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Shopping context and consumers’ mental representation of complex shopping trip decision problems

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  • Dellaert, Benedict G.C.
  • Arentze, Theo A.
  • Timmermans, Harry J.P.

Abstract

Depending on the shopping context, consumers may develop different mental representations of complex shopping trip decision problems to help them interpret the decision situation that they face and evaluate alternative courses of action. To investigate these mental representations and how they vary across contexts, the authors propose a causal network structure that allows for a formal representation of how context-specific benefits requirements affect consumers’ evaluation of decision alternative attributes. They empirically test hypotheses derived from the framework, using data on consumers’ mental representations of a complex shopping trip decision problem across four shopping contexts that differ in terms of opening hour restrictions and shopping purpose, and find support for the proposed structure and hypotheses.

Suggested Citation

  • Dellaert, Benedict G.C. & Arentze, Theo A. & Timmermans, Harry J.P., 2008. "Shopping context and consumers’ mental representation of complex shopping trip decision problems," Journal of Retailing, Elsevier, vol. 84(2), pages 219-232.
    • Handle: RePEc:eee:jouret:v:84:y:2008:i:2:p:219-232
    DOI: 10.1016/j.jretai.2008.02.001
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    1. Wistedt, Ugné, 2024. "Consumer purchase intention toward POI-retailers in cross-border E-commerce: An integration of technology acceptance model and commitment-trust theory," Journal of Retailing and Consumer Services, Elsevier, vol. 81(C).
    2. Pentecost, Robin & Andrews, Lynda, 2010. "Fashion retailing and the bottom line: The effects of generational cohorts, gender, fashion fanship, attitudes and impulse buying on fashion expenditure," Journal of Retailing and Consumer Services, Elsevier, vol. 17(1), pages 43-52.
    3. Benedict G. C. Dellaert & Joffre Swait & Wiktor L. Vic Adamowicz & Theo A. Arentze & Elizabeth E. Bruch & Elisabetta Cherchi & Caspar Chorus & Bas Donkers & Fred M. Feinberg & A. A. J. Marley & Linda , 2018. "Individuals’ Decisions in the Presence of Multiple Goals," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 5(1), pages 51-64, March.
      • Dellaert, B.G.C. & Swait, J. & Adamowicz, W.L. & Arentze, T.A. & Bruch, E.E. & Cherchi, E. & Chorus, C.G. & Donkers, A.C.D. & Feinberg, F.M. & Marley, A.A.J. & Salisbury, L.C., 2017. "Individuals' Decisions in the Presence of Multiple Goals," ERIM Report Series Research in Management ERS-2017-007-MKT, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
    4. Koehler, C.F. & Breugelmans, E. & Dellaert, B.G.C., 2010. "Consumer Acceptance of Recommendations by Interactive Decision Aids: The Joint Role of Temporal Distance and Concrete vs. Abstract Communications," ERIM Report Series Research in Management ERS-2010-041-MKT, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
    5. Shah, Priya & Mehta, Neha & Shah, Sweety, 2024. "Exploring the factors that drive millet consumption: Insights from regular and occasional consumers," Journal of Retailing and Consumer Services, Elsevier, vol. 76(C).
    6. Qiulian Shen & Yuxuan Du & Jingxian Huang, 2024. "Consumer Citizenship Behavior in Online/Offline Shopping Contexts: Differential Impact of Consumer Perceived Value and Perceived Corporate Social Responsibility," Sustainability, MDPI, vol. 16(7), pages 1-19, April.
    7. Aurélia Michaud-Trévinal, 2011. "What Is The Shoppers' Perception Of Multilocation? A First Measurement," Post-Print hal-01743618, HAL.
    8. Dant, Rajiv P. & Brown, James R., 2008. "Bridging the B2C and B2B Research Divide: The Domain of Retailing Literature," Journal of Retailing, Elsevier, vol. 84(4), pages 371-397.
    9. Erasmus, Alet C. & Donoghue, Suné & Dobbelstein, Thomas, 2014. "Consumers׳ perception of the complexity of selected household purchase decisions," Journal of Retailing and Consumer Services, Elsevier, vol. 21(3), pages 293-305.
    10. Theo A. Arentze & Benedict G. C. Dellaert & Caspar G. Chorus, 2015. "Incorporating Mental Representations in Discrete Choice Models of Travel Behavior: Modeling Approach and Empirical Application," Transportation Science, INFORMS, vol. 49(3), pages 577-590, August.
    11. Diana Kusumastuti & Els Hannes & Davy Janssens & Geert Wets & Benedict Dellaert, 2010. "Scrutinizing individuals’ leisure-shopping travel decisions to appraise activity-based models of travel demand," Transportation, Springer, vol. 37(4), pages 647-661, July.
    12. Paulo Silveira & Cristina Marreiros, 2014. "Shopper Marketing: A Literature Review," International Review of Management and Marketing, Econjournals, vol. 4(1), pages 90-97.
    13. Koll, Oliver & Plank, Andreas, 2022. "Do shoppers choose the same brand on the next trip when facing the same context? An empirical investigation in FMCG retailing," Journal of Retailing, Elsevier, vol. 98(4), pages 576-592.
    14. Tim De Ceunynck & Diana Kusumastuti & Els Hannes & Davy Janssens & Geert Wets, 2013. "Mapping leisure shopping trip decision making: validation of the CNET interview protocol," Quality & Quantity: International Journal of Methodology, Springer, vol. 47(4), pages 1831-1849, June.
    15. Brown, James R. & Dant, Rajiv P., 2009. "The Theoretical Domains of Retailing Research: A Retrospective," Journal of Retailing, Elsevier, vol. 85(2), pages 113-128.
    16. Simone T. Peinkofer & Yao Henry Jin, 2023. "The impact of order fulfillment information disclosure on consequences of deceptive counterfeits," Production and Operations Management, Production and Operations Management Society, vol. 32(1), pages 237-260, January.
    17. Wagner, Gerhard & Schramm-Klein, Hanna & Steinmann, Sascha, 2017. "Consumers' attitudes and intentions toward Internet-enabled TV shopping," Journal of Retailing and Consumer Services, Elsevier, vol. 34(C), pages 278-286.
    18. Swoboda, Bernhard & Berg, Bettina & Schramm-Klein, Hanna & Foscht, Thomas, 2013. "The importance of retail brand equity and store accessibility for store loyalty in local competition," Journal of Retailing and Consumer Services, Elsevier, vol. 20(3), pages 251-262.
    19. Ernest Emeka Izogo & Chanaka Jayawardhena, 2019. "Building committed online shoppers through shopping goals and switching cost," Journal of Marketing Analytics, Palgrave Macmillan, vol. 7(3), pages 127-140, September.
    20. Chen, Nan & Yang, Yunpeng, 2021. "The impact of customer experience on consumer purchase intention in cross-border E-commerce——Taking network structural embeddedness as mediator variable," Journal of Retailing and Consumer Services, Elsevier, vol. 59(C).
    21. Wen Zhang & Nursitihazlin Ahmad Termida & Yusak O Susilo, 2019. "What construct one’s familiar area? A quantitative and longitudinal study," Environment and Planning B, , vol. 46(2), pages 322-340, February.
    22. Grewal, Dhruv & Levy, Michael & Kumar, V., 2009. "Customer Experience Management in Retailing: An Organizing Framework," Journal of Retailing, Elsevier, vol. 85(1), pages 1-14.
    23. Dellaert, Benedict G.C. & Arentze, Theo & Horeni, Oliver & Timmermans, Harry J.P., 2017. "Deriving attribute utilities from mental representations of complex decisions," Journal of choice modelling, Elsevier, vol. 22(C), pages 24-38.
    24. Jang, Sunghoon & Rasouli, Soora & Timmermans, Harry, 2022. "The effect of task complexity on stated choice processes: The moderating role of cognitive ability," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 163(C).

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    Keywords

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    JEL classification:

    • C44 - Mathematical and Quantitative Methods - - Econometric and Statistical Methods: Special Topics - - - Operations Research; Statistical Decision Theory
    • D12 - Microeconomics - - Household Behavior - - - Consumer Economics: Empirical Analysis
    • M - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

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