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

Content Provider	IEEE Xplore Digital Library
Author	Ahmed, S. Ding Hooi Ting Johl, S.K. Bakar Sedek bin Abdul Jamak, A.
Copyright Year	2015
Description	Author affiliation: Dept. of Manage. & Humanities, Univ. Teknol. PETRONAS, Tronoh, Malaysia (Ahmed, S.; Ding Hooi Ting; Johl, S.K.; Bakar Sedek bin Abdul Jamak, A.)
Abstract	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.
Starting Page	89
Ending Page	93
File Size	395569
Page Count	5
File Format	PDF
e-ISBN	9781479917235
DOI	10.1109/ISTMET.2015.7359007
Language	English
Publisher	Institute of Electrical and Electronics Engineers, Inc. (IEEE)
Publisher Date	2015-08-25
Publisher Place	Malaysia
Access Restriction	Subscribed
Rights Holder	Institute of Electrical and Electronics Engineers, Inc. (IEEE)
Subject Keyword	Context Psychology Cognitive dissonance Games Packaging Impulsive shopping Cognition Utilitarian Headonic Interviews Game theory
Content Type	Text
Resource Type	Article

Sl.	Authority	Responsibilities	Communication Details
1	Ministry of Education (GoI), Department of Higher Education	Sanctioning Authority	https://www.education.gov.in/ict-initiatives
2	Indian Institute of Technology Kharagpur	Host Institute of the Project: The host institute of the project is responsible for providing infrastructure support and hosting the project	https://www.iitkgp.ac.in
3	National Digital Library of India Office, Indian Institute of Technology Kharagpur	The administrative and infrastructural headquarters of the project	Dr. B. Sutradhar bsutra@ndl.gov.in
4	Project PI / Joint PI	Principal Investigator and Joint Principal Investigators of the project	Dr. B. Sutradhar bsutra@ndl.gov.in Prof. Saswat Chakrabarti will be added soon
5	Website/Portal (Helpdesk)	Queries regarding NDLI and its services	support@ndl.gov.in
6	Contents and Copyright Issues	Queries related to content curation and copyright issues	content@ndl.gov.in
7	National Digital Library of India Club (NDLI Club)	Queries related to NDLI Club formation, support, user awareness program, seminar/symposium, collaboration, social media, promotion, and outreach	clubsupport@ndl.gov.in
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9	IDR Setup or Support	Queries related to establishment and support of Institutional Digital Repository (IDR) and IDR workshops	idr@ndl.gov.in

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