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Shopping motivation: Investigating the shopping process and outcomes of the retail experience at a craft fair

Hibbert, Sally and Tagg, Stephen (2001) Shopping motivation: Investigating the shopping process and outcomes of the retail experience at a craft fair. Journal of Marketing Management, 17 (3-4). pp. 341-366. ISSN 0267-257X

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Abstract

The research addresses the question of when people succeed or fail to achieve shopping goals that bring them to a retail outlet, in this case a craft fair, and the consequences of this for customer satisfaction. A quantitative study, carried out with 398 craft fair shoppers, revealed that dimensions of in-store behaviour had various but significant influences on the relationships between prior intentions to pursue certain types of shopping goals and attainment of those goals. Further, the attainment of important shopping goals had a significant effect on consumers' evaluations of the shopping experience and the craft fairs as well as their future behavioural intentions. The main implication of the research is that attempts should be made to facilitate the shopping process and account for consumers with multiple goals.