Journal of Retailing最新文献_第6页

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IF 10.2 1区管理学

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

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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

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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}

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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

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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

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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