Shopper Behavior at the Point of Purchase: Drivers of In-Store Decision-Making and Determinants of Post-Decision Satisfaction in a High-Involvement Product Choice

by Toni Schmidt

Overview

The book explores two central aspects of shopper behavior at the POP based on an eye-tracking field-experiment: decision-making and how it is affected by in- and out-of-store factors, and post-decision choice satisfaction. Results show that retailers have less influence on in-store decision-making than manufacturers, despite controlling the POP.

Product Details

ISBN-13:	9783631674949
Publisher:	Peter Lang GmbH, Internationaler Verlag der Wissenschaften
Publication date:	04/20/2016
Series:	Schriften zu Marketing und Handel , #18
Pages:	120
Product dimensions:	5.83(w) x 8.27(h) x (d)

About the Author

Toni Schmidt studied Finance and Accounting as well as Business Administration at the University of St. Gallen. He completed his doctorate at the WHU-Otto Beisheim School of Management.

Table of Contents

Contents: Effects of In- and Out-of-Store Factors on Attention and Evaluation – In- and Out-of-Store Factors’ Interaction and Moderation Effects on Attention and Evaluation – Degree of Attention and Likelihood to Choose Favorite Brand – Determinants of Choice Satisfaction in a High-Involvement Product Choice.