Shopping Motives

Francis Buttle; Marilyn Coates

doi:10.1080/02642068400000007

Shopping Motives

Francis Buttle, Marilyn Coates

Macquarie Graduate School of Management

Research output: Contribution to journal › Article › peer-review

24 Citations (Scopus)

Abstract

Retailers’ revenue is a function of two factors-store traffic and average purchases per customer. Retailers who are adept at activating motives for shopping should be able to generate more traffic. This paper explores the motives for making shopping trips and reveals that the simple buying of products is far from being the sole motive. Shopping meets a variety of needs, only some of which involve spending money. Suggestions are offered on how to convert those non-spending\\\\\\\\ trips into revenue-earning opportunities.

Original language	English
Pages (from-to)	71-81
Number of pages	11
Journal	The Service Industries Journal
Volume	4
Issue number	1
DOIs	https://doi.org/10.1080/02642068400000007
Publication status	Published - 1984

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10.1080/02642068400000007

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abstract = "Retailers{\textquoteright} revenue is a function of two factors-store traffic and average purchases per customer. Retailers who are adept at activating motives for shopping should be able to generate more traffic. This paper explores the motives for making shopping trips and reveals that the simple buying of products is far from being the sole motive. Shopping meets a variety of needs, only some of which involve spending money. Suggestions are offered on how to convert those non-spending\\\\\\\\ trips into revenue-earning opportunities.",

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AB - Retailers’ revenue is a function of two factors-store traffic and average purchases per customer. Retailers who are adept at activating motives for shopping should be able to generate more traffic. This paper explores the motives for making shopping trips and reveals that the simple buying of products is far from being the sole motive. Shopping meets a variety of needs, only some of which involve spending money. Suggestions are offered on how to convert those non-spending\\\\\\\\ trips into revenue-earning opportunities.

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Shopping Motives

Abstract

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