Shopper Behavior at the Point of Purchase: Drivers of In-Store Decision-Making and Determinants of Post-Decision Satisfaction in a High-Involvement . 18 (Schriften zu Marketing und Handel)

Schmidt, Toni

ISBN 10: 3631674945 / ISBN 13: 9783631674949

Published by Peter Lang AG, 2016

About this Item

Seller Inventory # V9783631674949

Bibliographic Details

• Title: Shopper Behavior at the Point of Purchase: Drivers of In-Store Decision-Making and Determinants of Post-Decision Satisfaction in a High-Involvement . 18 (Schriften zu Marketing und Handel)
• Publisher: Peter Lang AG
• Publication Date: 2016
• Language: English
• ISBN 10: 3631674945
• ISBN 13: 9783631674949
• Binding: Hardcover
• Condition: New

About this title

Synopsis

This book explores two central aspects of shopper behavior at the POP: decision-making itself and how it is affected by in-store and out-of-store factors, with a focus on the role of in-store attention, post-decision choice satisfaction and its determinants. It empirically researches these aspects using data gathered in an eye-tracking field experiment. These data allow for a precise analysis of attention at the POP, as well as of many other important variables of in-store decision-making. Overall, the results show that retailers have less influence on in-store decision-making than manufacturers, despite having control over the POP, as out-of-store factors have a stronger impact on in-store decision-making than in-store factors.

About the Author

Toni Schmidt studied Finance and Accounting as well as Business Administration at the University of St. Gallen. He completed his doctorate at the WHU-Otto Beisheim School of Management.