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Game changing strategies for retailers: How to create utilitarian offers for shoppers

the purpose of this study is to investigate why shopper experiences cognitive dissonance in the aftermath of impulsive shopping and what should be the retailer's strategy on that. A qualitative phenomenological research method was undertaken. In-depth interviews were conducted. The analysis rev...

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Main Authors: Ahmed, S., Ting, D.H., Johl, S.K., Abdul Jamak, A.B.S.B.
Format: Conference or Workshop Item
Published: Institute of Electrical and Electronics Engineers Inc. 2015
Online Access:https://www.scopus.com/inward/record.uri?eid=2-s2.0-84962257337&doi=10.1109%2fISTMET.2015.7359007&partnerID=40&md5=f0377b23c3c8558ce214f613f475d342
http://eprints.utp.edu.my/30731/
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spelling my.utp.eprints.307312022-03-25T07:16:04Z Game changing strategies for retailers: How to create utilitarian offers for shoppers Ahmed, S. Ting, D.H. Johl, S.K. Abdul Jamak, A.B.S.B. the purpose of this study is to investigate why shopper experiences cognitive dissonance in the aftermath of impulsive shopping and what should be the retailer's strategy on that. A qualitative phenomenological research method was undertaken. In-depth interviews were conducted. The analysis revealed five themes that highlight the shopper's impulsive shopping experiences. Themes were divided into textural and structural descriptions of the phenomenon. In textual description one theme emerged that illustrate shopper post impulsive shopping experience. In structural description four themes emerged in which shopper expressed that they forced to do impulsive shopping. Impulse shopping is a blessing for retailer's perspective, however, it has found that shoppers are smart they can track retailer's tactics that persuading to increase impulse shopping. Now it is a challenge for retailers to overcome the situation. In this context, this study also discussed how does retailers can maximize profit by using the insights from game theory to shape a game that is right for their shoppers. An idea of creating value and how to capture value through game changing were elaborated. © 2015 IEEE. Institute of Electrical and Electronics Engineers Inc. 2015 Conference or Workshop Item NonPeerReviewed https://www.scopus.com/inward/record.uri?eid=2-s2.0-84962257337&doi=10.1109%2fISTMET.2015.7359007&partnerID=40&md5=f0377b23c3c8558ce214f613f475d342 Ahmed, S. and Ting, D.H. and Johl, S.K. and Abdul Jamak, A.B.S.B. (2015) Game changing strategies for retailers: How to create utilitarian offers for shoppers. In: UNSPECIFIED. http://eprints.utp.edu.my/30731/
institution Universiti Teknologi Petronas
building UTP Resource Centre
collection Institutional Repository
continent Asia
country Malaysia
content_provider Universiti Teknologi Petronas
content_source UTP Institutional Repository
url_provider http://eprints.utp.edu.my/
description the purpose of this study is to investigate why shopper experiences cognitive dissonance in the aftermath of impulsive shopping and what should be the retailer's strategy on that. A qualitative phenomenological research method was undertaken. In-depth interviews were conducted. The analysis revealed five themes that highlight the shopper's impulsive shopping experiences. Themes were divided into textural and structural descriptions of the phenomenon. In textual description one theme emerged that illustrate shopper post impulsive shopping experience. In structural description four themes emerged in which shopper expressed that they forced to do impulsive shopping. Impulse shopping is a blessing for retailer's perspective, however, it has found that shoppers are smart they can track retailer's tactics that persuading to increase impulse shopping. Now it is a challenge for retailers to overcome the situation. In this context, this study also discussed how does retailers can maximize profit by using the insights from game theory to shape a game that is right for their shoppers. An idea of creating value and how to capture value through game changing were elaborated. © 2015 IEEE.
format Conference or Workshop Item
author Ahmed, S.
Ting, D.H.
Johl, S.K.
Abdul Jamak, A.B.S.B.
spellingShingle Ahmed, S.
Ting, D.H.
Johl, S.K.
Abdul Jamak, A.B.S.B.
Game changing strategies for retailers: How to create utilitarian offers for shoppers
author_facet Ahmed, S.
Ting, D.H.
Johl, S.K.
Abdul Jamak, A.B.S.B.
author_sort Ahmed, S.
title Game changing strategies for retailers: How to create utilitarian offers for shoppers
title_short Game changing strategies for retailers: How to create utilitarian offers for shoppers
title_full Game changing strategies for retailers: How to create utilitarian offers for shoppers
title_fullStr Game changing strategies for retailers: How to create utilitarian offers for shoppers
title_full_unstemmed Game changing strategies for retailers: How to create utilitarian offers for shoppers
title_sort game changing strategies for retailers: how to create utilitarian offers for shoppers
publisher Institute of Electrical and Electronics Engineers Inc.
publishDate 2015
url https://www.scopus.com/inward/record.uri?eid=2-s2.0-84962257337&doi=10.1109%2fISTMET.2015.7359007&partnerID=40&md5=f0377b23c3c8558ce214f613f475d342
http://eprints.utp.edu.my/30731/
_version_ 1738657148692332544
score 13.211869

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