Journal of Retailing最新文献

Who seeks variety? Profiles and behaviors of consumers with varying brand choice concentration 谁追求变化？不同品牌选择集中度的消费者概况与行为

IF 8.9 1区管理学

Journal of Retailing Pub Date : 2026-09-01 Epub Date: 2026-01-30 DOI: 10.1016/j.jretai.2026.01.004

Andreas Plank, Oliver Koll

{"title":"Who seeks variety? Profiles and behaviors of consumers with varying brand choice concentration","authors":"Andreas Plank, Oliver Koll","doi":"10.1016/j.jretai.2026.01.004","DOIUrl":"10.1016/j.jretai.2026.01.004","url":null,"abstract":"<div><div>Whether a household’s observed variety seeking — captured by brand choice concentration across purchases within a category— primarily reflects category-specific conditions or a stable, cross-category behavioral tendency is still an unresolved question. Using panel data on grocery purchases from approximately 39,000 households, we relate brand choice concentration levels across 131 FMCG categories. Our findings reveal consistently positive correlations in brand choice concentration across categories, which persist after controlling for shopping frequency. Households exhibiting greater variety seeking show distinct profiles: they buy more on deal, prefer smaller and more premium national brands, are less prone to choose private labels. In terms of socio-demographics, they are larger, have higher incomes, and their main shopper is more likely female. Rather than treating variety seeking as a category-specific phenomenon, retail marketing should realize that, irrespective of the category, some shoppers consistently show a stronger propensity to explore the assortment while others are more inclined to concentrate their choices on a narrower set of brands.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"102 3","pages":"Pages 757-780"},"PeriodicalIF":8.9,"publicationDate":"2026-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148916607","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

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

IF 8.9 1区管理学

Journal of Retailing Pub Date : 2026-09-01 Epub Date: 2026-09-04 DOI: 10.1016/S0022-4359(26)00086-2

引用次数: 0

How and when authenticity relates to sales growth: Longitudinal field evidence from the retail customer journey 真实性如何以及何时与销售增长相关：来自零售客户旅程的纵向现场证据

IF 8.9 1区管理学

Journal of Retailing Pub Date : 2026-09-01 Epub Date: 2026-02-13 DOI: 10.1016/j.jretai.2026.01.006

D. Todd Donavan, Brad․ D. Carlson, Jeremy S. Wolter, James G. Maxham III

{"title":"How and when authenticity relates to sales growth: Longitudinal field evidence from the retail customer journey","authors":"D. Todd Donavan, Brad․ D. Carlson, Jeremy S. Wolter, James G. Maxham III","doi":"10.1016/j.jretai.2026.01.006","DOIUrl":"10.1016/j.jretai.2026.01.006","url":null,"abstract":"<div><div>We examine how perceived organizational authenticity relates to customer–company identification (CCI) and store-level comparable sales growth (CSG) using a rare, retailer-partnered longitudinal field dataset. Linking three waves of customer survey data to archival store-level sales across hundreds of locations, we assess how authenticity is associated with identification over time and when this relationship is strongest. Adopting an empirics-first approach, we find that authenticity is positively associated with subsequent CCI, and that CCI – rather than authenticity directly – predicts later comparable sales growth, consistent with an indirect identification-linked pathway to performance. We further examine retailer-tracked boundary conditions across the customer journey (pre-purchase, purchase, and post-purchase), treating them as exploratory, field-based contingencies rather than novel theoretical constructs. A complementary retail experiment provides convergent evidence for the moderating role of prestige. Overall, the study offers rare field evidence linking authenticity to customer identification and archival sales performance and identifies retail contexts in which authenticity appears most influential in practice.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"102 3","pages":"Pages 677-697"},"PeriodicalIF":8.9,"publicationDate":"2026-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148924611","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

Minimalist by design, ambiguous in value: Consumer perspective and the valuation of aesthetically minimalist luxury products in retail contexts 极简主义的设计，模棱两可的价值：消费者的观点和审美极简主义奢侈品在零售环境的估值

IF 8.9 1区管理学

Journal of Retailing Pub Date : 2026-09-01 Epub Date: 2026-01-30 DOI: 10.1016/j.jretai.2026.01.003

Niek Althuizen, Sona Klucarova

{"title":"Minimalist by design, ambiguous in value: Consumer perspective and the valuation of aesthetically minimalist luxury products in retail contexts","authors":"Niek Althuizen, Sona Klucarova","doi":"10.1016/j.jretai.2026.01.003","DOIUrl":"10.1016/j.jretai.2026.01.003","url":null,"abstract":"<div><div>The aesthetic design of a luxury product plays an important role in attracting consumers’ attention in both offline and online retail settings. While minimalist designs may appeal aesthetically, they often suppress visible status cues, creating ambiguity about product value. This research examines how such valuation ambiguity can be reduced by providing high-status cues in the retail environment. We show that the effectiveness of providing high-status cues depends on the consumer perspective, that is, whether consumers express their own willingness to pay (first-order perspective) or what they believe others would pay (second-order perspective). Across a series of studies, we find that high-status cues have a stronger positive effect on valuations when consumers adopt a second-order perspective. This effect arises because consumers believe others are better able to recognize aesthetic minimalism as a genuine expression of luxury, particularly when others are perceived as possessing superior design knowledge. Overall, our findings highlight valuation ambiguity as a challenge to minimalist luxury and show that high-status cues are most effective when consumers are prompted to consider how others would value an aesthetically minimalist product.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"102 3","pages":"Pages 698-716"},"PeriodicalIF":8.9,"publicationDate":"2026-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148916475","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

Profitability of two-part tariffs in name-your-own-price markets 两部分关税在定价市场的盈利能力

IF 8.9 1区管理学

Journal of Retailing Pub Date : 2026-09-01 Epub Date: 2026-01-23 DOI: 10.1016/j.jretai.2026.01.002

Lucas Stich, Robert Zeithammer, Martin Spann, Gerald Häubl

{"title":"Profitability of two-part tariffs in name-your-own-price markets","authors":"Lucas Stich, Robert Zeithammer, Martin Spann, Gerald Häubl","doi":"10.1016/j.jretai.2026.01.002","DOIUrl":"10.1016/j.jretai.2026.01.002","url":null,"abstract":"<div><div>Name-Your-Own-Price (NYOP) mechanisms offer retailers a participatory alternative to posted pricing by allowing consumers to bid on goods and services. We examine when and why charging a non-refundable bidding fee to submit a bid—a “two-part NYOP” mechanism—can improve retailer profitability. Across two incentive-compatible laboratory experiments and one field experiment, we assess the relative profitability of this mechanism compared with simple NYOP with zero bidding fee and document behavioral factors that moderate the relative profitability. We find that modest bidding fees can increase a NYOP seller’s profits; however, the extent to which they do so is moderated by 1) consumers’ experience with the mechanism and 2) the use of a decision aid that helps consumers with calculations. Both moderators reduce buyer participation to the point that a NYOP seller may no longer benefit from charging bidding fees. Thus, NYOP retailers may find bidding fees most effective as short-term promotions or membership benefits rather than permanent pricing strategies. Our field experiment corroborates that small, reasonable fees can raise profits in short-term sales campaigns, consistent with the laboratory evidence. Regarding the underlying consumer behavior, quantitative predictions of the existing risk-neutral theory do not align well with the observed behavior, even among experienced consumers. Risk-averse expected utility theory does not fit well either, because consumers exhibit a robust preference inconsistency previously documented in the literature.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"102 3","pages":"Pages 735-756"},"PeriodicalIF":8.9,"publicationDate":"2026-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148916606","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

Promotion elasticities of national and store brands: The effect of price level and brand type on promotion elasticity 民族品牌和商店品牌促销弹性：价格水平和品牌类型对促销弹性的影响

IF 8.9 1区管理学

Journal of Retailing Pub Date : 2026-09-01 Epub Date: 2026-01-16 DOI: 10.1016/j.jretai.2026.01.001

Kristopher O. Keller, Raj Sethuraman

{"title":"Promotion elasticities of national and store brands: The effect of price level and brand type on promotion elasticity","authors":"Kristopher O. Keller, Raj Sethuraman","doi":"10.1016/j.jretai.2026.01.001","DOIUrl":"10.1016/j.jretai.2026.01.001","url":null,"abstract":"<div><div>Prior research suggests that price promotions by higher-priced products generate greater sales lift than those by lower-priced products. This view implies that higher-priced products should promote more often, all else equal. However, this assertion largely rests on the asymmetric price effect, which holds that promotions by higher-priced national brands (NBs) draw disproportionately from lower-priced store brands (SBs), thereby confounding price level (high vs. low) with brand type (NB vs. SB). In other words, it remains unclear whether higher-priced NBs are more promotion elastic because of their price level, or simply because they are NBs. This paper disentangles the effects of price level and brand type by analyzing nearly 700 million observations for 60,000 UPC products across 30 grocery categories (2016–2019). The authors find that while NBs are generally more promotion-elastic than SBs (promotion elasticities of</div><div>−3.47 vs. −2.40), the role of price level depends critically on the brand type. For NBs, lower-priced products exhibit 3 % greater promotion elasticities, whereas for SBs, higher-priced products benefit from 12 % greater promotion elasticities, though there is sizeable heterogeneity across categories and markets in these effects. Thus, the paper also explores the sources of this heterogeneity and assesses the category-level sales lift of promotions.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"102 3","pages":"Pages 717-734"},"PeriodicalIF":8.9,"publicationDate":"2026-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148916605","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

Keeping the mall alive? Identifying drivers of shopping mall satisfaction and survival from customer reviews 维持商场的活力？从顾客评论中找出商场满意度和生存的驱动因素

IF 8.9 1区管理学

Journal of Retailing Pub Date : 2026-09-01 Epub Date: 2026-03-05 DOI: 10.1016/j.jretai.2026.02.003

David de Jong, Dennis Herhausen, Stephan Ludwig, Christoph Teller, Francisco Villarroel Ordenes, Dhruv Grewal

{"title":"Keeping the mall alive? Identifying drivers of shopping mall satisfaction and survival from customer reviews","authors":"David de Jong, Dennis Herhausen, Stephan Ludwig, Christoph Teller, Francisco Villarroel Ordenes, Dhruv Grewal","doi":"10.1016/j.jretai.2026.02.003","DOIUrl":"10.1016/j.jretai.2026.02.003","url":null,"abstract":"<div><div>As digital commerce expands, shopping malls with similar observable characteristics experience sharply different trajectories, raising the question of why some sustain customer satisfaction and survive while others close. We develop an aspect-based sentiment analysis to extract sentence-level sentiment toward five perceived mall retail environment (PMRE) attributes, mall access, mall atmosphere, cross-store assortment, within-store assortment and price and promotion from more than 250,000 online customer reviews and examine their associations with mall satisfaction and mall survival across two large-scale studies in the United States and the United Kingdom. Review-level analyses show that sentiment toward mall-controlled PMRE attributes, especially cross-store assortment and mall atmosphere, is more strongly associated with mall satisfaction than sentiment toward tenant-controlled PMRE attributes. These associations vary systematically with mall size, population density, and population income. Mall-year survival models show that higher mall satisfaction is associated with higher chance of survival and that satisfaction statistically accounts for the association between PMRE attribute sentiment and survival. This pattern is consistent with satisfaction serving as the central evaluative conduit linking cumulative customer perceptions to long-term mall viability. Together, the findings clarify which controllable PMRE attributes relate most strongly to customer satisfaction, when these associations are strongest, and how aggregated customer evaluations correspond to mall survival.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"102 3","pages":"Pages 638-658"},"PeriodicalIF":8.9,"publicationDate":"2026-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148916473","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

NFT design choices and the heterogeneity of investor responses NFT设计选择与投资者反应的异质性

IF 8.9 1区管理学

Journal of Retailing Pub Date : 2026-09-01 Epub Date: 2026-04-03 DOI: 10.1016/j.jretai.2026.03.006

Navid Bahmani, Amit Bhatnagar, Minakshi Trivedi

{"title":"NFT design choices and the heterogeneity of investor responses","authors":"Navid Bahmani, Amit Bhatnagar, Minakshi Trivedi","doi":"10.1016/j.jretai.2026.03.006","DOIUrl":"10.1016/j.jretai.2026.03.006","url":null,"abstract":"<div><div>Non-fungible tokens (NFTs) have recently emerged as a new category of consumer-facing digital assets that firms design and commercialize through digital marketplaces, often linking them to branded collectibles, experiences, or physical products. As firms increasingly experiment with these digital offerings, investors must evaluate whether NFT initiatives represent meaningful retail innovations that create value or speculative initiatives that dilute firm resources. This study examines how investors evaluate firms’ design and commercialization choices when introducing NFTs as consumer-facing digital retail offerings distributed through online marketplaces. Using an event study of NFT announcements made by publicly traded U.S. firms, we document substantial heterogeneity in investor responses: nearly half of NFT announcements are associated with positive stock-market reactions, and the distribution of abnormal returns is wide and highly dispersed. We show that specific design and commercialization attributes systematically shape these responses. In particular, NFTs that incorporate in-real-life capabilities (e.g., physical products or experiences), rely on environmentally friendly proof-of-stake blockchain technology, and employ paid pricing strategies generate more favorable investor reactions. By identifying the retail design and commercialization choices that shift NFT initiatives toward value creation rather than value destruction, our study provides new insight into how investors interpret emerging digital retail offerings and offers guidance for firms experimenting with NFT-based commercialization strategies.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"102 3","pages":"Pages 622-637"},"PeriodicalIF":8.9,"publicationDate":"2026-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148916472","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

When familiar retail experiences feel new: How unfamiliar environments increase enjoyment 当熟悉的零售体验给人新的感觉：不熟悉的环境如何增加乐趣

IF 8.9 1区管理学

Journal of Retailing Pub Date : 2026-09-01 Epub Date: 2026-02-12 DOI: 10.1016/j.jretai.2026.02.001

Aekyoung Kim, Donnel Briley, Loraine Lau-Gesk, Ruud Wetzels

{"title":"When familiar retail experiences feel new: How unfamiliar environments increase enjoyment","authors":"Aekyoung Kim, Donnel Briley, Loraine Lau-Gesk, Ruud Wetzels","doi":"10.1016/j.jretai.2026.02.001","DOIUrl":"10.1016/j.jretai.2026.02.001","url":null,"abstract":"<div><div>Can the same product or service be experienced differently depending on feelings evoked by the retailer’s environment? The current research explores how consumers’ sense of environment familiarity influences retail experiences. A series of eight studies demonstrates that consumers like familiar products more when they sense an unfamiliar (vs. familiar) environment because they become discovery-oriented, whereby familiar items seem more novel under these conditions. Consistent with this explanation, we find that the proposed effect is specific to familiar products and does not apply to products that are inherently new (i.e., unfamiliar), and that this effect occurs due to consumers having a mindset geared toward discovery. The present research reveals the important joint impact of the retailer environment and product type on customers’ experiences, by showing how and why feelings evoked by retailers’ surroundings affect consumers’ judgments and behaviors. Our findings have implications for retailers wishing to improve in-store experiences, as well as for consumer welfare.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"102 3","pages":"Pages 659-676"},"PeriodicalIF":8.9,"publicationDate":"2026-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148916474","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

Man is the measure of all things: Evaluability and overpackaging 人是一切事物的衡量标准：可评估性和过度包装

IF 8.9 1区管理学

Journal of Retailing Pub Date : 2026-09-01 Epub Date: 2026-02-04 DOI: 10.1016/j.jretai.2026.01.007

Feng Jiang, Chao Fan, Su Lu, Li-Jun Ji, Guohui Sun, Luping Sun

{"title":"Man is the measure of all things: Evaluability and overpackaging","authors":"Feng Jiang, Chao Fan, Su Lu, Li-Jun Ji, Guohui Sun, Luping Sun","doi":"10.1016/j.jretai.2026.01.007","DOIUrl":"10.1016/j.jretai.2026.01.007","url":null,"abstract":"<div><div>Despite the fact that overpackaging can signal better product protection and higher quality, it may also trigger perceptions of waste and diminish perceived value. With such a persistent tension, it remains unclear when and why overpackaging can be beneficial or harmful. To tackle this issue, this research leverages cue utilization theory and general evaluability theory to propose product evaluability as a boundary condition to explain consumer responses to overpackaging. A series of five studies, using a variety of operationalizations of evaluability and packaging, different research designs, and secondary data from both Eastern and Western cultural contexts, consistently show that consumers prefer overpackaging only when product evaluability is low, whereas they prefer non-overpackaging when product evaluability is high. Our research also reveals two asymmetric pathways through perceived value: when product evaluability is low, overpackaging increases purchase intention via boosting quality value, whereas when product evaluability is high, overpackaging decreases purchase intention via reducing price value. These findings reframe overpackaging from a universally wasteful practice to a context-dependent retail strategy, implying that packaging decisions should be matched to product evaluability rather than standardized across different product assortments.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"102 3","pages":"Pages 781-800"},"PeriodicalIF":8.9,"publicationDate":"2026-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148916608","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