Thesis (Ph. D.)--University of Oregon, 2001. / Typescript. Includes vita and abstract. Includes bibliographical references (leaves 140-145). Also available for download via the World Wide Web; free to University of Oregon users.

Thesis (Ph. D.)--University of Oregon, 2000. / Typescript. Includes vita and abstract. Includes bibliographical references (leaves 167-178). Also available for download via the World Wide Web; free to University of Oregon users.

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Aim: This study presents the relationship between marketing strategy and consumer behavior. We discuss how marketing strategy can influence consumers’ buying decision. Hence, our aim is to understand how consumers choose supermarkets for buying and how the supermarkets’ marketing strategies affect their buying decision.Method: This study was carried out by using a qualitative and quantitative research method. We gathered relevant information by conducting a survey on 120 consumers and 3 in-depth interviews with three managers from ICA, Willys and Coop supermarkets.Findings and Conclusions: Through the analysis of the survey and interview, we discover that price strategy is not the most important effect that can influence consumers’ buying decision. Our findings show that consumers will rather pay more attention on product quality and services of supermarkets. Also new marketing promotional methods such as using smart phone application (APP) has become a popular strategy used by supermarkets to attract and retain more customers.Practical Implications: Given the fact that our sample size of respondents is small, the study results cannot be generalized. In other words, the results may not be applicable to all consumer behaviors and supermarket marketing strategies. In addition, this study was restricted to geographical limitations.Originality/Value: The study results show how marketing strategy influences consumer behavior in supermarket industry and the factors that motivate consumers’ buying decision in a global context. More also, the paper fills the gaps in the related literatures. This thesis is a detailed research on marketing strategy for impacting consumer behavior in supermarkets industry.

This dissertation analyses the statistical and theoretical basis of Goodhardt, Ehrenberg and Chatfield's (1984) NBD-Dirichlet model of purchase incidence and brand choice. In doing so it makes a contribution to the understanding and use of this model specifically and to gamma models in general. / Particular attention is devoted to the mixing distributions of the NBD-Dirichlet model. It takes the oft-mentioned and little understood random variables of the model and exploits these as the principal tool of understanding. / The value of this approach is demonstrated by the proposition that all of the NBD-Dirichlet model parameters (A, K, S and the g brand α) can be comprehended to such a degree that a reader will be able to anticipate values of these parameters for different categories prior to fitting the model, and further, that it is possible to develop empirical generalisations relating to these parameters. / A deeper understanding of this model is, therefore, achieved through examining the gamma distribution. By understanding this continuous distribution, its parameters and random variables, the NBD-Dirichlet model and its parameters may be understood. The starting point is the random variable. Properly understanding the random variable of the NBD-Dirichlet model's mixing distributions in the marketing context is integral to this dissertation. / This dissertation expands the conceptualisation of the random variable briefly mentioned in the literature for the negative binomial distribution and also extends it to the underlying random variable for the Dirichlet multinomial distribution, hence resulting in a conceptually identical random variable for both brand choice and purchase incidence. These random variables are termed selection rates, and are latent, with each shopper having a 'latent selection rate' for every brand in the category and an additional, and independent, latent selection rate for the category itself. Thus in a g brand category, each shopper has g + 1 latent selection rates. In the NBD-Dirichlet model, latent selection rates are distributed gamma over the population. / Nine propositions regarding the NBD-Dirichlet model parameters in fast moving consumer goods (hereafter FMCG) categories are derived from latent selection rate theory. A number of these propositions are supported either directly or indirectly by the literature, with a tenth proposition arising solely from this second source. Observations of parameters in 50 FMCG categories are obtained in order to test these propositions. The empirical results demonstrate the utility of the theory of latent selection rates and in addition develop a number of generalisations relating to the NBD-Dirichlet parameters. The principal result of this dissertation is that the theory of latent selection rates enables the parameters of the NBD-Dirichlet model to be anticipated for a given FMCG category. / The notion of latent selection rates and describing the underlying random variables of the NBD-Dirichlet model is not unique to this dissertation, however using them as a tool for understanding, and anticipating the parameters of the model is. This dissertation thus enhances the practical and theoretical usefulness of the NBD-Dirichlet model by focusing on its parameters which fully specify any stationary and non-partitioned category. / This is achieved by showing that the parameter values of the NBD-Dirichlet model for a given category may be anticipated simply through a basic knowledge of the category and a theoretical knowledge of the model; specifically the theory of latent selection rates. The theory thus enables a greater comprehension of the NBD-Dirichlet model and has significant implications for both academic research and everyday managerial decision making. / Thesis (PhD)--University of South Australia, 2005.

Thesis (DBA(DoctorateofBusinessAdministration))--University of South Australia, 2005.

Researchers have been quick to illustrate how traditional retail theory can be adapted to e-tail (Spiller and Lohse, 1997, 1998; Eroglu, Machleit and Davis, 2000). Similarly traditional high street retailers (bricks and mortar retailers) have sought to replicate their offering on-line via the internet. Despite the apparent parallels between on-line and in-store retail, practitioners merely replicating their in-store offering on-line have been unable to compete in this new format and in many cases have seen one format cannibalise the other (Chen and Leteney, 2000; Enders and Jalessi, 2000). Although there are obvious differences between the Internet and traditional bricks and mortar retail formats, there are likely to be some retail theories that hold true for both formats. This thesis provides a starting point in determining how existing retail knowledge can be adapted to the Internet by comparing aspects of customer behaviour on and off-line. The advent of the World Wide Web (WWW) signified global opportunities for members and stakeholders of the wine industry. Wine retailers have been quick to trial the on-line format and their trials have been met with varying degrees of success. Wine producers have also seized opportunities to promote and sell their products via the Internet. In recent years tax incentives have been introduced to encourage wine producers to sell directly to the consumer, with most wine producers being located in rural areas the Internet offers an opportunity to bring customers closer to wine products. This thesis utilises data collected through a customer database and via surveys customer behaviour has been compared. The findings of this research show that not only do a unique group of customers use the Internet for their wine purchases, but also that these customers modify their behaviour to maximise the benefit they gain from their on-line transactions. Results show that, contrary to popular belief, customers are not using the Internet to purchase the same products (as they would purchase in-store) at a lower price. A comparison of the same of the same customers purchases on-line and in-store showed customers spent more per item on-line and purchased a greater number of items per transaction on-line compared to in-store. Furthermore, a comparison of these customers' in-store transactions with customers who only purchased in-store, showed that on-line customers spent more per item and purchased in greater quantities than other customers irrespective of format. Individual characteristics identified in this research allow the targeting of customers more likely to adopt the internet as a retail format. By focusing efforts on these individuals marketers can realize optimal results from their efforts. For academic research, the established differences in retail behaviour point to areas where existing retail can be expanded to the Internet and highlight areas for future research. / Thesis (MBusiness-Research)--University of South Australia, 2004

Thesis (DBA(DoctorateofBusinessAdministration))--University of South Australia, 2001.

Thesis (PhD)--University of South Australia, 2000