Journal of Retailing最新文献_第10页

A potential win-win-win strategy when pruning the direct channel: Motivating retailers to migrate to a designated intermediary 一个潜在的三赢策略，当修剪直接渠道：激励零售商迁移到指定的中介

IF 8 1区管理学

Journal of Retailing Pub Date : 2025-04-01 Epub Date: 2024-12-14 DOI: 10.1016/j.jretai.2024.11.002

Divya Anand , Andrew T. Crecelius , Justin M. Lawrence , Lisa K. Scheer

{"title":"A potential win-win-win strategy when pruning the direct channel: Motivating retailers to migrate to a designated intermediary","authors":"Divya Anand , Andrew T. Crecelius , Justin M. Lawrence , Lisa K. Scheer","doi":"10.1016/j.jretai.2024.11.002","DOIUrl":"10.1016/j.jretai.2024.11.002","url":null,"abstract":"<div><div>Many retailers prefer to directly purchase from manufacturers, yet cost concerns motivate manufacturers to periodically prune their channels by cutting off direct customers or nudging them towards intermediaries. One frequent divestment strategy is involuntary intermediation wherein the manufacturer eliminates a retailer's option to purchase directly, while steering it toward a designated intermediary. Using enactment theory from supply chain disruption literature, this research examines this strategy and customers’ subsequent decisions when facing involuntary intermediation, specifically: (1) whether or not to migrate as suggested by the manufacturer and (2) for customers that choose to migrate, how much to purchase subsequently from the intermediary, including both the manufacturer's products and other brands. Analyzing unique data provided by both a manufacturer and its designated intermediary, the authors find that although only 80 % of the customers migrated, usually all parties—the migrating customers, the manufacturer, and the intermediary—benefitted from the changes. Interestingly, purchasing increased most among the types of customers least likely to migrate, indicating that resources devoted to persuading such customers are worthwhile and can pay high dividends for both manufacturer and intermediary.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 1","pages":"Pages 25-39"},"PeriodicalIF":8.0,"publicationDate":"2025-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143644805","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

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

Journal of Retailing Pub Date : 2025-04-01 Epub Date: 2025-03-05 DOI: 10.1016/j.jretai.2025.02.006

Niels Holtrop, Lara Lobschat, Anne ter Braak

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

Journal of Retailing Pub Date : 2025-04-01 Epub Date: 2025-02-01 DOI: 10.1016/j.jretai.2025.01.004

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

{"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":"2025-04-01","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

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

IF 8 1区管理学

Journal of Retailing Pub Date : 2025-04-01 Epub Date: 2025-03-18 DOI: 10.1016/S0022-4359(25)00018-1

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

Journal of Retailing Pub Date : 2025-04-01 Epub Date: 2025-02-27 DOI: 10.1016/j.jretai.2025.02.005

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

引用次数: 0

Sell on, sell to, or sell through: The sales performance implications of brand-platform selling arrangements 销售：品牌平台销售安排对销售业绩的影响

IF 8 1区管理学

Journal of Retailing Pub Date : 2024-12-01 Epub Date: 2024-09-30 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 解释数字时代实体零售店关闭的原因

IF 8 1区管理学

Journal of Retailing Pub Date : 2024-12-01 Epub Date: 2024-09-20 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 数字零售的综合考察：文本挖掘回顾和研究议程

IF 8 1区管理学

Journal of Retailing Pub Date : 2024-12-01 Epub Date: 2024-10-22 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 我可以选择报价吗？促销产品的选择如何影响消费者的评价和决定

IF 8 1区管理学

Journal of Retailing Pub Date : 2024-12-01 Epub Date: 2024-09-19 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 Epub Date: 2024-10-29 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