Journal of Retailing最新文献

英文中文

The impact of brand equity on vertical integration in franchise systems 品牌资产对特许经营系统垂直整合的影响

IF 8 1区管理学 Q1 BUSINESS

Journal of Retailing

Pub Date : 2025-06-01 DOI: 10.1016/j.jretai.2025.01.007

Mohammad Kayed , Manish Kacker , Ruhai Wu , Farhad Sadeh

Brand equity and vertical integration are focal, strategic elements of a franchise system that can profoundly influence franchise performance. Despite the recognized importance of these two strategic levers and the longstanding research interest in the topic, our understanding of the interplay between brand equity and vertical integration (company ownership of outlets) in a franchise system remains incomplete. In this study, we revisit the five-decade-old question of how brand equity affects vertical integration in a franchise system and present some novel, nuanced insights into the topic. Evidence from a Bayesian Panel Vector Autoregressive model on a large panel data set shows that brand equity has a powerful, lagging inverse effect on vertical integration, such that higher brand equity leads to less downstream vertical integration in a franchise system. Reverse causality analyses identify a less pronounced but present reciprocal effect. Boundary conditions analyses reveal that the negative effect of brand equity on vertical integration is weaker in franchise systems with international presence and in retail-focused (vs. service-focused) franchises, and stronger in franchise systems with more financial resources. These findings (a) challenge traditional views (e.g., transaction cost theory, resource-based view, ownership redirection hypothesis) on the topic by demonstrating a negative effect for brand equity on vertical integration in franchise systems and showing that greater financial resources amplify this effect, and (b) shed new light on the intricate dynamics (temporal causation, reverse causation) and contingencies of this debated effect. Managerially, this research draws attention to the underrecognized strategic benefit of brand equity in mitigating channel governance issues and advise against unnecessary vertical integration, especially when brand equity is robust.

品牌资产和垂直整合是特许经营系统的核心战略要素，可以深刻影响特许经营业绩。尽管人们认识到这两种战略杠杆的重要性，并且对该主题的长期研究兴趣，但我们对特许经营系统中品牌资产与垂直整合（公司对门店的所有权）之间相互作用的理解仍然不完整。在本研究中，我们重新审视了品牌资产如何影响特许经营系统中的垂直整合这一50年前的问题，并对该主题提出了一些新颖而细致的见解。基于大型面板数据集的贝叶斯面板向量自回归模型的证据表明，品牌资产对垂直整合具有强大的滞后反向效应，例如，在特许经营系统中，品牌资产越高，下游垂直整合越少。反向因果关系分析确定了不太明显但存在的相互作用。边界条件分析显示，品牌资产对垂直整合的负面影响在具有国际影响力的特许经营体系和以零售为中心（相对于以服务为中心）的特许经营体系中较弱，而在拥有更多财务资源的特许经营体系中较强。这些发现(a)挑战了传统观点（如交易成本理论、资源基础观点、所有权重定向假说），证明了品牌资产对特许经营系统垂直整合的负面影响，并表明更多的财务资源放大了这种影响，(b)对这种有争议的影响的复杂动态（时间因果关系、反向因果关系）和偶然性有了新的认识。在管理方面，本研究提请注意品牌资产在缓解渠道治理问题方面未被充分认识的战略效益，并建议不要进行不必要的垂直整合，尤其是在品牌资产强劲的情况下。

{"title":"The impact of brand equity on vertical integration in franchise systems","authors":"Mohammad Kayed , Manish Kacker , Ruhai Wu , Farhad Sadeh","doi":"10.1016/j.jretai.2025.01.007","DOIUrl":"10.1016/j.jretai.2025.01.007","url":null,"abstract":"<div><div>Brand equity and vertical integration are focal, strategic elements of a franchise system that can profoundly influence franchise performance. Despite the recognized importance of these two strategic levers and the longstanding research interest in the topic, our understanding of the interplay between brand equity and vertical integration (company ownership of outlets) in a franchise system remains incomplete. In this study, we revisit the five-decade-old question of how brand equity affects vertical integration in a franchise system and present some novel, nuanced insights into the topic. Evidence from a Bayesian Panel Vector Autoregressive model on a large panel data set shows that brand equity has a powerful, lagging inverse effect on vertical integration, such that higher brand equity leads to less downstream vertical integration in a franchise system. Reverse causality analyses identify a less pronounced but present reciprocal effect. Boundary conditions analyses reveal that the negative effect of brand equity on vertical integration is weaker in franchise systems with international presence and in retail-focused (vs. service-focused) franchises, and stronger in franchise systems with more financial resources. These findings (a) challenge traditional views (e.g., transaction cost theory, resource-based view, ownership redirection hypothesis) on the topic by demonstrating a negative effect for brand equity on vertical integration in franchise systems and showing that greater financial resources amplify this effect, and (b) shed new light on the intricate dynamics (temporal causation, reverse causation) and contingencies of this debated effect. Managerially, this research draws attention to the underrecognized strategic benefit of brand equity in mitigating channel governance issues and advise against unnecessary vertical integration, especially when brand equity is robust.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 2","pages":"Pages 197-216"},"PeriodicalIF":8.0,"publicationDate":"2025-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144272552","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

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

IF 8 1区管理学 Q1 BUSINESS

Journal of Retailing

Pub Date : 2025-06-01 DOI: 10.1016/S0022-4359(25)00045-4

引用次数: 0

Clear views, clear gains: Exterior transparency's role in increasing consumer entry for retail environments 清晰的观点，清晰的收益：外部透明度在增加零售环境消费者进入方面的作用

IF 8 1区管理学 Q1 BUSINESS

Journal of Retailing

Pub Date : 2025-06-01 DOI: 10.1016/j.jretai.2025.01.005

Kevin L. Sample , Julio Sevilla , Kelly L. Haws

The exterior of retail environments is crucially important for eliciting consumer entrance and traffic, but what drives entry? We examine a prominent design element for every exterior – the level of transparency, proposing that more transparency enhances the informativeness provided to consumers and consequently increases the likelihood of consumer entrance. In contrast, whereas less transparency decreases informativeness about a place, foot traffic for less transparent places can be increased by providing consumers with more information about the interior via other means than transparency (e.g., a floorplan). Alternative information through brand familiarity can also increase entry for more and less transparent places. This proposed process shifts from the traditional emotionally focused paradigm of stimulus-organism-response in environmental psychology and instead recognizes the importance of providing more information within any marketplace interaction, even when it pertains to the built environment. Utilizing varying store types (e.g., retail, restaurants, fitness centers) and modalities (images, virtual reality), our studies provide support for these effects and the underlying mechanism. Consequently, we demonstrate an optimal design configuration of transparency for managerial guidance while providing crucial insights for an under-researched component of retail design.

零售环境的外部环境对于吸引消费者进入和流量至关重要，但是什么驱动进入？我们研究了每个外部的一个重要设计元素——透明度水平，建议更多的透明度提高提供给消费者的信息量，从而增加消费者进入的可能性。相比之下，透明度较低会降低一个地方的信息量，而透明度较低的地方可以通过其他方式（例如，平面图）向消费者提供更多关于内部的信息，从而增加客流量。通过品牌熟悉度获得的替代信息也可以增加透明度或高或低的地方的进入率。这个提议的过程从传统的环境心理学中以情感为中心的刺激-有机体-反应范式转变为认识到在任何市场互动中提供更多信息的重要性，即使它与建筑环境有关。利用不同的商店类型（如零售、餐馆、健身中心）和模式（图像、虚拟现实），我们的研究为这些效应和潜在机制提供了支持。因此，我们为管理指导展示了透明度的最佳设计配置，同时为零售设计的研究不足的组成部分提供了重要的见解。

{"title":"Clear views, clear gains: Exterior transparency's role in increasing consumer entry for retail environments","authors":"Kevin L. Sample , Julio Sevilla , Kelly L. Haws","doi":"10.1016/j.jretai.2025.01.005","DOIUrl":"10.1016/j.jretai.2025.01.005","url":null,"abstract":"<div><div>The exterior of retail environments is crucially important for eliciting consumer entrance and traffic, but what drives entry? We examine a prominent design element for every exterior – the level of transparency, proposing that more transparency enhances the informativeness provided to consumers and consequently increases the likelihood of consumer entrance. In contrast, whereas less transparency decreases informativeness about a place, foot traffic for less transparent places can be increased by providing consumers with more information about the interior via other means than transparency (e.g., a floorplan). Alternative information through brand familiarity can also increase entry for more and less transparent places. This proposed process shifts from the traditional emotionally focused paradigm of stimulus-organism-response in environmental psychology and instead recognizes the importance of providing more information within any marketplace interaction, even when it pertains to the built environment. Utilizing varying store types (e.g., retail, restaurants, fitness centers) and modalities (images, virtual reality), our studies provide support for these effects and the underlying mechanism. Consequently, we demonstrate an optimal design configuration of transparency for managerial guidance while providing crucial insights for an under-researched component of retail design.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 2","pages":"Pages 158-176"},"PeriodicalIF":8.0,"publicationDate":"2025-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144272550","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(’t) touch this: The effect of form realism and product domain in virtual influencer endorsements 不能碰这个：形式现实主义和产品领域在虚拟网红代言中的影响

IF 8 1区管理学 Q1 BUSINESS

Journal of Retailing

Pub Date : 2025-06-01 DOI: 10.1016/j.jretai.2025.04.002

Ozan Ozdemir , Feyzan Karabulut , Paul R. Messinger

The prevalence of virtual agents across various domains has led to the emergence of virtual influencers on social media platforms as computer-generated alternatives to human social media influencers. This research sheds light on the factors that influence virtual influencers’ effectiveness in brand endorsements by examining their form realism and its interaction with the product domain. Four experiments show that virtual influencers’ form realism and the domain (physical vs. non-physical) of the products they endorse affect virtual influencers’ effectiveness as brand endorsers. Virtual influencers with high (vs. low) form realism generate a more positive attitude toward the brand. The underlying process driving this effect is the perceived lack of proximal sensory capabilities of virtual influencers with low form realism compared to those with high form realism. Importantly, there are no differences in brand attitudes for high (vs. low) form realism when virtual influencers endorse products belonging to non-physical (vs. physical) domains, where the proximal sensory capabilities of virtual influencers are less prominent. This research contributes to the literature by examining an emerging influencer type within the brand endorsement context. This research also offers practical implications for retailers regarding selecting the right influencer and crafting effective endorsement campaigns.

虚拟代理在各个领域的流行导致社交媒体平台上出现了虚拟影响者，作为计算机生成的替代人类社交媒体影响者。本研究通过考察虚拟网红的形式现实主义及其与产品领域的互动，揭示了影响虚拟网红在品牌代言中的有效性的因素。四个实验表明，虚拟网红的形式现实性和他们代言的产品的领域（物理和非物理）影响了虚拟网红作为品牌代言人的有效性。具有高形式现实性（相对于低形式现实性）的虚拟网红会对品牌产生更积极的态度。驱动这种效应的潜在过程是，与具有高形式现实感的人相比，具有低形式现实感的虚拟影响者感知到缺乏近端感官能力。重要的是，当虚拟影响者认可属于非物理（与物理）领域的产品时，品牌对高（与低）形式现实性的态度没有差异，其中虚拟影响者的近端感官能力不太突出。本研究通过研究品牌背书背景下的新兴影响者类型，为文献做出了贡献。这项研究也为零售商选择合适的影响者和制定有效的代言活动提供了实际意义。

{"title":"Can(’t) touch this: The effect of form realism and product domain in virtual influencer endorsements","authors":"Ozan Ozdemir , Feyzan Karabulut , Paul R. Messinger","doi":"10.1016/j.jretai.2025.04.002","DOIUrl":"10.1016/j.jretai.2025.04.002","url":null,"abstract":"<div><div>The prevalence of virtual agents across various domains has led to the emergence of virtual influencers on social media platforms as computer-generated alternatives to human social media influencers. This research sheds light on the factors that influence virtual influencers’ effectiveness in brand endorsements by examining their form realism and its interaction with the product domain. Four experiments show that virtual influencers’ form realism and the domain (physical vs. non-physical) of the products they endorse affect virtual influencers’ effectiveness as brand endorsers. Virtual influencers with high (vs. low) form realism generate a more positive attitude toward the brand. The underlying process driving this effect is the perceived lack of proximal sensory capabilities of virtual influencers with low form realism compared to those with high form realism. Importantly, there are no differences in brand attitudes for high (vs. low) form realism when virtual influencers endorse products belonging to non-physical (vs. physical) domains, where the proximal sensory capabilities of virtual influencers are less prominent. This research contributes to the literature by examining an emerging influencer type within the brand endorsement context. This research also offers practical implications for retailers regarding selecting the right influencer and crafting effective endorsement campaigns.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 2","pages":"Pages 298-310"},"PeriodicalIF":8.0,"publicationDate":"2025-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144272577","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

Artificial intelligence versus human service agents: How their presence shapes consumer information privacy concerns 人工智能与人工服务代理：它们的存在如何影响消费者信息隐私问题

IF 8 1区管理学 Q1 BUSINESS

Journal of Retailing

Pub Date : 2025-04-02 DOI: 10.1016/j.jretai.2025.03.003

Stefanie Sohn , Lauren Labrecque , Dominik Siemon , Stefan Morana

Service agents act on behalf of retailers to interact with consumers. Agents’ service delivery requires information from consumers, which may raise consumers’ concerns about their information privacy. While previous research has linked service agents’ presence to perceptions of being watched, little is known about how artificial intelligence (AI) (vs. human) agents’ passive or mere presence affects consumer information privacy concerns—a gap this research aims to address. In a series of experimental studies and drawing on reactance theory, we find that consumers express lesser privacy concerns in the presence of AI (vs. human) service agents, which in turn leads to a greater willingness to share personal information and increased intention to engage with the retailer. To explain this effect, we identify consumers’ perceptions of service agents’ power: consumers perceive AI (vs. human) agents as having less power over them and therefore have lesser privacy concerns. The findings are consistent across various retailer types (e.g., florists, home décor, food, pharmacy) and diverse participant groups. In addition, we identify two boundary conditions of this effect: the trustworthiness of service agents and the timing of their presence (before or after a purchase). Understanding these elements can help retailers effectively manage privacy concerns and strategically determine the presence of different types of service agents.

服务代理代表零售商与消费者互动。代理商的服务提供需要消费者提供信息，这可能会引起消费者对其信息隐私的担忧。虽然之前的研究将服务代理的存在与被监视的感觉联系起来，但对于人工智能（AI）代理的被动或仅仅存在如何影响消费者的信息隐私关注，我们知之甚少，这是本研究旨在解决的一个空白。在一系列的实验研究和利用抗拒理论中，我们发现消费者在人工智能（相对于人类）服务代理的存在下表达的隐私担忧较少，这反过来又导致了更大的分享个人信息的意愿，并增加了与零售商互动的意愿。为了解释这种影响，我们确定了消费者对服务代理权力的看法：消费者认为人工智能（相对于人类）代理对他们的权力较小，因此对隐私的担忧较少。调查结果在不同类型的零售商（如花店、家庭用品、食品、药房）和不同的参与者群体中都是一致的。此外，我们确定了这种效应的两个边界条件：服务代理的可信度和他们出现的时间（在购买之前或之后）。了解这些因素可以帮助零售商有效地管理隐私问题，并战略性地确定不同类型服务代理的存在。

{"title":"Artificial intelligence versus human service agents: How their presence shapes consumer information privacy concerns","authors":"Stefanie Sohn , Lauren Labrecque , Dominik Siemon , Stefan Morana","doi":"10.1016/j.jretai.2025.03.003","DOIUrl":"10.1016/j.jretai.2025.03.003","url":null,"abstract":"<div><div>Service agents act on behalf of retailers to interact with consumers. Agents’ service delivery requires information from consumers, which may raise consumers’ concerns about their information privacy. While previous research has linked service agents’ presence to perceptions of being watched, little is known about how artificial intelligence (AI) (vs. human) agents’ passive or mere presence affects consumer information privacy concerns—a gap this research aims to address. In a series of experimental studies and drawing on reactance theory, we find that consumers express lesser privacy concerns in the presence of AI (vs. human) service agents, which in turn leads to a greater willingness to share personal information and increased intention to engage with the retailer. To explain this effect, we identify consumers’ perceptions of service agents’ power: consumers perceive AI (vs. human) agents as having less power over them and therefore have lesser privacy concerns. The findings are consistent across various retailer types (e.g., florists, home décor, food, pharmacy) and diverse participant groups. In addition, we identify two boundary conditions of this effect: the trustworthiness of service agents and the timing of their presence (before or after a purchase). Understanding these elements can help retailers effectively manage privacy concerns and strategically determine the presence of different types of service agents.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 2","pages":"Pages 263-278"},"PeriodicalIF":8.0,"publicationDate":"2025-04-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144272575","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

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

IF 8 1区管理学 Q1 BUSINESS

Journal of Retailing

Pub Date : 2025-03-18 DOI: 10.1016/S0022-4359(25)00018-1

引用次数: 0

Paving the way for responsible retailing 为负责任的零售业铺平道路

IF 8 1区管理学 Q1 BUSINESS

Journal of Retailing

Pub Date : 2025-03-05 DOI: 10.1016/j.jretai.2025.02.006

Niels Holtrop, Lara Lobschat, Anne ter Braak

引用次数: 0

Lessons learned from the Kroger-Albertsons merger case 从克罗格-艾伯森合并案中吸取的教训

IF 8 1区管理学 Q1 BUSINESS

Journal of Retailing

Pub Date : 2025-02-27 DOI: 10.1016/j.jretai.2025.02.005

Edward J. Fox , Joe Bourdage , Justin LaTorraca , Laura O'Laughlin , Marcello Santana

By synthesizing the findings and supporting evidence from the Kroger-Albertsons merger case—the largest proposed supermarket merger in history—and the Court's preliminary injunction ruling, this paper offers insights into the key drivers of supermarket competition today (circa 2025). We identify and explain the drivers of supermarket competition today using the preliminary injunction ruling as a guide. Supermarket competition has been heavily influenced by information technology and the resulting increases in retailer capabilities and consumers’ digital engagement, in addition to other brand and product factors, not all of which have been well studied. We also highlight changes in the drivers of supermarket competition from previous grocery retail studies, in particular changes that are not yet well documented in academic literature. The article concludes with proposed topics for future research in supermarket competition.

通过综合克罗格-艾伯森合并案（历史上最大的拟议超市合并案）的调查结果和支持证据，以及法院的初步禁令裁决，本文提供了对今天（大约2025年）超市竞争的关键驱动因素的见解。我们以初步禁令裁决为指导，识别和解释今天超市竞争的驱动因素。除了其他品牌和产品因素外，信息技术以及由此带来的零售商能力和消费者数字参与度的提高严重影响了超市的竞争，但并非所有这些因素都得到了很好的研究。我们还强调了从以前的杂货零售研究中超市竞争驱动因素的变化，特别是尚未在学术文献中得到很好记录的变化。文章最后提出了未来超市竞争研究的课题。

引用次数: 0

Optimal exclusivity strategy for digital service on competing platforms with different installed bases 不同安装基础的竞争平台上数字服务的最优独占策略

IF 8 1区管理学 Q1 BUSINESS

Journal of Retailing

Pub Date : 2025-02-01 DOI: 10.1016/j.jretai.2025.01.004

Zheng Chai , Nan Feng , Harry Jiannan Wang , Haiyang Feng

Exclusive digital services are increasingly prevalent on growing digital service platforms. This study explores the optimal exclusivity strategy for digital service developers and examines the negotiation of licensing fees in exclusive agreements between developers and platforms. We develop a game-theoretic model in which a developer offers a digital service to consumers through competing platforms, one of which is superior in terms of installed base and bargaining power in negotiations with the developer. One interesting finding is that the inferior platform may pay a lower licensing fee to the developer than the superior platform when the difference in their installed bases is small. As the superior platform's installed base grows, its equilibrium licensing fee increases if its bargaining power is low but decreases if it is high. Furthermore, our analysis reveals that exclusivity on the superior platform is more profitable for the developer when the inferior platform's installed base is sufficiently small. Conversely, when the inferior platform's installed base is large, the developer prefers exclusivity on the inferior platform if the number of new consumers is sufficiently large, and non-exclusivity otherwise. Finally, we find that consumer surplus is always highest under the non-exclusivity strategy, while social welfare reaches its maximum under the non-exclusivity strategy only when the platform with lower intrinsic value has a sufficiently large installed base.

在不断发展的数字服务平台上，独家数字服务越来越普遍。本研究探讨了数字服务开发商的最佳排他性策略，并考察了开发商和平台之间排他性协议中的授权费用谈判。我们开发了一个博弈论模型，在这个模型中，开发商通过竞争平台向消费者提供数字服务，其中一个平台在安装基础和与开发商谈判的议价能力方面具有优势。一个有趣的发现是，当安装基础差异很小时，较差的平台向开发者支付的授权费用可能比较好的平台低。随着优势平台安装量的增加，其议价能力较低时，其均衡许可费增加，议价能力较高时，其均衡许可费减少。此外，我们的分析显示，当劣势平台的安装基础足够小时，优势平台的排他性对开发商来说更有利可图。相反，当劣势平台的安装基础很大时，如果新用户数量足够大，开发者更愿意独占劣势平台，反之则不愿独占。最后，我们发现在非排他性策略下，消费者剩余总是最高的，而在非排他性策略下，只有当内在价值较低的平台拥有足够大的安装基数时，社会福利才会达到最大。

{"title":"Optimal exclusivity strategy for digital service on competing platforms with different installed bases","authors":"Zheng Chai , Nan Feng , Harry Jiannan Wang , Haiyang Feng","doi":"10.1016/j.jretai.2025.01.004","DOIUrl":"10.1016/j.jretai.2025.01.004","url":null,"abstract":"<div><div>Exclusive digital services are increasingly prevalent on growing digital service platforms. This study explores the optimal exclusivity strategy for digital service developers and examines the negotiation of licensing fees in exclusive agreements between developers and platforms. We develop a game-theoretic model in which a developer offers a digital service to consumers through competing platforms, one of which is superior in terms of installed base and bargaining power in negotiations with the developer. One interesting finding is that the inferior platform may pay a lower licensing fee to the developer than the superior platform when the difference in their installed bases is small. As the superior platform's installed base grows, its equilibrium licensing fee increases if its bargaining power is low but decreases if it is high. Furthermore, our analysis reveals that exclusivity on the superior platform is more profitable for the developer when the inferior platform's installed base is sufficiently small. Conversely, when the inferior platform's installed base is large, the developer prefers exclusivity on the inferior platform if the number of new consumers is sufficiently large, and non-exclusivity otherwise. Finally, we find that consumer surplus is always highest under the non-exclusivity strategy, while social welfare reaches its maximum under the non-exclusivity strategy only when the platform with lower intrinsic value has a sufficiently large installed base.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 1","pages":"Pages 120-137"},"PeriodicalIF":8.0,"publicationDate":"2025-02-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143644974","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

The influence of the buy-now-pay-later payment mode on consumer spending decisions 先买后付的支付模式对消费者支出决策的影响

IF 8 1区管理学 Q1 BUSINESS

Journal of Retailing

Pub Date : 2025-01-31 DOI: 10.1016/j.jretai.2025.01.003

Rhys Ashby , Shahin Sharifi , Jun Yao , Lawrence Ang

Buy-now-pay-later, a rapidly growing payment mode, facilitates short-term deferral of payment by several installments without interest or fees. Although consumers and payment providers claim that buy-now-pay-later influences spending, existing research does not fully explain how or why. Purchase transaction data and a series of experiments demonstrate greater consumer spending with buy-now-pay-later compared to other payment modes. This research contributes an underlying process that explains how and why buy-now-pay-later increases consumer spending. The presentation of installment prices (i.e., the amount paid per installment) with buy-now-pay-later lowers consumers’ perception of purchase expensiveness, which increases spending. However, presenting installment prices does not affect spending with other payment modes. Furthermore, the number of installments, the magnitude of the first installment, and the presence of the installment price moderate the effect of buy-now-pay-later, demonstrating how installment prices affect consumer spending. Taken together, the findings provide opportunities for retailers to increase consumers’ spending and actionable insights for policymakers to protect consumers.

现在买，以后付，这是一种快速发展的付款方式，通过几次分期付款，可以在没有利息或费用的情况下短期延期付款。尽管消费者和支付提供商声称，先买后付会影响消费，但现有的研究并没有完全解释如何或为什么。购买交易数据和一系列实验表明，与其他支付模式相比，先买后付的消费者支出更多。这项研究提供了一个潜在的过程，解释了如何以及为什么先买后付会增加消费者的支出。用“先买后付”的方式来呈现分期付款价格（即每期支付的金额）会降低消费者对购买昂贵的感觉，从而增加支出。但是，提供分期付款价格并不影响使用其他支付方式进行消费。此外，分期付款的数量、第一次付款的大小和分期付款价格的存在调节了“先买后付”的效应，表明分期付款价格如何影响消费者支出。综上所述，这些发现为零售商提供了增加消费者支出的机会，也为政策制定者提供了保护消费者的可行见解。

{"title":"The influence of the buy-now-pay-later payment mode on consumer spending decisions","authors":"Rhys Ashby , Shahin Sharifi , Jun Yao , Lawrence Ang","doi":"10.1016/j.jretai.2025.01.003","DOIUrl":"10.1016/j.jretai.2025.01.003","url":null,"abstract":"<div><div>Buy-now-pay-later, a rapidly growing payment mode, facilitates short-term deferral of payment by several installments without interest or fees. Although consumers and payment providers claim that buy-now-pay-later influences spending, existing research does not fully explain how or why. Purchase transaction data and a series of experiments demonstrate greater consumer spending with buy-now-pay-later compared to other payment modes. This research contributes an underlying process that explains how and why buy-now-pay-later increases consumer spending. The presentation of installment prices (i.e., the amount paid per installment) with buy-now-pay-later lowers consumers’ perception of purchase expensiveness, which increases spending. However, presenting installment prices does not affect spending with other payment modes. Furthermore, the number of installments, the magnitude of the first installment, and the presence of the installment price moderate the effect of buy-now-pay-later, demonstrating how installment prices affect consumer spending. Taken together, the findings provide opportunities for retailers to increase consumers’ spending and actionable insights for policymakers to protect consumers.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 1","pages":"Pages 103-119"},"PeriodicalIF":8.0,"publicationDate":"2025-01-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143644810","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":1,"RegionCategory":"管理学","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"OA","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}

引用次数: 0

首页上一页

下一页尾页

类型

全部化学•材料生命科学医学物理工程技术环境•农林材料科学地球科学法学管理学化学环境科学与生态学计算机科学教育学经济学农林科学人文科学生物学数学物理与天体物理心理学综合性期刊其他工业工程理学历史学农学文学信息工程

数据库

全部 ACS Publications Elsevier ieeexplore Springer The Royal Society of Chemistry Wiley

期刊

Journal of Retailing

全部 Acc. Chem. Res. ACS Applied Bio Materials ACS Appl. Electron. Mater. ACS Appl. Energy Mater. ACS Appl. Mater. Interfaces ACS Appl. Nano Mater. ACS Appl. Polym. Mater. ACS BIOMATER-SCI ENG ACS Catal. ACS Cent. Sci. ACS Chem. Biol. ACS Chemical Health & Safety ACS Chem. Neurosci. ACS Comb. Sci. ACS Earth Space Chem. ACS Energy Lett. ACS Infect. Dis. ACS Macro Lett. ACS Mater. Lett. ACS Med. Chem. Lett. ACS Nano ACS Omega ACS Photonics ACS Sens. ACS Sustainable Chem. Eng. ACS Synth. Biol. Anal. Chem. BIOCHEMISTRY-US Bioconjugate Chem. BIOMACROMOLECULES Chem. Res. Toxicol. Chem. Rev. Chem. Mater. CRYST GROWTH DES ENERG FUEL Environ. Sci. Technol. Environ. Sci. Technol. Lett. Eur. J. Inorg. Chem. IND ENG CHEM RES Inorg. Chem. J. Agric. Food. Chem. J. Chem. Eng. Data J. Chem. Educ. J. Chem. Inf. Model. J. Chem. Theory Comput. J. Med. Chem. J. Nat. Prod. J PROTEOME RES J. Am. Chem. Soc. LANGMUIR MACROMOLECULES Mol. Pharmaceutics Nano Lett. Org. Lett. ORG PROCESS RES DEV ORGANOMETALLICS J. Org. Chem. J. Phys. Chem. J. Phys. Chem. A J. Phys. Chem. B J. Phys. Chem. C J. Phys. Chem. Lett. Analyst Anal. Methods Biomater. Sci. Catal. Sci. Technol. Chem. Commun. Chem. Soc. Rev. CHEM EDUC RES PRACT CRYSTENGCOMM Dalton Trans. Energy Environ. Sci. ENVIRON SCI-NANO ENVIRON SCI-PROC IMP ENVIRON SCI-WAT RES Faraday Discuss. Food Funct. Green Chem. Inorg. Chem. Front. Integr. Biol. J. Anal. At. Spectrom. J. Mater. Chem. A J. Mater. Chem. B J. Mater. Chem. C Lab Chip Mater. Chem. Front. Mater. Horiz. MEDCHEMCOMM Metallomics Mol. Biosyst. Mol. Syst. Des. Eng. Nanoscale Nanoscale Horiz. Nat. Prod. Rep. New J. Chem. Org. Biomol. Chem. Org. Chem. Front. PHOTOCH PHOTOBIO SCI PCCP Polym. Chem.

﹀