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Developing a typology of airport shoppers




In view of the interrelationship between shopping and tourism, the increasing number of travellers, and the rising amount of shops and sales at the airport, insight in airport shopping motivations and airport shopper types is crucial to work out an optimal marketing strategy for airport shops. Because traditional shopping motivations and shopper type research is mainly focused on home-, clothing and grocery shopping and the specific character of an airport environment creates the impression of different shopping needs and shopper types, travellers at the Brussels airport are questioned by means of a standardized questionnaire. The results revealed two traditional shopping motivations -experiential and functional- and two motivations relating to the airport infrastructure and atmosphere. Travellers can be incited to consume by characteristics that are typical for an airport environment, with multilingual shop communication and the possibility to pay with different currencies on the one hand and impulse purchase, purchase out of boredom and purchase urged by the surrounding atmosphere on the other hand. Furthermore, three airport shopper types were distinguished: “mood shoppers”, “shopping lovers” and “apathetic shoppers”. The apathetic shopper is the most universal shopper. This type of shopper is indifferent to shopping no matter the context. “Mood shoppers” and “shopping lovers” are both motivated to purchase due to features of an airport. While the mood shopper is mostly triggered by atmospheric and mood elements typical for an airport environment, shopping lovers like shopping in all its aspects, although the airportinfrastructure appears to be an extra stimulation for purchase.

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  • M. Geuens & D. Vantomme & M. Brengman, 2003. "Developing a typology of airport shoppers," Working Papers of Faculty of Economics and Business Administration, Ghent University, Belgium 03/206, Ghent University, Faculty of Economics and Business Administration.
  • Handle: RePEc:rug:rugwps:03/206

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    1. Eastlick, Mary Ann & Feinberg, Richard A., 1999. "Shopping Motives for Mail Catalog Shopping," Journal of Business Research, Elsevier, vol. 45(3), pages 281-290, July.
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    1. Fuerst, Franz & Gross, Sven, 2018. "The commercial performance of global airports," Transport Policy, Elsevier, vol. 61(C), pages 123-131.
    2. Chung, Yi-Shih & Wu, Cheng-Lung & Chiang, Wan-Erh, 2013. "Air passengers' shopping motivation and information seeking behaviour," Journal of Air Transport Management, Elsevier, vol. 27(C), pages 25-28.
    3. Castillo-Manzano, José I., 2010. "Determinants of commercial revenues at airports: Lessons learned from Spanish regional airports," Tourism Management, Elsevier, vol. 31(6), pages 788-796.
    4. Del Chiappa, Giacomo & Martin, Juan Carlos & Roman, Concepcion, 2016. "Service quality of airports' food and beverage retailers. A fuzzy approach," Journal of Air Transport Management, Elsevier, vol. 53(C), pages 105-113.
    5. Hampson, Daniel P. & McGoldrick, Peter J., 2013. "A typology of adaptive shopping patterns in recession," Journal of Business Research, Elsevier, vol. 66(7), pages 831-838.
    6. Graham, Anne, 2009. "How important are commercial revenues to today's airports?," Journal of Air Transport Management, Elsevier, vol. 15(3), pages 106-111.
    7. Lin, Yi-Hsin & Chen, Ching-Fu, 2013. "Passengers' shopping motivations and commercial activities at airports – The moderating effects of time pressure and impulse buying tendency," Tourism Management, Elsevier, vol. 36(C), pages 426-434.
    8. Zhang, Anming & Czerny, Achim I., 2012. "Airports and airlines economics and policy: An interpretive review of recent research," Economics of Transportation, Elsevier, vol. 1(1), pages 15-34.
    9. Tiziana D'Alfonso & Valentina Bracaglia & Yulai Wan, 2015. "Airport cities and multiproduct pricing," DIAG Technical Reports 2015-14, Department of Computer, Control and Management Engineering, Universita' degli Studi di Roma "La Sapienza".
    10. Perng, Shiaw-Wuu & Chow, Chia-Chuan & Liao, Wu-Cheng, 2010. "Analysis of shopping preference and satisfaction with airport retailing products," Journal of Air Transport Management, Elsevier, vol. 16(5), pages 279-283.
    11. Fasone, Vincenzo & Kofler, Lukas & Scuderi, Raffaele, 2016. "Business performance of airports: Non-aviation revenues and their determinants," Journal of Air Transport Management, Elsevier, vol. 53(C), pages 35-45.
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    14. Choi, Miju & Law, Rob & Heo, Cindy Yoonjoung, 2016. "Shopping destinations and trust – Tourist attitudes: Scale development and validation," Tourism Management, Elsevier, vol. 54(C), pages 490-501.
    15. Czerny, Achim I., 2013. "Public versus private airport behavior when concession revenues exist," Economics of Transportation, Elsevier, vol. 2(1), pages 38-46.
    16. Figueiredo, Tathiana & Castro, Rafael, 2019. "Passengers perceptions of airport branding strategies: The case of Tom Jobim International Airport – RIOgaleão, Brazil," Journal of Air Transport Management, Elsevier, vol. 74(C), pages 13-19.
    17. Wu, Hanjun & Tsui, Kan Wai Hong, 2020. "Does a reward program affect customers’ behavioural intention of visiting the airport? A case study of Singapore Changi Airport," Journal of Air Transport Management, Elsevier, vol. 82(C).
    18. Lu, Jin-Long, 2014. "Investigating factors that influence passengers' shopping intentions at airports – Evidence from Taiwan," Journal of Air Transport Management, Elsevier, vol. 35(C), pages 72-77.

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