Original Research

Consumers' reasons for purchasing low involvement goods by mail catalogue: Preliminary measurement guidelines

N. S. Terblanché, C. Boshoff, E. V.D.M. Smit
South African Journal of Business Management | Vol 30, No 3 | a760 | DOI: https://doi.org/10.4102/sajbm.v30i3.760 | © 2018 N. S. Terblanche, C. Boshoff, E. V.D.M. Smit | This work is licensed under CC Attribution 4.0
Submitted: 12 October 2018 | Published: 30 September 1999

About the author(s)

N. S. Terblanché, Department of Business Management, University of Stellenbosch, South Africa
C. Boshoff, Department of Business Management, University of Port Elizabeth, South Africa
E. V.D.M. Smit, Graduate School of Business, University of Stellenbosch, South Africa

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New forms and applications of technology have enabled business organisations to increasingly utilise multiple channels for the distribution of retail products. One example, mail-order catalogue buying, has now become an acceptable shopping format for larger numbers of consumers. Earlier research clearly indicated that non-shop shopping, such as buying by mail-order catalogue, is not only very different from shop shopping, but consumers also undertake non-shop shopping for distinct reasons. The primary objective of the research reported here was to identify the reasons underlying the purchasing of low involvement products by mail-order catalogue and to develop a reliable and valid instrument that could identify and measure such reasons.


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Crossref Citations

1. Factors Motivating Consumers to Engage in Direct Purchasing
Yolanda Jordaan
South African Journal of Psychology  vol: 35  issue: 2  first page: 346  year: 2005  
doi: 10.1177/008124630503500211