International Journal of Research in Marketing最新文献_第2页

Decision support system development for store flyer space allocation: Leveraging own- and cross-category sales effects 为商店传单空间分配开发决策支持系统：利用自有和跨品类销售效应

IF 5.9 2区管理学

International Journal of Research in Marketing Pub Date : 2025-03-01 DOI: 10.1016/j.ijresmar.2024.07.002

Saeid Vafainia , Robert P. Rooderkerk , Els Breugelmans , Tammo H.A. Bijmolt

{"title":"Decision support system development for store flyer space allocation: Leveraging own- and cross-category sales effects","authors":"Saeid Vafainia , Robert P. Rooderkerk , Els Breugelmans , Tammo H.A. Bijmolt","doi":"10.1016/j.ijresmar.2024.07.002","DOIUrl":"10.1016/j.ijresmar.2024.07.002","url":null,"abstract":"<div><div>Print store flyers that feature retailer assortments remain a key retail marketing communication tool, making their space allocation among various product categories a vital decision. Academic research on store flyers has mostly taken a descriptive approach, focused on grocery settings where a large number of (often competing) categories are promoted, neglecting cross-category flyer space effects. We advance the literature by addressing how a <em>non-grocery</em> retailer can best allocate space in a <em>showcase</em> flyer intended to highlight the assortment of a <em>few</em> categories, with the aim of maximizing total store revenue. For this purpose, we have developed a dynamic Decision Support System (DSS) handling own- and cross-category flyer space effects on sales. Our DSS features two components: (1) a sales response model and (2) a store flyer space allocation tool that enlists a custom-built Large Neighborhood Search heuristic to solve the store flyer space allocation problem in less than a minute. Dynamics are captured using time-varying baseline estimates that yield optimal flyers to serve different seasons by limiting the level of overlap in subsequent flyers within the same season. In an empirical application for a furniture and home goods retailer, our optimization generates an overall average expected sales improvement of 13.0% versus this retailer’s actual flyers. By exploiting cross-category effects, store flyers become more thematic as they concentrate on one or two departments.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"42 1","pages":"Pages 113-132"},"PeriodicalIF":5.9,"publicationDate":"2025-03-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141839115","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"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

Does the online direct channel cannibalize or synergize the retail Network? The moderating impact of retailer competitive strength 网上直销渠道会蚕食还是协同零售网络？零售商竞争实力的调节作用

IF 5.9 2区管理学

International Journal of Research in Marketing Pub Date : 2025-03-01 DOI: 10.1016/j.ijresmar.2024.08.001

Michiel Van Crombrugge , Niels Holtrop , Kathleen Cleeren , Els Breugelmans

{"title":"Does the online direct channel cannibalize or synergize the retail Network? The moderating impact of retailer competitive strength","authors":"Michiel Van Crombrugge , Niels Holtrop , Kathleen Cleeren , Els Breugelmans","doi":"10.1016/j.ijresmar.2024.08.001","DOIUrl":"10.1016/j.ijresmar.2024.08.001","url":null,"abstract":"<div><div>Manufacturers in the retailing sector extensively use online sales points of their own, known as online direct channels. This form of manufacturer encroachment offers consumers the possibility to purchase directly from the manufacturer and hence may cannibalize retailer sales. However, it may also create synergy effects by increasing brand awareness, which may create additional retailer sales. In this research, we investigate the cannibalistic versus synergetic nature of the relationship between an established online direct channel and the retail network and assess whether retailer characteristics related to competitive strength impact this relationship. Using unique sales data from the toy industry and vector autoregressive modeling, we find that the short-term cross-channel price elasticity of online direct channels on retailer sales is negative and significant, indicating a synergetic relationship on average. However, the impact is heterogenous across retailers. Our analysis reveals that acquisition utility components of competitive strength, such as price and innovativeness, especially for large items, can enhance synergetic effects and mitigate the risk of cannibalization. Transaction utility components, such as online presence or the number of physical stores, do not play a moderating role.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"42 1","pages":"Pages 171-191"},"PeriodicalIF":5.9,"publicationDate":"2025-03-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141945413","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"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

Enhanced sales forecasting model using textual search data: Fusing dynamics with big data 利用文本搜索数据增强销售预测模型：动态与大数据的融合

IF 5.9 2区管理学

International Journal of Research in Marketing Pub Date : 2024-12-01 DOI: 10.1016/j.ijresmar.2024.05.007

Abhishek Borah , Oliver Rutz

{"title":"Enhanced sales forecasting model using textual search data: Fusing dynamics with big data","authors":"Abhishek Borah , Oliver Rutz","doi":"10.1016/j.ijresmar.2024.05.007","DOIUrl":"10.1016/j.ijresmar.2024.05.007","url":null,"abstract":"<div><div>Forecasting sales is an essential marketing function, and, for most businesses, sales are driven by own and competitive activities. Most firms use their own marketing efforts or a selection of their competitor’s marketing efforts for forecasting sales. Due to data availability limitations, data on the full set of competitors are rarely used when forecasting sales. The emergence of online search data provides access to a novel data source on own as well as never-before observed competitive activities. We propose a novel regularized dynamic forecasting model utilizing all available competitive search data in a market vs. constructing ad-hoc and potentially subjective smaller competitive sets. Our model addresses the inherent statistical issue that arises when including a large number of competitive effects and parsimoniously utilizes all competitive data. We demonstrate our model using data from the US automobile industry over a twelve-year period and forecast car-model sales for 14 exemplary car-models utilizing multiple search measures for all 374 potential competitive car-models. We show that our model fits and forecasts sales better than models not leveraging the full competitive search data, e.g., using subjective sets of relevant competitors or narrowly defined category competitors. We also find that market research done via novel large-language models (also called LLMs) to obtain a narrower set of competitors does not outperform our proposed model that includes the full set of competitors.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"41 4","pages":"Pages 632-647"},"PeriodicalIF":5.9,"publicationDate":"2024-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141528969","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"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

More transactions but a lower average transaction value: How mobile payment apps influence consumer purchases through time-savings 更多的交易，但更低的平均交易价值：移动支付应用如何通过节省时间影响消费者的购买

IF 5.9 2区管理学

International Journal of Research in Marketing Pub Date : 2024-12-01 DOI: 10.1016/j.ijresmar.2024.08.004

Steven Qiang Lu , Koen Pauwels

引用次数: 0

The role of performance reward discrepancies in driving dealers’ servitization 绩效奖励差异在推动经销商服务化方面的作用

IF 5.9 2区管理学

International Journal of Research in Marketing Pub Date : 2024-12-01 DOI: 10.1016/j.ijresmar.2024.01.001

Peng Wang , Maggie Chuoyan Dong

{"title":"The role of performance reward discrepancies in driving dealers’ servitization","authors":"Peng Wang , Maggie Chuoyan Dong","doi":"10.1016/j.ijresmar.2024.01.001","DOIUrl":"10.1016/j.ijresmar.2024.01.001","url":null,"abstract":"<div><div><span>Although servitization is increasingly popular in manufacturing industries, little is known about how manufacturers can compel their dealers to cooperate with the servitization process to the same degree. Drawing on social comparison theory, we propose that a dealer will adjust its servitization level according to the </span><em>reward discrepancy</em>, or the difference between its annual reward, allocated by the manufacturer depending on the dealer’s performance in the past year, and the reference level in the distribution network. We empirically test this hypothesis with a unique archival dataset of the dealer network of a major automobile manufacturer and supplement it with a scenario-based experiment as a robustness check. We find a significant association between a dealer’s reward discrepancy and servitization, such that the more the dealer’s reward exceeds (falls below) the average, the more the dealer tends to increase (decrease) its engagement in service relative to sales<em>.</em> The findings are robust, with the average being defined in either the national or local scope. This research offers important implications for managers of both manufacturers and dealers.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"41 4","pages":"Pages 671-686"},"PeriodicalIF":5.9,"publicationDate":"2024-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139372959","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"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 contingent effects of innovative digital sales technologies on B2B firms’ financial performance 创新数字销售技术对 B2B 企业财务业绩的或然效应

IF 5.9 2区管理学

International Journal of Research in Marketing Pub Date : 2024-12-01 DOI: 10.1016/j.ijresmar.2024.05.004

Maximilian Friess , Till Haumann , Sascha Alavi , Alexandru Ionut Oproiescu , Christian Schmitz , Jan Wieseke

{"title":"The contingent effects of innovative digital sales technologies on B2B firms’ financial performance","authors":"Maximilian Friess , Till Haumann , Sascha Alavi , Alexandru Ionut Oproiescu , Christian Schmitz , Jan Wieseke","doi":"10.1016/j.ijresmar.2024.05.004","DOIUrl":"10.1016/j.ijresmar.2024.05.004","url":null,"abstract":"<div><div>Business-to-business (B2B) firms make large investments to implement innovative digital sales technology (IDST) in the hope of increasing firm performance. While marketing research generally indicates that these investments should pay off, recent experiences from managerial practice suggest that such beneficial payoffs may not necessarily arise. To examine the effects of implementing IDSTs on B2B firm performance, we differentiate between customer-sensing and customer-linking IDSTs: while customer-sensing IDST has the primary purpose of identifying new sales opportunities (e.g., predictive analytics) early within the B2B sales funnel, the purpose of customer-linking IDST (e.g., augmented reality application) is to close sales opportunities. The results of a multi-data study involving 314 B2B firms confirm that implementing customer-sensing and customer-linking IDST can exhibit a complementary, positive effect on firm profit, but this effect strongly varies with the sales task environment in terms of firms’ offering and demand complexity. In unfavorable conditions, extensive digitalization in B2B sales can even harm firm profit. These findings contribute to sales technology research and the literature on marketing capabilities and guide managers on how to ensure successful sales digitalization.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"41 4","pages":"Pages 703-723"},"PeriodicalIF":5.9,"publicationDate":"2024-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141144572","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"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

This is not mine anymore: The dark side of collaborative consumption 这不再是我的了合作消费的阴暗面

IF 5.9 2区管理学

International Journal of Research in Marketing Pub Date : 2024-12-01 DOI: 10.1016/j.ijresmar.2024.05.002

Bo Huang , Anshu Suri , Ali Tezer , Sylvain Sénécal

{"title":"This is not mine anymore: The dark side of collaborative consumption","authors":"Bo Huang , Anshu Suri , Ali Tezer , Sylvain Sénécal","doi":"10.1016/j.ijresmar.2024.05.002","DOIUrl":"10.1016/j.ijresmar.2024.05.002","url":null,"abstract":"<div><div>Extant research on collaborative consumption in the sharing economy generally focuses on consumers (those who consume such services) while overlooking an important actor: the peer service providers (those who provide these services by sharing their resources with other consumers). Through four studies, we show a potential detrimental side effect of collaborative consumption. Specifically, our results suggest that for peer service providers, sharing their assets leads to a greater perceived loss of psychological ownership of these assets. This phenomenon thus results in a potentially unsustainable outcome: faster disposal of the shared assets. The authors further show that this effect disappears when the asset is shared with in-group (vs. out-group) members. Lastly, the authors offer a practical and easily implementable solution that could avert this potentially detrimental phenomenon: To encourage service providers to personalize their assets, which restores their perceived psychological ownership. Together, these results advance the literature on the dark side of collaborative consumption and offer managerial insights into mitigating strategies.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"41 4","pages":"Pages 616-631"},"PeriodicalIF":5.9,"publicationDate":"2024-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141131127","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"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

Loss framing increases entity theorists’ vaccine uptake 损失框架增加了实体理论家的疫苗接种率

IF 5.9 2区管理学

International Journal of Research in Marketing Pub Date : 2024-12-01 DOI: 10.1016/j.ijresmar.2024.04.002

Shaobo (Kevin) Li , Nuoya Chen , Elaine Chan , Yang (Jenny) Guo

{"title":"Loss framing increases entity theorists’ vaccine uptake","authors":"Shaobo (Kevin) Li , Nuoya Chen , Elaine Chan , Yang (Jenny) Guo","doi":"10.1016/j.ijresmar.2024.04.002","DOIUrl":"10.1016/j.ijresmar.2024.04.002","url":null,"abstract":"<div><div>Although vaccination is an effective way to protect individuals against contagious diseases (e.g., COVID-19 and influenza), vaccine hesitancy remains widespread. This research seeks to understand why some individuals are hesitant to be vaccinated and proposes communication strategies to increase their vaccine uptake. Specifically, we examine how individuals’ implicit theory orientation (entity vs. incremental) drives their vaccine hesitancy and how different message framing techniques (gain vs. loss) can mitigate this tendency and increase vaccine uptake. Across six studies (N = 2,773, among which three studies were pre-registered), we demonstrate that entity (vs. incremental) theorists exhibit lower intentions for vaccination against various contagious diseases. Moreover, entity theorists’ vaccination intentions were higher when framing the consequences of not getting vaccinated as a loss than framing the benefits of getting vaccinated as a gain. In contrast, message framing does not affect incremental theorists’ intentions for vaccination. In conclusion, this research enhances our understanding of factors influencing vaccine uptake, sheds light on the interaction between implicit theory orientation and message framing in the context of infectious diseases and offers practical communication strategies for health officials and policymakers to address vaccine hesitancy.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"41 4","pages":"Pages 745-760"},"PeriodicalIF":5.9,"publicationDate":"2024-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140590201","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"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

Editorial: Diversity, Innovation, Speed: Why IJRM 多样性、创新、速度：为什么 IJRM

IF 5.9 2区管理学

International Journal of Research in Marketing Pub Date : 2024-12-01 DOI: 10.1016/j.ijresmar.2024.06.005

Koen Pauwels , Eric Arnould , Sharon Ng , Stefan Wuyts

引用次数: 0

Does bigger still mean better? How digital transformation affects the market share–profitability relationship 越大越好吗？数字化转型如何影响市场份额与盈利能力之间的关系

IF 5.9 2区管理学

International Journal of Research in Marketing Pub Date : 2024-12-01 DOI: 10.1016/j.ijresmar.2024.01.004

Felix Anton Sklenarz , Alexander Edeling , Alexander Himme , Julian R.K. Wichmann

{"title":"Does bigger still mean better? How digital transformation affects the market share–profitability relationship","authors":"Felix Anton Sklenarz , Alexander Edeling , Alexander Himme , Julian R.K. Wichmann","doi":"10.1016/j.ijresmar.2024.01.004","DOIUrl":"10.1016/j.ijresmar.2024.01.004","url":null,"abstract":"<div><div>Extensive research has examined the effect of market share on profitability and, in general, has found a significantly positive relationship between the two metrics. However, this article demonstrates that the digital transformation of companies has substantially altered this relationship and its underlying mechanisms. The authors first theoretically develop the different influences of digital transformation on the traditional market share–profitability framework. Subsequently, they estimate a firm–profitability model based on a sample of 6,389 observations from 824 U.S. firms over 25 years that accounts for companies’ degree of digital transformation by text mining their financial statements using a self-developed and validated dictionary. The authors find a significantly negative interaction between the degree of digital transformation of a company and the impact of market share on profitability. However, they also show that this effect is moderated by i) a firm’s digital transformation emphasis (i.e., digital transformation of internal vs. external processes; digital transformation through platformization), ii) a firm’s general strategic emphasis (value appropriation relative to value creation), and iii) a firm’s general market environment (B2C versus B2B). The findings suggest that managers and investors of digital companies should exercise caution when relying on market share as a metric for performance.</div></div>","PeriodicalId":48298,"journal":{"name":"International Journal of Research in Marketing","volume":"41 4","pages":"Pages 648-670"},"PeriodicalIF":5.9,"publicationDate":"2024-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139580120","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":2,"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