Localisation as a marketing strategy for small retailers
International Journal of Retail & Distribution Management
ISSN: 0959-0552
Article publication date: 20 July 2010
Abstract
Purpose
Globalisation as a competitive marketing strategy can only offer a limited explanation for the behaviour of organisations. This is particularly applicable in the case of business and marketing strategies for small and medium‐sized organisations in the retail sector. Terms such as “localisation” have been coined by researchers but the concept is yet to receive a valid interpretation as a marketing strategy from the perspective of the small retailer. This paper seeks first, to understand how “localisation” impacts on the business practices and marketing strategy of small retailers in Spain and Scotland. Second, the results should help lessen the gap between the concepts of globalisation and the localisation.
Design/methodology/approach
This explorative, comparative qualitative paper explores business practices and marketing strategies by small retail business owners in Seville (Spain) and Perth (UK) and the role of localisation, using three key themes – place, people and promotion.
Findings
This paper suggests that place attractiveness, word‐of‐mouth customer‐to‐customer marketing, customer service beyond simple product advice, community embeddedness and informal but meaningful interpersonal relations between shop owner and customers are some of the key pillars of the “localisation” strategic marketing approach pursued by small retailers in Perth and Seville. This indicates a counterbalance to globalisation.
Originality/value
The pursuit of a deliberate localisation approach by small retailers may be key to their sustainable competitiveness in the knowledge that these elements would not be easily replicated by larger or global retailers.
Keywords
Citation
Andres Coca‐Stefaniak, J., Parker, C. and Rees, P. (2010), "Localisation as a marketing strategy for small retailers", International Journal of Retail & Distribution Management, Vol. 38 No. 9, pp. 677-697. https://doi.org/10.1108/09590551011062439
Publisher
:Emerald Group Publishing Limited
Copyright © 2010, Emerald Group Publishing Limited