Shopping Motivations and Store Environment: a Value Based Approach

Merchants have noticed the important role that the physical and social environments of a store can play in enhancing the shopping perceived value. Despite the notable increase and revamp of most of the reputable retail outlets in Lebanon, the existence of thorough examinations reviewing the extent and way that store atmospherics could generate on shoppers’ perceptions and responses are almost missing.In order to respond to the research questions and test the validity of the hypotheses presented in the book, a qualitative methodology was adopted for the collection of data on 240 shoppers at four different retail outlets in Mount Lebanon. Findings demonstrated that lighting, temperature and employees vary in their degree of influence on “commissioned” shoppers. Additionally, moderate to low correlations were found to occur between internal responses and impulsive buying, shopping motivations and shopper responses as well as shopping expectations and shopper satisfaction respectively.