Unveiling the Shopper's Journey: From Store Selection to Purchase Decisions Have you ever wondered what goes on in a customer's mind as they choose where to shop and what to buy? This presentation delves into the fascinating world of consumer decision-making, exploring the factors that influence where we shop, the environment that shapes our choices within stores, and the thought processes leading to that final "buy" decision. Through real-world examples from the vibrant Indian retail landscape, we'll uncover: The Why Behind the Where: What factors like convenience, price, and reputation drive customers to choose specific stores? The Power of Place: How store layout, ambiance, promotions, and customer service all influence the shopping experience. The Moment of Choice: What factors like brand trust, comparisons, reviews, and impulse buying come into play at the point of purchase. By understanding these key aspects, businesses can gain valuable insights into creating a more customer-centric shopping experience, ultimately leading to increased sales and brand loyalty. Get ready to unlock the secrets of the shopper's journey and discover how to leverage these insights in your marketing strategies!

1. OUTLET
SELECTION
2024
Factors Influencing Store Choice, Purchase
Environment, and Decision-Making
Department
of
Management

2. Department
of
Management
2024
Outlet Selection
and Purchase
Decision
In this presentation, we will delve into the world
of consumer decision-making, specifically
focusing on how outlets are chosen, the factors
that influence purchases within a store
environment, and the thought processes that
lead to a final decision at the point of purchase.
We will explore these concepts with specific
examples from the vibrant Indian retail
landscape.

3. Department
of
Management
Factors
Influencing
Store Choice
Convenience
Location, parking
availability, and store
hours significantly impact
store selection.
Availability of desired
brands and product
categories plays a crucial
role.
Value-conscious Indian
shoppers are drawn to
stores known for
competitive pricing and
frequent sales
Brand image, customer
service experiences, and
product quality all
contribute to a store's
reputation
Price
Product Selection
Store Reputation

4. Department
of
Management
The Purchase
Environment
A well-organized layout with clear signage makes
navigation easier, influencing the shopping experience.
Store Layout
Lighting, music, and temperature can all impact mood
and influence buying decisions
Ambiance
In-store displays, special offers, and promotional signage
can grab attention and influence purchase decisions.
Sales Promotions

5. Department
of
Management
Decision-Making at the
Point of Purchase
Product
Comparison
Indian consumers,
especially for high-value
items like smartphones,
often compare features
and prices before making
a decision.
Brand Trust
Familiarity with a brand
and past experiences can
influence purchase
decisions.
Online reviews and staff
recommendations can
play a significant role,
especially for unfamiliar
products.
Eye-catching displays and
strategic product placement
near checkout counters can
trigger unplanned purchases.
Eye-catching candy displays
near checkout counters are a
common tactic.
In-Store Reviews
and
Recommendations
Impulse
Purchases

6. Department
of
Management
Conclusion
Understanding the factors influencing store selection, the purchase environment, and decision-making at
the point of purchase empowers businesses to create a more customer-centric experience.