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Developing customer inspiration in XYZ retail stores
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Published:
Sep 28, 2023
Versions:
2023-09-28 (1)
Keywords:
customer inspiration,, store environment,, purchase intention,, retail store,, visual merchandisin
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Abstract
Many retailers have low sales due to the difficulty in the purchase decision of their customers. Previous research shows the lack of studies on the impact of store interiors on purchase decisions. Thisstudy aims to find out various visual merchandising factors that affect purchase intentions at XYZ retail stores and focuses on visual merchandising itself, as well as store environment and customerinspiration factors that affect customer behaviour. The non-probability sampling technique with analysing 140 respondents using an online questionnaire with SMART PLS was used to conduct this research. The results show that customer inspirations directly influence customers’ purchase intentions. Visual merchandising and store environment indirectly affect purchase intention as well, mediated by customer inspirations. The customer inspiration variable is in the good category in the XYZ store. It is recommended to use quick response in visual merchandising and develop a store environment virtually that can be connected to a customer’s device.
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How to Cite
Tanjung, V. ., Susanto, Y. B. ., & Rusdianto Berto, A. . (2023). Developing customer inspiration in XYZ retail stores. Journal of Management and Financial Sciences, (47), 35–49. https://doi.org/10.33119/JMFS.2023.47.3
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References
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19. Mehta, N.P., Chugan, P.K. (2016). Visual Merchandising as Tool for Creating Differentiation for Furniture Outlets: Perceptual Mapping. Inter-Disciplinary Issues for Empowering Trade, Industry and Society, Eds., Pawan K. Chugan, Deepak Srivastava, Nikunj Patel and Nirmal C. Soni, Excel India Publishers, New Delhi, pp. 289–300, http://ssrn.com/abstract=2736969
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23. Söderlund, C., Hansson, M. (2020). A visual and rhetorical perspective on management control systems. International Journal of Lean Six Sigma, 12(3), pp. 536–552, https://doi.org/10.1108/IJLSS-03-2020-0033
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25. Watanabe, E.A. de M., Torres, C.V., Alfinito, S. (2019). The impact of culture, evaluation of store image, and satisfaction on purchase intention at supermarkets. Revista de Gestao, 26(3), pp. 256–273, https://doi.org/10.1108/REGE-12-2017-0009
26. Widyastuti, P. (2018). Does visual merchandising, store atmosphere, and private label product influence impulse buying? Evidence in Jakarta. Journal of Business and Retail Management Research, 12(3), pp. 140–148, https://doi.org/10.24052/jbrmr/v12is03/art-12
2. Ali Soomro, D.Y., Abbas Kaimkhani, S., Iqbal, J. (2017). Effect of Visual Merchandising Elements of Retail Store on Consumer Attention. Journal of Business Strategies, 11(1), https://doi.org/10.29270/jbs.11.1(17).002Bertha, F., Putri, V., Susilo, D., Berto, A.R. (2022). JURNAL KOMUNIKASI PROFESIONAL Jaringan dan komentar viral marketing pantene indonesia miracles hair supplement baru pada akun youtube pantene indonesia, 6(3), pp. 212–229.
3. Bottger, T., Rudolph, T., Evanschitzky, H., Pfrang, T. (2017). Customer inspiration: Conceptualization, scale development, and validation. Journal of Marketing, 81(6), pp. 116–131, https://doi.org/10.1509/jm.15.0007
4. Budi Susanto, Y., Pratiwi, S. (2019). The Effect of Technology Readiness, Service Quality and Perceived Risk on Relationship Quality, and the Implications for Continuance of Intention – Study on Users of BCA Mobile Banking Applications. International Journal of Innovation, Creativity and Change, 5(6), pp. 720–734, https://www.ijicc.net/index.php/volume-5-2019/178-vol-5-iss-6
5. Cant, M.C., Wiid, J.A. (2020). Visual Merchandising Elements: The Journal of Applied Business Research, 36(5), pp. 197–204.
6. Cao, Y., Zhou, Z., Majeed, S. (2021, Aug). Stimulating Customer Inspiration Through Online Brand Community Climates: The Mediating Role of Customer Interaction. Frontiers in Psychology, 12, pp. 1–14, https://doi.org/10.3389/fpsyg.2021.706889
7. Cordova, G.I., Del Rosario Guerreros Surichaqui, S., Del Pilar Palomino Ricaldi, F., VicenteRamos, W. (2020). Impact of visual merchandising on the purchase decision of consumers from retail stores in central Peru. Management Science Letters, 10(11), pp. 2447–2454, https://doi.org/10.5267/j.msl.2020.4.005
8. Cuong, P.H. (2019). Antecedents of store management strategies and visual merchandising on the in-store engagement of consumer good buyers: An empirical study. Global Business and Finance Review, 24(4), pp. 76–89, https://doi.org/10.17549/gbfr.2019.24.4.76
9. Han, H., Park, S., Hyun, K.H. (2022). Effects of virtual stores’ opaque exterior on store perceptions and purchase intentions. International Journal of Retail and Distribution Management, 50(13), pp. 77–94, https://doi.org/10.1108/IJRDM-06-2021-0274
10. Happ, E., Scholl-Grissemann, U., Peters, M., Schnitzer, M. (2021). Insights into customer experience in sports retail stores. International Journal of Sports Marketing and Sponsorship, 22(2), pp. 312–329, https://doi.org/10.1108/IJSMS-12-2019-0137
11. Helmefalk, M., Hultén, B. (2017, Apr). On shoppers ’ emotions and purchase behavior. Journal of Retailing and Consumer Services, 38, pp. 1–11, https://doi.org/10.1016/j.jretconser.2017.04.007
12. Jassem, M.I., Rahman, R.A., Ibrahim, A.M. (2022). Effect of Using Modern Banking Services on Customer Inspiration: Statistical Analysis. Advances in Materials Science and Engineering,https://doi.org/10.1155/2022/7130559
13. Kemp, E.A., Williams, K., Min, D.-J., Chen, H. (2019). Happy feelings: examining music in the service environment. International Hospitality Review, 33(1), pp. 5–15, https://doi.org/10.1108/ihr-10-2018-0019
14. Khan, M.R., Ghouri, A.M. (2018). Enhancing Customer Satisfaction and Loyalty through Customer-Defined Market Orientation and Customer Inspiration: A Critical Literature Review. International Business Education Journal, 11(1), pp. 25–39, https://doi.org/10.37134/ibej.vol11.1.3.2018
15. Kurnia, S., Susanto, Y., Juliadi, R. (2022). The Influence of Social Media Marketing Activity and Social Media Influencers on Instagram on Purchase Intention at Fashion Brand X in Indonesia, https://doi.org/10.4108/eai.7-10-2021.2316218
16. Lohanda, T., Berto, A.R. (2021). DAPATKAH AKTIVITAS MANAJEMEN HUBUNGAN PELANGGAN MELALUI MEDIA SOSIAL MENINGKATKAN LOYALITAS PELANGGAN? CAN SOCIAL CUSTOMER RELATIONSHIP MANAGEMENT ACTIVITIES EVOKE CUSTOMER LOYALTY? Universitas Multimedia Nusantara Jl. Scientia Boulevard, Curug Sanger, pp. 267–276, https://doi.org/10.31445/jskm.2021.4439
17. Marinelli, L., Fiano, F., Gregori, G.L., Daniele, L.M. (2020). Food purchasing behavior at automatic vending machines: the role of planograms and shopping time. British Food Journal, 123(5), pp. 1821–1836, https://doi.org/10.1108/BFJ-02-2020-0107
18. Mehta, N.P., Chugan, P.K. (2014). Impact of Visual Merchandising on Consumer Behavior: A Study of Furniture Outlets. Universal Journal of Management, 2(6), pp. 207–217, https://doi.org/10.13189/ujm.2014.020601
19. Mehta, N.P., Chugan, P.K. (2016). Visual Merchandising as Tool for Creating Differentiation for Furniture Outlets: Perceptual Mapping. Inter-Disciplinary Issues for Empowering Trade, Industry and Society, Eds., Pawan K. Chugan, Deepak Srivastava, Nikunj Patel and Nirmal C. Soni, Excel India Publishers, New Delhi, pp. 289–300, http://ssrn.com/abstract=2736969
20. Murwani, E., Juliadi, R., Rusdianto Berto, A., Farady, R. (2021). Audience Motives and Satisfaction on Accessing Online Tours at 360° Virtual Destinasi Indonesia. Jurnal Penyuluhan, 17(2), pp. 289–299, https://doi.org/10.25015/17202134602
21. Retail Sales-Value_YoY-Monthly-In Indonesia. (2021). Retail Sales-Value_YoY-Monthly-In Indonesia, https://www.ceicdata.com/id/indicator/indonesia/retail-sales-growth
22. Sheng, H., Yang, P., Feng, Y. (2020). How to inspire customers via social media. Industrial Management and Data Systems, 120(6), pp. 1041–1057, https://doi.org/10.1108/IMDS-10-2019-0548
23. Söderlund, C., Hansson, M. (2020). A visual and rhetorical perspective on management control systems. International Journal of Lean Six Sigma, 12(3), pp. 536–552, https://doi.org/10.1108/IJLSS-03-2020-0033
24. Timorria, I.F. (2021). Pengamat Ungkap Alasan Pertumbuhan Ritel Online Tak Bertahan Lama – Ekonomi Bisnis. Retrieved from: www.bisnisindonesia.id
25. Watanabe, E.A. de M., Torres, C.V., Alfinito, S. (2019). The impact of culture, evaluation of store image, and satisfaction on purchase intention at supermarkets. Revista de Gestao, 26(3), pp. 256–273, https://doi.org/10.1108/REGE-12-2017-0009
26. Widyastuti, P. (2018). Does visual merchandising, store atmosphere, and private label product influence impulse buying? Evidence in Jakarta. Journal of Business and Retail Management Research, 12(3), pp. 140–148, https://doi.org/10.24052/jbrmr/v12is03/art-12