Christoph Teller's research tries to find answers to one of the oldest questions in retail research: Why do people shop where they do? Thereby, he focuses not only at the single store level but also at the supra-store (agglomeration) level, within a national but also an international context. Besides this, he also deals with the 'dark side of retailing' - retail logistics and operations. In particular, he investigates the last links in the supply chain, i.e. stores (‘last 50 metres’ to the point of sale) and households (‘last mile’ to the point of consumption). His most current research foci are the store patronage behaviour of elderly shoppers, the antecedents of supply chain management execution, boundary-spanning activities of store managers in shopping centre environments, coopetition in retail agglomerations (shopping and town centres) and avoidable food waste in grocery retail stores.
The tag cloud below is based on all journal articles and gives a quick overview of what Christoph's research is all about.
|agglomeration attractiveness based behaviour business chain choice consumer customers |
actors format international logistics management marketing measures model
place point processes product related research results retail services
shopping store structural study supply value
Full list of Publications, Presentations, Projects and Awards (181.84KB - Requires Adobe Reader)
Prof. Dr. David Grant (Logistics Institute, University of Hull)
Prof. Dr. Herbert Kotzab (Institute for Logistics and Supply Chain Management, University of Bremen)
Prof. Dr. Gerald Reiner (Institut de l'entreprise/Université de Neuchâtel/ Switzerland)
Prof. Dr. Thomas Reutterer (Institute for Retailing and Marketing/Vienna University of Economics and Business/Austria)
Dr. Christina Holweg (Institute for Retailing and Marketing/Vienna University of Economics and Business/Austria)
Dr. Jonathan Elms (Institute for Retail Studies/University of Stirling/United Kingdom)
Autumn semester 2012/13:
Undergraduate level: Retail buying (MAN3088/MAN3088 – module coordinator)
Postgraduate level: Retail buying and merchandising (MANM128/MA324)
Spring semester 2013:
Postgraduate level: Dissertation (MANM291)
Integrated PhD-Programme: New Directions in Management Research (Session: Applied Theories in Marketing (MANM 295))
Convenor of the Staff/Research Postgraduate Seminar (Marketing and Retail Group/Surrey Business School): This seminar series provides insights into contemporary issues in marketing, consumer behaviour, retailing and distribution management. Videos of from our high calibre external speakers and summaries of their talks can be found on our events page (please click here).
Programme Leader of the MSc in International Retail Marketing: This programme comprises 25 years of retail experience at the University of Surrey and has everything to make it the best in the field. We have world leading research and teaching expertise in our Marketing and Retail Group, excellent industry contacts, exciting modules such as Retail Buying and Merchandising, International Retailing, and Digital Marketing, great lecturers, loads of extra-curricula activities … and London is on our doorstep. For more details please click here. Please also read the article of Dr. James Bell (Director of Postgraduate Studies in our faculty) in the Guardian on the opportunities a retail career holds for students (in particular those of our Marketing and Retail Group at Surrey Business School ;-)) - please click here.
|2013-present||Definition and Possible Redistribution of Edible Food Waste in Viennese Wholesale and Retail Stores (supported by ‘Vienna Anniversary Fund for the Vienna University of Economics and Business Administration’ (Jubiläumsfonds der Stadt Wien für die Wirtschaftsuniversität Wien).‡|
|2012-2013||Assessing the Boundary Spanning Activities of Retail Store Managers supported Academy of Marketing Research Initiative Funding 2012.†|
|2012||Assessing the Boundary Spanning of Store Managers in Shopping Centres (supported by the Surrey Business School Pump Priming Fund)†|
|2010-2013||The urban retail agglomeration – more than the sum of its parts. Agglomeration effects from the retailer’s point of view (supported by ‘Vienna Anniversary Fund for the Vienna University of Economics and Business Administration’ (Jubiläumsfonds der Stadt Wien für die Wirtschaftsuniversität Wien)).†|
|2008-2011||Retail agglomeration format patronage behaviour in Bratislava (pro bono).|
|2008-2009||Response behaviour and data quality in web-based surveys (supported by ‘E-Management Consulting GmbH’).†|
|2008||Development of a decision support system/software for cash-logistics in Slovakian retail stores and bank branches (supported by ‘Slovenska Sporitelna’).†|
|2008||Store-format specific consumer behaviour of elderly people (supported by ‘City of Vienna’).†|
|07/2013||Project: Definition and Possible Redistribution of Edible Food Waste in Viennese Wholesale and Retail Stores (GBP 20,000 funded by the ‘Vienna Anniversary Fund for the Vienna University of Economics and Business Administration’ (Jubiläumsfonds der Stadt Wien für die Wirtschaftsuniversität Wien), together with Christina Holweg)|
|07/2012||Project: Assessing the Boundary Spanning Activities of Retail Store Managers (GBP 2,000, funded by the Academy of Marketing Research Initiative Funding 2012, together with Andrew Alexander)|
|02/2012||Project: Assessing the Boundary Spanning of Store Managers in Shopping Centres (GBP 3,240, funded by the Surrey Business School Pump Priming Fund, together with Andrew Alexander)|
|06/2010||Project: Agglomeration effects in shopping streets (EUR 17,000 funded by the ‘Vienna Anniversary Fund for the Vienna University of Economics and Business Administratio’ (Jubiläumsfonds der Stadt Wien für die Wirtschaftsuniversität Wien, together with Peter Schnedlitz)|
|12/2007||Project: Store-format specific consumer behaviour of elderly people (EUR 25,000, funded by the City of Vienna)|
|03/2006||Project: Moribund city centres vs. prosperous shopping centres – a Central European phenomenon? A comparison between Slovenia and Austria (EUR 10,000, funded by the ‘Festo Fellow Fond’)|
|05/2004||Project: Determinants of retail agglomeration choice (EUR 33.000, funded by the Jubiläumsfonds of the Austrian National Bank, together with Peter Schnedlitz and Thomas Reutterer)|
|05/2004||Project: The costs of shopping – Do they really affect retail agglomeration choice? (EUR 20,000, funded by ‘Vienna Anniversary Fund for the Vienna University of Economics and Business Administration’ (Jubiläumsfonds der Stadt Wien für die Wirtschaftsuniversität Wien, together with Peter Schnedlitz and Thomas Reutterer)|
|03/2002||Project: Synergetic effects of local and industry-specific retail co-operations (EUR 12,400, funded by the Vienna Chamber of Commerce, together with Peter Schnedlitz and Thomas Reutterer)|
|07/2012||Best track paper (track Retail Marketing, for the paper ‘Store Managers – The Sounding Board in Shopping Centre Environments?') at the Academy of Marketing Conference 2012. Southampton, UK.|
|05/2012||'Supply Chain Management – An International Journal' highly commended award (for the paper 'Antecedents for the Adoption and Execution of Supply Chain Management')|
|04/2012||Best conference paper award (for the paper 'Cognitive Age and Grocery Store Patronage Behaviour of Elderly Shoppers') at the American Marketing Association/American Collegiate Retailing Association (AMA/ACRA) Triennial Conference 2012. Seattle, USA|
|09/2009||Best track paper (track Strategic Issues in Retailing, for the paper 'Agglomeration Formats, Attractiveness and Consumer Patronage') at the American Marketing Association/American Collegiate Retailing Association (AMA/ACRA) Triennial Conference 2009. New Orleans, USA.|
|12/2008||Viennese Award for Retail Research (Wiener Preis für Handelsforschung) [for the habilitation thesis]|
|12/2007||Research award for top publications of the WU|
|10/2005||Scholarship from the ‘Otto Mønsteds Fond’ [for the visiting lectureship at the Copenhagen Business School]|
|07/2005||'Managing Service Quality Journal' highly commended award (for the paper 'The Consumer Direct Services Revolution in Grocery Retailing: an exploratory investigation'|
|01/2003||Rudolf Sallinger Award [for the PhD thesis]|
|12/2002||Publication of the PhD thesis in the scientific series ’Forschungsergebnisse der Wirtschaftsuniversitaet Wien’ (for exceptional PhD theses) published by the WU|
|11/2001||Viennese Award for Retail Research (Wiener Preis für Handelsforschung) [for the PhD theses]|
Through identifying the attributes of a place that have an influence on the patronage behaviour of urban retail customers, this paper presents a conceptual model that proposes direct and indirect antecedents regarding the different retail-related dimensions associated with urban place attractiveness. An empirical study was conducted whereby the model was tested by surveying approximately 500 actual customers at the time they visited a particular town centre for the purposes of shopping. The results showed that the retail tenant mix, the merchandise value, and the atmosphere had a direct impact, and the product range and the sales personnel an indirect impact upon the evaluation of attractiveness. Furthermore, a number of additional effects towards these antecedents were identified with respect to parking conditions, the non-retail tenant mix, manoeuvrability, and orientation. This revealed that retailing activities were a major driver of attractiveness for an urban place. The practical implication of these findings suggests that place marketing activities should be proactive in supporting and enabling retailers in fulfilling their roles.
The aim of this paper is to identify areas for improving the level of supply chain management (SCM) execution. A conceptual model was developed that proposes internal and joint SCM conditions and the adoption of SCM processes as the main antecedents of SCM execution. Based on a survey of 174 senior managers representing large organizations structural equation modelling was conducted followed by a three-step importance-performance analysis. The results show that internal SCM conditions, specifically information technology and human resources, are the major drivers for improving the total level of SCM execution.
This paper aims to first identify gender differences in perception and evaluation of retail agglomerations, and second, discuss the implications of these differences for marketing and management. Based on a conceptual model 2151 agglomeration shoppers were surveyed using interviewer-administered questionnaires. Structural equation modelling revealed that accessibility, parking and infrastructure are perceived differently between gender groups. The attractiveness in terms of satisfaction, retention proneness and patronage intention was also evaluated distinctively. Nevertheless, when examining the impact of the perceived attributes on agglomeration attractiveness, there was no difference. In both settings, the retail tenant mix and the atmosphere are the main antecedents of attractiveness. Finally, an importance–performance analysis offers managers a method for prioritising their marketing efforts considering gender differences.
This article investigates antecedents of grocery store format patronage behaviour of elderly shoppers. Based on a literature review, we set up a conceptual model that proposes effects between the perception of store attributes, satisfaction, patronage intention and behaviour. We test the model using a survey of more than 400 supermarket patrons aged 60 and over who live in a highly concentrated urban retail environment. Variance based structural equation modelling reveals that the product range and the price–value ratio have the most impact on patronage behaviour. Nevertheless, response based segmentation identifies unobserved heterogeneity in the overall modelling results. Unlike demographic characteristics of the respondents, the variables ‘availability of a car’ and ‘problems in walking longer distances’ explain the heterogeneity of the results between segments where significantly different impacts of accessibility and price–value ratio on patronage behaviour can be identified.
The effect of olfactory stimuli on consumer behaviour has received little attention in marketing and retailing literature compared to other atmospheric cues. Researchers report ambiguous findings and shortcomings of measurement approaches. Based on a critical literature review, a field experiment in a regional shopping mall investigates the effectiveness of ambient scent. Before-and-after surveys of randomly selected shoppers in experimental and control groups were conducted and different experimental designs simulated. Those designs not controlling either extraneous variables or attitudinal differences between the control and experimental group reveal a positive effect on factors operationalising mall perception and consumers' emotions. The design controlling both sources of bias indicates no impact of ambient scent on the dependent variables. None of the behavioural variables were affected in any case. This paper questions prior findings on the effectiveness of ambient scent in a shopping-mall environment and calls for more rigour in investigating the effectiveness of atmospheric stimuli in general.
Retail and service enterprises seek benefits and synergies from locating their stores within retail agglomerations, such as shopping streets and malls. The aim of this paper is to identify the main drivers of such synergetic or ‘agglomeration effects’ for tenants. A literature review reveals four sets of drivers that are related to the location, the tenant mix, the marketing, and the management of an agglomeration. Based on a survey of 217 managers representing stores that are located in five regional and four supra-regional shopping malls, we demonstrate that location-related drivers including geographical location, accessibility, and parking conditions have a the highest impact on agglomeration effects in terms of the economic success of tenants. The results were consistent amongst different types of tenants differentiated by store size, customer footfall, industry affiliation, and perceived role within the respective mall (as footfall taker or generator within the network).
Purpose: The purpose of this paper is to develop a conceptual model that includes drivers of supply chain management (SCM) adoption and execution identified in the literature, provide a set of measurement scales that operationalise constructs within this model, empirically verify a hierarchical order of antecedents that affects the adoption and execution of SCM, and assist management by providing a focus on those SCM conditions and processes that need to be prioritised to increase successful SCM adoption and execution. Design: The conceptual model is tested empirically through a survey of 174 senior supply chain managers representing the biggest organisations within a central European country. Findings: Using structural equation modelling the hypothesised hierarchical order of three proposed antecedents are verified: ‘internal SCM conditions’ that affect ‘joint or external SCM conditions’ which in turn influences collaborative ‘SCM-related processes’. Firms that adopt these steps should enjoy a rigorous and appropriate road to the full execution of SCM. Research limitations: The survey results reflect the views of large organisations in a countryspecific supply chain setting. Practical implications: The findings provide a hierarchical focus for financial, personnel and management initiatives to increase integration within a supply chain and improve competitiveness. Originality/value: The major contribution of this paper is that it provides empirical proof of the antecedents that affect the adoption and execution of SCM.
Purpose: The purpose of this paper is (1) to develop a scale that evaluates the environmental elements in retail supply chains and (2) to examine the environmental supply chain management initiatives of the world’s largest 100 retailing companies. Methodology: The empirical evaluation has been executed through an investigative approach applying a web-scan framework which included the analysis of websites and publicly published documents such as annual reports and Corporate Social Responsibility reports. Findings: We identified 34 environmental sustainability initiatives which we grouped into eight categories. They refer to ‘fundamental environmental attitude’, ‘use of energy’, ‘use of input material’, ‘product’, ‘packaging’, ‘transport’, ‘consumption’, and ‘waste’. The level of environmental supply chain management can be characterised as very operational and very short-term oriented (= green operations). Long-term oriented green-design-initiatives were hardly observed. Furthermore, the specific environmental activities of three retailers from Denmark, France and the United Kingdom were compared. Research limitations: The empirical study investigates supply chain operations of retailers and excludes other areas of retail management. The results are based on material that is published by the respective companies and thus do not comprise internal reports. Value of paper: The main contribution of this paper is to test the proposition that global retailers follow the path of the ‘greening Goliaths’, where environmental sustainability becomes a quasi industry standard for the ecological sustainability transformation of global retailing
Purpose: This paper identifies those attributes of created and evolved retail agglomeration formats that have a substantial impact on overall attractiveness from the consumers’ point of view. From an agglomeration management perspective primary areas of concern are identified and suggestions to increase the competitiveness of diverse agglomeration formats are presented. Design/methodology: Through synthesizing pertinent literatures we produce a conceptual framework that proposes significant impacts between ten generic agglomeration attributes and different dimensions of attractiveness. We then test the hypotheses using a survey of more than 1,000 consumers of three competing agglomeration formats (a town center, a strip center and a regional shopping mall) in a particular locality. Findings: Retail related factors and the atmosphere influence attractiveness most significantly in each of the three settings. All other factors – in particular convenience related ones - show only format specific relevance or are of no direct importance on the consumers’ evaluation of attractiveness. Research limitations/implications: The findings can only be transferred to similar retail settings and do not consider supra-regional agglomerations. Practical implications: The results suggest that management of all three agglomerations is quite limited in directly influencing attractiveness. They should instead focus on the optimum selection of retail tenants and support or compliment the marketing endeavors of their tenants. Originality/value: The focus is on regional retail agglomerations and considers the interdependencies between different formats in one geographical area. The in-vivo survey approach takes into account the moderating effect of the shopping situation when consumers’ evaluate the attractiveness of competing shopping venues.
This paper critically evaluates the proposed structure and contents of a frequently discussed Category Management (CM) model in the Efficient Consumer Response (ECR) context. Based on this we present an extensive empirical study where the data from a survey of 202 household representatives are merged with their actual purchasing data taken from a consumer purchase panel (>30,000 purchase observations). The results from an exploratory factor analysis and subsequent multiple regression analyses show that the investigated CM model needs to be amended by personnel and Point-of-Sale aspects as they affect Consumer Value significantly. Finally, the investigated differences between the drivers of Consumers Value call for including both survey and consumer purchase data and consequently incorporate attitudinal and behavioural aspects into Category Management.
Purpose: The purpose of the paper is to identify store format attributes that impact on store format choice when consumers conduct fill-in or major trips to buy groceries. By doing so, we take into consideration that consumers patronise multiple (store-based) formats depending on the shopping situation operationalised by the type of shopping trip. Design/methodology/approach: The paper adopts the conceptual framework of random utility theory via application of a multinomial logit modelling framework. The analysis is based on a survey of 408 consumers representing households in a clearly defined central European retail area. Findings: The results reveal a considerable moderating effect of the shopping situation on the relationship between perceived store format attributes and store format choice. Consumers’ utilities are significantly higher for discount stores and hypermarkets when conducting major trips. To the contrary, supermarkets are preferred for fill-in trips in the focused retail market. Merchandise-related attributes of store formats have a higher impact on the utility formation regarding major-trips, whereas service- and convenience-related attributes do so regarding fill-in trips. Research limitations: The findings can only be generalised to retail markets having similar characteristics like the one under study. It is highly concentrated, contains considerable share of small size retail stores, it is urban and has clear cut boundaries due to its geographical location. Originality/value: This paper considers the fact that consumers patronise multiple store formats and investigates the moderating effect of the shopping situation – operationalised by different types of shopping trips – on store format choice.
This paper attempts to contribute to a more thorough understanding of the on-site (‘in vivo’) evaluation of retail agglomerations once shoppers have already made their destination choices. To address this issue, a modification of more conventional concepts of retail attractiveness that considers situational contexts is proposed and empirically tested. The survey comprised more than 2,000 on-site interviews of customers of an inner city shopping street and a competing peripheral shopping mall. The results show that the tenant mix and the atmosphere, unlike parking and accessibility, exert a major impact on distinct dimensions of perceived attractiveness. Furthermore, the empirical findings provide evidence that factors characterizing aspects of the individual shopping situation significantly affect on-site evaluation. Some methodological limitations and future research directions are also discussed.
Purpose: The purpose of this paper is to propose a model which structures and links different types of efficient consumer response (ECR) measures; it does so by considering the use of both quantitative or ‘hard’ and qualitative or ‘soft’ measures in ECR, emphasizing the importance and causal role of ‘soft’ measures throughout the ECR process. Methodology/Approach: This paper reviews the ECR and performance measurement literature and proposes a model that explains linkages from intra-organizational, interorganizational and industry prerequisites through ECR activities to ECR outcomes; and highlights the role of performance, behavioural, attitude and capability measures. Two extant studies from Austria and Denmark are examined in the context of the model to exemplify some of its features. Research limitations/implications: The proposed model is presented for primarily future investigation; thus there is no empirical study in this paper other than a comparison of the two extant studies to support some constructs and variables. However, the model represents a structure that can guide future research on more specific ECR elements. Practical implications: The model makes a practical contribution by providing a structure from which measurement or scorecard systems can be established. Originality/value of the paper: The model makes a theoretical contribution by providing an overall structure to link different areas of ECR research such as barriers for ECR implementation, and specific ECR concepts, activities, and their outcomes.
The decline of shopping streets and the rise of shopping malls have been major trends in European retailing for decades. So far, research has failed to investigate this shift of agglomeration format (AF) patronage from a marketing perspective, including the consumers’ point of view. This paper presents a theoretical comparison of generic similarities and conceptual differences between shopping streets and shopping malls. Based on this comparison the AF-specific characteristics perceived by consumers are compared and discussed with respect to their impact on agglomeration attractiveness. This leads to the development of a conceptual framework which is empirically tested using a web-based survey of almost 1,000 consumers representing a typical urban central European retail market. The relative importance of nine distinctive AF characteristics on attractiveness was analysed using structural equation modelling. The findings proved to be quite similar for both shopping streets and shopping malls; the retail tenant mix and atmosphere had the highest relative importance.
This paper focuses on the impact of hedonic and utilitarian values of shopping on retail agglomeration patronage issues, in particular on the shopping behaviour and the perception of retail agglomerations. Our empirical study is based on a discussion of agglomerations’ potential to attract utilitarian and hedonic shopper types. A sample of 2,139 customers were interviewed in a peripheral shopping mall and an inner city shopping street and confronted with a multi-item scale operationalising shopping values as developed by Babin et al. (1994). Using a standard fuzzy c-means clustering algorithm we identify four distinct shopper types. The results show that hedonists are represented by a higher number of females, earn lower individual incomes and are less educated compared to utilitarians. Interestingly, a higher share of hedonists visited the shopping mall. Overall, they make more shopping trips to agglomerations, stay there longer, visit more stores and – depending on the agglomeration format – spend less than or the same amount as utilitarians. Finally, we see that those customers who are attracted by agglomerations because of atmospheric and price stimuli are typical hedonists.
Firms nowadays face significant challenges in their operating environments, which have been characterised in two different ways. From a strategic management perspective these environments are in a state of hypercompetition while from a logistics or supply chain perspective these environments require market responsiveness predicated upon agile supply chains. However, firms must also rely on many interorganizational relationships to ensure efficient and effective movements within their supply chains. This paper discusses the relationships among these concepts and proposes a research framework combining aspects of the hypercompetition and responsiveness and agility viewpoints.
Purpose - To provide empirical evidence and explanation of the phenomenon that providers of home delivery of groceries are still of minor importance in highly concentrated retail markets. Design/methodology/approach - Based on a critical literature review three propositions were set up. A web based survey was conducted with two prospective consumer groups for home delivery providers: time starved consumers and consumers with Internet affinity. A structural equation modeling analysis was applied in addition to uni- and bivariate analysis. Findings - In contrast to some assumptions in the literature shopping in stores for groceries was not generally perceived to be an annoying activity. Respondents were aware of their own shopping logistics efforts in terms of spatial and temporal distance when shopping in stores but were unable to convert these efforts into costs. Any perceived inconvenience connected with shopping for groceries had no impact on respondents’ willingness to pay for home delivery services or their future intentions to use such services. Research limitations/implications - The study only investigated two specific consumer groups within highly concentrated urban grocery retail markets. However these groups may be considered typical of most western European countries and thus the study’s findings are of importance to retailers. Practical implications - The major findings suggest that in general home delivery service may not be considered a strategic competitive advantage in grocery retail markets. Other marketing issues such as pricing, assortment and store personnel still substantially affect a consumer’s choice of retail formats. This leads to the conclusion that home delivery providers should either appeal to niche markets and/or offer additional differential criteria compared to traditional retail formats. Originality/value - The paper argues for a different viewpoint for researchers nvestigating the topic of Internetbased distance retailing. Further, the reintegration of logistical tasks from consumers should not be considered detached from other format choice criteria.
The purpose of the paper is to introduce a model of Instore Logistics for retail stores. The model attempted to give a picture of all logistics processes that are carried out within a retail outlet from an incoming dock to the check out. The model has afterwards been empirically validated by analyzing the Instore Logistics processes of dairy products in 200 stores in the Austrian grocery retail sector. The findings of the survey show typical problem areas within store operations and identify the impact of the final 50 metres in the store as a key factor impacting upon the success of retail business. The paper continues the work of Raman, DeHoratius & Ton (2001) and Cachon (2001) and the findings contribute to close the execution gap in retail operations.
Leading representatives of the European grocery industry formed the European Efficient Consumer Response (ECR-)Initiative in 1995. The goal of this strategic alliance is set to reengineer the way business is done in the industry by implementing cooperative strategies between retailer and manufacturer in order to fulfill consumer wishes better, faster and at less cost. ECR appears thereby in many facets, from a ‘simple’ dyadic value-adding partnership to a sophisticated form of co-opetition, where Supply Chain members have both relationship types – competition and cooperation – at the same time. Our paper discusses these issues first on theoretical bases and then presents empirical results of a comprehensive analysis within a selected European ECR-initiative showing the success factors of managing ECR-partnership relations.
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