IDEAS home Printed from https://ideas.repec.org/p/hal/journl/hal-01838298.html
   My bibliography  Save this paper

Expert Customers, Come With Your Spouse Or A Family Member! An Analysis Of The Moderation Effect Of Store Knowledge On The Relationship Between The Type Of Companion And The Money Spent
[Clients Experts, Venez Accompagnes D'Un Membre De Votre Famille ! Une Analyse De L'Effet Moderateur De La Connaissance Du Magasin Sur La Relation Entre L'Accompagnement Et Le Montant D'Achat]

Author

Listed:
  • Lionel Nicod

    (CERGAM - Centre d'Études et de Recherche en Gestion d'Aix-Marseille - AMU - Aix Marseille Université - UTLN - Université de Toulon)

  • Elodie Mallor

    (CERGAM - Centre d'Études et de Recherche en Gestion d'Aix-Marseille - AMU - Aix Marseille Université - UTLN - Université de Toulon)

  • Sylvie Llosa

    (CERGAM - Centre d'Études et de Recherche en Gestion d'Aix-Marseille - AMU - Aix Marseille Université - UTLN - Université de Toulon)

Abstract

Customers may experience shopping alone or with companions. When customers are with companions, they spend more time in store and more money than alone. What is the influence of store knowledge on these effects? This research aims at examining the moderator effect of store knowledge on the relationships between companions, in-store time and purchase amount. We consider different companion categories: friends, spouse, other family members. This research establishes that the difference of in-store time between lonely customers versus accompanied customers (spouse or family member) is more important when store knowledge increases and in-store time impacts the purchase amount.

Suggested Citation

  • Lionel Nicod & Elodie Mallor & Sylvie Llosa, 2018. "Expert Customers, Come With Your Spouse Or A Family Member! An Analysis Of The Moderation Effect Of Store Knowledge On The Relationship Between The Type Of Companion And The Money Spent [Clients Ex," Post-Print hal-01838298, HAL.
    • Handle: RePEc:hal:journl:hal-01838298
    Note: View the original document on HAL open archive server: https://amu.hal.science/hal-01838298
    as

    Download full text from publisher

    File URL: https://amu.hal.science/hal-01838298/document
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Sorensen, Herb & Bogomolova, Svetlana & Anderson, Katherine & Trinh, Giang & Sharp, Anne & Kennedy, Rachel & Page, Bill & Wright, Malcolm, 2017. "Fundamental patterns of in-store shopper behavior," Journal of Retailing and Consumer Services, Elsevier, vol. 37(C), pages 182-194.
    Full references (including those not matched with items on IDEAS)

    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. Nils Engelbrecht & Tim-Benjamin Lembcke & Alfred Benedikt Brendel & Kilian Bizer & Lutz M. Kolbe, 2021. "The Virtual Online Supermarket: An Open-Source Research Platform for Experimental Consumer Research," Sustainability, MDPI, vol. 13(8), pages 1-25, April.
    2. Martin, James & Nenycz-Thiel, Magda & Dawes, John & Tanusondjaja, Arry & Cohen, Justin & McColl, Bruce & Trinh, Giang, 2020. "Fundamental basket size patterns and their relation to retailer performance," Journal of Retailing and Consumer Services, Elsevier, vol. 54(C).
    3. Ladeira, Wagner Junior & Dalmoro, Marlon & de Oliveira Santini, Fernando & Ruffatto, Juliane & Zanoni, Roberto, 2021. "More bodily motor action, less visual attention: How supermarket stimuli and consumer-related factors influence gaze behavior," Journal of Retailing and Consumer Services, Elsevier, vol. 59(C).
    4. Trinh, Giang & Wright, Malcolm J., 2022. "Predicting future consumer purchases in grocery retailing with the condensed Poisson lognormal model," Journal of Retailing and Consumer Services, Elsevier, vol. 64(C).
    5. Trinh, Giang & Dawes, John, 2020. "A comparison of brand loyalty between on the go and take-home consumption purchases," Journal of Retailing and Consumer Services, Elsevier, vol. 53(C).
    6. Graham, Charles & Khan, Kamran & Ilyas, Muhammad, 2019. "Estimating the value of passing trade from pedestrian density," Journal of Retailing and Consumer Services, Elsevier, vol. 46(C), pages 103-111.
    7. Tan, Pei Jie & Corsi, Armando & Cohen, Justin & Sharp, Anne & Lockshin, Larry & Caruso, William & Bogomolova, Svetlana, 2018. "Assessing the sales effectiveness of differently located endcaps in a supermarket," Journal of Retailing and Consumer Services, Elsevier, vol. 43(C), pages 200-208.
    8. Fagerstrøm, Asle & Eriksson, Niklas & Sigurdsson, Valdimar, 2020. "Investigating the impact of Internet of Things services from a smartphone app on grocery shopping," Journal of Retailing and Consumer Services, Elsevier, vol. 52(C).
    9. Lionel Nicod & Sylvie Llosa & David Bowen, 2020. "Customer proactive training vs customer reactive training in retail store settings: Effects on script proficiency, customer satisfaction, and sales volume," Post-Print hal-02490363, HAL.
    10. 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.
    11. Jones, Robert Paul & Camp, Kerri M. & Runyan, Rodney C., 2018. "Exploring the impact of shopper ethnicity through the path-to-purchase framework," Journal of Retailing and Consumer Services, Elsevier, vol. 45(C), pages 152-162.
    12. Gibson, Samantha & Hsu, Maxwell K. & Zhou, Xing, 2022. "Convenience stores in the digital age: A focus on the customer experience and revisit intentions," Journal of Retailing and Consumer Services, Elsevier, vol. 68(C).
    13. Page, Bill & Trinh, Giang & Bogomolova, Svetlana, 2019. "Comparing two supermarket layouts: The effect of a middle aisle on basket size, spend, trip duration and endcap use," Journal of Retailing and Consumer Services, Elsevier, vol. 47(C), pages 49-56.
    14. Pascucci, Federica & Nardi, Lorenzo & Marinelli, Luca & Paolanti, Marina & Frontoni, Emanuele & Gregori, Gian Luca, 2022. "Combining sell-out data with shopper behaviour data for category performance measurement: The role of category conversion power," Journal of Retailing and Consumer Services, Elsevier, vol. 65(C).
    15. Nusrat, Farhana & Huang, Yanliu, 2024. "Feeling rewarded and entitled to be served: Understanding the influence of self- versus regular checkout on customer loyalty," Journal of Business Research, Elsevier, vol. 170(C).
    16. Page, Bill & Sharp, Anne & Lockshin, Larry & Sorensen, Herb, 2018. "Parents and children in supermarkets: Incidence and influence," Journal of Retailing and Consumer Services, Elsevier, vol. 40(C), pages 31-39.
    17. Sigurdsson, Valdimar & Larsen, Nils Magne & Alemu, Mohammed Hussen & Gallogly, Joseph Karlton & Menon, R. G. Vishnu & Fagerstrøm, Asle, 2020. "Assisting sustainable food consumption: The effects of quality signals stemming from consumers and stores in online and physical grocery retailing," Journal of Business Research, Elsevier, vol. 112(C), pages 458-471.
    18. Larsen, Nils Magne & Sigurdsson, Valdimar & Breivik, Jørgen & Orquin, Jacob Lund, 2020. "The heterogeneity of shoppers’ supermarket behaviors based on the use of carrying equipment," Journal of Business Research, Elsevier, vol. 108(C), pages 390-400.
    19. Ferracuti, N. & Norscini, C. & Frontoni, E. & Gabellini, P. & Paolanti, M. & Placidi, V., 2019. "A business application of RTLS technology in Intelligent Retail Environment: Defining the shopper's preferred path and its segmentation," Journal of Retailing and Consumer Services, Elsevier, vol. 47(C), pages 184-194.
    20. Nicod, Lionel & Llosa, Sylvie & Bowen, David, 2020. "Customer proactive training vs customer reactive training in retail store settings: Effects on script proficiency, customer satisfaction, and sales volume," Journal of Retailing and Consumer Services, Elsevier, vol. 55(C).

    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:hal:journl:hal-01838298. 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: CCSD (email available below). General contact details of provider: https://hal.archives-ouvertes.fr/ .

    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.