Definition of Value in context of retail

on Friday, March 25, 2011


What is the value for a customer on his purchase from a retail shop?

Here I tried to define in a little mathematical context the value for a customer for his purchase.





Emotional Benefit- The brand name that associated with the product brings the emotional benefit. The bigger the brand name the more benefit to customer emotionally it gives the customer social recognition.

Rational Benefit- The quality of material of the product, functionality, durability & usages. More better more benefit to customer.

Physiological Cost- Music, air-conditioning, décor, ambiance, cleanliness, etc. More better of them decrease the Physiological cost.

Physical Cost- Trolleys, wheel shopping bags, home delivery, phone booking etc.

Money Cost- Money that the customer pay for the product. Discounts & freebies etc. Less is always better to customer.

Time Cost- Store directional map, product information & promotional signage, lift & elevators, store customer care staffs & billing counter on each floor, nice & easy display of products. More better of them decrease the Time cost.

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We know very well that if numerator is more and denominator is less than value is always more. The main aim of retailer should be to keep more as far as possible to the Emotional Benefit & Rational Benefit and less as far as possible to the Physiological, Physical, Money & Time costs.







Though it is not possible to convert above aspects to numerical value as all above components are qualitative aspects. I just tried to give example to make it more clear.





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