The effect of attribute-alternative matrix displays on preferences and processing strategies

Erlend Dancke Sandorf, Romain Crastes Dit Sourd and Pierre-Alexandre Mahieu ()
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Pierre-Alexandre Mahieu: LEMNA - Laboratoire d'économie et de management de Nantes Atlantique - IEMN-IAE Nantes - Institut d'Économie et de Management de Nantes - Institut d'Administration des Entreprises - Nantes - UN - Université de Nantes

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Abstract: Purpose Click and collect (or grocery pickup) represents a growing part of the channel strategy of traditional off-line retailers. The aim of this study is to understand how customers develop their perceptions toward this new channel. In other words, what are the key factors explaining the long-term value creation for each "click and collect" system depending on consumers' profiles? Design/methodology/approach On the basis of a quantitative survey of 479 respondents, this research uses confirmatory analyses based on the partial least square path modeling. Findings Based on the structural model, the study finds that the customers' relations, website and pickup station are the most important factors creating value for customers whatever the internet grocery shopping model. The global conceptual model has been implemented under many variations to test the age effect and the kind of click and collect model. It is made evident that customers' benefits vary regarding the kind of click and collect model and the age of customers. Research limitations/implications This research allows a better understanding of the performance of the click and collect system by looking at the key factors that maximize the customers' value and those that decrease it. Results precisely show variations of those factors according to the customer's profile and the click and collect model. Originality/value This quantitative paper studies customer behaviors toward their usual retailer and their relationship with them. To do so, segmented approaches of the causal model are retained to provide specific recommendations.

Date: 2018-12
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Citations: View citations in EconPapers (5)

Published in Journal of Choice Modelling, 2018, 29 (15-16), pp.113-132. ⟨10.1016/j.jocm.2018.01.001⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-03712582

DOI: 10.1016/j.jocm.2018.01.001

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