Shopping cues: Conceptualization, scale development, and validation

This article provides a conceptualization that encompasses the essence of shopping cues while offering consistency with the literature on the related construct.

Introduction

In-store marketing (Madzharov, Block, & Morrin, 2015) aims to induce shoppers' purchases at the point of purchase (PoP) by inspiring impulsive (unplanned) purchases (Badgaiyan & Verma, 2015). Given that impulsive shopping can boost revenue and earnings, many retailers and service outlets have tried to exploit the PoP decisions of their potential shoppers by creating and managing shopping cues (Gilbride, Inman, & Stilley, 2015). The contributing shopping cues—also known as servicescape cues (Mari & Poggesi, 2013), in-store marketing (Pierre, Wesley Hutchinson, Bradlow, & Young, 2009), atmospheric effects on shopping behavior (Turley & Milliman, 2000), store environment (Geetha, Bharadhwaj, & Piyush,...

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