We examine the relationship between the prices paid by households and their shopping patterns measured in terms of shopping frequency and the range of stores visited. We use the TNS data which allows us to control for household heterogeneity. The main contribution of the paper is that we find...

Customer loyalty is a major factor for a firm's success. Loyal customers are less price sensitive. Furthermore, these customers are likely to purchase more frequently, try the firms' other products and bring new customers to the firm. This study examines the relationship of shoppers'...

Shopping cards as well as customers' clubs related to retailers are often investigated in literature. While the perception and the effects of those marketing instruments have been often discussed in western countries, there is a lack of studies for eastern European countries. The present study...

With around 70 million people of middle class income in Indonesia and the passion to travel which is also increasing year by year up to 9 million, PT Santafi Travel should have taken advantage in expanding the travel business,but instead they are declining. Lack of customer loyalty which is the...

High technology product sales are positively associated with performance of retailers and distributors in terms of customer service quality, growth in sales and increase in market share. This paper aims at analyzing the impact of retail sales strategies and performance of customer services on...

We study the impact of launching a non-tiered customer loyalty program on consumers' spending per visit, frequency of visits and attrition rates, as well as the overall customer value. We demonstrate these results both through descriptive difference-in-difference regressions as well as through a...

The chapter focuses on the role played by private labels (PLs) in the retailer-consumer relationship. Specifically, the results of a survey aimed at investigating the ability of a specific kind of PL, namely premium private label (PPL), to improve customer loyalty to the retailer are presented....

The purpose of this study is to investigate the impact of store flyer characteristics on store performance for different formats (hypermarket and supermarket) and customer segments (additional and regular shoppers). Specifically, the paper tests propositions on how flyer duration, variety of...

Building and, more particularly, cementing a strong relationship between consumers and retail format is a major goal that any retail chain attempts to achieve through its marketing strategy. By resorting to various procedures and tools, the management of any retail brand seeks to develop in the...

Sustainability is a pressing concern and a constant challenge for the contemporary society, being carefully monitored by individuals and diligently implemented by companies within their business strategies. Companies increasingly resort to highlighting the characteristics and advantages of...