Journal of Retailing最新文献_第2页

Multicategory purchase behavior: basket choice, shopping frequency, and promotional analysis 多品类购买行为：购物篮选择、购物频率和促销分析

IF 10.2 1区管理学

Journal of Retailing Pub Date : 2026-03-01 Epub Date: 2025-08-22 DOI: 10.1016/j.jretai.2025.08.002

Yang Pan , Gary Russell , Thomas S. Gruca , Chenxing Li

{"title":"Multicategory purchase behavior: basket choice, shopping frequency, and promotional analysis","authors":"Yang Pan , Gary Russell , Thomas S. Gruca , Chenxing Li","doi":"10.1016/j.jretai.2025.08.002","DOIUrl":"10.1016/j.jretai.2025.08.002","url":null,"abstract":"<div><div>This research introduces a new tool for analyzing both what customers buy and how often they shop. Unlike traditional models that focus only on in-store purchases, the MVL-Poisson Model captures shopping frequency, basket composition, and consumer response to prices and promotions. It segments customers by preferences and visit-frequency, reveals cross-category demand relationships, and highlights how promotions influence not just purchases but also store visits. It is computationally practical and can be implemented with standard retail data and analytics software. In an application to convenience store data, the model had high predictive accuracy and generated insights aligned with managerial intuition. We found that shoppers with similar preferences may visit at very different rates—a critical finding for targeting promotions effectively. Focusing only on in-store behavior underestimates the impact of promotions, as promotions also drive store traffic. Using insights on consumer preferences and cross-category relationships, we show how our model can be used to create optimal bundle promotions customized to particular segments.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"102 1","pages":"Pages 44-62"},"PeriodicalIF":10.2,"publicationDate":"2026-03-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147454227","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

Reducing food waste conveniently with semi-prepared food 用半成品方便地减少食物浪费

IF 10.2 1区管理学

Journal of Retailing Pub Date : 2026-03-01 Epub Date: 2025-09-21 DOI: 10.1016/j.jretai.2025.08.009

Jenny van Doorn , Marit Luiting-Drijfhout , Koert van Ittersum , Daphne Ribbers

{"title":"Reducing food waste conveniently with semi-prepared food","authors":"Jenny van Doorn , Marit Luiting-Drijfhout , Koert van Ittersum , Daphne Ribbers","doi":"10.1016/j.jretai.2025.08.009","DOIUrl":"10.1016/j.jretai.2025.08.009","url":null,"abstract":"<div><div>The retail market is rapidly transforming. Increasingly pressed for time, consumers are demanding convenient meal solutions and are turning to meal-delivery services and out-of-home consumption at the expense of the traditional grocery retailing sector. While investing in convenience food may seem a promising strategy for retailers, some convenient food has been shown to increase food waste and contribute to unhealthy diets. This creates a dilemma for retailers aiming to balance convenience with sustainability, while accounting for heterogeneity in consumers’ health motivations. We propose that semi-prepared foods—minimally processed ingredients, such as washed and chopped vegetables, that reduce preparation effort while maintaining “fresh” quality—can be a sweet spot that combines convenience with lower food waste.</div><div>In four studies, including two longitudinal field studies collecting actual food waste, we show that semi-prepared food decreases consumer food waste because it renders meal preparation more convenient and more feasible to integrate into a busy day. This effect is less pronounced for consumers with a high interest in eating healthily. These consumers less likely shy away from the time and effort of preparing a meal with unprepared ingredients and therefore perceive a smaller convenience gap between the two food types. Still, these consumers waste 43% less when given semi-prepared compared to unprepared food, while consumers who have little interest in eating healthily even waste 71% less of semi-prepared food. Encouraging for retailers, consumers are willing to pay a price premium of 13% for semi-prepared food when its waste reduction benefits are highlighted. Therefore, a strategy of ‘fresh convenience’ that entails offering more semi-prepared food can balance convenience and food waste reduction. Communicating the waste-reduction benefits of semi-prepared food may support revenues; however, commercial viability ultimately depends on category-specific costs and margins.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"102 1","pages":"Pages 132-148"},"PeriodicalIF":10.2,"publicationDate":"2026-03-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147454230","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

Depicting a holistic picture of the impact of conflict delistings: Consequences beyond the involved brands, retailer and categories 描述冲突退市影响的整体图景：涉及品牌、零售商和品类之外的后果

IF 10.2 1区管理学

Journal of Retailing Pub Date : 2025-12-01 Epub Date: 2025-05-29 DOI: 10.1016/j.jretai.2025.05.006

Saeid Vafainia , Els Breugelmans , Sara Van Der Maelen , Kathleen Cleeren

{"title":"Depicting a holistic picture of the impact of conflict delistings: Consequences beyond the involved brands, retailer and categories","authors":"Saeid Vafainia , Els Breugelmans , Sara Van Der Maelen , Kathleen Cleeren","doi":"10.1016/j.jretai.2025.05.006","DOIUrl":"10.1016/j.jretai.2025.05.006","url":null,"abstract":"<div><div>Conflict delistings, where manufacturers’ brands are removed from retailer shelves due to failed negotiations, have become increasingly common. Such delistings not only impact the involved brands, retailers, and categories but can also have consequences for uninvolved brands, retailers, and categories. This research investigated the sales effects of a large-scale conflict delisting between a major retailer and a manufacturer in the Belgian fast-moving consumer goods market across different combinations of involved and uninvolved parties. The results show that the uninvolved retailers gained, while the involved retailer suffered, both for involved and uninvolved brands (in the involved categories), but also in uninvolved categories. This finding was replicated in a similar conflict delisting case. Further analysis of the heterogeneity across uninvolved categories at the involved retailer revealed that uninvolved categories in which the involved retailer had a premium price, a high promotion level, and many private-label brands (relative to the competition before the conflict delisting) experience lower losses. The same holds for uninvolved categories where the involved retailer offered more attractive prices and promotions during the delisting. Our study further discusses the boundaries of our findings, by illustrating that results do not replicate for a conflict delisting case that was highly dissimilar to the focal case in the study.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 4","pages":"Pages 543-563"},"PeriodicalIF":10.2,"publicationDate":"2025-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"145645830","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 10.2 1区管理学

Journal of Retailing Pub Date : 2025-12-01 DOI: 10.1016/S0022-4359(25)00107-1

引用次数: 0

Warming up to private labels: Temperature impacts private label performance 预热到自有品牌：温度会影响自有品牌的性能

IF 10.2 1区管理学

Journal of Retailing Pub Date : 2025-12-01 Epub Date: 2025-06-19 DOI: 10.1016/j.jretai.2025.06.004

Josh Lundberg , Daniel E. Chavez

引用次数: 0

Should customers of all brands be multichannel? Investigating the moderating role of brand tier 所有品牌的客户都应该是多渠道的吗？考察品牌层次的调节作用

IF 10.2 1区管理学

Journal of Retailing Pub Date : 2025-12-01 Epub Date: 2025-07-25 DOI: 10.1016/j.jretai.2025.07.001

Lara Lobschat , Lisan Lesscher , Peter C. Verhoef , Katherine N. Lemon

{"title":"Should customers of all brands be multichannel? Investigating the moderating role of brand tier","authors":"Lara Lobschat , Lisan Lesscher , Peter C. Verhoef , Katherine N. Lemon","doi":"10.1016/j.jretai.2025.07.001","DOIUrl":"10.1016/j.jretai.2025.07.001","url":null,"abstract":"<div><div>The rapid expansion of sales channels enables firms to increase reach and enhance customer convenience but also adds complexity to multichannel management. While prior studies often assume that multichannel customers are more profitable, we find that this is not always the case. We show that greater multichannel use is, on average, associated with lower customer revenue. However, the relationship is nonlinear. Specifically, we find an inverted U-shaped effect, where moderate levels of multichannel usage generate the highest revenues, while both low and high levels can reduce performance. Furthermore, this effect varies by brand tier: only middle-tier brands benefit from increased multichannel behavior, while low- and high-tier brands experience flat or even negative revenue effects. These results provide novel insights into the nuanced effects of customer multichannel behavior across brand tiers, enabling firms to design more targeted and effective multichannel strategies, optimize revenue growth, and mitigate the complexities associated with managing diverse sales channels.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 4","pages":"Pages 700-719"},"PeriodicalIF":10.2,"publicationDate":"2025-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"145645829","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

Leveling up retail: How retailers and brands thrive in the video game ecosystem 零售升级：零售商和品牌如何在电子游戏生态系统中茁壮成长

IF 10.2 1区管理学

Journal of Retailing Pub Date : 2025-12-01 Epub Date: 2025-06-06 DOI: 10.1016/j.jretai.2025.06.002

Roman Welden , Kelly Hewett , Kiwoong Yoo , Michael Haenlein , Keith Marion Smith , Koen Pauwels , P.K. Kannan , John Hulland

{"title":"Leveling up retail: How retailers and brands thrive in the video game ecosystem","authors":"Roman Welden , Kelly Hewett , Kiwoong Yoo , Michael Haenlein , Keith Marion Smith , Koen Pauwels , P.K. Kannan , John Hulland","doi":"10.1016/j.jretai.2025.06.002","DOIUrl":"10.1016/j.jretai.2025.06.002","url":null,"abstract":"<div><div>The global video game industry, valued at over $180 billion, has become a powerful platform for consumer engagement, allowing retailers to connect with over 3.2 billion global players. Despite recent research into the video game ecosystem, there is a noticeable gap in understanding how retailers and brands engage consumers, and how their sometimes overlapping roles reflect distinct strategies and capabilities. Drawing on 30 qualitative interviews with video gamers as well as prior research, we identify eight distinct roles retailers and brands can adopt within gameplay (i.e., experience regulators, background immersion facilitators, goal reinforcers, and experience expanders) and beyond gameplay (i.e., content enablers, experience tools, community experience providers, and emotional redirects). Our findings highlight the potential of the video game ecosystem for retailers and brands to support immersive consumer experiences, support divergence from reality, prepare brands for next-generation consumers, and integrate value creation. To facilitate these decisions, we propose a framework for retailers and brands to engage effectively within this space, emphasizing seamless integration, co-creation of value, and transparency. We conclude with the ‘PLAY’ framework to highlight future research directions across a variety of retailing domains. By aligning retail strategies with the unique characteristics of the ecosystem, this research provides actionable insights for retailers, brands, and scholars, advancing retail innovation and encouraging exploration of this dynamic, evolving landscape.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 4","pages":"Pages 583-600"},"PeriodicalIF":10.2,"publicationDate":"2025-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"145645823","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

The new shopping paradoxes: When efficiency and responsibility backfire 新的购物悖论：效率和责任适得其反

IF 10.2 1区管理学

Journal of Retailing Pub Date : 2025-12-01 Epub Date: 2025-11-24 DOI: 10.1016/j.jretai.2025.11.002

Katrijn Gielens

引用次数: 0

Digital lead generation platforms: Rightsizing the seller base 数字潜在客户生成平台：调整卖家基础

IF 10.2 1区管理学

Journal of Retailing Pub Date : 2025-12-01 Epub Date: 2025-07-31 DOI: 10.1016/j.jretai.2025.06.007

Shashank Vaid , Fred M. Feinberg

{"title":"Digital lead generation platforms: Rightsizing the seller base","authors":"Shashank Vaid , Fred M. Feinberg","doi":"10.1016/j.jretai.2025.06.007","DOIUrl":"10.1016/j.jretai.2025.06.007","url":null,"abstract":"<div><div>This article introduces Digital Lead Generation Platforms (DLGPs), an increasingly popular way to allow users to explore products from multiple retailers. Despite their growing influence, little is known about how DLGPs can manage their effectiveness or profitability. Here, we discuss their distinctive and salient aspects relative to other types of digital retailing, and explore data-centric methods to better manage the size of their seller base. Specifically, using a rich proprietary dataset, we examine drivers of user click propensity (UCP), focusing on a key issue for platform managers: is consumer response better when there are “endless aisles,” or should the number of sellers active at a given time (the “base of sellers”) be somehow limited in a category-specific manner?</div><div>Based on a flexible nonparametric model, our results suggest that base of sellers has an inverted-U relationship with UCP, with potentially severe consequences for seller underpopulation, one that is masked when endogeneity is not corrected for. Intriguingly, we do not find such an effect for the number of offers, which might be expected based on “overchoice”. Although this general shape for base of sellers is apparent in all 10 product categories studied, there is substantial variation in how often each is suitably populated, with Cars over 60 % of the time and Mobile Accessories only 5 %. These findings have important implications for both DLGP managers and sellers: platform operators can enhance their revenue potential by “rightsizing” their seller base, while sellers may be able to improve clickthrough rates by timing their involvement based on contemporaneous competition in their particular categories.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 4","pages":"Pages 679-699"},"PeriodicalIF":10.2,"publicationDate":"2025-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"145645828","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

Adding good or removing bad: Consumer response to nutrition claims 加好还是去坏：消费者对营养声明的反应

IF 10.2 1区管理学

Journal of Retailing Pub Date : 2025-12-01 Epub Date: 2025-06-27 DOI: 10.1016/j.jretai.2025.06.006

Iina Ikonen , Aylin Aydinli , Peeter Verlegh

引用次数: 0