Mary Ann Eastlick

An online prepurchase intentions model: The role of intention to search: Best Overall Paper Award—The Sixth Triennial AMS/ACRA Retailing Conference, 2000☆

Abstract In this study, an Online Prepurchase Intentions Model is proposed and empirically tested in the context of search goods. The focus of this research is to determine whether intent to search the Internet for product information is a key element for marketing researchers to employ in predicting consumers’ Internet purchasing intentions. Data were collected through a mail survey to computer users who resided in 15 U.S. metropolitan areas. Two-stage structural equation modeling was employed to test hypotheses. The results show that intention to use the Internet to search for information was not only the strongest predictor of Internet purchase intention but also mediated relationships between purchasing intention and other predictors (i.e., attitude toward Internet shopping, perceived behavioral control, and previous Internet purchase experience). Direct and indirect relationships between two antecedents (attitude toward Internet shopping and previous Internet purchase experience) and Internet purchase intention were also found. Theoretical and managerial implications are discussed.

Profiling potential adopters and non‐adopters of an interactive electronic shopping medium

A mail survey was conducted to identify personal characteristics, shopping patterns, and attitudes of potential innovators and non‐adopters of an interactive electronic shopping innovation. Differences among all potential adopter groups were also examined. A national sample of 2,500 US cable television subscribers were surveyed. Results suggested that strongest predictors of potential innovator and non‐adopter group memberships were perceived characteristics of the interactive shopping innovation including relative advantage over other shopping formats and compatibility with lifestyles. Also important were consumers’ prior shopping experiences with other nonstore retailers. Among potential adopters (i.e., innovators, early adopters, and followers), similar characteristics were exhibited, differing only by intensity. Managerial implications are discussed.

Shopping Motives for Mail Catalog Shopping

Abstract This study examines the role of functional and nonfunctional motives in influencing preferences for catalog shopping by using a mail survey conducted on a national sample of U.S. catalog shoppers. Results provide evidence supporting the influence of nonfunctional as well as functional motives on catalog patronage and indicate the importance of examining a wide variety of motives in retail patronage studies. Functional motives including perceived value, order services, and convenience were the strongest motives influencing catalog shopping for two different product classes. Several motives identified as important for catalog patronage by previous research were not as strong as these motives. In addition, two nonfunctional motives related to company responsiveness and reputation were comparable in strength to several functional motives.

The hierarchical influence of personal values on mall shopping attitute and behavior

Abstract The primary objective of this study was to employ a value-attitude-behavior model in order to investigate the role personal values play in the patronage of regional shopping malls. A secondary objective was to examine whether ones ethnic group membership and ethnic identification serve as important factors that influence personal values as well as attitudes and patronage behavior in the context of regional shopping malls. The sample of regional mall shoppers consisted of white and Hispanic consumers residing in ten metropolitan cities of the southwest. Structural equation modeling indicated that both self-actualizing and social affiliation personal values were positively related to a favorable attitude toward regional shopping malls, and that the social affiliation value played a greater role in influencing attitude than did the self-actualizing value. Individual attitudes toward shopping malls, in turn, were a direct predictor of mall shopping behavior and mediated the relationship between personal values and attitudes. The findings indicate that, independent of ethnic group membership, both self-actualizing and social affiliation values can be used effectively to position regional malls in such a way as to reinforce these views and to provide a strong means for shoppers to satisfy these needs.

Exploring urban retailing and CBD revitalization strategies

Purpose – The purpose of this paper is to provide an exploratory examination of urban retail marketing and management strategies employed in six US cities with reputations for having central business districts (CBD) that are either flourishing or developing. It also investigates the roles played by urban retailers in working with CBD revitalization efforts.Design/methodology/approach – Depth interviews were conducted with economic development managers and urban retailer owners/managers from each CBD. Content analysis, preceded by a comprehensive review of academic and trade literature, was used to identify key concepts. An iterative coding process resulted in identifying broad strategic themes and related strategies.Findings – Strategies were classified into three urban retailing and five economic revitalization themes. These strategies varied depending on whether cities had flourishing or developing CBDs.Research limitations/implications – The study provided a systematic and comprehensive examination of ...

Examination of US Hispanic-owned, small retail and service businesses: an organizational life cycle approach

Abstract The importance of Hispanic-owned small businesses to the US economy has grown in recent years, yet, many of these businesses lag behind the performance of mainstream firms. One problem may be the lack of research on the strategic issues central to these businesses. This study attempts to fill this gap by examining the characteristics of Hispanic-owned small service and retail firms through the employment of the Churchill and Lewis (1983, Business Review, 30–50) organizational life cycle model. Five stages of business growth, typified by business performance indicators, problems, structural characteristics, and Hispanic owners’ demographics, were identified. Growth stages were found to be similar to those experienced by majority-owned small businesses. Theoretical and practical implications are discussed.

Exploring antecedents of attitude toward co-producing a retail checkout service utilizing a self-service technology

Previous research commonly focuses on consumers’ attitudes toward adopting self-service technologies (SSTs) but overlooks their attitudes toward changes in the service delivery system created by having to co-produce their retail service. Thus, the purpose of this research is to address several gaps in the literature by investigating consumers’ attitude toward co-producing a retail service via a SST and its antecedents. Employing a model adapted from innovation adoption and technology acceptance research, the study examines interrelationships among consumers’ attitude toward co-producing a retail service, their individual characteristics (i.e. extrinsic motivation, preparedness to use the SST, previous scanning experience, technology anxiety, need for interaction, belief about retailers’ service-producing responsibilities, perceived risks), and their perceptions of the SSTs characteristics. Data were collected via a self-administered questionnaire conducted on a convenience sample of experienced grocery shoppers (n = 228) and analyzed with structural equation modeling. Results demonstrate that ones attitude toward co-producing the scanning service is a central construct leading to future intent to use the service. In addition, consumers’ extrinsic motivations directly impact attitude toward co-producing the service and mediate the relationship between consumers’ co-production attitude and their perceptions of the SST’s characteristics, beliefs about the retailers’ service-producing responsibilities, and consumers’ preparedness to use the scanning SST. Predictors of consumers’ preparedness to use the SST include both their previous scanning experiences and technology anxiety. Managerial implications are discussed.

Objective and multidimensional acculturation measures: implications for retailing to Hispanic consumers

Abstract Recent growth of ethnically diverse US and international populations makes these groups especially attractive to retailers. Although acculturation research suggests that Hispanics differ from other ethnic groups, little research has been conducted on such potential differences within the Hispanic community. This study examined acculturation measures as predictors of differences among Hispanic consumers with respect to shopping orientations, attitudes toward retailer attributes, and information source preferences. Compared to objective measures, multidimensional measures more effectively predicted culturally-related phenomenon; whereas, neither measure discerned disparities in global attitudes. Implications for retailers’ use of tailored versus mass market strategies related to Hispanic consumers are discussed.

Differences in Attitudes Toward Catalog Retailers of Apparel Among Social/Economic Risk Orientation Groups

This research examined whether perceived social/economic risk related to apparel products influenced attitudes about attributes of apparel catalog retailers, overall attitude toward apparel catalog retailers, and actual purchase of apparel from catalogs. Self administered questionnaires were mailed to a random sample of catalog shoppers resulting in 458 respondents. Data were collected on levels of economic and social risks perceived for purchasing apparel, the importance of various apparel shopping needs and wants, and the belief that catalog retailers possessed attributes that met apparel shopping needs and wants. Results revealed that level of social/ economic risk did influence attitudes toward catalog attributes of economic utility, home environment, merchandise assortment, catalog clientele, and interaction with catalog personnel. Levels of socialleconomic risk also influenced annual apparel expenditures from catalogs but did not affect overall attitude toward catalog retailers and number of annual apparel purchases from catalogs.

Direct marketing in the USA: past failures and future promises

Direct marketing should be a more dominant form of retailing in the USA. However, it is not because so much friction occurs for consumers throughout the direct marketing channel that consumers view direct purchase as a last resort rather than the preferred method. Summarizes the three mistakes of direct marketing and outlines its six amazing opportunities. The opportunities and future of direct marketing are sharply etched by the correspondence of emerging consumer and technology trends with strengths of the direct marketing process and paradigm.