Retailing Performance Evaluation Scale for Indian Brick-and-Mortar Lifestyle Retailers (LSRS-b)

Ganesha H. R. and Sreeramana Aithal

MPRA Paper from University Library of Munich, Germany

Abstract: A majority of brick-and-mortar lifestyle retailers in India have adapted firm-level and output-driven measures to evaluate their overall retailing performance in addition to not apportioning the central office expenses incurred merely to run stores on to store’s profit and loss account. This output-driven approach is distracting them from focussing on input variables and efficiency that is inevitably imperative if sustainable retail profit and returns on investment are expected. In this exhaustive empirical study, we have studied a few select organized brick-and-mortar lifestyle retailers to identify 64 variables that directly or indirectly determine the returns on investment of a lifestyle retailer, of which we have chosen 16 input-driven variables to design the LSRS-b instrument in addition to ensuring integration of variables that have a significantly positive association and determination with consumer repeat visit rate, sales personnel consumer orientation, cash flow efficiency, revenue generation, profitability, returns on investment, and consumer-level performance evaluation. Based on 24 months of data evaluated, we have found that these 16 input-driven variables have a significant determination of about 86.90 percent concerning the final output i.e., returns on investment (ROI) which is a strong indicator of the reliability of LSRS-b instrument in evaluating the overall retailing performance of organized brick-and-mortar lifestyle retailers in India.

Keywords: Indian Retail; Brick-and-Mortar Store; Lifestyle Retailer; Retail Profit; Retail Performance Evaluation; Measuring Retail Performance; Returns on Investment; Retail ROI; Input-Driven Measures; Consumer Orientation; Sales Personnel; Salesperson; Retail Productivity; Consumer-Level Retail Scale; Firm-Level Retail Scale (search for similar items in EconPapers)
JEL-codes: M31 M37 (search for similar items in EconPapers)
Date: 2020-06-05
New Economics Papers: this item is included in nep-eff
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Citations: View citations in EconPapers (3)

Published in International Journal of Applied Engineering and Management Letters (IJAEML) 1.4(2020): pp. 303-322

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