Journal of Retailing最新文献_第10页

The dark side of up-selling promotions: Evidence from an analysis of cross-brand purchase behavior☆ 促销活动的阴暗面：来自跨品牌购买行为分析的证据☆

IF 1 1区管理学

Journal of Retailing Pub Date : 2022-12-01 DOI: 10.1016/j.jretai.2022.03.005

Chang Hee Park , Tae Jung Yoon

{"title":"The dark side of up-selling promotions: Evidence from an analysis of cross-brand purchase behavior☆","authors":"Chang Hee Park , Tae Jung Yoon","doi":"10.1016/j.jretai.2022.03.005","DOIUrl":"10.1016/j.jretai.2022.03.005","url":null,"abstract":"<div><p>This research investigates how up- and down-selling promotions affect customers’ cross-brand purchasing and churn behavior at a multi-brand retailer. We employ a hidden Markov model that accounts for the dynamics of customers’ latent brand preferences and attrition and captures the resulting purchase behavior in response to promotional offers. Using data on coupon promotions and purchase transactions from an online retailer, we find that coupons for a higher-end brand increase customers’ likelihood of purchasing the brand. While this suggests that the retailer can increase its short-term revenues by sending coupons for the higher-end brand to customers of the lower-end brand, we find that customers up-sold via coupons are more likely to switch back to the lower-end brand, in comparison to other customers of the higher-end brand, limiting the positive effect of up-selling promotions in the long term. Moreover, lower-end brand customers’ promotion-induced brand switching leads to their increased attrition from the retailer, which negatively affects long-term purchase behavior and revenues. In contrast, when triggered by down-selling coupons, customers’ brand switching does not impact their attrition. Based on these findings, we demonstrate how our model-based approach can assist marketers’ multi-brand couponing decisions.</p></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"98 4","pages":"Pages 647-666"},"PeriodicalIF":10.0,"publicationDate":"2022-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47920657","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: 2

Relative persuasiveness of repurchase intentions versus recommendations in online reviews 在线评论中回购意向与推荐的相对说服力

IF 1 1区管理学

Journal of Retailing Pub Date : 2022-12-01 DOI: 10.1016/j.jretai.2022.06.001

Prashanth Ravula , Subhash Jha , Abhijit Biswas

{"title":"Relative persuasiveness of repurchase intentions versus recommendations in online reviews","authors":"Prashanth Ravula , Subhash Jha , Abhijit Biswas","doi":"10.1016/j.jretai.2022.06.001","DOIUrl":"10.1016/j.jretai.2022.06.001","url":null,"abstract":"<div><p>This paper examines the effects of loyalty expressions (i.e., repurchase intentions vs. recommendations) on review persuasiveness. Specifically, we propose that repurchase intentions have a stronger positive effect on review persuasiveness compared to recommendations because of reviewer credibility. We test the above proposition using both an empirical dataset and multiple experimental studies. In addition, we examine frequency of purchase as a boundary condition for our proposition. Accordingly, we find that for frequent purchases, repurchase intentions (vs. recommendations) increases credibility, which, in turn, augments review persuasiveness. For infrequent purchases, however, we observe that recommendations (vs. repurchase intentions) enhance review persuasiveness, which occurs because of increased credibility. This research offers contributions to theory in the areas of online reviews, loyalty, source credibility, and cue-diagnosticity, as well as to practice regarding how firms should seek to elicit loyalty expressions (i.e., repurchase intentions vs. recommendations) when soliciting reviews.</p></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"98 4","pages":"Pages 724-740"},"PeriodicalIF":10.0,"publicationDate":"2022-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47448316","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: 7

Executive Summaries 摘要报告

IF 1 1区管理学

Journal of Retailing Pub Date : 2022-12-01 DOI: 10.1016/S0022-4359(22)00066-5

引用次数: 0

An empirical investigation of forward-looking retailer performance using parking lot traffic data derived from satellite imagery 利用卫星图像得出的停车场交通数据对零售商前瞻性业绩的实证调查

IF 1 1区管理学

Journal of Retailing Pub Date : 2022-12-01 DOI: 10.1016/j.jretai.2022.03.004

Cong Feng , Scott Fay

{"title":"An empirical investigation of forward-looking retailer performance using parking lot traffic data derived from satellite imagery","authors":"Cong Feng , Scott Fay","doi":"10.1016/j.jretai.2022.03.004","DOIUrl":"10.1016/j.jretai.2022.03.004","url":null,"abstract":"<div><p>In this research note, we study the effectiveness of parking lot traffic in predicting forward-looking retailer performance (measured by Tobin's <em>q</em><span>). We obtain parking lot car count data derived from satellite images to construct a quarterly aggregate measure of parking lot traffic for 15 general merchandise retailers. To mitigate endogeneity concerns, we exploit the exogenous shocks of mass shootings that provide exogenous variations in parking lot traffic. Applying the control function approach and a panel firm fixed-effects estimator on 402 retailer-quarter observations, we find that quarterly aggregate parking lot traffic significantly predicts forward-looking retailer performance. Moreover, drawing on the perspectives of organizational competency, we find that the positive relationship between parking lot traffic and forward-looking retailer performance is moderated by factors that are related to a retailer's store management competency, namely, a retailer's existing store management competency (measured by comparable store sales), its proactivity to maintain the competency (reflected by store management intensity, i.e., the total number of store openings and closings relative to the total number of stores), and the external environment (measured by industry concentration) that affects its store management competency.</span></p></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"98 4","pages":"Pages 633-646"},"PeriodicalIF":10.0,"publicationDate":"2022-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"45470172","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: 4

Perceived Omnichannel Customer Experience (OCX): Concept, measurement, and impact 感知的全渠道客户体验（OCX）：概念、衡量和影响

IF 1 1区管理学

Journal of Retailing Pub Date : 2022-12-01 DOI: 10.1016/j.jretai.2022.03.003

Syed Mahmudur Rahman , Jamie Carlson , Siegfried P. Gudergan , Martin Wetzels , Dhruv Grewal

{"title":"Perceived Omnichannel Customer Experience (OCX): Concept, measurement, and impact","authors":"Syed Mahmudur Rahman , Jamie Carlson , Siegfried P. Gudergan , Martin Wetzels , Dhruv Grewal","doi":"10.1016/j.jretai.2022.03.003","DOIUrl":"10.1016/j.jretai.2022.03.003","url":null,"abstract":"<div><p>Efforts to measure customer experiences (CX) in multifaceted, omnichannel, retail contexts are crucial but lacking research guidance. Prior service quality literature has established methods for measuring CX in traditional, single-channel contexts but not adapted such measures to omnichannel contexts. With a mixed method research design and studies in eight phases, the authors propose a comprehensive measurement instrument that incorporates a schema- and categorization-based theoretical conceptualization of how customers assess omnichannel retail experiences; they also integrate means–end chain theory to explain perceived omnichannel customer experience (OCX) as a construct. This construct captures multiple omnichannel evaluation dimensions: social communications, value, personalization, customer service, consistency of both product availability and prices across channels, information safety, delivery, product returns, and loyalty programs. Multiple applications of the measurement model empirically confirm the suitability of this instrument in consumer goods omnichannel retail settings. Its 36 items reflect nine first-order quality dimensions that combine to form the overall, second-order OCX construct. The measurement instrument offers sound psychometric properties, as confirmed by several reliability and validity tests, and predicts customer behavior reliably across studies. Thus, the OCX measurement instrument offers utility for theory, management practice, and further research.</p></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"98 4","pages":"Pages 611-632"},"PeriodicalIF":10.0,"publicationDate":"2022-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0022435922000239/pdfft?md5=9125cbb2c5e630324e2a39e75acad0c4&pid=1-s2.0-S0022435922000239-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43775387","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: 31

Will he buy a surprise? Gender differences in the purchase of surprise offerings 他会买个惊喜吗？购买惊喜产品的性别差异

IF 1 1区管理学

Journal of Retailing Pub Date : 2022-12-01 DOI: 10.1016/j.jretai.2022.04.002

Aleksandra Kovacheva , Hristina Nikolova , Cait Lamberton

{"title":"Will he buy a surprise? Gender differences in the purchase of surprise offerings","authors":"Aleksandra Kovacheva , Hristina Nikolova , Cait Lamberton","doi":"10.1016/j.jretai.2022.04.002","DOIUrl":"10.1016/j.jretai.2022.04.002","url":null,"abstract":"<div><p><span>In the last few years, retailers have introduced numerous products that intentionally conceal some information from the consumer at the time of decision making. While prior research has identified contexts in which customers are attracted to such offerings in the aggregate, heterogeneity in customer proclivities is not well-understood. In the present paper, we examine the effect of gender on choice of surprise (vs. certain) offerings at the point of purchase. We propose and find that, on average, men are </span><em>less</em><span> likely to opt for a surprise offering compared to women. We examine multiple mechanisms that could explain this effect – emotionality<span>, desire for exploration, and desire for control – and find the strongest support for the latter, demonstrating that it is men's stronger desire for control over the purchase outcome that drives their preference for certain (vs. surprise) offerings. Consequently, contexts or product categories that make it acceptable for men to let go of control attenuate the observed gender difference. We present data from a travel services firm, an online product catalog, and both field and lab studies, providing robust support for this theory across multiple product categories and participant populations. This work concludes with a discussion of the potential boundary effects of the observed gender difference, a managerial roadmap that delineates the ways in which marketers can offer surprise offerings more fruitfully to both men and women, and recommendations for future research.</span></span></p></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"98 4","pages":"Pages 667-684"},"PeriodicalIF":10.0,"publicationDate":"2022-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46297014","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: 7

Scarcity tactics in marketing: A meta-analysis of product scarcity effects on consumer purchase intentions 营销中的稀缺策略：产品稀缺性对消费者购买意愿影响的荟萃分析

IF 1 1区管理学

Journal of Retailing Pub Date : 2022-12-01 DOI: 10.1016/j.jretai.2022.06.003

Belinda Barton , Natalina Zlatevska , Harmen Oppewal

{"title":"Scarcity tactics in marketing: A meta-analysis of product scarcity effects on consumer purchase intentions","authors":"Belinda Barton , Natalina Zlatevska , Harmen Oppewal","doi":"10.1016/j.jretai.2022.06.003","DOIUrl":"10.1016/j.jretai.2022.06.003","url":null,"abstract":"<div><p>Scarcity tactics are an essential tool for marketers. Cues that signal the current or potential unavailability of a product generally enhance its value and desirability and in turn increase purchase intentions. While there have been earlier reviews, the fragmented nature of the research to date means there is no cohesion across findings. Given that retailers employ a variety of scarcity cues in a diversity of settings, it is important to identify the magnitude of the effect of scarcity cues and how the effect on consumers’ purchase intentions changes across conditions. This research presents a meta-analysis of 416 effect sizes from 131 studies. Results show that demand-based scarcity is most effective for utilitarian products, supply-based scarcity for experiences, and time-based scarcity for high involvement products. The results show that managers need to consider the above factors to maximize the success of scarcity tactics in their marketing campaigns.</p></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"98 4","pages":"Pages 741-758"},"PeriodicalIF":10.0,"publicationDate":"2022-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0022435922000434/pdfft?md5=da46a5ad2c3b534d098f069d87c224d5&pid=1-s2.0-S0022435922000434-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43242620","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: 16

Do shoppers choose the same brand on the next trip when facing the same context? An empirical investigation in FMCG retailing 当面对相同的环境时，购物者在下一次旅行中会选择相同的品牌吗？快速消费品零售业的实证研究

IF 1 1区管理学

Journal of Retailing Pub Date : 2022-12-01 DOI: 10.1016/j.jretai.2022.01.003

Oliver Koll , Andreas Plank

{"title":"Do shoppers choose the same brand on the next trip when facing the same context? An empirical investigation in FMCG retailing","authors":"Oliver Koll , Andreas Plank","doi":"10.1016/j.jretai.2022.01.003","DOIUrl":"10.1016/j.jretai.2022.01.003","url":null,"abstract":"<div><p>The most basic manifestation of brand loyalty is repurchasing – making the same choice on the next category occasion. This study tests to which extent the stability of contextual cues across purchase occasions affects repurchasing. We investigate these effects by analyzing a total of 1.6 million brand choice pairs (i.e., two consecutive choices) of 20,587 German and 23,036 British shoppers in three FMCG categories. We find that stable contextual cues (same retailer, basket size or weekday as on previous occasions) further repurchasing whereas unstable contextual cues (different retailer, basket size or weekday as on previous occasions, a promotion chosen on one of the occasions or a different assortment size) hinder repurchasing. Furthermore, our results stress the importance of inertia and the power of private labels to foster repurchasing. This study provides generalizable insights regarding trip-to-trip stability in shoppers’ choices, proposes a metric to benchmark brand performance across multiple retail outlets, and pinpoints opportunities for manufacturer-retailer cooperation in order to nurture repurchasing.</p></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"98 4","pages":"Pages 576-592"},"PeriodicalIF":10.0,"publicationDate":"2022-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0022435922000033/pdfft?md5=a27c8bcedf7ec9b90f24d51545538b8b&pid=1-s2.0-S0022435922000033-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42309032","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: 4

Who owns the brand in the digital retailscape? Revisiting the power balance 谁拥有数字零售领域的品牌？重新审视权力平衡

IF 1 1区管理学

Journal of Retailing Pub Date : 2022-12-01 DOI: 10.1016/j.jretai.2022.11.001

引用次数: 0

Ideally human-ish: How anthropomorphized do you have to be in shopper-facing retail technology? 理想的人性化：在面向购物者的零售技术中，你必须有多拟人化？

IF 1 1区管理学

Journal of Retailing Pub Date : 2022-12-01 DOI: 10.1016/j.jretai.2022.04.001

Christian Barney , Tyler Hancock , Carol L. Esmark Jones , Brett Kazandjian , Joel E. Collier

{"title":"Ideally human-ish: How anthropomorphized do you have to be in shopper-facing retail technology?","authors":"Christian Barney , Tyler Hancock , Carol L. Esmark Jones , Brett Kazandjian , Joel E. Collier","doi":"10.1016/j.jretai.2022.04.001","DOIUrl":"10.1016/j.jretai.2022.04.001","url":null,"abstract":"<div><p>As shopper-facing retail technology (SFRT) increasingly replaces human interactions in retail environments, many businesses are considering how to make their retail technology more human-like. This paper identifies two methods of anthropomorphizing technology—visual and cognitive—and seeks to determine whether using these two types of anthropomorphism with a product/service is a better approach to interacting with consumers or whether a combination of visual and cognitive anthropomorphic features is less effective than one. This paper proposes that including one form of anthropomorphism in an SFRT may increase purchase intentions, while the addition of a second form of anthropomorphism will not lend an additional advantage. Specifically, the theory of social response is used to examine the process through which consumers view anthropomorphized SFRT. Three studies assess the proposed model in a mobile shopping application context and include the use of a functional app and 360° video experiments. Theoretical and practical implications are discussed.</p></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"98 4","pages":"Pages 685-705"},"PeriodicalIF":10.0,"publicationDate":"2022-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42603376","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: 2