Journal of Retailing最新文献_第2页

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 : 2025-03-05 DOI: 10.1016/j.jretai.2025.02.006

Niels Holtrop, Lara Lobschat, Anne ter Braak

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 : 2025-02-27 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

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 : 2025-02-01 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":"2025-02-01","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

The influence of the buy-now-pay-later payment mode on consumer spending decisions 先买后付的支付模式对消费者支出决策的影响

IF 8 1区管理学

Journal of Retailing Pub Date : 2025-01-31 DOI: 10.1016/j.jretai.2025.01.003

Rhys Ashby , Shahin Sharifi , Jun Yao , Lawrence Ang

{"title":"The influence of the buy-now-pay-later payment mode on consumer spending decisions","authors":"Rhys Ashby , Shahin Sharifi , Jun Yao , Lawrence Ang","doi":"10.1016/j.jretai.2025.01.003","DOIUrl":"10.1016/j.jretai.2025.01.003","url":null,"abstract":"<div><div>Buy-now-pay-later, a rapidly growing payment mode, facilitates short-term deferral of payment by several installments without interest or fees. Although consumers and payment providers claim that buy-now-pay-later influences spending, existing research does not fully explain how or why. Purchase transaction data and a series of experiments demonstrate greater consumer spending with buy-now-pay-later compared to other payment modes. This research contributes an underlying process that explains how and why buy-now-pay-later increases consumer spending. The presentation of installment prices (i.e., the amount paid per installment) with buy-now-pay-later lowers consumers’ perception of purchase expensiveness, which increases spending. However, presenting installment prices does not affect spending with other payment modes. Furthermore, the number of installments, the magnitude of the first installment, and the presence of the installment price moderate the effect of buy-now-pay-later, demonstrating how installment prices affect consumer spending. Taken together, the findings provide opportunities for retailers to increase consumers’ spending and actionable insights for policymakers to protect consumers.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 1","pages":"Pages 103-119"},"PeriodicalIF":8.0,"publicationDate":"2025-01-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143644810","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

Friends or Enemies? The impact of partial competitor referral on consumer purchase 朋友还是敌人？部分竞争对手推荐对消费者购买的影响

IF 8 1区管理学

Journal of Retailing Pub Date : 2025-01-30 DOI: 10.1016/j.jretai.2025.01.001

Haichuan Zhao , Mingyue Zhang , Haipeng (Allan) Chen

{"title":"Friends or Enemies? The impact of partial competitor referral on consumer purchase","authors":"Haichuan Zhao , Mingyue Zhang , Haipeng (Allan) Chen","doi":"10.1016/j.jretai.2025.01.001","DOIUrl":"10.1016/j.jretai.2025.01.001","url":null,"abstract":"<div><div>Partial competitor referral is a common sales influence tactic used to increase consumers’ likelihood of purchasing a focal product (e.g., a painting or table) by referring consumers to a competitor that offers a non-focal product (e.g., a frame or chairs). This study examines the impact of two types of partial competitor referrals, i.e., recommending a competitor with strategic vs. tactical advantages, and their impact on consumers’ purchase intention. Five studies showed that recommending a competitor with strategic (vs. tactical) advantages on a non-focal product increases consumers’ purchase intention of the focal product. Credibility of the referral signal and trust of the seller (e.g. goodwill, integrity, and competence trust) mediate the effects. Skepticism toward salespeople, the presence of monetary incentives for referrals, and seller-competitor product assortment overlap moderate the effects. Additionally, we found that recommending a competitor with strategic (vs. tactical) advantages on a non-focal product decreases consumers' future purchase intention for the non-focal product. Theoretical contributions and practical implications of our research are discussed.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 1","pages":"Pages 86-102"},"PeriodicalIF":8.0,"publicationDate":"2025-01-30","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143644809","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

Lost in translation? How multilingual packaging influences product evaluations by impeding consumers’ processing fluency 迷失在翻译中？多语言包装如何通过阻碍消费者的加工流畅性来影响产品评价

IF 8 1区管理学

Journal of Retailing Pub Date : 2024-12-31 DOI: 10.1016/j.jretai.2024.12.004

Verena Hüttl-Maack, Rafael Munz

{"title":"Lost in translation? How multilingual packaging influences product evaluations by impeding consumers’ processing fluency","authors":"Verena Hüttl-Maack, Rafael Munz","doi":"10.1016/j.jretai.2024.12.004","DOIUrl":"10.1016/j.jretai.2024.12.004","url":null,"abstract":"<div><div>Owing to the global nature of today's marketplace, companies commonly use standardized packaging to distribute their products in multiple countries. Hence, consumers are regularly confronted with packaging that presents product information in their native language and in multiple foreign languages. However, how this impacts consumers has rarely been studied. In three experimental studies (<em>N</em> = 3,010), we identify processing fluency as an important driver of the consumer-sided consequences of multilingual packaging. Our research finds that the presence of foreign languages with which consumers are only weakly familiar impedes their mental processing of the product, resulting in less favorable product evaluations. Furthermore, a high number of translations printed on packaging also decreases processing fluency. Although multilingual packaging might be seen as a purely distributional cost-cutting method, the results of this research suggest that companies need to carefully consider how many and which languages are placed on packaging to realize their products’ full sales potential. Theoretical contributions, implications for packaging design, and directions for further research are discussed.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 1","pages":"Pages 68-85"},"PeriodicalIF":8.0,"publicationDate":"2024-12-31","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143644808","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

Pricing cues and retail competition 价格线索和零售竞争

IF 8 1区管理学

Journal of Retailing Pub Date : 2024-12-23 DOI: 10.1016/j.jretai.2024.12.002

Anand Krishnamoorthy , Preethika Sainam

{"title":"Pricing cues and retail competition","authors":"Anand Krishnamoorthy , Preethika Sainam","doi":"10.1016/j.jretai.2024.12.002","DOIUrl":"10.1016/j.jretai.2024.12.002","url":null,"abstract":"<div><div>Retailers that do not consistently display pricing cues (e.g., “Save $200″) may face lower demand from consumers who do not benefit from the additional transaction utility, a fact that is well-documented in the extant literature. This study investigates why some retailers choose not to display pricing cues despite these documented benefits, how optimal prices are affected by the display of pricing cues, and which type of retailer – service-focused or price-focused – is more likely to display pricing cues.</div><div>Analysis of our analytical model of competing retailers with asymmetric sales support reveals two effects of pricing-cue display: a “direct-demand effect” and a “competitive effect.” We find that when both retailers display a pricing cue, they can charge a higher price due to the increased transaction utility provided to customers (“direct-demand effect”). However, in the asymmetric scenario, when only one retailer displays a pricing cue, it has the additional effect of lowering the price of the non-displaying retailer (“competitive effect”). Further, we find that the price dispersion is higher when a service-focused retailer displays a pricing cue and the competing price-focused retailer does not, leading that case to be the more likely asymmetric equilibrium.</div><div>Empirical analysis of price and pricing-cue data for consumer-electronics products across several online retailers validates our analytical findings. Our analytical and empirical assessments underscore the significance of retailers’ pricing-cue display strategies and their impact on consumers, offering both academic and managerial implications.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 1","pages":"Pages 55-67"},"PeriodicalIF":8.0,"publicationDate":"2024-12-23","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143644807","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

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 : 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":"2024-12-14","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

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 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 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