An Empirical Study of Key Critical Success Factors (CSFs) of Consumer Buying Behavior for Grocery Products in United Arab Emirates (UAE)

Annamalai Chockalingam, Mohammed Alam, Nitin Upadhye, Shereen Nassar

Research output: Contribution to journalArticlepeer-review


Purpose: The aim of this study is to explore the critical success factors (CSFs) that influence consumer buying behavior towards grocery products in hypermarkets in the United Arab Emirates (UAE). Design/methodology/approach: Data were collected from 100 consumers who buy grocery products across UAE. The self-administered questionnaire is used to measure different critical success factors of consumer buying behavior and analyzed. The conceptual model is tested using SPSS and Partial Least Square Structured Equation Modeling package (PLS-SEM) package. Findings: The results confirmed the importance of critical success factors such as price, quality and convenience in consumer buying behavior. Research limitations: This paper analyzes the buying behavior of the consumers under survey on grocery products in UAE only. Managerial implications: Attaining and maintaining consumer satisfaction is the chief target for all businesses. Studying consumer buying behavior is crucial, particularly in the context of UAE retail sector. This study reveals that for all types of UAE consumers, price, quality, and convenience are important factors in consumer buying behavior. Originality/value: The study results contribute to the literature on UAE consumers by examining their acceptance of consumer buying behavior. This study suggests that new innovative strategies are in need to motivate and acquire, as well as retain more consumers. UAE marketers should have a deeper understanding of the role of convenience, price as well as quality in shaping the buying behavior that in turn should be considered when deciding on the store location, price and the quality level for the targeted market segment. As such, creating and maintaining a competitive position in the UAE retail landscape should consider competitive price, level of quality and convenience location.
Original languageEnglish
Pages (from-to)20-31
Number of pages12
JournalGulf-Pacific Journal of Business Administration
Issue number1
Publication statusPublished - 22 Apr 2016


  • UAE
  • Consumer Behavior
  • CSF
  • Shopping
  • Retailing


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