Retail Insights ‐ Autumn 1998

Abstract

New research using the PIMS database of business performance shows that businesses delivering better value for money than their competitors are up to 200 percent more profitable than those which do not. The evidence very strongly indicates that where improvements in value for money can be made, profitability will increase over time. Previous research data demonstrate that market share is a key driver of profitability. The new study was therefore devised to assess the impact on market share of the two elements of value for money ‐ customer perceived quality and price. It reveals that, overall, quality is nearly 50 percent more important in driving market share upwards.

Citation

Pollitt, D. (1998), "Retail Insights ‐ Autumn 1998", International Journal of Retail & Distribution Management, Vol. 26 No. 7, pp. 1-17. https://doi.org/10.1108/09590552199800003