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An integrative perspective of closeness in retailing: From retailers' sense-giving to consumers' sense-making

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  • Schultz, Maryline
  • Chaney, Damien
  • Debenedetti, Alain

Abstract

This research investigates the concept of closeness in retailing. While previous research on closeness has tended to adopt only consumers' point of view, in-depth interviews with managers and customers of a French supermarket chain show that both parties interpret and define closeness differently. Analysis reveals that “store closeness†comprises a complex set of meanings that are not limited to a geographical notion but rather encompass functional, relational, and integration notions. Furthermore, retailers define store closeness very broadly, which contributes to nurturing their positioning but also leads them to idealize their role in the marketplace. In contrast, consumers’ definition of store closeness is more limited and mainly focuses on the functional features of the store, thus highlighting a discrepancy between retailers’ sense-giving and consumers’ sense-making.

Suggested Citation

  • Schultz, Maryline & Chaney, Damien & Debenedetti, Alain, 2016. "An integrative perspective of closeness in retailing: From retailers' sense-giving to consumers' sense-making," Journal of Retailing and Consumer Services, Elsevier, vol. 32(C), pages 218-226.
    • Handle: RePEc:eee:joreco:v:32:y:2016:i:c:p:218-226
    DOI: 10.1016/j.jretconser.2016.06.016
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    3. Cerio, Eva & Debenedetti, Alain, 2021. "“Should I give it away or sell it?” A strategic perspective on consumers’ redistribution of their unused objects," Journal of Business Research, Elsevier, vol. 135(C), pages 581-591.
    4. Aversa, Joseph & Hernandez, Tony & Doherty, Sean, 2021. "Incorporating big data within retail organizations: A case study approach," Journal of Retailing and Consumer Services, Elsevier, vol. 60(C).
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    6. De Devitiis, Biagia & Viscecchia, Rosaria & Carfora, Valentina & Cavallo, Carla & Cicia, Gianna & Del Giudice, Teresa & Menna, Concetta & Nardone, Gianluca & Secca, Antonio, 2021. "Parents’ trust in food safety and healthiness of children’s diets: A TPB model explaining the role of retailers and government," Economia agro-alimentare / Food Economy, Italian Society of Agri-food Economics/Società Italiana di Economia Agro-Alimentare (SIEA), vol. 23(2), July.
    7. Byun, Sang-Eun & Han, Siyuan & Kim, Hyejeong & Centrallo, Carol, 2020. "US small retail businesses’ perception of competition: Looking through a lens of fear, confidence, or cooperation," Journal of Retailing and Consumer Services, Elsevier, vol. 52(C).
    8. Dany Vyt & Magali Jara & Olivier Mevel & Thierry Morvan & Nélida Morvan, 2017. "Des distributeurs toujours plus proches du consommateur ? Le cas du drive alimentaire," Post-Print halshs-01806406, HAL.
    9. Li, Huajun & Lei, Yueqiu & Zhou, Qi & Yuan, Hong, 2023. "Can you sense without being human? Comparing virtual and human influencers endorsement effectiveness," Journal of Retailing and Consumer Services, Elsevier, vol. 75(C).
    10. Alain Debenedetti, 2021. "Luxury stores as home-like places: How domestic meanings are staged and mobilized in luxury retail," Post-Print hal-03171771, HAL.

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