Pub Date : 2023-07-01DOI: 10.17657/jcr.2023.7.31.2
Kyowon Seo, Sarang Go
* Purpose: Retail channel distribution has been an important issue in the franchise retail industry because stores' sales performance depends on the store location and floating population of the neighborhood. This research aims to implement the empirical analysis of whether a franchise encroachment effect exists and, if yes, how it varies depending on the store location. Research design, data, and methodology: By using consumer purchase transaction data and store location information, we want to verify the effect of new store entries on the sales of incumbent stores depending on the characteristics of store location. The analysis utilizes data from April 2017 to July 2018 from 49 franchisees of a bakery franchisor located in Gangnam-gu, Seoul. The data consisted of more than 5 million customer-specific sales for approximately 500,000 customers at these stores over a 15-month period, which were analyzed using a Difference-in-differences method. Results: Our results show that incumbent stores experienced a loss in sales due to the new store encroachment. In addition, stores located around subway station areas with relatively large floating populations experienced a significant encroachment effect. However, on the other hand, non-station areas with relatively small floating populations could not confirm the encroachment effect caused by new store entry. Conclusions: This paper offers managerial implications of locating a new store to maximize the overall store sales and making strategies regarding the store distributions in a specific area.
{"title":"The Cannibalization Effect on Franchise Retail Market and the\u0000 Moderating Effect of the Store Location","authors":"Kyowon Seo, Sarang Go","doi":"10.17657/jcr.2023.7.31.2","DOIUrl":"https://doi.org/10.17657/jcr.2023.7.31.2","url":null,"abstract":"* Purpose: Retail channel distribution has been an important issue in the franchise retail industry because stores' sales performance depends on the store location and floating population of the neighborhood. This research aims to implement the empirical analysis of whether a franchise encroachment effect exists and, if yes, how it varies depending on the store location. Research design, data, and methodology: By using consumer purchase transaction data and store location information, we want to verify the effect of new store entries on the sales of incumbent stores depending on the characteristics of store location. The analysis utilizes data from April 2017 to July 2018 from 49 franchisees of a bakery franchisor located in Gangnam-gu, Seoul. The data consisted of more than 5 million customer-specific sales for approximately 500,000 customers at these stores over a 15-month period, which were analyzed using a Difference-in-differences method. Results: Our results show that incumbent stores experienced a loss in sales due to the new store encroachment. In addition, stores located around subway station areas with relatively large floating populations experienced a significant encroachment effect. However, on the other hand, non-station areas with relatively small floating populations could not confirm the encroachment effect caused by new store entry. Conclusions: This paper offers managerial implications of locating a new store to maximize the overall store sales and making strategies regarding the store distributions in a specific area.","PeriodicalId":284299,"journal":{"name":"Journal of Channel and Retailing","volume":"26 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"115805857","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-07-01DOI: 10.17657/jcr.2023.7.31.4
Changju Kim, Jin Yong Park, Seong-goo Ji, D. Chun
{"title":"Organizational Strategies and Challenges to Mitigating Opportunism\u0000 by Member Retailers in Japanese Voluntary Chains*","authors":"Changju Kim, Jin Yong Park, Seong-goo Ji, D. Chun","doi":"10.17657/jcr.2023.7.31.4","DOIUrl":"https://doi.org/10.17657/jcr.2023.7.31.4","url":null,"abstract":"","PeriodicalId":284299,"journal":{"name":"Journal of Channel and Retailing","volume":"16 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"128554483","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-07-01DOI: 10.17657/jcr.2023.7.31.5
Yeong-Eon Kim, H. Yi
{"title":"The Effects of Organizational Orientation Factors of Startups on\u0000 B2B Marketing Capability, Competitive Advantage and Corporate Performance:\u0000 Moderating Effect of Government Support Projects and Startups Growth\u0000 Stage*","authors":"Yeong-Eon Kim, H. Yi","doi":"10.17657/jcr.2023.7.31.5","DOIUrl":"https://doi.org/10.17657/jcr.2023.7.31.5","url":null,"abstract":"","PeriodicalId":284299,"journal":{"name":"Journal of Channel and Retailing","volume":"17 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"114165950","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-07-01DOI: 10.17657/jcr.2023.7.31.3
Dong Il Lee, Hyejun Lee
{"title":"Coevolution of E-Commerce Platforms and Online Sellers: An\u0000 Empirical Study on Multi-Platform Strategy of Kakao Commerce in Korea*","authors":"Dong Il Lee, Hyejun Lee","doi":"10.17657/jcr.2023.7.31.3","DOIUrl":"https://doi.org/10.17657/jcr.2023.7.31.3","url":null,"abstract":"","PeriodicalId":284299,"journal":{"name":"Journal of Channel and Retailing","volume":"1 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"129021371","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-07-01DOI: 10.17657/jcr.2023.7.31.1
Hyo Hyun Park, G. Jung
* Purpose: This study focuses on the impacts of bundling type which is designed to affect the product evaluation in online shopping environment. And this study explores whether characteristics of online reviews have a moderating roles between bundling type and product evaluation. Bundling type is set as an independent variable and semantic properties and number of goals of online review are set as a modrating variable. It is hypothesized that utilitarian bundling would improve the product evaluation more than hedonic bundling. It also examines the moderating effects of online review characteristic variables such as factualness vs. evaluativeness between bundling type and product evaluation. It also investigates the moderating effects of online review characteristic variables such as uni-finality vs. multi-finality between bundling type and product evaluation. Research design, data, and methodology: Using experiment as a research method, university students as subjects are exposed to each bundled product type (utilitarian bundling vs. hedonic bundling), and response data are collected through a questionnaire, which is verified by t -test. Semantic properties type of online review and number of goals as moderating variables related to online review characteristics were drawn from the literature reviews. 8 experiments are executed with 2 different types of semantic properties (factualness vs. evaluativeness) and number of goals (single vs. multiple outcomes) randomly exposes to each subject group, one at a time. The response data are verified by t -test and two-way ANOVA.
{"title":"The Effects of Bundling Type on the Product Evaluation in Online\u0000 Shopping: The Moderating Roles of Online Review Characteristics (Factualness\u0000 vs. Evaluativeness, Uni-finality vs. Multi-finality)*","authors":"Hyo Hyun Park, G. Jung","doi":"10.17657/jcr.2023.7.31.1","DOIUrl":"https://doi.org/10.17657/jcr.2023.7.31.1","url":null,"abstract":"* Purpose: This study focuses on the impacts of bundling type which is designed to affect the product evaluation in online shopping environment. And this study explores whether characteristics of online reviews have a moderating roles between bundling type and product evaluation. Bundling type is set as an independent variable and semantic properties and number of goals of online review are set as a modrating variable. It is hypothesized that utilitarian bundling would improve the product evaluation more than hedonic bundling. It also examines the moderating effects of online review characteristic variables such as factualness vs. evaluativeness between bundling type and product evaluation. It also investigates the moderating effects of online review characteristic variables such as uni-finality vs. multi-finality between bundling type and product evaluation. Research design, data, and methodology: Using experiment as a research method, university students as subjects are exposed to each bundled product type (utilitarian bundling vs. hedonic bundling), and response data are collected through a questionnaire, which is verified by t -test. Semantic properties type of online review and number of goals as moderating variables related to online review characteristics were drawn from the literature reviews. 8 experiments are executed with 2 different types of semantic properties (factualness vs. evaluativeness) and number of goals (single vs. multiple outcomes) randomly exposes to each subject group, one at a time. The response data are verified by t -test and two-way ANOVA.","PeriodicalId":284299,"journal":{"name":"Journal of Channel and Retailing","volume":"41 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-07-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"114992421","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-04-01DOI: 10.17657/jcr.2023.4.30.47
J. Kim, Juyoung Kim
{"title":"A Study on the Determinants of Diversification and Performance of\u0000 Franchisor*","authors":"J. Kim, Juyoung Kim","doi":"10.17657/jcr.2023.4.30.47","DOIUrl":"https://doi.org/10.17657/jcr.2023.4.30.47","url":null,"abstract":"","PeriodicalId":284299,"journal":{"name":"Journal of Channel and Retailing","volume":"81 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"130954429","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-04-01DOI: 10.17657/jcr.2023.4.30.25
H. Shin, Juyoung Park
* Action sometimes takes precedence over thought because entrepreneurs need immediate decision-making and opportunity capture to prepare for the changing environment. Entrepreneurs use many prejudices and heuristics to simplify situations, underestimate the extent of risks they face, or overestimate their capabilities, believing they can predict the future and control uncontrollable situations. There have been many studies on the cognitive bias of ordinary people, college students, and entrepreneurs wishing to start a business, but there are few studies on the cognitive bias of small business owners. This study focuses on the cognitive bias of the illusion of control and seeks to find out what the psychology of small business owners is to continue their business without considering employment, business conversion, and closure in the uncontrollable environment of COVID-19. Therefore, it was verified through the decision-making process how the misconception of control of small business owners affects the intention to continue the business. There have been many studies on the cognitive bias of ordinary people, college students, and entrepreneurs who want to start a business, but there are few studies on the cognitive bias of small business owners. This study focuses on the cognitive bias of the illusion of control and tries to find out what the psychology of small business owners to continue their business without considering employment, business conversion, or closure in the uncontrollable environment of COVID-19. Therefore, it was verified through which decision-making process the small business owner's illusion of control affects the business continuity intention. The model and nine hypotheses of this study
{"title":"The Effects of Small Business Owners’ Illusion of Control on Business Continuity Intention: Focusing on the Mediating Effect of Resilience and Opportunity Evaluation*","authors":"H. Shin, Juyoung Park","doi":"10.17657/jcr.2023.4.30.25","DOIUrl":"https://doi.org/10.17657/jcr.2023.4.30.25","url":null,"abstract":"* Action sometimes takes precedence over thought because entrepreneurs need immediate decision-making and opportunity capture to prepare for the changing environment. Entrepreneurs use many prejudices and heuristics to simplify situations, underestimate the extent of risks they face, or overestimate their capabilities, believing they can predict the future and control uncontrollable situations. There have been many studies on the cognitive bias of ordinary people, college students, and entrepreneurs wishing to start a business, but there are few studies on the cognitive bias of small business owners. This study focuses on the cognitive bias of the illusion of control and seeks to find out what the psychology of small business owners is to continue their business without considering employment, business conversion, and closure in the uncontrollable environment of COVID-19. Therefore, it was verified through the decision-making process how the misconception of control of small business owners affects the intention to continue the business. There have been many studies on the cognitive bias of ordinary people, college students, and entrepreneurs who want to start a business, but there are few studies on the cognitive bias of small business owners. This study focuses on the cognitive bias of the illusion of control and tries to find out what the psychology of small business owners to continue their business without considering employment, business conversion, or closure in the uncontrollable environment of COVID-19. Therefore, it was verified through which decision-making process the small business owner's illusion of control affects the business continuity intention. The model and nine hypotheses of this study","PeriodicalId":284299,"journal":{"name":"Journal of Channel and Retailing","volume":"387 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"132836246","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-04-01DOI: 10.17657/jcr.2023.4.30.1
J. Won, Jaewon Yoo
* Purpose: In addition to the individual competencies of employees, organizational support of companies is an important factor directly related to performance in terms of resource standards. In particular, unlike ordinary employees, salespeople play a role in determining a company's competitive advantage at the point of contact with customers and determine the success or failure of a company, so their capabilities and actions are more important. Therefore, this study attempts to empirically verify the relationship between the competencies and behavioral variables of salespeople and the moderating effect of internal conflicts within the organization. Research design, data, and methodology: To verify the hypothesis, a survey was conducted on 404 salespeople at 200 stores in five department stores in Seoul. For statistics, smart-PLS 4.0 and spss 22 were used to verify the reliability, validity, and hypothesis. Rerults: As a result, it was found that the relationship between service orientation, work engagement, creativity, and sales method (adaptation and cross-selling) had a positive effect. And in the relationship between service orientation and work engagement, task conflict was found to weaken the relationship between the two variables, but relationship conflict was found to strengthen the relationship between the two variables. The results related to this relationship conflict are different from most previous studies, and it can be interpreted that the relationship conflict between salespeople leads to a competitive situation and is more engagement about the work. The results of this study suggest the following parts. First, in order for an organization to generate results, it is necessary to develop policies and procedures to ensure that customer-centered thinking continues for salespeople at service points, and employees will be able to promote service-oriented behavior toward customers through
{"title":"The Effect of Salesperson's Service Orientation on Work Engagement, Creativity, and Sales Method: The Moderating Effect of Task and Relationship Conflict","authors":"J. Won, Jaewon Yoo","doi":"10.17657/jcr.2023.4.30.1","DOIUrl":"https://doi.org/10.17657/jcr.2023.4.30.1","url":null,"abstract":"* Purpose: In addition to the individual competencies of employees, organizational support of companies is an important factor directly related to performance in terms of resource standards. In particular, unlike ordinary employees, salespeople play a role in determining a company's competitive advantage at the point of contact with customers and determine the success or failure of a company, so their capabilities and actions are more important. Therefore, this study attempts to empirically verify the relationship between the competencies and behavioral variables of salespeople and the moderating effect of internal conflicts within the organization. Research design, data, and methodology: To verify the hypothesis, a survey was conducted on 404 salespeople at 200 stores in five department stores in Seoul. For statistics, smart-PLS 4.0 and spss 22 were used to verify the reliability, validity, and hypothesis. Rerults: As a result, it was found that the relationship between service orientation, work engagement, creativity, and sales method (adaptation and cross-selling) had a positive effect. And in the relationship between service orientation and work engagement, task conflict was found to weaken the relationship between the two variables, but relationship conflict was found to strengthen the relationship between the two variables. The results related to this relationship conflict are different from most previous studies, and it can be interpreted that the relationship conflict between salespeople leads to a competitive situation and is more engagement about the work. The results of this study suggest the following parts. First, in order for an organization to generate results, it is necessary to develop policies and procedures to ensure that customer-centered thinking continues for salespeople at service points, and employees will be able to promote service-oriented behavior toward customers through","PeriodicalId":284299,"journal":{"name":"Journal of Channel and Retailing","volume":"23 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"115467351","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-04-01DOI: 10.17657/jcr.2023.4.30.67
J. Lee
{"title":"An Analysis of the Effect of Government Subsidy on Household\u0000 Consumption in the Pandemic Era: Focusing on Comparison of Product\u0000 Categories and Household Characteristics*","authors":"J. Lee","doi":"10.17657/jcr.2023.4.30.67","DOIUrl":"https://doi.org/10.17657/jcr.2023.4.30.67","url":null,"abstract":"","PeriodicalId":284299,"journal":{"name":"Journal of Channel and Retailing","volume":"8 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"126878996","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2023-01-01DOI: 10.17657/jcr.2023.1.31.5
Eun-Jae Heo, H. Yi
* Purpose: In Republic of Korea, the ratio of manufacturing-based SMEs is the highest, and more than 60% of them are B2B methods that target existing business partners. In B2B where interaction with buyers, the role of the salesperson is important, and the relationship between the buyer and the salesperson is not a short-term perspective, but a two-way relationship that occurs in a long-term transaction. However, since the seller’s performance depends on the choice of a purchasing company with purchasing power, the perception dependence on the buyer is high. In B2B, the relationship between the buyer’s communication style and the influence strategy that can persuade the buyer is important in the buyer-seller interaction process. From the salesperson’s point of view, buyer must create corporate performance through an impact strategy that can control and adjust the environment to the circumstances of the market environment that cannot be changed. Therefore, B2B requires an approach of contingency theory from the perspective of environment-strategy-performance of sales influence strategies of salespeople in the relationship between buyers and salespeople. Based on this research background, in this study, the effect of buyer’s communication style on the sales influence strategy (SIT) and corporate performance of SME salespersons in B2B was investigated, and the moderating effect of transaction dependence on the relationship between sales influence strategy and corporate performance was confirmed. In addition, the causal relationship between the variables by company type was confirmed by classifying female’s companies and male’s companies, and the difference between the relationships between the detailed factors of each variable was analyzed. Many companies pursue advance selling as part of marketing. Advance selling refers to a strategy in which a company receives preorder from consumers before releasing a new product. It offers a variety of advantages to companies and consumers, but has the disadvantage of increasing uncertainty or perceived risk because consumers have to make a order before the product is released. Research on advance selling has mainly focused on
{"title":"A Study of the Effect of Buyer’s Communication Style on Seller’s\u0000 Sales Influence Strategy and Performance in B2B SMEs: Moderating Effect of\u0000 Seller’s Dependence*","authors":"Eun-Jae Heo, H. Yi","doi":"10.17657/jcr.2023.1.31.5","DOIUrl":"https://doi.org/10.17657/jcr.2023.1.31.5","url":null,"abstract":"* Purpose: In Republic of Korea, the ratio of manufacturing-based SMEs is the highest, and more than 60% of them are B2B methods that target existing business partners. In B2B where interaction with buyers, the role of the salesperson is important, and the relationship between the buyer and the salesperson is not a short-term perspective, but a two-way relationship that occurs in a long-term transaction. However, since the seller’s performance depends on the choice of a purchasing company with purchasing power, the perception dependence on the buyer is high. In B2B, the relationship between the buyer’s communication style and the influence strategy that can persuade the buyer is important in the buyer-seller interaction process. From the salesperson’s point of view, buyer must create corporate performance through an impact strategy that can control and adjust the environment to the circumstances of the market environment that cannot be changed. Therefore, B2B requires an approach of contingency theory from the perspective of environment-strategy-performance of sales influence strategies of salespeople in the relationship between buyers and salespeople. Based on this research background, in this study, the effect of buyer’s communication style on the sales influence strategy (SIT) and corporate performance of SME salespersons in B2B was investigated, and the moderating effect of transaction dependence on the relationship between sales influence strategy and corporate performance was confirmed. In addition, the causal relationship between the variables by company type was confirmed by classifying female’s companies and male’s companies, and the difference between the relationships between the detailed factors of each variable was analyzed. Many companies pursue advance selling as part of marketing. Advance selling refers to a strategy in which a company receives preorder from consumers before releasing a new product. It offers a variety of advantages to companies and consumers, but has the disadvantage of increasing uncertainty or perceived risk because consumers have to make a order before the product is released. Research on advance selling has mainly focused on","PeriodicalId":284299,"journal":{"name":"Journal of Channel and Retailing","volume":"112 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2023-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"116879654","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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