IDEAS home Printed from https://ideas.repec.org/a/eco/journ3/2017-02-26.html
   My bibliography  Save this article

Effect of Store Design on Perceived Crowding and Impulse Buying Behavior

Author

Listed:
  • Bidyut Jyoti Gogoi

    (Indian Institute of Management Shillong, Meghalaya, India)

Abstract

Retailing has undergone tremendous changes in the present business environment. One reason being the increase in business of the online retailers. Customers now have a choice and preference to choose the channel of their choice. The profit margins of several retailers have gone down due to this stiff competition. To stay tuned to the changing business environment retailers need to develop strategies to increase footfalls and increase their loyal customer base. To have a loyal customer base retailers have to focus on increasing the level of shopper satisfaction. The more the shopper satisfaction, the more will be the tendency to purchase a product or service. There are several parameters associated with shopper satisfaction in a retail environment. One such parameter is the store design. In this paper, the researcher wants to find out the role of store design and its overall impact on increasing the impulse purchase behavior. The researcher uses perceived crowding as the influencer of emotional behavior of the customer. Perceived crowding is a combination of human crowding and spatial crowding. The emotional behavior generated are arousal, pleasure and dominance. The emotional behavior generated due to perceived crowding may have an impact on the shopper satisfaction level. The satisfaction level of the shoppers may in turn trigger the impulsive behavior of the customer.

Suggested Citation

  • Bidyut Jyoti Gogoi, 2017. "Effect of Store Design on Perceived Crowding and Impulse Buying Behavior," International Review of Management and Marketing, Econjournals, vol. 7(2), pages 180-186.
    • Handle: RePEc:eco:journ3:2017-02-26
    as

    Download full text from publisher

    File URL: http://www.econjournals.com/index.php/irmm/article/download/4011/pdf
    Download Restriction: no
    File URL: http://www.econjournals.com/index.php/irmm/article/view/4011/pdf
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Turley, L. W. & Milliman, Ronald E., 2000. "Atmospheric Effects on Shopping Behavior: A Review of the Experimental Evidence," Journal of Business Research, Elsevier, vol. 49(2), pages 193-211, August.
    2. Eroglu, Sevgin A. & Machleit, Karen & Barr, Terri Feldman, 2005. "Perceived retail crowding and shopping satisfaction: the role of shopping values," Journal of Business Research, Elsevier, vol. 58(8), pages 1146-1153, August.
    3. Jiunn-Ger Tony Li & Jai-Ok Kim & So Young Lee, 2009. "An empirical examination of perceived retail crowding, emotions, and retail outcomes," The Service Industries Journal, Taylor & Francis Journals, vol. 29(5), pages 635-652, May.
    4. Rook, Dennis W, 1987. "The Buying Impulse," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 14(2), pages 189-199, September.
    5. Oliver, Richard L, 1993. "Cognitive, Affective, and Attribute BAses of the Satisfaction Response," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 20(3), pages 418-430, December.
    6. Machleit, Karen A. & Eroglu, Sevgin A., 2000. "Describing and Measuring Emotional Response to Shopping Experience," Journal of Business Research, Elsevier, vol. 49(2), pages 101-111, August.
    7. Hui, Michael K & Bateson, John E G, 1991. "Perceived Control and the Effects of Crowding and Consumer Choice on the Service Experience," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 18(2), pages 174-184, September.
    8. Rook, Dennis W & Fisher, Robert J, 1995. "Normative Influences on Impulsive Buying Behavior," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 22(3), pages 305-313, December.
    9. Grossbart, Sanford & Hampton, Ronald & Rammohan, B. & Lapidus, Richard S., 1990. "Environmental dispositions and customer response to store atmospherics," Journal of Business Research, Elsevier, vol. 21(3), pages 225-241, November.
    10. Chebat, Jean-Charles & Filiatrault, Pierre & Gelinas-Chebat, Claire & Vaninsky, Alexander, 1995. "Impact of waiting attribution and consumer's mood on perceived quality," Journal of Business Research, Elsevier, vol. 34(3), pages 191-196, November.
    11. Westbrook, Robert A & Oliver, Richard L, 1991. "The Dimensionality of Consumption Emotion Patterns and Consumer Satisfaction," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 18(1), pages 84-91, June.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Marcial López-Pastor & Jesús García-Madariaga & Joaquín Sánchez & Jose Figueiredo, 2020. "Demand Impact for Prices Ending with “9” and “0” in Online and Offline Consumer Goods Retail Trade Channels," International Review of Management and Marketing, Econjournals, vol. 10(6), pages 58-78.
    2. Yi Yong Lee & Chin Lay Gan & Tze Wei Liew, 2023. "Do E-wallets trigger impulse purchases? An analysis of Malaysian Gen-Y and Gen-Z consumers," Journal of Marketing Analytics, Palgrave Macmillan, vol. 11(2), pages 244-261, June.

    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. Mehta, Ritu, 2013. "Understanding perceived retail crowding: A critical review and research agenda," Journal of Retailing and Consumer Services, Elsevier, vol. 20(6), pages 642-649.
    2. Massara, Francesco & Liu, Sandra S. & Melara, Robert D., 2010. "Adapting to a retail environment: Modeling consumer-environment interactions," Journal of Business Research, Elsevier, vol. 63(7), pages 673-681, July.
    3. Faisal Khan & Abdul Qayyum & Tehmeena Hanif, 2022. "Relationship between Store Environment, Urge to Purchase and Impulsive Buying Behavior," Journal of Policy Research (JPR), Research Foundation for Humanity (RFH), vol. 8(4), pages 462-491, December.
    4. Chandan Parsad & Sanjeev Prashar & Vijay Sai Tata, 2017. "Understanding nature of store ambiance and individual impulse buying tendency on impulsive purchasing behaviour: an emerging market perspective," DECISION: Official Journal of the Indian Institute of Management Calcutta, Springer;Indian Institute of Management Calcutta, vol. 44(4), pages 297-311, December.
    5. Errajaa, Karim & Hombourger-Barès, Sabrina & Audrain-Pontevia, Anne-Françoise, 2022. "Effects of the in-store crowd and employee perceptions on intentions to revisit and word-of-mouth via transactional satisfaction: A SOR approach," Journal of Retailing and Consumer Services, Elsevier, vol. 68(C).
    6. Walsh, Gianfranco & Shiu, Edward & Hassan, Louise M. & Michaelidou, Nina & Beatty, Sharon E., 2011. "Emotions, store-environmental cues, store-choice criteria, and marketing outcomes," Journal of Business Research, Elsevier, vol. 64(7), pages 737-744, July.
    7. Wu, Cedric Hsi-Jui & Liang, Rong-Da, 2011. "The relationship between white-water rafting experience formation and customer reaction: a flow theory perspective," Tourism Management, Elsevier, vol. 32(2), pages 317-325.
    8. Muhammad Bilal Gulfraz & Xiong Wei, 2019. "Impact of Sales Person’s Customer Orientation, In-Store Promotions and In-Store Environment on Impulsive Buying Mediated by Urge: The Moderating Role of Impulsive Buying Tendency," International Journal of Science and Business, IJSAB International, vol. 3(6), pages 99-117.
    9. Arnold, Mark J. & Reynolds, Kristy E. & Ponder, Nicole & Lueg, Jason E., 2005. "Customer delight in a retail context: investigating delightful and terrible shopping experiences," Journal of Business Research, Elsevier, vol. 58(8), pages 1132-1145, August.
    10. Liang, Chih-Chin & Yu, Annie Pei-I & Le, Thi Hong, 2021. "Customers focus and impulse buying at night markets," Journal of Retailing and Consumer Services, Elsevier, vol. 60(C).
    11. Thomas, Veronica L. & Saenger, Christina, 2020. "Feeling excluded? Join the crowd: How social exclusion affects approach behavior toward consumer-dense retail environments," Journal of Business Research, Elsevier, vol. 120(C), pages 520-528.
    12. Mason, Michela C. & Paggiaro, Adriano, 2012. "Investigating the role of festivalscape in culinary tourism: The case of food and wine events," Tourism Management, Elsevier, vol. 33(6), pages 1329-1336.
    13. Supriya M. Kalla & A.P. Arora, 2011. "Impulse Buying," Global Business Review, International Management Institute, vol. 12(1), pages 145-157, February.
    14. Katakam, Bharath Shashanka & Bhukya, Ramulu & Bellamkonda, Raja Shekhar & Samala, Nagaraj, 2021. "Longitudinal analysis versus cross-sectional analysis in assessing the factors influencing shoppers’ impulse purchase behavior – Do the store ambience and salesperson interactions really matter?," Journal of Retailing and Consumer Services, Elsevier, vol. 61(C).
    15. Vieira, Valter Afonso, 2013. "Stimuli–organism-response framework: A meta-analytic review in the store environment," Journal of Business Research, Elsevier, vol. 66(9), pages 1420-1426.
    16. Pons, Frank & Giroux, Marilyn & Mourali, Mehdi & Zins, Michel, 2016. "The relationship between density perceptions and satisfaction in the retail setting: Mediation and moderation effects," Journal of Business Research, Elsevier, vol. 69(2), pages 1000-1007.
    17. Eroglu, Sevgin A. & Machleit, Karen & Barr, Terri Feldman, 2005. "Perceived retail crowding and shopping satisfaction: the role of shopping values," Journal of Business Research, Elsevier, vol. 58(8), pages 1146-1153, August.
    18. Das, Gopal & Varshneya, Geetika, 2017. "Consumer emotions: Determinants and outcomes in a shopping mall," Journal of Retailing and Consumer Services, Elsevier, vol. 38(C), pages 177-185.
    19. Machleit, Karen A. & Eroglu, Sevgin A., 2000. "Describing and Measuring Emotional Response to Shopping Experience," Journal of Business Research, Elsevier, vol. 49(2), pages 101-111, August.
    20. Zha, Dongmei & Marvi, Reza & Foroudi, Pantea, 2023. "Synthesizing the customer experience concept: A multimodularity approach," Journal of Business Research, Elsevier, vol. 167(C).

    More about this item

    Keywords

    Store Design; Human Crowding; Spatial Crowding; Arousal; Pleasure; Dominance; Shopper Satisfaction; Impulse Buying;
    All these keywords.

    JEL classification:

    • M30 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - General
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

    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:eco:journ3:2017-02-26. 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: Ilhan Ozturk (email available below). General contact details of provider: http://www.econjournals.com .

    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.