limited, Hyderabad, India)

  • T. Kishore Kumar

    (NITTE School of Management, Bangalore, India)

  • G. Somasekhar

    (MITS School of Business, India & Madanapalle Institute of Technology and Science, India)

Abstract

Shopper buying behaviour is essential for the retailers to segment the shoppers in accordance to their disruptive attitude and perception for better innovative strategies which may lead to higher profits. The major purpose of this study to categorize the shoppers into distinct groups based on their risk-based perception for the organized retail outlets in Bangladesh. Seven hundred eighty-five respondents were responding on 21 variables related to store which influence their buying behaviour. In the present study, the shoppers were classified into three segments such as value seekers and disruptive to please shoppers, quality and style-driven shoppers, sensory-driven, and not interested shoppers by using innovative k-means cluster analysis. The results of the study help to retailers in understanding the various disruptive segments of shoppers in relation to their importance for store attributes affected by their demographic characteristics and guide the retailers to take necessary actions regard redesign of retail mix to provide innovative value to the shoppers.

Suggested Citation

  • G. Somasekhar & K. Srinivasa Krishna & Ashok Kumar Reddy & T. Kishore Kumar & G. Somasekhar, 2021. "Shopper Segmentation Using Multivariate Risk Analysis for Innovative Marketing Strategies," International Journal of Asian Business and Information Management (IJABIM), IGI Global, vol. 12(1), pages 60-74, January.
    • Handle: RePEc:igg:jabim0:v:12:y:2021:i:1:p:60-74
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    References listed on IDEAS

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    2. Vijay Victor & Jose Joy Thoppan & Robert Jeyakumar Nathan & Fekete Farkas Maria, 2018. "Factors Influencing Consumer Behavior and Prospective Purchase Decisions in a Dynamic Pricing Environment—An Exploratory Factor Analysis Approach," Social Sciences, MDPI, vol. 7(9), pages 1-14, September.
    3. Christopher J. S. Gentle, 1996. "European Financial Services," Palgrave Macmillan Books, in: After Liberalisation, chapter 3, pages 46-59, Palgrave Macmillan.
    4. Mohammad Anisur Rahman & Md. Aminul Islam & Bushra Humyra Esha & Nahida Sultana & Sujan Chakravorty, 2018. "Consumer buying behavior towards online shopping: An empirical study on Dhaka city, Bangladesh," Cogent Business & Management, Taylor & Francis Journals, vol. 5(1), pages 1514940-151, January.
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