Journal of Retailing最新文献_第6页

Mobile platform expansion: How does it affect the incumbent food delivery app and other sales channels? 移动平台扩张：它对现有的送餐应用和其他销售渠道有何影响？

IF 8 1区管理学

Journal of Retailing Pub Date : 2024-09-01 DOI: 10.1016/j.jretai.2024.06.002

Wei Liu , Sha Zhang , Tammo Bijmolt , Evert de Haan

{"title":"Mobile platform expansion: How does it affect the incumbent food delivery app and other sales channels?","authors":"Wei Liu , Sha Zhang , Tammo Bijmolt , Evert de Haan","doi":"10.1016/j.jretai.2024.06.002","DOIUrl":"10.1016/j.jretai.2024.06.002","url":null,"abstract":"<div><p>Food delivery apps (FDAs) are popular sales platforms, and many restaurants rely on multiple FDAs. Adding more FDAs represents a novel type of channel expansion (i.e., platform-to-platform), though no prior studies have examined its performance implications to determine if introducing a new, competing FDA might cannibalize or enhance a restaurant's customer acquisition and sales through the incumbent FDA. Furthermore, introduction timing, local competition, and store characteristics might moderate these effects, with implications for the restaurant's total sales over time. Using associative network theory, together with 557,127 purchase records gathered from 173,537 customers, we apply a panel regression model across 18 store locations of a restaurant chain. The results show that adding a competing FDA has positive synergistic effects on the restaurant's customer acquisition and sales (including sales revenues and order volumes) through the incumbent FDA, especially if it adds the competing FDA long (vs. soon) after the prior FDA and the store is younger (vs. older). Larger stores and those located in competitive areas benefit more from mobile platform expansion. The positive effects of introducing a competing FDA on total sales diminish over time though. These findings can inform both research into and the practice of mobile platform expansions.</p></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"100 3","pages":"Pages 422-438"},"PeriodicalIF":8.0,"publicationDate":"2024-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142161212","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

Understanding shoppers’ attention to price information at the point of consideration using in-store ambulatory eye-tracking 利用店内流动眼动跟踪了解购物者在考虑时对价格信息的关注程度

IF 8 1区管理学

Journal of Retailing Pub Date : 2024-09-01 DOI: 10.1016/j.jretai.2024.06.003

Ming Chen , Raymond R. Burke , Sam K. Hui , Alex Leykin

引用次数: 0

Can crowdsourcing improve prediction accuracy in fashion retail buying? 众包能否提高时装零售采购的预测准确性？

IF 8 1区管理学

Journal of Retailing Pub Date : 2024-09-01 DOI: 10.1016/j.jretai.2024.06.001

Omid Kamran-Disfani , Murali Mantrala

{"title":"Can crowdsourcing improve prediction accuracy in fashion retail buying?","authors":"Omid Kamran-Disfani , Murali Mantrala","doi":"10.1016/j.jretai.2024.06.001","DOIUrl":"10.1016/j.jretai.2024.06.001","url":null,"abstract":"<div><p>Fashion retailers’ buyers must decide how much to buy of merchandise well before a selling season. This order quantity decision is always challenging due to limited historical data and high demand unpredictability arising from the novelty of fashion merchandise. Despite many attempts to solve this longstanding problem, industry reports consistently show that fashion buyers’ predictions of product salability and future sales are frequently inaccurate, leading to loss of profits for retailers. In this research, the authors take an “Empirics-First” approach to explore an alternative solution, crowdsourced forecasts from ordinary customers, and investigate whether crowdsourced forecasts would be more accurate than those of expert fashion buyers and if so, how should a crowd be formed in terms of size and composition? After conducting an online experiment, finding that forecasts by a “crowd” of ordinary customers are significantly more accurate than those of expert fashion buyers, the authors test a contingency framework in a second empirical study examining how crowd size and composition impact forecasting accuracy for products of varying fashionability. The results revealed that heterogeneity in a crowd is a key factor in prediction accuracy. Specifically, crowds with more variation in income and shopping frequency made notably accurate predictions. Another key finding of the study pertains to the required crowd size; increasing the size of a crowd at first sharply decreased the crowd's prediction error. However, after a certain point, there were diminishing returns in prediction accuracy. Given the interesting results, the paper concludes with guidelines for implementing crowdsourced forecasting by fashion retailers and directions for future research.</p></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"100 3","pages":"Pages 404-421"},"PeriodicalIF":8.0,"publicationDate":"2024-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0022435924000265/pdfft?md5=d8e6b49cf9cf5d4719abdca1ec1cc3d1&pid=1-s2.0-S0022435924000265-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142161211","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

The faster, the better? The impact of short delivery times on product returns in online retailing 越快越好？短交货期对网上零售产品退货的影响

IF 8 1区管理学

Journal of Retailing Pub Date : 2024-09-01 DOI: 10.1016/j.jretai.2024.07.002

Simon Masuch , Jan R. Landwehr , Christoph M. Flath , Frédéric Thiesse

{"title":"The faster, the better? The impact of short delivery times on product returns in online retailing","authors":"Simon Masuch , Jan R. Landwehr , Christoph M. Flath , Frédéric Thiesse","doi":"10.1016/j.jretai.2024.07.002","DOIUrl":"10.1016/j.jretai.2024.07.002","url":null,"abstract":"<div><p>This study explores the impact of short delivery times on product returns in the context of online retailing. Using a large dataset from a global fashion retailer's U.S. e-commerce platform, we investigate whether fast deliveries characterized by below-average delivery times influence the likelihood of product returns. The analysis employs logistic regression to examine the relationship between delivery times and return rates, and additionally considers product characteristics and customer attributes. Our findings indicate that fast deliveries lead to a significant increase in the likelihood of returns, particularly among new customers. Insufficient post-purchase cognitive dissonance reduction may theoretically motivate this counterintuitive result as also indicated by a preliminary follow-up study reported in the online appendix. These insights challenge the prevalent assumption that the shortening of delivery times unequivocally benefits online retailers and customers, highlighting the need for a balanced management approach to order fulfillment that considers both benefits in terms of customer acquisition and downsides in terms of return costs.</p></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"100 3","pages":"Pages 475-485"},"PeriodicalIF":8.0,"publicationDate":"2024-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0022435924000393/pdfft?md5=a16a68e77b9706dbaff6ef482a0ae67f&pid=1-s2.0-S0022435924000393-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142161213","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

Less cash, more splash? A meta-analysis on the cashless effect 更少现金，更多水花？关于无现金效应的元分析

IF 8 1区管理学

Journal of Retailing Pub Date : 2024-09-01 DOI: 10.1016/j.jretai.2024.05.003

Lachlan Schomburgk , Alex Belli , Arvid O.I. Hoffmann

{"title":"Less cash, more splash? A meta-analysis on the cashless effect","authors":"Lachlan Schomburgk , Alex Belli , Arvid O.I. Hoffmann","doi":"10.1016/j.jretai.2024.05.003","DOIUrl":"10.1016/j.jretai.2024.05.003","url":null,"abstract":"<div><p>Over 40 years of research links cashless payment methods to increased consumer spending. Referred to as the “cashless effect,” this phenomenon has recently come under scrutiny as consumers are increasingly familiar with non-cash methods which could weaken the cashless effect, while other research challenges the robustness of the effect and questions which conditions could strengthen or weaken it. The current study contributes to reaching a consensus in this ongoing debate through a large-scale meta-analysis leveraging a meta-analytical framework that synthesizes the insights from the extant literature. Across 392 effect sizes from 71 papers, we reveal a small, but significant, cashless effect. Further, we show no evidence that cashless payment method features influence the cashless effect, while various consumption situations and contextual factors do. Specifically, the cashless effect is stronger in conspicuous consumption situations, while it is weaker in pro-social consumption situations. The results also reveal that the business cycle impacts the cashless effect, with it being stronger in periods of economic growth. Finally, the cashless effect has generally weakened over time. Our findings offer novel and actionable insights for academics, consumers, and practitioners such as retailers, charities, and policymakers interested in the effects of payment methods on consumer spending behavior.</p></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"100 3","pages":"Pages 382-403"},"PeriodicalIF":8.0,"publicationDate":"2024-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0022435924000216/pdfft?md5=caa248d8235ca707ddb1ff2b583f3385&pid=1-s2.0-S0022435924000216-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142161210","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

The optimal product-line selling mode in online platforms 在线平台上的最佳产品线销售模式

IF 8 1区管理学

Journal of Retailing Pub Date : 2024-09-01 DOI: 10.1016/j.jretai.2024.07.003

Jian Huang , Xuelian Qin , Lin Tian , Hang Wei

{"title":"The optimal product-line selling mode in online platforms","authors":"Jian Huang , Xuelian Qin , Lin Tian , Hang Wei","doi":"10.1016/j.jretai.2024.07.003","DOIUrl":"10.1016/j.jretai.2024.07.003","url":null,"abstract":"<div><p>The burgeoning success of online retailing has prompted numerous manufacturers to sell their product lines through digital platforms. Despite this trend, the optimal product-line selling mode for both manufacturers and online platforms remains ambiguous. This study aims to address this uncertainty by developing an analytical model. In this model, a manufacturer offers a product line consisting of two quality-differentiated products. Concurrently, an e-tailer (online platform) provides both the first-party and third-party modes, catering to consumers with heterogeneous preferences for product quality. The analysis reveals that when the high-quality product's quality level is sufficiently low, the manufacturer achieves maximum profit by wholesaling the high-quality product with the first-party mode but directly selling the low-quality product via the third-party mode; otherwise, the manufacturer maximizes profit by directly selling both products via the third-party mode. For the e-tailer, when the high-quality product's quality level is moderate, he can gain the highest profit by encouraging the manufacturer to wholesale both products with the first-party mode. However, when the high-quality product's quality level is sufficiently low (high), the e-tailer can obtain the highest profit under the case where the manufacturer sells the high-quality product via the third-party (first-party) mode but distributes the low-quality product with the first-party (third-party) mode. The intuition lies in the competition dynamics and the double marginalization effect under different selling modes.</p></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"100 3","pages":"Pages 486-505"},"PeriodicalIF":8.0,"publicationDate":"2024-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"142161505","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

Autonomous stores: How levels of in-store automation affect store patronage 自主商店：店内自动化水平如何影响顾客光顾率

IF 1 1区管理学

Journal of Retailing Pub Date : 2024-06-01 DOI: 10.1016/j.jretai.2023.12.003

Sabine Benoit , Birgit Altrichter , Dhruv Grewal , Carl-Philip Ahlbom

{"title":"Autonomous stores: How levels of in-store automation affect store patronage","authors":"Sabine Benoit , Birgit Altrichter , Dhruv Grewal , Carl-Philip Ahlbom","doi":"10.1016/j.jretai.2023.12.003","DOIUrl":"10.1016/j.jretai.2023.12.003","url":null,"abstract":"<div><p>Autonomous stores operate without needing on-site staff present to support and monitor customers. This study seeks to determine which autonomous stores are most likely to succeed. By adapting convenience theory and drawing on secondary and qualitative data, the authors identify unique features of autonomous stores that constitute convenience dimensions: options for check-in (access convenience), staff support (assistance convenience), check-out (transaction convenience), and to allow customers to check their itemized baskets (verification convenience). Perceptions of convenience, autonomy, and safety explain the influences of unique store features. A conjoint experiment provides a test of the direct effects of each dimension on store patronage and indirect effects through convenience, autonomy, and safety perceptions. The results indicate that, with the exception of check-out, consumers prefer staffed stores; having to check in (e.g., with a credit card), limited access to (remote) staff, and an inability to verify the basket before payment represent significant barriers. In turn, some trade-offs arise: Store features that increase convenience and autonomy undermine safety perceptions. Finally, community-based and rural locations are better suited for autonomous stores than anonymous traffic hubs. Retail managers can leverage these findings to decide whether to establish autonomous stores and, if so, with which design.</p></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"100 2","pages":"Pages 217-238"},"PeriodicalIF":10.0,"publicationDate":"2024-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0022435923000738/pdfft?md5=8f6ffceed88320dbba0d202464a3caca&pid=1-s2.0-S0022435923000738-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139398469","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

The role of political ideology on variety-seeking behavior during crisis-induced threats: Evidence from the COVID-19 pandemic 危机威胁下政治意识形态对多样性寻求行为的作用：来自 COVID-19 大流行病的证据

IF 1 1区管理学

Journal of Retailing Pub Date : 2024-06-01 DOI: 10.1016/j.jretai.2024.03.003

Steven Qiang Lu , Jarrod P. Vassallo , Ada Choi , Jia Li

{"title":"The role of political ideology on variety-seeking behavior during crisis-induced threats: Evidence from the COVID-19 pandemic","authors":"Steven Qiang Lu , Jarrod P. Vassallo , Ada Choi , Jia Li","doi":"10.1016/j.jretai.2024.03.003","DOIUrl":"10.1016/j.jretai.2024.03.003","url":null,"abstract":"<div><p>In an era marked by heightened political polarization and escalating crises, our study provides timely, empirics-first insights into how political ideology influences consumers’ variety-seeking behaviors when they experience crisis-induced threats—specific events that are perceived to endanger physical and financial well-being—versus normal conditions. We advance knowledge by investigating the interplay between political ideology, variety seeking, and crisis-induced threats using a large-scale dataset of over 32 million U.S. grocery transactions before and during the initial wave of the COVID-19 pandemic, as well as county-level voting results. In doing so, we seek to answer three questions: (1) How does political ideology influence variety seeking under normal conditions? (2) How do crisis-induced threats influence variety seeking? and (3) How does political ideology influence variety seeking under crisis-induced threats? Our findings reveal that, under normal conditions, conservatives show greater variety seeking than liberals. Yet, during crisis-induced threats, conservatives decrease their variety seeking, whereas liberals increase theirs. These results complement existing studies that, using lab experiments and surveys, have identified various mechanisms––oftentimes competing––that influence variety seeking. We advance this work with externally validated and robust empirical evidence on how consumers’ variety seeking behaviors change substantially during crisis-induced threats versus normal conditions. These insights provide retail practitioners with marketing-relevant insights and strategies, tailored to the political composition of their consumer base, that can enhance their crisis preparedness and responses.</p></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"100 2","pages":"Pages 166-185"},"PeriodicalIF":10.0,"publicationDate":"2024-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0022435924000162/pdfft?md5=e4414a86057d9cbd32ca698f51487357&pid=1-s2.0-S0022435924000162-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140779563","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

Should online retailers emphasize efficiency or experience? First insights on the evolution and heterogeneity of website attributes 在线零售商应该强调效率还是体验？对网站属性演变和异质性的初步认识

IF 1 1区管理学

Journal of Retailing Pub Date : 2024-06-01 DOI: 10.1016/j.jretai.2024.03.002

Dahlia El-Manstrly , Dennis Herhausen , Abhijit Guha , Markus Blut , Dhruv Grewal

{"title":"Should online retailers emphasize efficiency or experience? First insights on the evolution and heterogeneity of website attributes","authors":"Dahlia El-Manstrly , Dennis Herhausen , Abhijit Guha , Markus Blut , Dhruv Grewal","doi":"10.1016/j.jretai.2024.03.002","DOIUrl":"10.1016/j.jretai.2024.03.002","url":null,"abstract":"<div><p>Anecdotal evidence indicates a notable shift in online consumer expectations, emphasizing a desire for an enjoyable online shopping experience, beyond convenience and efficiency. This insight thus prompts key questions: Should retailers emphasize efficiency-related or experience-related website attributes, and in which contexts might one priority be superior to the other for encouraging consumer loyalty? The present study provides initial insights into the evolution of the effectiveness of different website attributes and heterogeneity in their effects. Using a rich data set, spanning vastly different contexts and time periods, the authors detect new, evolving patterns by which different website attributes relate to customer loyalty. Experience-related attributes have become more important than efficiency-related attributes in recent years, with some noteworthy contingencies, such that they are especially impactful for services (vs. products) and in cultures with long-term (vs. short-term), high (vs. low) self-indulgence, and high (vs. low) masculinity orientations. The increasing importance of experience-related attributes is driven by cultures with a low (vs. high) uncertainty avoidance. These insights in turn offer practical implications for retailers navigating the challenges associated with designing their websites to drive customer loyalty.</p></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"100 2","pages":"Pages 274-292"},"PeriodicalIF":10.0,"publicationDate":"2024-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0022435924000150/pdfft?md5=f54666d46263e8f1fedd0a11bf781c85&pid=1-s2.0-S0022435924000150-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140787716","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

The Starbucks effect: When name-based order identification increases customers' store preference and service satisfaction 星巴克效应当基于姓名的订单识别增加了顾客对门店的偏好和服务满意度时

IF 1 1区管理学

Journal of Retailing Pub Date : 2024-06-01 DOI: 10.1016/j.jretai.2024.04.002

Sarah Lim , Stijn M.J. van Osselaer , Joseph K. Goodman , Christoph Fuchs , Martin Schreier

{"title":"The Starbucks effect: When name-based order identification increases customers' store preference and service satisfaction","authors":"Sarah Lim , Stijn M.J. van Osselaer , Joseph K. Goodman , Christoph Fuchs , Martin Schreier","doi":"10.1016/j.jretai.2024.04.002","DOIUrl":"https://doi.org/10.1016/j.jretai.2024.04.002","url":null,"abstract":"<div><p>Retailers traditionally use a number system to match a product or service to a customer, ensuring that the customer receives the right product (e.g., a specific hot drink). However, some retailers have started to match an order by using a customer's name. Six studies, including an incentive-compatible experiment and field study, examine whether, when, and why order identification by a customer's name can either benefit or harm retailers. In contrast to prior research suggesting a negative effect of using a customer's name in marketing communications (e.g., online ads), the current research demonstrates a positive effect of identifying an order by name, which we refer to as the “Starbucks effect.” This positive effect, however, is mitigated or even backfires under specific circumstances. The results suggest that managers can use customers’ names while avoiding the use of numbers to increase customer preference for stores and service satisfaction, but with caution, especially in situations where privacy concerns may arise, even when the customer is only asked for their first name and could provide a fake name.</p></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"100 2","pages":"Pages 316-329"},"PeriodicalIF":10.0,"publicationDate":"2024-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141328488","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