Journal of Retailing最新文献

英文中文

Resolving paradoxical tensions during business model innovation for sustainability in retailing: The role of the ecosystem 解决零售业可持续性商业模式创新过程中矛盾的紧张关系：生态系统的作用

IF 10.2 1区管理学 Q1 BUSINESS

Journal of Retailing

Pub Date : 2025-12-01 DOI: 10.1016/j.jretai.2025.06.001

G. Do Vale , Isabelle Collin-Lachaud , Xavier Lecocq

The vast and pressing environmental and societal challenges, as well as the difficulty of the path to sustainability, are substantially challenging retailers’ business models (BM hereafter). Researchers have yet to answer how retailers cope with different kinds of tensions in their process of BM innovation for sustainability. Drawing on a longitudinal, seven-year, inductive, multiple case study of three European retailers that decided explicitly to move toward sustainability, this research highlights different tensions that confront retailers in this process and the decisions they take to resolve them. Three stages are identified as necessary to implement a BM for sustainability in retailing.

In a first stage, patching sustainability initiatives onto traditional BM creates tensions, only some of which can be resolved by middle managers in their day-to-day activities. Others persist and represent paradoxical tensions. In a second stage, formal engagement by owners and senior to change the core of traditional BM can resolve paradoxes, by allowing for strategic actions at the ecosystem level. In the third stage, ecosystem-level actions involve renewing relationships with traditional stakeholders and initiating new relationships with new ones to implement the BM for sustainability. Moreover, a specific feature of BM innovation for sustainability in retailing is that stores can take major roles in the ecosystem, functioning as local hubs for circularity.

巨大而紧迫的环境和社会挑战，以及可持续发展道路上的困难，极大地挑战了零售商的商业模式。研究人员还没有回答零售商如何在可持续发展的BM创新过程中应对不同类型的紧张关系。通过对三家明确决定走向可持续发展的欧洲零售商进行纵向、七年、归纳、多案例研究，本研究突出了零售商在这一过程中面临的不同紧张局势，以及他们为解决这些紧张局势所采取的决定。三个阶段被确定为必要的实施可持续发展的BM在零售业。在第一阶段，将可持续发展计划与传统的BM相结合会产生紧张关系，其中只有一部分可以由中层管理人员在日常活动中解决。另一些则坚持并表现出矛盾的紧张关系。在第二阶段，业主和高层正式参与改变传统BM的核心，通过允许在生态系统层面采取战略行动，可以解决矛盾。在第三阶段，生态系统层面的行动包括更新与传统利益相关者的关系，并启动与新利益相关者的新关系，以实施可持续发展的BM。此外，BM创新对零售业可持续性的一个具体特征是，商店可以在生态系统中发挥重要作用，充当循环的本地中心。

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引用次数: 0

Presenting a typology of virtual reality (VR) in retailing: A construal level theory and heuristic-systematic model perspective 零售业中虚拟现实（VR）的类型学：解释层次理论和启发式系统模型视角

IF 10.2 1区管理学 Q1 BUSINESS

Journal of Retailing

Pub Date : 2025-12-01 DOI: 10.1016/j.jretai.2025.06.005

Seth Ketron , Kirsten Cowan

Virtual reality (VR) holds significant potential in retailing, yet retailers often lack clear guidance on creating VR experiences that enhance consumer responses. This work aims to address this gap by, first starting with a systematic literature review. Based on discrepant findings, we categorize VR experiences into distinct types based on how they influence information processing, the value they deliver, and their impact on consumer responses. Subsequently, we present a typology of VR retail experiences based on two dimensions: the purpose of the VR experience (attribute- vs. benefit-focused) and the duration of its availability (short- vs. long-term). This approach delineates four main types of VR experiences: transactional, informational, leveraging, and deepening. Using construal level theory and the heuristic-systematic model, we supplement the typology with a theoretical framework and thirteen propositions. We theorize how each experience type influences the way shoppers think and make decisions, from rapid, intuitive processing to more deliberate, thoughtful consideration. The framework considers additional factors such VR system immersivity, the decision-making stage, decision complexity, and product knowledge. After putting forth a future research agenda, the paper offers practical implications for retailers to leverage VR effectively, enhancing consumer engagement and business outcomes.

虚拟现实（VR）在零售业具有巨大的潜力，但零售商往往缺乏明确的指导，如何创造增强消费者反应的VR体验。这项工作旨在解决这一差距，首先从系统的文献综述开始。基于不同的发现，我们根据虚拟现实体验对信息处理的影响、提供的价值以及对消费者反应的影响，将其分为不同的类型。随后，我们基于两个维度提出了VR零售体验的类型学：VR体验的目的（以属性为中心vs以利益为中心）和其可用性的持续时间（短期vs长期）。这种方法描述了四种主要类型的VR体验：交易型、信息型、杠杆型和深化型。运用解释水平理论和启发式系统模型，我们用一个理论框架和13个命题来补充类型学。我们将每种体验类型如何影响购物者思考和决策的方式理论化，从快速、直观的处理到更深思熟虑、深思熟虑的考虑。该框架考虑了其他因素，如VR系统的沉浸感、决策阶段、决策复杂性和产品知识。在提出未来的研究议程后，本文为零售商有效利用VR，提高消费者参与度和商业成果提供了实际意义。

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引用次数: 0

FM ii: Copyright/ ID Statement FM ii：版权/ ID声明

IF 10.2 1区管理学 Q1 BUSINESS

Journal of Retailing

Pub Date : 2025-09-01 DOI: 10.1016/S0022-4359(25)00084-3

引用次数: 0

Editorial from branding to dupes: the new copyconomy 从品牌化到山寨：新山寨经济

IF 10.2 1区管理学 Q1 BUSINESS

Journal of Retailing

Pub Date : 2025-09-01 DOI: 10.1016/j.jretai.2025.08.008

Katrijn Gielens

引用次数: 0

Assessing fast fashion overstock through time-to-peak-sales 通过销售高峰评估快时尚库存过剩

IF 10.2 1区管理学 Q1 BUSINESS

Journal of Retailing

Pub Date : 2025-09-01 DOI: 10.1016/j.jretai.2025.05.001

Yufei Zhang , Joyce (Feng) Wang , Chen Lin , G. Tomas M. Hult

Product overstock is widely recognized as a principal contributor to diminished profitability and adverse environmental impacts in the fast fashion industry. While considerable attention has been directed toward optimizing the stock-in process, including the adoption of on-demand manufacturing and inventory optimization strategies, solutions for preventing overstock during the stock-out process have largely relied on end-of-season clearance. This reactive approach frequently yields suboptimal outcomes, thereby underscoring the urgent need for a proactive strategy that empowers managers to implement timely, strategic interventions to mitigate overstock problems. This study introduces time-to-peak-sales as an early warning system for the fast fashion industry, offering a viable method for the early detection of product overstock and establishing criteria for prioritizing unsold inventory that demands immediate managerial attention. Drawing on the product life cycle framework and the distinctive practices inherent in fast fashion, we define time-to-peak sales as the number of weeks required for a product to reach its peak sales, positing that it is positively associated with product overstock. Utilizing data from multiple brands across two distinct datasets, we conduct a comprehensive exploration of fast fashion overstock through comparative analyses, model-free descriptive statistics, and regression analyses. Our findings consistently underscore that time-to-peak-sales is a pivotal metric in inventory management, firmly anchored within the product life cycle framework.

产品库存过剩被广泛认为是快时尚行业盈利能力下降和对环境造成不利影响的主要原因。虽然相当多的注意力都集中在优化库存过程上，包括采用按需制造和库存优化策略，但在缺货过程中防止库存过剩的解决方案在很大程度上依赖于季末清仓。这种被动的方法经常产生次优的结果，因此强调迫切需要一个积极主动的战略，使管理人员能够及时实施战略干预，以减轻库存过剩问题。本研究引入了销售高峰时间作为快速时尚行业的预警系统，为产品库存的早期检测提供了一种可行的方法，并建立了需要立即引起管理注意的未售出库存的优先级标准。根据产品生命周期框架和快时尚固有的独特实践，我们将销售高峰时间定义为产品达到销售高峰所需的周数，假设它与产品库存过剩呈正相关。利用来自两个不同数据集的多个品牌的数据，我们通过比较分析、无模型描述性统计和回归分析对快时尚库存进行了全面的探索。我们的研究结果一致强调，销售达到峰值的时间是库存管理的关键指标，牢固地固定在产品生命周期框架内。

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引用次数: 0

Generating insult from injury: Receiving self improvement gifts causes negative word of mouth 从伤害中产生侮辱：收到自我提升的礼物会导致负面的口碑

IF 10.2 1区管理学 Q1 BUSINESS

Journal of Retailing

Pub Date : 2025-09-01 DOI: 10.1016/j.jretai.2025.04.005

Linnéa M. Chapman , Farnoush Reshadi

Many retailers sell self improvement products – and some market these products as gifts. The present research reveals that doing so could have negative consequences. Five experiments investigated how recipients respond to self improvement gifts offering betterment in terms of physical appearance or communication skills. Results show that those who receive self improvement (vs. non improvement) gifts generate more negative word of mouth about the products they receive, for example, by giving them lower star ratings. This effect is explained by the hurt feelings that recipients of self improvement gifts experience. We identify two ways retailers can attenuate the negative word of mouth stemming from self improvement gifts. First, offering financial incentives when soliciting online reviews reduces gift recipients’ negativity. Second, using a humanized appeal when soliciting online reviews helps prevent negative product review ratings. The present findings have important implications for retailers that sell self improvement products. Specifically, retailers could use financial incentives and humanized review requests to attenuate negative word of mouth, or adjust elements of the marketing mix to nudge consumers away from selecting self improvement products as gifts.

许多零售商出售自我改善产品，有些还把这些产品作为礼品推销。目前的研究表明，这样做可能会产生负面后果。五项实验调查了收礼者对自我提升礼物的反应，这些礼物包括改善外表或沟通技巧。结果显示，那些收到自我提升礼物的人对他们收到的产品产生了更多的负面口碑，例如，给他们较低的星级评价。这种效应可以用接受自我提升礼物的人所经历的伤害感来解释。我们确定了两种方式，零售商可以减轻负面的口碑源于自我提升礼物。首先，在征求在线评论时提供经济奖励可以减少收礼者的消极情绪。其次，在征求在线评论时使用人性化的呼吁有助于防止负面产品评论评级。目前的研究结果对销售自我改善产品的零售商具有重要意义。具体来说，零售商可以使用财政激励和人性化的评论请求来减少负面的口碑，或者调整营销组合的元素，以促使消费者放弃选择自我提升的产品作为礼物。

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引用次数: 0

Promoting product returns? The impact of at-purchase and post-purchase discounts on customers’ return behavior 促进产品退货？购时和购后折扣对顾客退货行为的影响

IF 10.2 1区管理学 Q1 BUSINESS

Journal of Retailing

Pub Date : 2025-09-01 DOI: 10.1016/j.jretai.2025.05.003

Maarten J. Gijsenberg , Tammo H.A. Bijmolt , Christian F. Hirche

Online retailers dynamically adjust product prices, potentially influencing both purchase and return behavior of customers. In particular, price discounts may affect returns not only for purchases made during the discount period (at-purchase discounts) but also for purchases made beforehand if a lower price is observed within the return window (post-purchase discounts). This study examines the impact of both discount types on product returns, using transaction data from a major European generalist online retailer comprising nearly 84 million purchases and over 37 million returns across >300 product categories. Results indicate that at-purchase discounts are associated with a linear decline in return rates, whereas post-purchase discounts above 25 % increase return rates in a non-linear fashion. On average, the adverse effects of post-purchase discounts outweigh the favorable effects of at-purchase discounts for discounts exceeding 40 % (20 %) among customers without (with) discount-driven return experience. These effects vary considerably across product categories, depending on shopping motives, category characteristics, and marketing mix. In the end, retailers should recognize that deep discounts may inadvertently promote product returns.

在线零售商动态调整产品价格，潜在地影响顾客的购买和退货行为。特别是，价格折扣不仅会影响在折扣期间购买的商品的退货（购买时折扣），而且还会影响在退货窗口内观察到较低价格的事先购买的商品（购买后折扣）。本研究考察了两种折扣类型对产品退货的影响，使用了欧洲一家主要的综合性在线零售商的交易数据，其中包括300个产品类别的近8400万次购买和超过3700万次退货。结果表明，在购买折扣与线性下降的回报率，而购买后的折扣超过25%，以非线性的方式增加回报率。平均而言，在没有（有）折扣驱动的退货体验的顾客中，如果折扣超过40%(20%)，购后折扣的不利影响大于购时折扣的有利影响。根据购物动机、品类特征和营销组合，这些影响在不同的产品类别之间差别很大。最后，零售商应该认识到大幅折扣可能会在不经意间促进产品退货。

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引用次数: 0

Unifying or discriminating: Competitive pricing strategies for multi-channel retailers 统一还是区别：多渠道零售商的价格竞争策略

IF 10.2 1区管理学 Q1 BUSINESS

Journal of Retailing

Pub Date : 2025-09-01 DOI: 10.1016/j.jretai.2025.05.002

Kun Zhang , Yue Dai , Gangshu (George) Cai

Multi-channel retailers face a crucial decision of whether to charge the same price online and offline. To examine the competitive pricing strategy, we construct a duopoly model with two multi-channel retailers for which consumers are heterogeneous in their brand preferences. Additionally, consumers have heterogeneous product familiarity and are categorized into informed and uninformed segments. While informed consumers are aware of desirable product variants, uninformed consumers may purchase unfit variants and subsequently return them, which incurs return costs for both themselves and the retailer. Therefore, retailers offer store assistance to help uninformed consumers find their matching products. Our analysis reveals that the equilibrium pricing structure is influenced by two effects: the channel-efficiency effect drives the adoption of uniform pricing when a retailer’s store assistance cost is efficient, while the competition effect drives dual pricing when consumers exhibit weak brand preferences and uniform pricing otherwise. The interaction of these effects leads to both symmetric and asymmetric pricing equilibria. In particular, an asymmetric pricing equilibrium emerges when the channel-efficiency effect favors uniform pricing and the competition effect is significant, and at this asymmetric equilibrium, the uniform pricing retailer can outperform its dual pricing rival by offering a uniform price lower than the online and offline prices of the rival.

多渠道零售商面临着一个至关重要的决定，即是否在线上和线下收取相同的价格。为了研究竞争性定价策略，我们构建了一个双垄断模型，该模型包含两个多渠道零售商，其中消费者的品牌偏好是异质的。此外，消费者对产品的熟悉程度不同，并被分为知情和不知情两类。虽然知情的消费者知道理想的产品变体，但不知情的消费者可能会购买不合适的变体并随后退货，这对他们自己和零售商都产生了退货成本。因此，零售商提供商店协助，帮助不知情的消费者找到他们匹配的产品。我们的分析表明，均衡定价结构受到两种效应的影响：当零售商的门店辅助成本有效时，渠道效率效应推动零售商采用统一定价；当消费者表现出较弱的品牌偏好和统一定价时，竞争效应推动零售商采用双重定价。这些影响的相互作用导致对称和不对称定价均衡。特别是，当渠道效率效应有利于统一定价且竞争效应显著时，就会出现价格不对称均衡，在这种不对称均衡下，统一定价零售商可以通过提供低于竞争对手线上线下价格的统一价格来胜过其双重定价竞争对手。

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引用次数: 0

The illusion of calorie fluency: How metacognitive uncertainty leads to less extreme healthiness perceptions of foods 卡路里流畅的错觉：元认知的不确定性如何导致对食物不那么极端的健康看法

IF 10.2 1区管理学 Q1 BUSINESS

Journal of Retailing

Pub Date : 2025-09-01 DOI: 10.1016/j.jretai.2025.04.003

Deidre Popovich , Ryan Hamilton

Calorie information is frequently displayed in retail settings where food items are purchased, including grocery stores, hypermarkets, restaurants, cafés, convenience stores, and specialty shops. Some types of retailers are legally required to display calorie counts on packaging, menus, or menu boards. Conventional wisdom suggests that as people become more exposed to calorie information, they will make more informed choices and will be better able to judge the healthiness of foods. This research proposes a more nuanced influence of calorie information on consumers’ food evaluations. Specifically, this research hypothesizes that consumers are often overly confident in their ability to use calories to evaluate foods, an illusory fluency that is likely the result of the ubiquity of calorie information. Consistent with this illusory fluency account, this research finds that when consumers attempt to use calorie information in an evaluation or estimation task, the result can create metacognitive uncertainty, resulting in more moderate (i.e., less extreme) evaluations of the healthiness of foods. After trying to utilize their calorie knowledge in judgments or evaluations, consumers subsequently evaluate unhealthy foods as healthier, and healthy foods as less healthy. Nine experiments support the prediction that metacognitive uncertainty in the usage of calorie information in judgments can lead to more moderate evaluations of the healthiness of foods, and less healthy food choices.

卡路里信息经常显示在购买食品的零售场所，包括杂货店、大卖场、餐馆、咖啡厅、便利店和专卖店。法律要求某些类型的零售商在包装、菜单或菜单板上显示卡路里计数。传统观点认为，随着人们越来越多地接触到卡路里信息，他们会做出更明智的选择，也能更好地判断食物的健康程度。这项研究提出了卡路里信息对消费者食品评价的更微妙的影响。具体来说，这项研究假设消费者通常对自己使用卡路里来评估食物的能力过于自信，这种虚幻的流利可能是无处不在的卡路里信息的结果。与这种虚幻的流畅性解释相一致，这项研究发现，当消费者试图在评估或估计任务中使用卡路里信息时，结果可能会产生元认知不确定性，从而导致对食品健康的更温和（即不那么极端）的评估。在试图利用他们的卡路里知识来判断或评估之后，消费者随后将不健康的食品评价为更健康的，而健康的食品评价为不健康的。九项实验支持这样的预测，即在判断中使用卡路里信息的元认知不确定性可能导致对食物健康的更温和的评估，以及更少的健康食品选择。

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引用次数: 0

From rarity to desire: How introducing new limited editions, the immediacy of sellouts, and distribution strategies drive brand repurchase intentions 从稀有到渴望：如何推出新的限量版，销售的即时性和分销策略推动品牌的再购买意愿

IF 10.2 1区管理学 Q1 BUSINESS

Journal of Retailing

Pub Date : 2025-09-01 DOI: 10.1016/j.jretai.2025.04.009

Michael Steiner , Wayne D. Hoyer , Manfred Krafft , Lena Kamp , Christine M. Feddersen-Arden

Limited Editions (LEs) are common in premium markets. Before launching a new LE, managers must decide how many units to produce and, thereby, influence how quickly it sells out. Our research examines (a) how sellout immediacy, (b) a hedonic vs. utilitarian nature of LEs, and (c) distribution strategies (the manufacturer’s app and raffle vs. retailers) influence perceived uniqueness, hedonic, and utilitarian brand value and, finally, brand repurchase intentions. For hedonic LEs, immediate sellouts harm repurchase intentions, whereas non-immediate sellouts do not. Switching to sales via an app and a raffle reduces these negative effects of immediate sellouts. However, for utilitarian LEs, negative outcomes dominate regardless of the sellout immediacy or distribution. These findings highlight that sellouts of utilitarian LEs and immediate sellouts of hedonic LEs are a threat to brand value and repurchase intentions.

限量版（LEs）在高端市场很常见。在推出一种新的LE产品之前，管理者必须决定要生产多少单位，从而影响产品的售罄速度。我们的研究考察了(a)销售即时性，(b) le的享乐与功利性质，以及(c)分销策略（制造商的应用程序和抽奖与零售商）如何影响感知独特性，享乐和功利品牌价值，最后，品牌回购意愿。对于享乐型股票，立即出售会损害回购意图，而非立即出售则不会。转而通过应用程序和抽奖来进行销售，可以减少即时销售带来的负面影响。然而，对于功利主义的le来说，无论是立即出售还是分配，负面结果都占主导地位。这些研究结果强调，功利主义le的销售和享乐主义le的立即销售对品牌价值和再购买意愿构成威胁。

引用次数: 0

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