Browsing Management and Law by Author "Bala, P.K."
Exploring the drivers of customers’ brand attitudes of online travel agency services: A text-mining based approachRay, A.; Bala, P.K.; Rana, Nripendra P. (2021-05)This paper aims to explore the important qualitative aspects of online user-generated-content that reflects customers’ brand-attitudes. Additionally, the qualitative aspects can help service-providers understand customers’ brand-attitudes by focusing on the important aspects rather than reading the entire review, which will save both their time and effort. We have utilised a total of 10,000 reviews from TripAdvisor (an online-travel-agency provider). This study has analysed the data using statistical-technique (logistic regression), predictive-model (artificial-neural-networks) and structural-modelling technique to understand the most important aspects (i.e. sentiment, emotion or parts-of-speech) that can help to predict customers’ brand-attitudes. Results show that sentiment is the most important aspect in predicting brand-attitudes. While total sentiment content and content polarity have significant positive association, negative high-arousal emotions and low-arousal emotions have significant negative association with customers’ brand attitudes. However, parts-of-speech aspects have no significant impact on brand attitude. The paper concludes with implications, limitations and future research directions.
Retail atmospherics effect on store performance and personalised shopper behaviour: A cognitive computing approachBehera, R.K.; Bala, P.K.; Tata, S.V.; Rana, Nripendra P. (2021-06)Abstract Purpose: The best possible way for brick-and-mortar retailers to maximise engagement with personalised shoppers is capitalising on intelligent insights. The retailer operates differently with diversified items and services, but influencing retail atmospheric on personalised shoppers, the perception remains the same across industries. Retail atmospherics stimuli such as design, smell and others create behavioural modifications. The purpose of this study is to explore the atmospheric effects on brick-and- mortar store performance and personalised shopper’s behaviour using cognitive computing based in-store analytics in the context of emerging market. Design/methodology/approach: The data are collected from 35 shoppers of a brick-and-mortar retailer through questionnaire survey and analysed using quantitative method. Findings: The result of the analysis reveals month-on-month growth in footfall count (46%), conversation rate (21%), units per transaction (27%), average order value (23%), dwell time (11%), purchase intention (29%), emotional experience (40%) and a month-on-month decline in remorse (20%). The retailers need to focus on three control gates of shopper behaviour: entry, browsing and exit. Attention should be paid to the cognitive computing solution to judge the influence of retail atmospherics on store performance and behaviour of personalised shoppers. Retail atmospherics create the right experience for individual shoppers and forceful use of it has an adverse impact. Originality/value: The paper focuses on strategic decisions of retailers, the tactical value of personalised shoppers and empirically identifies the retail atmospherics effect on brick-and-mortar store performance and personalised shopper behaviour.