Journal of Retailing最新文献_第4页

The effect of competition on retail price and assortment size decisions: Theory and evidence 竞争对零售价格和分类大小决策的影响：理论与证据

IF 8.9 1区管理学

Journal of Retailing Pub Date : 2026-06-01 Epub Date: 2025-10-30 DOI: 10.1016/j.jretai.2025.10.005

André Trindade, Fabio Caldieraro

{"title":"The effect of competition on retail price and assortment size decisions: Theory and evidence","authors":"André Trindade, Fabio Caldieraro","doi":"10.1016/j.jretai.2025.10.005","DOIUrl":"10.1016/j.jretai.2025.10.005","url":null,"abstract":"<div><div>We investigate how competition shapes firms’ pricing and product assortment size decisions through both theoretical modeling and empirical analysis. Our focus is on the grocery retail sector, where assortment holds particular significance for consumer choice.</div><div>By analyzing a large number of markets, we find that the presence of two competing stores — as opposed to a single monopolistic store — is associated with both higher prices and a larger product assortment. This relationship holds even after accounting for both observable and unobservable differences across stores.</div><div>We provide a theoretical model that explains these patterns based on two main forces. First, competitive pressure amplifies firms’ incentives to expand product assortment due to a business-stealing effect — broadening assortment becomes a strategy to attract customers away from rivals. Second, a more extensive product range improves the firm’s ability to screen consumers with heterogeneous preferences, thereby enabling strategic price increases in more competitive environments.</div><div>The findings offer valuable guidance for retail managers in making strategic decisions about pricing, product assortment, and store placement. They also highlight considerations for policymakers, who must be mindful of the potential unintended consequences of zoning laws and antitrust regulations that affect competition between stores.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"102 2","pages":"Pages 276-296"},"PeriodicalIF":8.9,"publicationDate":"2026-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148502011","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

Spatial word of mouth: How user reviews in the metaverse shape the success of virtual reality apps 空间口碑：虚拟世界中的用户评论如何影响虚拟现实应用的成功

IF 10.2 1区管理学

Journal of Retailing Pub Date : 2026-06-01 Epub Date: 2025-04-21 DOI: 10.1016/j.jretai.2025.03.002

Raoul V. Kübler , Thorsten Hennig-Thurau

{"title":"Spatial word of mouth: How user reviews in the metaverse shape the success of virtual reality apps","authors":"Raoul V. Kübler , Thorsten Hennig-Thurau","doi":"10.1016/j.jretai.2025.03.002","DOIUrl":"10.1016/j.jretai.2025.03.002","url":null,"abstract":"<div><div>In the metaverse, virtual reality (VR) apps serve as key gateways to consumers, making it critical for retailers and brands to understand the drivers of VR app success. This study introduces <em>spatial word of mouth (WOM)</em>—consumer-generated communication in high-immersive digital environments—and examines how VR app reviews in a metaverse app store, as prominent kind of such spatial WOM, are linked with app performance. Using topic modeling and aspect-based sentiment analysis, we analyze nearly 300,000 reviews from 153 VR apps on Meta’s Horizon store, alongside 1.5 million reviews of 2D apps from Steam. We identify 10 spatial-WOM topics, four of which are unique to VR (immersion, community, playtime, and motion sickness) and six are shared with traditional electronic WOM. Linear mixed-effects regression reveals that all 10 topics are linked to spatial-WOM valence (a measure of app satisfaction), while five are associated with spatial-WOM volume (a proxy for app downloads). A spatial WOM valence-volume matrix offers practical insights for retailing and brand managers to engage VR app users effectively, and a research agenda for advancing spatial-WOM studies in retailing and marketing provides a foundation for future exploration in this emerging domain.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"102 2","pages":"Pages 425-445"},"PeriodicalIF":10.2,"publicationDate":"2026-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148235782","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

Not all sales bumps are created equal: Examining the sales bump decomposition of different types of price promotions 并不是所有的销售增长都是一样的：检查不同类型的价格促销的销售增长分解

IF 8.9 1区管理学

Journal of Retailing Pub Date : 2026-06-01 Epub Date: 2025-10-22 DOI: 10.1016/j.jretai.2025.10.002

Yoonju Han, Ernst C. Osinga, Sandeep R. Chandukala, Jaehwan Kim

{"title":"Not all sales bumps are created equal: Examining the sales bump decomposition of different types of price promotions","authors":"Yoonju Han, Ernst C. Osinga, Sandeep R. Chandukala, Jaehwan Kim","doi":"10.1016/j.jretai.2025.10.002","DOIUrl":"10.1016/j.jretai.2025.10.002","url":null,"abstract":"<div><div>Temporary price reductions (TPRs) and coupons are heavily used by manufacturers to promote their products to consumers. Other types of promotions, such as volume deals and multi-item promotions (MIPs) may provide alternatives. But can we consider these different types of promotions to be exchangeable? In this paper, we argue that not all sales bumps are created equal. We focus on four commonly used price promotions, i.e., TPRs, coupons, volume deals, and MIPs, and rely on product uncertainty-related literature to argue for differences in the sales bump sizes and their relative decompositions. We use data from a large household panel for three product categories and find that the sales bumps from TPRs and coupons are larger and predominantly due to current period brand switching, while the sales bumps from volume deals and MIPs are smaller and mainly due to consumption. In support of our product uncertainty explanation, we further confirm that volume deals and MIPs perform particularly poorly for consumers with low brand and category experience. Implications for manufacturers and retailers are explored.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"102 2","pages":"Pages 223-239"},"PeriodicalIF":8.9,"publicationDate":"2026-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148501795","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 bigger the better: An investigation of consumer responses to clothing retailers’ extended-sized product lines 越大越好：一项关于消费者对服装零售商加长产品系列反应的调查

IF 8.9 1区管理学

Journal of Retailing Pub Date : 2026-06-01 Epub Date: 2025-10-21 DOI: 10.1016/j.jretai.2025.09.003

Deepika Naidu, Elizabeth Howlett, Andrew W. Perkins

引用次数: 0

From my standpoint: How visual perspective affects visual experiences 从我的角度来看：视觉视角如何影响视觉体验

IF 10.2 1区管理学

Journal of Retailing Pub Date : 2026-06-01 Epub Date: 2025-02-08 DOI: 10.1016/j.jretai.2025.02.001

Carlos Bauer , Kevin L. Sample , Julio Sevilla

{"title":"From my standpoint: How visual perspective affects visual experiences","authors":"Carlos Bauer , Kevin L. Sample , Julio Sevilla","doi":"10.1016/j.jretai.2025.02.001","DOIUrl":"10.1016/j.jretai.2025.02.001","url":null,"abstract":"<div><div>Considered the next iteration of the internet, the metaverse<span> is where the digital and physical worlds converge. Metaverse retail allows for the interaction between retailers and customers’ digital representations. During these interactions, retailers must procure opportunities to engage with customers. Using different visual stimuli to capture attitudinal and behavioral responses, we show the importance of strategically aligning visual perspective – or the approach used to place consumers in a digital experience – across digital offerings. Specifically, individuals may be assigned to observe an experience from a third-person perspective – where avatars are salient – compared to a first-person visual perspective – where avatars are generally absent. In general, our results show that in transactional interactions, individuals prefer visual experiences where the avatar is absent. However, these results are bounded by product type and product assortment. We also establish the mediating role of perceived immersion. Theoretical and managerial takeaways to maximize a digital visual experience are offered.</span></div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"102 2","pages":"Pages 482-497"},"PeriodicalIF":10.2,"publicationDate":"2026-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148235780","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

When does social media experience improve franchisee performance? A knowledge value chain perspective 社交媒体体验何时能提升加盟商绩效？知识价值链视角

IF 8.9 1区管理学

Journal of Retailing Pub Date : 2026-06-01 Epub Date: 2025-10-21 DOI: 10.1016/j.jretai.2025.10.003

Preetinder Kaur, Stephen K. Kim, Pushpinder Gill

{"title":"When does social media experience improve franchisee performance? A knowledge value chain perspective","authors":"Preetinder Kaur, Stephen K. Kim, Pushpinder Gill","doi":"10.1016/j.jretai.2025.10.003","DOIUrl":"10.1016/j.jretai.2025.10.003","url":null,"abstract":"<div><div>This study examines how franchisee owners’ social media experience affects their store performance. Using a novel dataset of 8.53 million Facebook posts and 8 million Google reviews from McDonald’s stores, the authors address two questions: (1) Does an owner’s greater social media experience improve the satisfaction of customers? (2) When does the knowledge from the store’s physical environment alter the effect of social media experience on customer satisfaction? For the first question, the authors predicted and found that an owner’s greater social media experience enhanced customer satisfaction, which in turn drove the growth of store sales. For the second question, the authors identify key contextual moderators based on the knowledge value chain framework. The findings reveal that an owner’s greater local experience and the market’s customer diversity <em>diminish</em>, whereas an owner’s greater vicarious social media experience from sister stores <em>amplifies</em>, the positive effect of social media experience. These findings contribute to the literature on social media and franchising by uncovering how the digital and physical experiences of a franchisee owner jointly shape customer experiences. Practically, our results underscore the importance of integrating social media insights with knowledge from the physical environment to improve owners’ performance.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"102 2","pages":"Pages 240-260"},"PeriodicalIF":8.9,"publicationDate":"2026-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"148501796","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

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 : 2026-06-01 Epub Date: 2026-06-13 DOI: 10.1016/S0022-4359(26)00056-4

引用次数: 0

The power of words: how linguistic framing affects consent in retail privacy policies 语言的力量：语言框架如何影响零售隐私政策中的同意

IF 10.2 1区管理学

Journal of Retailing Pub Date : 2026-03-01 Epub Date: 2025-09-17 DOI: 10.1016/j.jretai.2025.09.001

Marisabel Romero , Gina Slejko , Annika Abell

{"title":"The power of words: how linguistic framing affects consent in retail privacy policies","authors":"Marisabel Romero , Gina Slejko , Annika Abell","doi":"10.1016/j.jretai.2025.09.001","DOIUrl":"10.1016/j.jretai.2025.09.001","url":null,"abstract":"<div><div>In response to growing concerns over data security, many retailers now disclose their privacy policies and display statements declaring the use of “cookies” on their websites. These disclosures typically include a request for consumers to consent to the company’s use of cookies, pixels, or other tracking technology articulated within company policies. While existing research focuses on consumer comprehension of these policies and response to data privacy breaches, less attention has been paid to how subtle wording choices in privacy policy disclosures influence consumer behavior online. Building on previous research on linguistic framing effects, our findings support the hypothesis that using permission-based (vs. recognition-based) language in retailer privacy policies leads consumers to be less likely to consent. In particular, our research shows that when retailers use permission-based words (i.e., “allow”) compared to recognition-based words (i.e., “aware”) in their request for consumer consent to privacy policies, consumers perceive the request to be more direct, which reduces their willingness to consent to the policies. Across nine studies we show this effect and discuss important implications for policymakers and retailers.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"102 1","pages":"Pages 149-164"},"PeriodicalIF":10.2,"publicationDate":"2026-03-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147454229","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

When rewards connect to the self: Unlocking customer engagement through experiential rewards 当奖励与自我连接：通过体验式奖励解锁客户粘性

IF 10.2 1区管理学

Journal of Retailing Pub Date : 2026-03-01 Epub Date: 2025-08-05 DOI: 10.1016/j.jretai.2025.07.002

Ayalla A. Ruvio , Farnoosh Khodakarami , Forrest V. Morgeson III , Clay M. Voorhees

引用次数: 0

Creating and maintaining digital third places: Orchestrating interaction ritual chains at a distance 创建和维护数字第三场所：远距离协调互动仪式链

IF 10.2 1区管理学

Journal of Retailing Pub Date : 2026-03-01 Epub Date: 2025-08-18 DOI: 10.1016/j.jretai.2025.08.001

Ozlem Sandikci , Bige Saatcioglu , Eileen Fischer

{"title":"Creating and maintaining digital third places: Orchestrating interaction ritual chains at a distance","authors":"Ozlem Sandikci , Bige Saatcioglu , Eileen Fischer","doi":"10.1016/j.jretai.2025.08.001","DOIUrl":"10.1016/j.jretai.2025.08.001","url":null,"abstract":"<div><div>With online and offline lives increasingly intertwined, hybrid retail spaces are emerging as new social hubs akin to classical third places. Third places refer to spaces apart from work and home, such as cafes and bars, that provide opportunities for social interaction. While prior research has primarily conceptualized third places as physical establishments, it also acknowledges that online environments, such as multiplayer gaming platforms or chatrooms, can fulfil similar functions. Yet, despite the recognized social-supportive role of retail venues, relatively little is known about how third place atmospheres can effectively be orchestrated in online retail settings. This study addresses this gap through an ethnographic investigation of a digital platform that recreates a physical third place online, enabling consumers to gather for long hours, consuming, conversing, and socializing. We find that, in online retail settings, third place atmospheres can be cultivated through the deliberate orchestration of technology-mediated interaction ritual chains. Through three interconnected processes – ritual framing, boundary regulation, and affective synchronization – that unfold before, during, and after the gatherings, the online setting transforms into a digital third place. Both retailers and consumers play pivotal roles in this transformation. Drawing on these findings, we offer several theoretical contributions and managerial recommendations.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"102 1","pages":"Pages 24-43"},"PeriodicalIF":10.2,"publicationDate":"2026-03-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"147454145","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