Do Digital Displays Enhance Sales? Role of Retail Format and Message Content

Journal of Retailing

Volumn 92, Issue 1, 2016, Pages 122-131

  Roggeveen, Anne L ^a   Nordfält, Jens ^b   Grewal, Dhruv ^a  

^a BABSON COLLEGE   (United States)

^b STOCKHOLM SCHOOL OF ECONOMICS   (Sweden)

Author keywords

Digital displays; In store marketing; Retail displays

Indexed keywords

EID: 84959463172     PISSN: 00224359     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.jretai.2015.08.001     Document Type: Article

References (32)

1. Ailawadi Kusum L., Beauchamp J.P., Donthu Naveen, Gauri Dinesh K., Shankar Venkatesh Communication and Promotion Decisions in Retailing: A Review and Directions for Future Research. Journal of Retailing 2009, 85(1):42-55.
2. Bell David, Corsten Daniel, Knox George From Point-of-Purchase to Path-to-Purchase: How PreShopping Factors Drive Unplanned Buying. Journal of Marketing 2011, 75:31-45.
3. Blattberg Robert C., Neslin Scott A. Sales Promotion: The Long and the Short of It. Marketing Letters 1989, 1(1):81-97.
4. Burke Raymond Behavioral Effects of Digital Signage. Journal of Advertising Research 2009, (June):180-185.
5. Calder Bobby J., Phillips Lynn, Tybout Alice M. The Concept of External Validity. Journal of Consumer Research 1982, 9(December):240-244.
6. Calder Bobby J., Phillips Lynn W., Tybout Alice M. Beyond External Validity. Journal of Consumer Research 1983, 10(1):112-114.
7. Chevalier Michel Increase in Sales Due to In-Store Display. Journal of Marketing Research 1975, 12:426-431.
8. Chevalier Michel Substitution Patterns as a Result of Display in the Product Category. Journal of Retailing 1975, 51(4):65-88.
9. Dennis Charles, Brakus J.Joško, Alamanos Eleftherios The Wallpaper Matters: The Influence of the Content of Digital Ads on Customer In-Store Experience. Journal of Marketing Management 2013, 29(3-4):338-355.
10. Dennis Charles, Brakus J.Joško, Gupta Suraksha, Alamanos Eleftherios The Effect of Digital Signage on Shoppers' Behavior: The Role of the Evoked Experience. Journal of Business Research 2014, 67(11):2250-2257.
11. Dennis Charles, Michon Richard, Brakus J.Joško, Newman Andrew, Alamanos Eleftherios New Insights into the Impact of Digital Signage as a Retail Atmospheric Tool. Journal of Consumer Behaviour 2012, 11(6):454-466.
12. Dennis Charles, Newman Andrew, Richard Michon, Brakus J.Josko, Wright Len Tiu The Mediating Effects of Perception and Emotion: Digital Signage in Mall Atmospherics. Journal of Retailing and Consumer Services 2010, 17:205-215.
13. Ganesh Jaishankar, Reynolds Kristy, Luckett Michael Retail Patronage Behavior and Shopper Typologies: A Replication and Extension Using a Multi-format, Multi-method Approach. Journal of the Academy of Marketing Science 2007, 35(3):369-381.
14. Gauri Dinesh K., Trivedi Minakshi, Grewal Dhruv Understanding the Determinants of Retail Strategy: An Empirical Analysis. Journal of Retailing 2008, 84(3):256-267.
15. Grewal Dhruv, Ailawadi Kusum, Gauri Dinesh, Hall Kevin, Kopalle Praveen, Robertson Jane Innovation in Retail Pricing and Promotions. Journal of Retailing 2011, 87S(1):S43-S52.
16. Inman J.Jeffrey, McAlister Leigh, Hoyer Wayne D. Promotion Signal: Proxy for a Price Cut?. Journal of Consumer Research 1990, 17(1):74-82.
17. Intel USD 17 Billion and Beyond: Continuing to Grow the Digital Signage Economy. Intel Retail Industry Solution Brief 2014.
18. Iyengar Sheena S., Lepper Mark R. When Choice Is Demotivating: Can One Desire Too Much of a Good Thing?. Journal of Personality and Social Psychology 2000, 79(6):995-1006.
19. Kahn Barbara E., McAlister Leigh Grocery Revolution 1997, Prentice Hall, Englewood Cliffs, NJ.
20. Kollat David T., Willett Ronald P. Customer Impulse Purchasing Behavior. Journal of Marketing Research 1967, 4(February):21-31.
21. Lynch John G. On the External Validity of Experiments in Consumer Research. Journal of Consumer Research 1982, 9(3):225-239.
22. Lynch John G. The Role of External Validity in Theoretical Research. Journal of Consumer Research 1983, 10(1):109-111.
23. McGrath Joseph E., Brinberg David External Validity and the Research Process: A Comment on the Calder/Lynch Dialogue. Journal of Consumer Research 1983, 10(1):115-124.
24. Newman Andrew, Dennis Charles, Wright Len-Tiu, King Tamira Shoppers' Experiences of Digital Signage - A Cross-National Qualitative Study. International Journal of Digital Content Technology and Its Applications 2010, 4(7):50-57.
25. Newman Andrew, Dennis Charles, Zaman Shahid Marketing Images and Consumers' Experiences in Selling Environments. Marketing Management Journal 2006, (Fall):515-599.
26. Nordfält Jens Unplanned Grocery Purchases: The Influence of the Shopping-Trip Type Revisited. Journal of Consumer Behaviour 2009, 8(1):1-13.
27. Park C.Whan, Iyer Easwar S., Smith Daniel C. The Effects of Situational Factors on In-Store Grocery Shopping Behavior: The Role of Store Environment and Time Available for Shopping. Journal of Consumer Research 1989, 15(March):422-433.
28. Roster Jeffrey Market Insight: Retail Primer, North America. Gartner Report 2012, March 29:1-21.
29. Stilley Karen M., Inman Jeffrey J., Wakefield Kirk L. Spending on the Fly: Mental Budgets, Promotions, and Spending Behavior. Journal of Marketing 2010, 74(May):34-47.
30. Stilley Karen M., Inman Jeffrey J., Wakefield Kirk L. Planning to Make Unplanned Purchases? The Role of In-Store Slack in Budget Deviation. Journal of Consumer Research 2010, 37(August).
31. Talukdar Debabrata, Gauri Dinesh K., Grewal Dhruv An Empirical Analysis of Extreme Cherry Picking Behavior of Consumers in the Frequently Purchased Goods Market. Journal of Retailing 2010, 86(4):336-354.
32. Uusitalo Outi Consumer Perceptions of Grocery Retail Formats and Brands. International Journal of Retail and Distribution Management 2001, 29(5):214-225.