Article Abstract:
We explore patterns of store choice and shopping behavior in the domain of women's specialty clothing stores. Based on previous research, four exploratory research propositions are examined to note patterns in customer loyalty to their 'favorite' stores and the incidence of shopping at competing stores. We conduct a vulnerability analysis to note which stores have customer segments most vulnerable to marketing efforts of competitors. Our findings suggest customers in the women's specialty clothing market do not exhibit 100 percent loyalty to the favored retailer, and the share of trips to the unfavored retailer is generally constant among stores. The primary implications to retail managers are that they should be most concerned with increasing the customer franchise base (those naming the retailer's store as 'favorite') rather than focusing on increasing the frequency of shopping trips among those customers that comprise current franchise base. (Reprinted by permission of the publisher.)
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Article Abstract:
This paper explores the directions of causality between selected work-related variables and quitting intentions. Based on the premise that quitting intentions may stem from predispositions that affect work-related variables, longitudinal data collected from a direct sales population were analyzed. When compared with previous literature, the results show the existence of reverse causality, indicating that quitting intentions are more likely to effect the perceptions of such variables as organizational climate, job satisfaction, and organizational commitment. (Reprinted by permission of the publisher.)
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Article Abstract:
The effects of manipulation of appeal types, anonymity/nonanonymity, and the promise/no promise of feedback of research results on response patterns were examined using a sales population. The results indicate that the use of these techniques can enhance the response patterns from salespeople. Specifically, the egoistic appeal, the interaction of egoistic appeal with anonymity, and feedback were shown to influence response rate, response speed, and response completeness. (Reprinted by permission of the publisher.)
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