Journal of Retailing最新文献

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Sell on, sell to, or sell through: The sales performance implications of brand-platform selling arrangements

IF 8 1区管理学 Q1 BUSINESS

Journal of Retailing

Pub Date : 2024-12-01 DOI: 10.1016/j.jretai.2024.09.003

Hao Wang , Valerie Good , Joon Ho Lim , Ming-Huei Hsieh

Despite the growing prevalence of online retail platforms, scant research has focused on how different selling arrangements affect brand sales performance on the platform. This study explores the sales performance implications of three brand–platform selling arrangements: 1P (a brand manufacturer sells to the platform for resale), 3P (a brand manufacturer sells on the platform), and 2P (a brand manufacturer sells through the platform using a hybrid model in which the platform handles all fulfillment). Utilizing a comprehensive dataset from a major U.S. brand-aggregator platform, encompassing 21,555 brand–category observations across 17 product categories, we examine the impact of these selling arrangements on brand sales performance on the platform. The findings reveal that 2P operations are generally associated with higher sales performance than 1P operations. We find no significant difference between 2P and 3P operations. The study also shows that the effectiveness of these arrangements is contingent on brand characteristics such as operational capabilities, innovativeness, and pricing strategies. This research contributes to understanding the nuanced interplay between platform selling arrangements and brand attributes, providing strategic insights for brand managers in the evolving online retail landscape.

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引用次数: 0

Explaining physical retail store closures in digital times

IF 8 1区管理学 Q1 BUSINESS

Journal of Retailing

Pub Date : 2024-12-01 DOI: 10.1016/j.jretai.2024.07.001

Ann-Kristin Kupfer , André Marchand , Thorsten Hennig-Thurau

The widespread closures of physical retail stores in the digital age significantly impact business outcomes, urban communities, and regional economies. Understanding this phenomenon is crucial for retailers, policymakers, and society at large. Drawing from literature on retail success factors, we derive a comprehensive set of factors that may help explain why some retail stores close while others survive. We test the relationships of these factors with store closures using a unique dataset that combines responses from a large-scale consumer survey with observational data on actual store closures in the apparel and media categories between 2015 and 2020. Rare-case regression analyses reveal that factors related to the store's product selection (e.g., assortment uniqueness), store environment (e.g., an accessible location), the offered experience (e.g., store atmosphere), and frictionless transactions (e.g., via convenient store hours) are significantly associated with store closures in our data. In contrast, several other established store success factors (e.g., service) show no such significant association. Additional empirical analyses highlight differences between stores that offer apparel versus media products, are smaller versus larger, and located inside versus outside city centers to provide context and specificity to the findings.

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引用次数: 0

A comprehensive examination of digital retailing: A text-mining review and research agenda

IF 8 1区管理学 Q1 BUSINESS

Journal of Retailing

Pub Date : 2024-12-01 DOI: 10.1016/j.jretai.2024.10.001

Elisa B. Schweiger , Virginia Vannucci , Valentina Mazzoli , Laura Grazzini , Anne L. Roggeveen , Dhruv Grewal , Raffaele Donvito , Gaetano Aiello

Digital retailing encompasses all the digital technology–enabled assets and retail activities that a retailer can use to create, capture, communicate, and deliver value throughout the customer journey. This comprehensive topic modeling analysis of 4,730 articles from 35 years of research across multiple disciplines showcases how the research is evolving overtime and within the disciplines. Results reveal 11 topics areas (consisting of 66 subtopics), as well as the prevalence of these topics within each discipline. Results highlight how the topics have evolved overtime. For example, research on consumer motivation to use technology, retail environmental factors, and firm factors is increasing, while research on trust and risk factors is declining. The trends vary across disciplines. Results also highlight the relationship among the topics, and the impact of publications in each of the topic areas by considering citations across time and disciplines. Implications for future research are discussed.

{"title":"A comprehensive examination of digital retailing: A text-mining review and research agenda","authors":"Elisa B. Schweiger , Virginia Vannucci , Valentina Mazzoli , Laura Grazzini , Anne L. Roggeveen , Dhruv Grewal , Raffaele Donvito , Gaetano Aiello","doi":"10.1016/j.jretai.2024.10.001","DOIUrl":"10.1016/j.jretai.2024.10.001","url":null,"abstract":"<div><div>Digital retailing encompasses all the digital technology–enabled assets and retail activities that a retailer can use to create, capture, communicate, and deliver value throughout the customer journey. This comprehensive topic modeling analysis of 4,730 articles from 35 years of research across multiple disciplines showcases how the research is evolving overtime and within the disciplines. Results reveal 11 topics areas (consisting of 66 subtopics), as well as the prevalence of these topics within each discipline. Results highlight how the topics have evolved overtime. For example, research on consumer motivation to use technology, retail environmental factors, and firm factors is increasing, while research on trust and risk factors is declining. The trends vary across disciplines. Results also highlight the relationship among the topics, and the impact of publications in each of the topic areas by considering citations across time and disciplines. Implications for future research are discussed.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"100 4","pages":"Pages 635-655"},"PeriodicalIF":8.0,"publicationDate":"2024-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143181158","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

Can I choose my offer? How choice of a promotional offer impacts consumer evaluations and decisions

IF 8 1区管理学 Q1 BUSINESS

Journal of Retailing

Pub Date : 2024-12-01 DOI: 10.1016/j.jretai.2024.09.001

Atmadeep Mukherjee , Scot Burton , Ronn J. Smith , Pramod Iyer

Free gifts play a role in consumer sales promotions, and some retailers have begun to provide consumers with a choice of free gifts. However, there is scant empirical research that explores the effects of this novel sales promotion on consumption variables. This research investigates the interactive effects of attributes and gift choice (versus a fixed free gift) on value perceptions and purchase intentions. Findings show that by offering a choice set, marketers can increase the perceived value and attenuate the negative effects of lower monetary levels of the gift offer. Our conceptualization and predictions are supported by one field and four controlled experiments in a variety of contexts. Additionally, this research identifies boundary conditions and eliminates potential alternative explanations. Results advance our understanding of the moderating and mediating relationships between value perceptions and purchase intentions, and how managers can use free gift choices in designing effective sales promotions.

引用次数: 0

Thoughtful or thoughtless? Asymmetric attitudes of gift-givers and gift-recipients toward overpackaged gifts 周到还是不周到？送礼者和受礼者对过度包装礼物的不对称态度

IF 8 1区管理学 Q1 BUSINESS

Journal of Retailing

Pub Date : 2024-12-01 DOI: 10.1016/j.jretai.2024.10.002

Haijiao Shi , Rong Chen , Bingqing (Miranda) Yin

Gift packaging plays an important role in gift-giving. In recent years, there has been an increase in the prevalence of overpackaged gifts. The current research explores how gift-givers and gift-recipients evaluate an overpackaged gift asymmetrically. Across five studies and four supplementary studies, we demonstrate that gift-givers prefer overpackaged gifts and evaluate them more positively than regularly packaged gifts. Conversely, gift-recipients prefer regularly packaged gifts and evaluate overpackaged gifts less positively. This is because gift-givers use overpackaging to signal their thoughtfulness, whereas gift-recipients may interpret overpackaging as a signal of the giver's lack of thoughtfulness (i.e., prioritizing packaging over the gift itself). We further demonstrate that these asymmetric attitudes toward overpackaged gifts between givers and recipients are influenced by gift-giving occasions and social closeness. Specifically, this discrepancy becomes more pronounced in obligatory occasions or when there is a greater social distance between givers and recipients. This research highlights a novel preference discrepancy in gift-giving: the perception and evaluation mismatch of overpackaging between gift-givers and gift-recipients. We provide insights for consumers and offer actionable guidance for gift-giving retailers regarding the design of gift packaging.

礼品包装在送礼中扮演着重要角色。近年来，过度包装的礼品越来越普遍。目前的研究探讨了送礼者和受礼者如何对过度包装的礼品进行非对称评价。通过五项研究和四项补充研究，我们证明送礼者更喜欢过度包装的礼品，对它们的评价比普通包装的礼品更积极。相反，受礼者更喜欢普通包装的礼品，而对过度包装礼品的评价则不那么积极。这是因为送礼者利用过度包装来表达他们的体贴，而受礼者则可能将过度包装理解为送礼者缺乏体贴的信号（即包装优先于礼物本身）。我们进一步证明，送礼者和受礼者对过度包装礼物的不对称态度会受到送礼场合和社交亲密程度的影响。具体来说，在强制性场合或送礼者与收礼者之间的社会距离较大时，这种差异会变得更加明显。这项研究强调了送礼中一种新的偏好差异：送礼者和收礼者对过度包装的感知和评价不匹配。我们为消费者提供了见解，并为礼品零售商提供了有关礼品包装设计的可行指导。

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引用次数: 0

Decoding consumer resistance to near-expired products: The role of social stereotyping

IF 8 1区管理学 Q1 BUSINESS

Journal of Retailing

Pub Date : 2024-12-01 DOI: 10.1016/j.jretai.2024.09.005

Yongheng Liang , Yunlu Yin , Qian Xu

Why are consumers reluctant to purchase near-expired products despite the commonly tempting price deals associated with them? Whereas prior literature attributes this phenomenon to various product-related factors (e.g., freshness or quality concerns), we propose that it may also partially stem from consumers’ concern of being stereotyped as stingy; that is, people tend to stereotype the purchasers of near-expired products as stingy, which may in turn motivate consumers to resist these products to maintain their social evaluation. Seven studies—including an IAT (Implicit Association Test) experiment, a field experiment, lab and online experiments—offer converging evidence for the proposed effect. The authors also validate the proposed underlying process by showing that the effect is magnified when price discounts are applied to near-expired products and attenuates when purchases are made privately or when purchasers are imbued with socially desirable characteristics such as being proenvironmental and smart consumers. The authors conclude by highlighting insights for emerging ESG (Environmental, Social, and Governance) marketing and retailing practices.

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引用次数: 0

FM ii: Copyright/ ID Statement

IF 8 1区管理学 Q1 BUSINESS

Journal of Retailing

Pub Date : 2024-12-01 DOI: 10.1016/S0022-4359(24)00084-8

引用次数: 0

The effects of buy now, pay later (BNPL) on customers’ online purchase behavior

IF 8 1区管理学 Q1 BUSINESS

Journal of Retailing

Pub Date : 2024-12-01 DOI: 10.1016/j.jretai.2024.09.004

Ashish Kumar , Jari Salo , Ram Bezawada

Recent innovations in financial technology (FinTech) have introduced short-term financing options for customer loans, allowing customers to make purchases and pay for them in future installments without incurring interest, a model commonly referred to as Buy Now, Pay Later (BNPL). Despite the increasing provision of BNPL by online retailers, there remains a limited understanding of its effects on customers’ online purchase behavior. To address this gap, we utilize a synthetic difference-in-differences research design to estimate the impact of customers’ BNPL adoption on their online purchase behavior, specifically measured by order size. Our empirical results indicate that customers who adopt BNPL provided by a focal retailer have a higher order size than those who use traditional payment services. Our empirical estimates indicate an increase of 6.42% in online spending by customers adopting BNPL. Additionally, we examine the moderating effects of various customer segments - including loyalty, category experience, and promotion sensitivity - as well as demographic factors such as age, income, household size, and product characteristics, particularly low-ticket items. The impact of BNPL adoption is found to be amplified among customers with high levels of category experience and promotion sensitivity. Conversely, the effect is attenuated among older and higher-income customers, indicating that younger and low-income customers are the primary drivers of this effect. Moreover, our analysis demonstrates that purchases of low-ticket items predominantly drive the observed effect. This study provides strategic insights for online retailers concerning the implementation and targeting of BNPL as an effective online payment option.

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引用次数: 0

Wearing your success on your sleeve: How salesperson luxury brand consumption affects consumers’ perceptions

IF 8 1区管理学 Q1 BUSINESS

Journal of Retailing

Pub Date : 2024-12-01 DOI: 10.1016/j.jretai.2024.08.001

Veronica L. Thomas , Dora E. Bock , Stephanie M. Mangus , Setare Mohammadi

First impressions matter. Just as salespeople assess potential customers, consumers make judgments about salespeople, using cues from a salesperson's appearance and behavior to shape their expectations. In this research, we propose that a salesperson's personal display of luxury-branded products (e.g., wearing a Burberry scarf or driving a BMW) in a non-luxury retail setting is an unexplored but consequential cue that negatively frames consumers’ expectations of a pending negotiation. Across four studies, we demonstrate that, in business-to-consumer contexts, when a salesperson displays luxury-branded products, consumers reduce their expectations of receiving a favorable deal compared to when no luxury brands are displayed. Such expectations are problematic as they deter consumers from approaching salespeople, which can lead to lost sales for firms. Further, we find that the negative effect of luxury-branded products on deal expectations is sequentially mediated by consumers’ perceptions of salesperson materialism and moral character. Finally, we demonstrate that cues signaling the salesperson's customer orientation fail to negate the damaging effects of luxury-brand displays and may backfire depending on the signaler. As such, this research provides takeaways for salespeople who sell non-luxury products and offers important contributions to theory.

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引用次数: 0

Not-so-speedy delivery: Should retailers use discounts or donations to incentivize consumers to choose delayed delivery?

IF 8 1区管理学 Q1 BUSINESS

Journal of Retailing

Pub Date : 2024-12-01 DOI: 10.1016/j.jretai.2024.09.002

Katie Kelting , Stefanie Robinson , Stacy Wood

Many retailers feel the pressure to provide increasingly speedy delivery, but the realities of speedy delivery logistics are costly, complicated, and uncertain. In response, retailers have been using discounts to nudge consumers’ voluntary choice of a slower delivery option, but with tepid results. The current research argues that a better incentive exists. Data from six studies demonstrate that changing from a discount (the retailer giving the consumer a $1 reward/coupon) to a donation (the retailer donating $1 to a charity) incentive significantly increases the voluntary choice of delayed delivery. Importantly, the data shows that exchange equity drives this effect. However, two boundary conditions are identified: 1) the retailer communicating a reason for the delayed delivery and 2) the type of product being purchased by the consumer. In sum, the current research provides actionable insights for retailers that offer a delayed delivery option to consumers during checkout and speaks to the current debate about consumers’ desire for speedy delivery.

许多零售商感受到了提供越来越快的送货速度的压力，但现实中的快速送货物流成本高昂、复杂且不确定。为此，零售商一直在利用折扣来促使消费者自愿选择较慢的送货速度，但收效甚微。目前的研究认为，存在更好的激励措施。来自六项研究的数据表明，从折扣（零售商给消费者 1 美元的奖励/优惠券）到捐赠（零售商向慈善机构捐赠 1 美元）的激励措施，能显著增加消费者对延迟送货的自愿选择。重要的是，数据显示交换公平推动了这一效应。然而，我们发现了两个边界条件：1）零售商传达延迟交货的原因；2）消费者购买的产品类型。总之，当前的研究为在结账时向消费者提供延迟送货选项的零售商提供了可操作的见解，并对当前关于消费者对快速送货的渴望的讨论有所启发。

引用次数: 0

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