IDEAS home Printed from https://ideas.repec.org/a/fgv/eaerae/v52y2012i6a30397.html
   My bibliography  Save this article

Efeito dos fatores de merchandising nas vendas do varejo

Author

Listed:
  • Feijó, Fabrício Rodrigues
  • Botelho, Delane

Abstract

The studies of Mehrabian and Russell (1974), (researchers in the field of environmental psychology), have been instrumental in spreading the idea that the environmental features at the point of sale cause emotional reactions that lead to behavior that is hard to explain from a cognitive standpoint. For this reason, merchandising implementation plays a key role, since its aim is to provide an appropriate store atmosphere and display products in a way that encourages buying activity. This paper investigates the effects of merchandising factors on retail sales.The study was carried out in two types of stores: experimental – where merchandising factors were employed, and control - where the design features of merchandising remained unchanged.The analysis of the results confirmed the income effect. . The increase in revenue can be an indicator that merchandising factors have an influence on the consumer´s store choice criteria and his/her behavior within a determined sales environment.

Suggested Citation

  • Feijó, Fabrício Rodrigues & Botelho, Delane, 2012. "Efeito dos fatores de merchandising nas vendas do varejo," RAE - Revista de Administração de Empresas, FGV-EAESP Escola de Administração de Empresas de São Paulo (Brazil), vol. 52(6), November.
    • Handle: RePEc:fgv:eaerae:v:52:y:2012:i:6:a:30397
    as

    Download full text from publisher

    File URL: http://bibliotecadigital.fgv.br/ojs/index.php/rae/article/view/30397
    Download Restriction: no
    ---><---

    More about this item

    Statistics

    Access and download statistics

    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:fgv:eaerae:v:52:y:2012:i:6:a:30397. 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.

    We have no bibliographic references for this item. You can help adding them by using 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: Núcleo de Computação da FGV EPGE (email available below). General contact details of provider: https://edirc.repec.org/data/eagvfbr.html .

    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.