Emotional and Altruistic Values as Drivers for a Loyalty-Based Segmentation in Retailing: An Approach to Postrecession Spanish Apparel Consumers

Research on consumer behavior has supported the usefulness of the experiential approach to explain shopping and consumption in the context of retailing. The present article aims at assessing the soundness of an extended experiential value concept for segmenting apparel retail customers in terms of t...

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Bibliographic Details
Published in:Journal of relationship marketing (Binghamton, N.Y.) N.Y.), 2016-07, Vol.15 (3), p.200-217
Main Authors: Gallarza-Granizo, Martina G., Gil-Saura, Irene, Ruiz-Molina, María-Eugenia
Format: Article
Language:English
Subjects:
Altruism
Brand loyalty
CHAID
Consumer behavior
experiential value
loyalty
Market segmentation
Market segments
postrecession
Retail stores
Studies
value dimensions
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Summary:Research on consumer behavior has supported the usefulness of the experiential approach to explain shopping and consumption in the context of retailing. The present article aims at assessing the soundness of an extended experiential value concept for segmenting apparel retail customers in terms of their loyalty toward the store. A CHAID algorithm based on a sample of postrecession Spanish apparel retail customers has identified three segments of customers with differentiated levels of loyalty toward the store: play (emotional value) and ethics (altruistic value) are the most relevant variables for defining these segments.
ISSN:1533-2667
1533-2675
DOI:10.1080/15332667.2016.1209052