Specialty store expertise as a driver of satisfaction and share of wallet

$54.97 plus tax (Refund Policy)

Buy Article:

Abstract:

Specialty stores typically sell only one or a few closely related product lines but offer a wide choice within that line. This article establishes specialty store expertise as an important factor influencing customer satisfaction and examines the role of various factors in determining the share of wallet obtained by the store. A mail survey with 210 participants finds that customer perceptions of store expertise increase satisfaction and share of wallet, while distance to the store has a non-linear relationship with share of wallet. Managerial implications include the need for specialty store owners to develop expertise by careful hiring, training and retaining of employees. In addition, they are encouraged to promote store expertise to potential customers thus positioning themselves on this attribute and helping avoid price competition with mass market retailers.

Keywords: repurchase intent; satisfaction; share of wallet; specialty retail; store expertise

Document Type: Research Article

DOI: http://dx.doi.org/10.1080/09593969.2011.595497

Affiliations: 1: Department of Business Management,East Stroudsburg University, East StroudsburgPA, USA 2: Department of Marketing,Penn State Harrisburg, MiddletownPA, USA

Publication date: September 1, 2011

More about this publication?
Related content

Share Content

Access Key

Free Content
Free content
New Content
New content
Open Access Content
Open access content
Subscribed Content
Subscribed content
Free Trial Content
Free trial content
Cookie Policy
X
Cookie Policy
ingentaconnect website makes use of cookies so as to keep track of data that you have filled in. I am Happy with this Find out more