Journal of Retailing最新文献

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

IF 8 1区管理学

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

{"title":"Sell on, sell to, or sell through: The sales performance implications of brand-platform selling arrangements","authors":"Hao Wang , Valerie Good , Joon Ho Lim , Ming-Huei Hsieh","doi":"10.1016/j.jretai.2024.09.003","DOIUrl":"10.1016/j.jretai.2024.09.003","url":null,"abstract":"<div><div>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 <em>to</em> the platform for resale), 3P (a brand manufacturer sells <em>on</em> the platform), and 2P (a brand manufacturer sells <em>through</em> 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.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"100 4","pages":"Pages 583-601"},"PeriodicalIF":8.0,"publicationDate":"2024-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143181149","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

Explaining physical retail store closures in digital times

IF 8 1区管理学

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

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

{"title":"Explaining physical retail store closures in digital times","authors":"Ann-Kristin Kupfer , André Marchand , Thorsten Hennig-Thurau","doi":"10.1016/j.jretai.2024.07.001","DOIUrl":"10.1016/j.jretai.2024.07.001","url":null,"abstract":"<div><div>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.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"100 4","pages":"Pages 512-531"},"PeriodicalIF":8.0,"publicationDate":"2024-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143181153","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

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

IF 8 1区管理学

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

{"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

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

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

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

Haijiao Shi , Rong Chen , Bingqing (Miranda) Yin

{"title":"Thoughtful or thoughtless? Asymmetric attitudes of gift-givers and gift-recipients toward overpackaged gifts","authors":"Haijiao Shi , Rong Chen , Bingqing (Miranda) Yin","doi":"10.1016/j.jretai.2024.10.002","DOIUrl":"10.1016/j.jretai.2024.10.002","url":null,"abstract":"<div><div>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.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"100 4","pages":"Pages 656-672"},"PeriodicalIF":8.0,"publicationDate":"2024-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143181159","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

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

IF 8 1区管理学

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

Yongheng Liang , Yunlu Yin , Qian Xu

{"title":"Decoding consumer resistance to near-expired products: The role of social stereotyping","authors":"Yongheng Liang , Yunlu Yin , Qian Xu","doi":"10.1016/j.jretai.2024.09.005","DOIUrl":"10.1016/j.jretai.2024.09.005","url":null,"abstract":"<div><div>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.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"100 4","pages":"Pages 618-634"},"PeriodicalIF":8.0,"publicationDate":"2024-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143181157","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

IF 8 1区管理学

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

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

Ashish Kumar , Jari Salo , Ram Bezawada

{"title":"The effects of buy now, pay later (BNPL) on customers’ online purchase behavior","authors":"Ashish Kumar , Jari Salo , Ram Bezawada","doi":"10.1016/j.jretai.2024.09.004","DOIUrl":"10.1016/j.jretai.2024.09.004","url":null,"abstract":"<div><div>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.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"100 4","pages":"Pages 602-617"},"PeriodicalIF":8.0,"publicationDate":"2024-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143181156","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

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

IF 8 1区管理学

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

{"title":"Wearing your success on your sleeve: How salesperson luxury brand consumption affects consumers’ perceptions","authors":"Veronica L. Thomas , Dora E. Bock , Stephanie M. Mangus , Setare Mohammadi","doi":"10.1016/j.jretai.2024.08.001","DOIUrl":"10.1016/j.jretai.2024.08.001","url":null,"abstract":"<div><div>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.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"100 4","pages":"Pages 532-548"},"PeriodicalIF":8.0,"publicationDate":"2024-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143181152","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

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

IF 8 1区管理学

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

Katie Kelting , Stefanie Robinson , Stacy Wood

引用次数: 0