Companion shoppers and the consumer shopping experience

Journal of Relationship Marketing

Volumn 10, Issue 1, 2011, Pages 7-27

  Lindsey Mullikin, Joan ^a   Munger Jeanne, Lauren ^b  

^a CALIFORNIA POLYTECHNIC STATE UNIVERSITY   (United States)

^b UNIVERSITY OF SOUTHERN MAINE   (United States)

Author keywords

Companion shoppers; Loyalty; Retail salespeople; Satisfaction; Shopping behavior

Indexed keywords

EID: 79953776139     PISSN: 15332667     EISSN: 15332675     Source Type: Journal    
DOI: 10.1080/15332667.2011.549385     Document Type: Article

References (45)

1. Alba, J. W., & Hutchinson, J. W. (1987). Dimensions of consumer expertise. Journal of Consumer Research, 13, 411-454.
2. Arnould, E. (1998). Daring consumer-oriented ethnography. In B. B. Stern (Ed.), Representing consumers: Voices, views, and visions (pp. 85-126). New York, NY: Routledge.
3. Baker, J., Parasuraman, A., Grewal, D., & Voss, G. B. (2002). The influence of multiple store environment cues on perceived merchandise value and patronage intentions. Journal of Marketing, 66(2), 120-144.
4. Bearden, W. O., & Etzel, M. J. (1982). Reference group influence on product and brand purchase decisions. Journal of Consumer Research, 9, 183-194.
5. Bearden, W. O., Netemeyer, R. G., & Teel, J. E. (1989). Measurement of consumer susceptibility to interpersonal influence. Journal of Consumer Research, 15, 473-481.
6. Belk, R. W. (1975). Situational variables and consumer behavior. Journal of Consumer Research, 2, 157-164.
7. Belk, R. W., Sherry, J. F., Jr., & Wallendorf, M. (1988). A naturalistic inquiry into buyer and seller behavior at a swap meet. Journal of Consumer Research, 14, 449-470.
8. Bell, G. D. (1967). Self-confidence and persuasion in car buying. Journal of Marketing Research, 4(1), 46-52.
9. Bloch, P. H., Ridgway, N. M., & Dawson, S. A. (1994). The shopping mall as consumer habitat. Journal of Retailing, 70, 23-43.
10. Borges, A., Chebat, J.-C., & Babin, B. J. (2010). Does a companion always enhance the shopping experience? Journal of Retailing and Consumer Services, 17, 294-299.
11. Childers, T. L., & Rao, A. R. (1992). The influence of familial and peer-based reference groups on consumer decision. Journal of Consumer Research, 19, 198-211.
12. DeVault, M. (1991). Feeding the family. Chicago, IL: University of Chicago Press.
13. Dholakia, R. R. (1999). Going shopping: Key determinants of shopping behaviors and motivations. International Journal of Retail & Distribution Management, 27(4), 154-165.
14. Frenzen, J., & Nakamoto, K. (1993). Structure, cooperation, and the flow of market information. Journal of Consumer Research, 20, 360-375.
15. Gershoff, A. D., & Johar, G. V. (2006). Do you know me? Consumer calibration of friends knowledge. Journal of Consumer Research, 32, 496-503.
16. Gremler, D. D., & Gwinner, D. P. (2008). Rapport-building behaviors used by retail employees. Journal of Retailing, 84, 308-324.
17. Grewal, D., Krishnan, R., & Lindsey-Mullikin, J. (2008). Building store loyalty through service strategies. Journal of Relationship Marketing, 7(4), 341-358.
18. Grewal, D., Lindsey-Mullikin, J., & Munger, J. (2003). Loyalty in e-tailing: A conceptual framework. Journal of Relationship Marketing, 3(4), 31-49.
19. Guiry, M., Magi, A. W., & Lutz, R. J. (2006). Defining and measuring recreational shopper identity. Journal of the Academy of Marketing Sciences, 34(1), 74-83.
20. Hartman, C. L., & Kiecker, P. L. (1991, Summer). Marketplace point of purchase: The role of purchase pals in consumer decision making. In M. C. Gilly et al. (Eds.), Proceedings of the American Marketing Association (pp. 461-469). Chicago, Il: American Marketing Association Summer Educators' Conference Proceedings.
21. Holstein, J. A., & Gubrium, J. F. (1994). Phenomenology, ethnomethodology, and interpretive practice. In N. Denzin & Y. Lincoln (Eds.), Handbook of qualitative research (pp. 262-272). Thousand Oaks, CA: Sage.
22. Iyer, G. R., & Bejou, D. (2003). Customer relationship management in electronic markets. Journal of Relationship Marketing, 2(3/4), 1-13.
23. Kiecker, P., & Hartman, C. L. (1994). Predicting buyers' selection of interpersonal sources: The role of strong ties and weak ties. Advances in Consumer Research, 21, 464-469.
24. Kumar, V., & Shah, D. (2004). Building and sustaining profitable customer loyalty for the 21st century. Journal of Retailing, 57, 317-329.
25. Langman, L. (1992). Neon cages: Shopping for subjectivity. In R. Shields (Ed.), Lifestyle shopping: The subject of consumption (pp. 40-82). New York, NY: Routledge.
26. Lofland, J., & Lofland, L. H. (1995). Analyzing social settings: A guide to qualitative observation and analysis. Belmont, CA: Wadsworth.
27. Mangleburg, T. F., Doney, P. M., & Briston, T. (2004). Shopping with friends and teens' susceptibility to peer influence. Journal of Retailing, 80, 101-116.
28. McCracken, G. (1986). Culture and consumption: A theoretical account of the structure and movement of the cultural meaning of consumer goods. Journal of Consumer Research, 13, 71-84.
29. McDonald, H., & Alpert, F. (2000). A broadened situational framework: Transient versus enduring situational factors. In A. O'Cass (Ed.), ANZMAC 2000 Visionary Marketing for the 21st Century: Facing the Challenge (pp. 793-798). Conference Proceedings of ANZMAC 2000. Australian and New Zealand Marketing Academy. Australian & New Zealand Marketing Academy Conference.
30. McGrath, M.A., & Otnes, C. (1995). Unacquainted influencers: When strangers interact in a retail setting. Journal of Business Research, 32, 261-277.
31. Miller, D. (1998). A theory of shopping. New York, NY: Cornell University Press.
32. News briefs-StarbucksBalance Bar. (2010). Retrieved from http://promomagazine.com/news/news-briefs-starbucks-balance-1118/
33. Nicholls, J. A. F., Roslow, S., & Dublish, S. (1997). Time and companionship: Key factors in Hispanic shopping behavior. Journal of Consumer Marketing, 14(3), 194-205.
34. Otnes, C., Lowrey, T. M., & Shrum, L. J. (1997). Toward an understanding of consumer ambivalence. Journal of Consumer Research, 24, 80-93.
35. Parasuraman, A., Zeithaml, V. A., & Berry, L. L. (1988). SERVQUAL: A multipleitem scale for measuring customer perceptions of service quality. Journal of Retailing, 64(1), 12-40.
36. Park, C. W., & Lessig, V. P. (1977). Students and housewives: Differences in susceptibility to reference group influences. Journal of Consumer Research, 4, 102-110.
37. Reichheld, F. F. (1996). The loyalty effect: The hidden force behind growth, profits and lasting value. Boston, MA: Harvard Business School Press.
38. Roy, A. (1994). Correlates of mall visit frequency. Journal of Retailing, 70, 139-161.
39. Shields, R. (1992). The individual, consumption cultures, and the fate of community. In R. Shields (Ed.), Lifestyle shopping: The subject of consumption (pp. 1-20). New York, NY: Routledge.
40. Thompson, C. J., Locander, W. B., & Pollio, H. R. (1989). Putting consumer experience back into consumer research: The philosophy and method of existential phenomenology. Journal of Consumer Research, 16, 133-146.
41. 2011 Georgia Quilt Show. (2010). Retrieved from http://www.sewingexpo.com/AtlantaGA/PricingampDiscounts/BringaFriend.asp x
42. Underhill, P. (1999). Why we buy: The science of shopping. New York, NY: Simon & Schuster.
43. Wallendorf, M., Lindsey-Mullikin, J., & Pimentel, R. (1998). Gorilla marketing: Customer animation and regional embeddedness of a toy store servicescape. In J. F. Sherry, Jr. (Ed.), Servicescape: The concept of place in contemporary markets (pp. 151-198). Chicago, IL: NTC.
44. Wang, L. C., Baker, J., Wagner, J. A., & Wakefield, K. (2007). Can a retail web site be social? Journal of Marketing, 71(3), 143-157.
45. Woodside, A., & Sims, J. T. (1976). Retail sales transactions and customer "purchase pal" effects on buying behavior. Journal of Retailing, 52(3), 57-64, 95.