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S
Determinants of supermarket choices in Pietermaritzburg
Contents
Introduction
Related literature
The supermarket industry in South Africa
Methodology
Findings
Recommendations
Conclusion
Limitations
Introduction
2002 to 2007, supermarket industry growth 105%
Expected to grow 93% by 2012
Increased number of stores increased competition
Increased buying power for consumers
Is there a gap between customer needs and retailer offerings?
Aim: investigate attributes that determine supermarket choices
Related literature
Store image: a perception held in the shopper’s mind, determined partly by the functional qualities of the store and partly by the aura of psychological attributes (Ghosh, 1990)
A store image is also what influences consumers’ choices
Author(s) Store Image Components
Berry (1969: 7) Price, Quality, Assortment, Fashion Of Merchandise, Sales Personnel, Location Convenience, Other Convenience Factors, Services, Sales Promotions, Advertising, Store Atmosphere, and Reputation On Adjustments
Lindquist (1974: 31) Merchandise, Service, Clientele, Physical Facilities, Convenience, Promotion, Store Atmosphere, Institutional Factors and Post-Transaction Satisfaction
Belk (1975: 159) Physical Surroundings, Social Surroundings, Temporal Perspective, Task Definition and Antecedent States
Author(s) Store Image Components
Ghosh (1990: 174) Merchandise, Price, Service, Physical Characteristics, Convenience , Advertising And Promotion, Store Ambiance, Characteristics Of Shoppers, and Store Personnel
Lusch, Dunne and Gebhardt (1993: 96)
Price, Merchandise, Physical characteristics, Sales promotions, Advertising, Convenience, Service, and Store personnel
Hasty and Reardon (1997: 151) Store Promotion, Store Personnel, Product Selection, Store Services, Store Atmosphere, Price, and Store Location
Terblanche (1998: 63) Merchandise, Service, Clientele, Physical Facilities, Convenience, Communication, Institutional, and Post Transaction
Author(s) Determinant attributes
Doyle and Fenwick (1974: 46) Lower Prices, Higher Quality and Greater Variety
Bearden (1977: 21) Price and Quality
Westbrook (1981: 79) Sales Personnel, Store Appearance, Merchandise Depth and Selection, Value Offered, Price Level, Post-Sale Adjustments, Credit Procedures, Hours of Operation, Location, Clientele, Special Sales, and Advertising
Arnold, Oum and Tigert (1983: 157) Location Convenience, Low Prices, Assortment/Variety, Courteous Helpful Service, High Quality Merchandise, Quality of Fresh Meat, Fast Checkout/Fast Service, Cleanliness, and Shopping Environment
Author(s) Determinant attributes
Weisbrod, Parcells and Kern (1984: 75)
Low Price and Assortments Of Products
Lumpkin, Greenberg and Goldstucker (1985: 86)
Price and Quality
McDonald (1991: 315) Store Location, Price, and Product Variety
Yilmaz (2004: 783) Location
Donovan, Rossiter, Marcoolyn, and Nesdale (1994: 283)
Store Environments
Hutcheson and Moutinho (1998: 709)
Quality of Fresh and Packaged Produce, Low Prices, Length of Queues, Friendliness of Staff and Convenient Location
Author(s) Determinant attributes
Severin, Louviere and Finn (2001: 192)
Merchandise Quality, Selection, Service, Price and Coupons
Baker, Parasuraman, Grewal, and Voss (2002: 120)
Store Design, Low Price, Good Quality and Store Atmosphere
Sinha and Banerjee (2004: 486) Proximity and Merchandise
Yilmaz, Aktas and Celik (2007: 171) Quality, Advertisements, Brochures, Promotions, Discounts, and Location
Mesquista and Lara (2008: 35) Services, Quality and Convenience
Supermarket industry in SA
High concentration and competition
Price discounting and high distribution costs
Dominated by domestic retailers
Supermarkets are replacing traditional spazas
Black middle-class openings in
townships
Choice and convenience for middle class
Price discounting for low income group
Value-added in-store offerings
Methodology
Price, location convenience, store layout, store merchandise, store promotions, store personnel, store atmosphere, store services andreputation
Likert scale questionnaire 1 = not at all important 5 = extremely important
Non-probability sampling
Survey at 3 malls (224) and UKZN PMB campus (50)
Cronbach’s Alpha: 0.744
High face validity and content validity
Results
Mean Std. Deviation
Store Services 4.38 .911
Location Convenience 4.32 .989
Price 4.22 1.055
Reputation 4.20 1.016
Store Merchandise 4.04 1.051
Store Atmosphere 3.96 1.121
Store Personnel 3.88 1.200
Store Layout 3.77 1.151
Store Promotions 3.46 1.274
Store Services
Lusch et al (1993: 96): credit, delivery, return policy, and guarantees
Terblanche (1998: 63): lay-bye plan, returns, credit, delivery, packaging, and complaints handling
Lindquist (1974: 31): salesclerk service, presence of self-service, ease of merchandise return, delivery service and credit policies
Arnold et al (1983: 157), Severin et al (2001: 192), and Mesquista and Lara (2008: 46)
Location and Price
Majority of authors support these findings
Further reinforced by BMI
Convenience over price, especially among high income earners
Reputation
Terblanche (1998: 63) and Lindquist (1974: 31-32): institutional dimension of a retail outlet image
Doyle and Fenwick (1974: 46)
Store Merchandise
Lusch et al (1993: 96): quality, style and fashion, assortment, and national versus private labels
Terblanche (1998: 63): quality, depth, width, style, price, and innovativeness
Lindquist (1974: 31): quality, assortment or selection, fashion or styling, guarantees, and pricing
Different perspectives Greater variety and assortment Quality Depth and selection Organised merchandise
Less important attributes
Store layout Supermarkets frequented by shoppers
Store atmosphere Low involvement shopping
Store personnel Little personal interaction
Store promotions Short term
Recommendations
Price Negotiation with suppliers Providing incentives to suppliers such as shelf space, in-
store promotions Bigger operation formats
Location Choose a high traffic location Free shuttle Anchoring a shopping centre
Recommendations
Store Merchandise Increasing stock variety Superior conditions of
products Product presentation More private labeled
products
Services
Flexible return policy Variety of payment
options Training for staff
Reputation CSR programmes Marketing the
programmes
Conclusion
Attributes chosen from rich literature research
Price, Location, Services, Reputation, and Merchandise
Coincides with past research
Provides insight for all stakeholders
Needs further follow-up research
Limitations
Disproportionate number of respondents from each mall
Difficulty in completing the questionnaire
Unrepresentative racial proportions of respondents