Journal of Retailing最新文献_第3页

Surprise, surprise: The dual impact of double discounting on consumer preferences 惊喜，惊喜：双重折扣对消费者偏好的双重影响

IF 10.2 1区管理学

Journal of Retailing Pub Date : 2025-12-01 Epub Date: 2025-06-30 DOI: 10.1016/j.jretai.2025.06.003

David M. Hardesty , Jonathan Hasford , Adam Farmer , Blair Kidwell

{"title":"Surprise, surprise: The dual impact of double discounting on consumer preferences","authors":"David M. Hardesty , Jonathan Hasford , Adam Farmer , Blair Kidwell","doi":"10.1016/j.jretai.2025.06.003","DOIUrl":"10.1016/j.jretai.2025.06.003","url":null,"abstract":"<div><div>Retailers use price discounts to stimulate sales and impact long-term profitability. While most offer a single discount, retailers occasionally use double discounting, whereby they stack a second discount on top of an already discounted item (e.g., 20 % off plus an additional 25 % off). While double discounting is relatively rare, we demonstrate when and why it is effective. Double discounting is shown to outperform single discounts even when the double discount offered is objectively smaller, and even for low discount percentages. It also outperforms single discounts for consumers who are better able to perceive emotions. Moreover, it results in spillover effects on other non-promoted products. While previous research has indicated that consumers take a cognitive computational approach when offered double discounts by either computing the number of gains, adding the percentage of the two discounts, or assessing the relative magnitude of the two discounts offered, we develop an expanded conceptual model which considers the role that consumer emotional responses play. We find that consumers who make the computational error of adding the two percentages and those who do not both prefer double discounts. Consumers experience feelings of surprise associated with double discounting and this emotional response impacts evaluations beyond computational errors made by consumers, need for cognition, and luck. Thus, we offer a dual process explanation of affect and cognition to explain when and why double discounting is effective. In addition to these theoretical contributions, we also highlight practical managerial recommendations for the implementation of double discounts.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 4","pages":"Pages 601-620"},"PeriodicalIF":10.2,"publicationDate":"2025-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"145645824","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

Subtle glamour as an affective force in a non-exclusive retail brandscape 在非独家零售品牌中，微妙的魅力是一种情感力量

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.2025.05.005

Lorna Stevens , Pauline Maclaran , Marleen van ’t Riet

{"title":"Subtle glamour as an affective force in a non-exclusive retail brandscape","authors":"Lorna Stevens , Pauline Maclaran , Marleen van ’t Riet","doi":"10.1016/j.jretai.2025.05.005","DOIUrl":"10.1016/j.jretai.2025.05.005","url":null,"abstract":"<div><div>How can a mainstream, high-street retail brand offer an aspirational and elevated shopping experience whilst still maintaining reasonable price perceptions? In this study we suggest that a subtle glamour aesthetic is an effective way to provide this experience. We draw on a qualitative, multi-method, ethnographic study of a UK lifestyle brand, The White Company, a brand that offers affordable luxury to its customers. Our study reveals the presence of a subtle glamour aesthetic within the retail brandscape, which operates as an affective force to elevate and enhance the brand. Its utilisation enables the brand to distinguish itself from competitors, whilst still offering affordability to its middle-class market. We show that glamour is used with moderation by the brand, as too much glamour would be at odds with its positioning in the marketplace and customer expectations. However, the discreet presence of subtle glamour enables the brand to elevate its products and enchant its customers. Three key branding outcomes of staging subtle glamour are identified, which we describe as: 1) staging the fascinating effect; 2) staging the promise of transformation and escape; and 3) staging the concealment of effort. We explore each of these in relation to material and discursive aspects, and importantly, how customers experience each of these staging practices. We conclude by offering suggestions for other high-street retailers on how a subtle glamour aesthetic can be used to provide customers with an enchanting and elevated shopping experience.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 4","pages":"Pages 523-542"},"PeriodicalIF":10.2,"publicationDate":"2025-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"145645821","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

Resolving paradoxical tensions during business model innovation for sustainability in retailing: The role of the ecosystem 解决零售业可持续性商业模式创新过程中矛盾的紧张关系：生态系统的作用

IF 10.2 1区管理学

Journal of Retailing Pub Date : 2025-12-01 Epub Date: 2025-06-14 DOI: 10.1016/j.jretai.2025.06.001

G. Do Vale , Isabelle Collin-Lachaud , Xavier Lecocq

{"title":"Resolving paradoxical tensions during business model innovation for sustainability in retailing: The role of the ecosystem","authors":"G. Do Vale , Isabelle Collin-Lachaud , Xavier Lecocq","doi":"10.1016/j.jretai.2025.06.001","DOIUrl":"10.1016/j.jretai.2025.06.001","url":null,"abstract":"<div><div>The vast and pressing environmental and societal challenges, as well as the difficulty of the path to sustainability, are substantially challenging retailers’ business models (BM hereafter). Researchers have yet to answer how retailers cope with different kinds of tensions in their process of BM innovation for sustainability. Drawing on a longitudinal, seven-year, inductive, multiple case study of three European retailers that decided explicitly to move toward sustainability, this research highlights different tensions that confront retailers in this process and the decisions they take to resolve them. Three stages are identified as necessary to implement a BM for sustainability in retailing.</div><div>In a first stage, patching sustainability initiatives onto traditional BM creates tensions, only some of which can be resolved by middle managers in their day-to-day activities. Others persist and represent paradoxical tensions. In a second stage, formal engagement by owners and senior to change the core of traditional BM can resolve paradoxes, by allowing for strategic actions at the ecosystem level. In the third stage, ecosystem-level actions involve renewing relationships with traditional stakeholders and initiating new relationships with new ones to implement the BM for sustainability. Moreover, a specific feature of BM innovation for sustainability in retailing is that stores can take major roles in the ecosystem, functioning as local hubs for circularity.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 4","pages":"Pages 564-582"},"PeriodicalIF":10.2,"publicationDate":"2025-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"145645822","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

Presenting a typology of virtual reality (VR) in retailing: A construal level theory and heuristic-systematic model perspective 零售业中虚拟现实（VR）的类型学：解释层次理论和启发式系统模型视角

IF 10.2 1区管理学

Journal of Retailing Pub Date : 2025-12-01 Epub Date: 2025-06-20 DOI: 10.1016/j.jretai.2025.06.005

Seth Ketron , Kirsten Cowan

{"title":"Presenting a typology of virtual reality (VR) in retailing: A construal level theory and heuristic-systematic model perspective","authors":"Seth Ketron , Kirsten Cowan","doi":"10.1016/j.jretai.2025.06.005","DOIUrl":"10.1016/j.jretai.2025.06.005","url":null,"abstract":"<div><div><span>Virtual reality (VR) holds significant potential in retailing, yet retailers often lack clear guidance on creating VR experiences that enhance consumer responses. This work aims to address this gap by, first starting with a systematic literature review. Based on discrepant findings, we categorize VR experiences into distinct types based on how they influence </span>information processing<span>, the value they deliver, and their impact on consumer responses. Subsequently, we present a typology of VR retail experiences based on two dimensions: the purpose of the VR experience (attribute- vs. benefit-focused) and the duration of its availability (short- vs. long-term). This approach delineates four main types of VR experiences: transactional, informational, leveraging, and deepening. Using construal level theory and the heuristic-systematic model, we supplement the typology with a theoretical framework and thirteen propositions. We theorize how each experience type influences the way shoppers think and make decisions, from rapid, intuitive processing to more deliberate, thoughtful consideration. The framework considers additional factors such VR system immersivity, the decision-making stage, decision complexity, and product knowledge. After putting forth a future research agenda, the paper offers practical implications for retailers to leverage VR effectively, enhancing consumer engagement and business outcomes.</span></div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 4","pages":"Pages 639-658"},"PeriodicalIF":10.2,"publicationDate":"2025-12-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"145645826","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

Assessing fast fashion overstock through time-to-peak-sales 通过销售高峰评估快时尚库存过剩

IF 10.2 1区管理学

Journal of Retailing Pub Date : 2025-09-01 Epub Date: 2025-05-15 DOI: 10.1016/j.jretai.2025.05.001

Yufei Zhang , Joyce (Feng) Wang , Chen Lin , G. Tomas M. Hult

{"title":"Assessing fast fashion overstock through time-to-peak-sales","authors":"Yufei Zhang , Joyce (Feng) Wang , Chen Lin , G. Tomas M. Hult","doi":"10.1016/j.jretai.2025.05.001","DOIUrl":"10.1016/j.jretai.2025.05.001","url":null,"abstract":"<div><div><span><span>Product overstock is widely recognized as a principal contributor to diminished profitability and adverse environmental impacts in the fast fashion industry. While considerable attention has been directed toward optimizing the stock-in process, including the adoption of on-demand manufacturing and inventory </span>optimization strategies, solutions for preventing overstock during the stock-out process have largely relied on end-of-season clearance. This reactive approach frequently yields suboptimal outcomes, thereby underscoring the urgent need for a proactive strategy that empowers managers to implement timely, strategic interventions to mitigate overstock problems. This study introduces time-to-peak-sales as an </span>early warning system<span> for the fast fashion industry, offering a viable method for the early detection of product overstock and establishing criteria for prioritizing unsold inventory that demands immediate managerial attention. Drawing on the product life cycle framework and the distinctive practices inherent in fast fashion, we define time-to-peak sales as the number of weeks required for a product to reach its peak sales, positing that it is positively associated with product overstock. Utilizing data from multiple brands across two distinct datasets, we conduct a comprehensive exploration of fast fashion overstock through comparative analyses, model-free descriptive statistics, and regression analyses. Our findings consistently underscore that time-to-peak-sales is a pivotal metric in inventory management, firmly anchored within the product life cycle framework.</span></div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 3","pages":"Pages 431-453"},"PeriodicalIF":10.2,"publicationDate":"2025-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"145020823","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

Editorial from branding to dupes: the new copyconomy 从品牌化到山寨：新山寨经济

IF 10.2 1区管理学

Journal of Retailing Pub Date : 2025-09-01 Epub Date: 2025-08-26 DOI: 10.1016/j.jretai.2025.08.008

Katrijn Gielens

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 : 2025-09-01 Epub Date: 2025-09-08 DOI: 10.1016/S0022-4359(25)00084-3

引用次数: 0

Promoting product returns? The impact of at-purchase and post-purchase discounts on customers’ return behavior 促进产品退货？购时和购后折扣对顾客退货行为的影响

IF 10.2 1区管理学

Journal of Retailing Pub Date : 2025-09-01 Epub Date: 2025-05-21 DOI: 10.1016/j.jretai.2025.05.003

Maarten J. Gijsenberg , Tammo H.A. Bijmolt , Christian F. Hirche

{"title":"Promoting product returns? The impact of at-purchase and post-purchase discounts on customers’ return behavior","authors":"Maarten J. Gijsenberg , Tammo H.A. Bijmolt , Christian F. Hirche","doi":"10.1016/j.jretai.2025.05.003","DOIUrl":"10.1016/j.jretai.2025.05.003","url":null,"abstract":"<div><div>Online retailers dynamically adjust product prices, potentially influencing both purchase and return behavior of customers. In particular, price discounts may affect returns not only for purchases made during the discount period (at-purchase discounts) but also for purchases made beforehand if a lower price is observed within the return window (post-purchase discounts). This study examines the impact of both discount types on product returns, using transaction data from a major European generalist online retailer comprising nearly 84 million purchases and over 37 million returns across >300 product categories. Results indicate that at-purchase discounts are associated with a linear decline in return rates, whereas post-purchase discounts above 25 % increase return rates in a non-linear fashion. On average, the adverse effects of post-purchase discounts outweigh the favorable effects of at-purchase discounts for discounts exceeding 40 % (20 %) among customers without (with) discount-driven return experience. These effects vary considerably across product categories, depending on shopping motives, category characteristics, and marketing mix. In the end, retailers should recognize that deep discounts may inadvertently promote product returns.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 3","pages":"Pages 473-492"},"PeriodicalIF":10.2,"publicationDate":"2025-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"145020824","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

Generating insult from injury: Receiving self improvement gifts causes negative word of mouth 从伤害中产生侮辱：收到自我提升的礼物会导致负面的口碑

IF 10.2 1区管理学

Journal of Retailing Pub Date : 2025-09-01 Epub Date: 2025-05-01 DOI: 10.1016/j.jretai.2025.04.005

Linnéa M. Chapman , Farnoush Reshadi

{"title":"Generating insult from injury: Receiving self improvement gifts causes negative word of mouth","authors":"Linnéa M. Chapman , Farnoush Reshadi","doi":"10.1016/j.jretai.2025.04.005","DOIUrl":"10.1016/j.jretai.2025.04.005","url":null,"abstract":"<div><div>Many retailers sell self improvement products – and some market these products as gifts. The present research reveals that doing so could have negative consequences. Five experiments investigated how recipients respond to self improvement gifts offering betterment in terms of physical appearance or communication skills. Results show that those who receive self improvement (vs. non improvement) gifts generate more negative word of mouth about the products they receive, for example, by giving them lower star ratings. This effect is explained by the hurt feelings that recipients of self improvement gifts experience. We identify two ways retailers can attenuate the negative word of mouth stemming from self improvement gifts. First, offering financial incentives when soliciting online reviews reduces gift recipients’ negativity. Second, using a humanized appeal when soliciting online reviews helps prevent negative product review ratings. The present findings have important implications for retailers that sell self improvement products. Specifically, retailers could use financial incentives and humanized review requests to attenuate negative word of mouth, or adjust elements of the marketing mix to nudge consumers away from selecting self improvement products as gifts.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 3","pages":"Pages 366-381"},"PeriodicalIF":10.2,"publicationDate":"2025-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"145020820","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

Unifying or discriminating: Competitive pricing strategies for multi-channel retailers 统一还是区别：多渠道零售商的价格竞争策略

IF 10.2 1区管理学

Journal of Retailing Pub Date : 2025-09-01 Epub Date: 2025-07-04 DOI: 10.1016/j.jretai.2025.05.002

Kun Zhang , Yue Dai , Gangshu (George) Cai

{"title":"Unifying or discriminating: Competitive pricing strategies for multi-channel retailers","authors":"Kun Zhang , Yue Dai , Gangshu (George) Cai","doi":"10.1016/j.jretai.2025.05.002","DOIUrl":"10.1016/j.jretai.2025.05.002","url":null,"abstract":"<div><div><span>Multi-channel retailers face a crucial decision of whether to charge the same price online and offline. To examine the competitive pricing strategy, we construct a </span>duopoly model with two multi-channel retailers for which consumers are heterogeneous in their brand preferences. Additionally, consumers have heterogeneous product familiarity and are categorized into informed and uninformed segments. While informed consumers are aware of desirable product variants, uninformed consumers may purchase unfit variants and subsequently return them, which incurs return costs for both themselves and the retailer. Therefore, retailers offer store assistance to help uninformed consumers find their matching products. Our analysis reveals that the equilibrium pricing structure is influenced by two effects: the channel-efficiency effect drives the adoption of uniform pricing when a retailer’s store assistance cost is efficient, while the competition effect drives dual pricing when consumers exhibit weak brand preferences and uniform pricing otherwise. The interaction of these effects leads to both symmetric and asymmetric pricing equilibria. In particular, an asymmetric pricing equilibrium emerges when the channel-efficiency effect favors uniform pricing and the competition effect is significant, and at this asymmetric equilibrium, the uniform pricing retailer can outperform its dual pricing rival by offering a uniform price lower than the online and offline prices of the rival.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 3","pages":"Pages 454-472"},"PeriodicalIF":10.2,"publicationDate":"2025-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"145020814","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