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Please use this identifier to cite or link to this item: http://hdl.handle.net/1942/12977

Title: Am I cheap? Testing the role of store personality and self-congruity in discount retailing
Authors: Willems, Kim
Swinnen, Gilbert
Issue Date: 2011
Citation: The International review of retail, distribution & consumer research (Print), 21(5), p. 513-539
Abstract: This study examines whether consumer perceptions of store personality differ according to the store’s format (hard-discount versus soft-discount and value retailing). A consumer survey (n = 306) is conducted in which respondents are asked to rate these retail formats on five store personality (SP) dimensions and in terms of self-congruity (SC). The findings of both repeated measures ANOVA and hypothesis testing of proportion difference indicate that the three formats differ significantly in terms of all five SP dimensions. Moreover, consumers perceive a greater match between their self-concept and the value retailer’s personality than the discounter’s. A PLS model is estimated linking SP and SC to store loyalty and word-of-mouth intentions (WOM). The SP measurement model is only partially confirmed by the data. The effect of SC is found to dominate in explaining loyalty and WOM. These results provide valuable insights for optimizing retail positioning strategies.
URI: http://hdl.handle.net/1942/12977
DOI: 10.1080/09593969.2011.618888
ISSN: 0959-3969
Category: A1
Type: Journal Contribution
Validation: vabb, 2012
Appears in Collections: Research publications

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