This article examines the power of demographics, purchase histories, and consumer decision-making styles to predict catalog loyalty behavior. Based on data from two surveys of women's apparel catalog item buyers, the study finds that repeat-prone customers are distinguishable from switchers on several measures. Decision-making style segments exist among regular apparel catalog shoppers that work in combination with demographics and purchase frequencies to predict the probability of loyalty behavior, providing the basis for positioning strategies that appeal to repeat-prone market segments.
Get full access to this article
View all access options for this article.
References
1.
AldenderferMark S.BlashfieldRoger K.Cluster Analysis1984Sage PublicationsBeverly Hills, CA
2.
BayusBarry L.Brand Loyalty and Marketing Strategy: An Applications to Home AppliancesMarketing Science11199221–38Winter
3.
BuckleyPatrick G.Nested Multinomial Logit Analysis of Scanner Data for a Hierarchical Choice ModelJournal of Business Research171988133–154September
4.
BucklinRandolph E.GuptaSunilBrand Choice, Purchase Incidence, and Segmentation: An Integrated Modeling ApproachJournal of Marketing Research291992201–215May
5.
CarmanJames M.Correlates of Brand Loyalty: Some Positive ResultsJournal of Marketing Research7197067–76February
6.
CarpenterGregory S.LehmannDonald R.A Model of Marketing Mix, Brand Switching, and CompetitionJournal of Marketing Research221985318–339August
7.
ChintaguntaPradeep K.JainDipakVilcassimNaufel J.Investigating Heterogeneity in Brand Preferences in Logit Models for Panel DataJournal of Marketing Research281992417–428November
8.
CloggClifford C.MunchJames M.Using Simultaneous Latent Structure Models to Analyze Group Differences: Exploratory Analysis Of Buying Style ItemsJournal of Business Research121984319–336
9.
ColomboRichard A.MorrisonDonald G.BordleyRobert F.GreeneJerome D.A Brand Switching Model with Implications for Marketing Strategies: Relaxing the Loyalty Condition in the Colombo/Morrison ModelMarketing Science8198989–106Winter
10.
CurrimImran S.Using Segmentation Approaches for Better Prediction and Understanding from Consumer Mode Choice ModelsJournal of Marketing Research181981301–309August
11.
DardenWilliam R.DorschMichael J.An Action Strategy to Examining Shopping BehaviorJournal of Business Research211990289–308
12.
DardenWilliam R.ReynoldsFred D.Shopping Orientations and Product Usage RatesJournal of Marketing Research81971505–508November
13.
DarianJean C.In-Home Shopping: Are There Consumer Segments?Journal of Retailing631987163–186Summer
14.
DawsonScottBlochPeter H.RidgwayNancy M.Shopping Motives, Emotional States, and Retail Outcomes?Journal of Retailing661990408–427Winter
15.
DayGeorge S.A Two-Dimensional Concept of Brand LoyaltyJournal of Advertising Research9196929–36September
16.
GehrtKenneth C.CarterKentAn Exploratory Assessment Of Catalog Shopping OrientationsJournal of Direct Marketing6199229–39Winter
17.
GrossBarbara L.Time Scarcity: Interdisciplinary Perspectives and Implications for Consumer BehaviorShethJagdish N.HirschmanElizabeth C.Research in Consumer Behavior21987JAI PressNew York, NY1–54
18.
GroverRajivSrinivasanV.Evaluating the Multiple Effects of Retail Promotions on Brand Loyal and Brand Switching SegmentsJournal of Marketing Research29199276–89February
19.
GroverRajivSrinivasanV.An Approach to Tracking within-Segment Shifts in Market SharesJournal of Marketing Research261989230–236May
20.
GuptaSunilImpact of Sales Promotions on When, What, and How Much to BuyJournal of Marketing Research251988342–355November
21.
HawkinsDel I.BestRoger J.ConeyKenneth A.Consumer Behavior: Implications for Marketing Strategy4th ed.1992IrwinHomewood
22.
HosmerDavid W.LemeshowStanleyApplied Logistic Regression1989John Wiley & SonsNew York, NY
23.
JacobyJacobChestnutRobert W.Brand Loyalty Measurement and Management1978John Wiley & SonsNew York, NY
JonesJ. MorganZufrydenFred S.Adding Explanatory Variables to a Consumer Purchase Behavior Model: An Exploratory StudyJournal of Marketing Research171980323–334August
26.
KannanP.K.WrightGordon P.Modeling and Testing Structured Markets: A Nested Logit ApproachMarketing Science10199158–82Winter
27.
KlassenMichael L.GlynnKaren A.Catalog LoyaltyJournal of Direct Marketing5199260–67Summer
28.
KorgaonkarPardeep K.Consumer Shopping Orientations, Non-Store Retailers, and Consumers’ Patronage Intentions: A Multivariate InvestigationJournal of The Academy of Marketing Science12198411–22Winter
29.
KorgaonkarPardeep K.Shopping Orientations of Catalog Showroom PatronsJournal of Retailing57198178–89Spring
30.
KrishnamurthiLakshmanRajS.P.A Model of Brand Choice and Purchase Quantity Price SensitivitiesMarketing Science7119881–20
31.
LumpkinJames R.Shopping Orientation Segmentation of the Elderly ConsumerJournal of Academy of Marketing Science131985271–289Spring
32.
LumpkinJames R.HawesJon M.Retailing without Stores: An Examination of Catalog ShoppersJournal of Business Research131985139–151
33.
OrtmeyerGwenLattinJames M.MontgomeryDavid B.Individual Differences in Response to Consumer PromotionsInternational Journal of Research in Marketing81991169–186September
34.
ReynoldsFred D.An Analysis of Catalog Buying BehaviorJournal of Marketing38197447–51July
35.
SethJagdishVenkatesanV.Risk-Reduction Processes in Repetitive Consumer BehaviorJournal of Marketing Research31968307–311August
36.
ShimSoyeonDrakeMary FrancesConsumer Intention to Purchase Apparel by Mail Order: Beliefs, Attitude, and Decision Process VariablesClothing and Textiles Research Journal9199018–26Fall
37.
SprolesGeorge B.KendallElizabeth L.A Methodology for Profiling Consumers’ Decision-Making StylesJournal of Consumer Affairs201986267–279Winter
38.
SnyderDon R.Demographic Correlates to Loyalty in Frequently Purchased Consumer ServicesJournal of Professional Services Marketing81199145–55
39.
VilcassimNaufel J.JainDipak C.Modeling Purchase-Timing and Brand-Switching Behavior Incorporating Explanatory Variables and Unobserved HeterogeneityJournal of Marketing Research28199129–41February
40.
WestbrookRobert A.BlackWilliam C.A Motivation-Based Shopper TypologyJournal of Retailing61198578–103Spring
