Shopping motives

Francis Buttle*, Marilyn Coates

*Corresponding author for this work

Research output: Chapter in Book/Report/Conference proceedingChapter

1 Citation (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 languageEnglish
Title of host publicationRetail Marketing
EditorsGary Akehurst, Nicholas Alexander
Place of PublicationNew York
PublisherTaylor & Francis
Pages204-214
Number of pages11
ISBN (Electronic)9780203044124
ISBN (Print)9780714646497
Publication statusPublished - 2004
Externally publishedYes

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