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'One brand, three ways to shop' : situational variables and multichannel consumer behaviour.

Nicholson, M. and Clarke, I. and Blakemore, M. (2002) ''One brand, three ways to shop' : situational variables and multichannel consumer behaviour.', International review of retail, distribution and consumer research., 12 (2). pp. 131-148.


To counter the growth in online retailing, high street retailers are increasingly adopting multichannel distribution strategies, seeking to target individual consumers via both physical and electronic channels as multiple routes to purchase. In order to develop successful marketing strategies within this environment, however, an understanding of consumer selection between available purchase channels is clearly needed. This paper explores the issue of shopping mode selection from an environmental psychology perspective, applying a traditional Belkian analysis of situational variables in a longitudinal study of consumer channel selection decisions. Preliminary findings from an empirical study of consumers of a leading UK fashion retailer are reported which reveal significant differences in the prevalence of different Belkian variables between shopping modes, suggesting a major role for situational influence during the channel selection process.

Item Type:Article
Keywords:Consumer behaviour, Environmental psychology, Multichannel retailing, Situational variables.
Full text:Full text not available from this repository.
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Record Created:21 Aug 2008
Last Modified:19 Mar 2010 15:47

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