A segmentation study of Mexican consumers based on shopping centre attractiveness

Eva María González Hernández · Ma. Margarita Orozco Gómez

68 citations0/0 files storedInternational Journal of Retail & Distribution Management

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Consumer Retail Behavior Studies Consumer Behavior and Marketing Influence Consumer Market Behavior and Pricing

Abstract

Purpose The purpose of this paper is to identify shopping centre attractiveness dimensions from the point of view of the Mexican shopper and then segment shoppers according to these perceptions of attractiveness. Design/methodology/approach Data were collected through a survey of 1,500 regular shopping centre consumers from the Metropolitan Area of Guadalajara (MAG), Mexico. This research study was carried out from January to April 2010. Five of the largest shopping centres, including a lifestyle centre, a community centre, a regional shopping centre, and a small regional shopping centre participated voluntarily in this research study. Findings The attractiveness attributes of six shopping centres were identified through a factorial analysis: mall essence, popularity and promotional programs, personal service, recreational options, internal atmosphere, and external atmosphere. Also, a cluster analysis of these factors revealed three types of consumers with significantly different perceptions of shopping centres: serious, enthusiast, and basic. The outcomes were validated by a multiple discriminant analysis. Multiple discriminant results suggest that the dimension of popularity and promotion programs is the first to be distinguished among segments, followed by internal and external atmosphere. Practical implications From a managerial perspective, the study provides practical advice to managers in order to support marketing and positioning strategies for their shopping centres, focusing on a particular segment of consumers. Originality/value This study contributes to the body of research on shopping centre attractiveness and shopper segments by providing information regarding Mexican consumer perceptions of shopping.

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References

1963A Probabilistic Analysis of Shopping Center Trade Areas 1994The shopping mall as consumer habitat 1963A probabilistic analysis of shopping center trade area 2007Shopping malls attractiveness: a segmentation approach 2003Entertainment‐seeking shopping centre patrons: the missing segments 2004Malls and consumption motivation: an exploratory examination of older Generation Y consumers 2006Sources of customer satisfaction with shopping malls: A comparative study of different customer segments 2003Cohort segmentation

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