Digital and mobile channels has dramatically changed the retailing environment. New technologies allow companies to integrate information between different channels, in order to create a seamless and personal shopping experience for its customers. This is termed omni-channel retail strategy. In previous research it is discussed that this is the only way for retail companies to survive in the new retail environment. Previous research has focused on customer attitudes and values but not on their actual behaviour. Thus, more research is required on how customers combine different channels during their buying process and how they experience the interaction. The purpose of the thesis is to create an understanding of how the omni-channel customer experiences its interaction with retailing channels. The goal is for companies to be able to use this study to better understand their customers experiences, and thereby improve their omni-channel strategy. In order to achieve the purpose of the study, a theoretical model, S-O-U, has been designed based on the classical Stimulus-Organism-Response model, which often is used to describe consumer behaviour. The theoretical model has been used as a basis for the study's implementation and analysis. The study has a qualitative research strategy, and the data has been collected through focus groups. The collected data has been analysed based on the theoretical framework of the study, and the result shows that the customer uses different channels during its buying process to maximize their exchange. Furthermore, it has been found that the customer has different needs during the phases of the buying process. At the beginning of the buying process the customer is primarily driven by utilitarian values, while at the end of the buying process it is rather driven by hedonic values. The selection of channel depends on how well the channel can meet the customer's needs. Although the customer is driven by different values during the buying process, the result has clearly shown that both utilitarian and hedonic values are necessary for the customer to have a positive experience of the interaction with different channels.
| Identifer | oai:union.ndltd.org:UPSALLA1/oai:DiVA.org:sh-35719 |
| Date | January 2018 |
| Creators | Adelin, Linda, Olsson, Alice |
| Publisher | Södertörns högskola, Institutionen för samhällsvetenskaper, Södertörns högskola, Institutionen för samhällsvetenskaper |
| Source Sets | DiVA Archive at Upsalla University |
| Language | Swedish |
| Detected Language | English |
| Type | Student thesis, info:eu-repo/semantics/bachelorThesis, text |
| Format | application/pdf |
| Rights | info:eu-repo/semantics/openAccess |
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