Journal of Retailing最新文献

{"title":"Mind the gap: National brands’ sensitivity to price and line-length differentials at hard discounters versus conventional retailers","authors":"Joep van der Plas ,&nbsp;Marnik G. Dekimpe ,&nbsp;Inge Geyskens","doi":"10.1016/j.jretai.2024.05.005","DOIUrl":"https://doi.org/10.1016/j.jretai.2024.05.005","url":null,"abstract":"<div><p>Hard discounters are increasingly selling national brands that previously were only sold through conventional retailers. While this trend is gaining traction across various product categories and countries, the marketing literature has provided scant empirical evidence on the market-response effects of these brands at hard discounters, while conceptual perspectives remain conflicting.</p><p>Using an empirics-first approach, the authors address this gap by offering a rich set of First Insights into the price and line-length elasticities of national brands at hard discounters, compared to conventional retailers. They analyze data from over 1,200 national-brand listings across eight European hard discounters and 84 product categories in six countries. They examine two primary differentials: the national brands’ price and line length relative to private labels within the same format (within-store gaps) and compared to their own offering in the other format (between-store gaps).</p><p>Similar to conventional retailers, price adjustments at hard discounters have a much more pronounced impact on national-brand sales than changes in line length. However, other findings at hard discounters diverge markedly from those commonly observed at conventional retailers. At hard discounters, consumers exhibit similar responsiveness to changes in both within-store and between-store gaps, unlike in conventional retail settings where within-store reference points are typically more influential than their between-store counterparts. While national brands’ responsiveness to within-store gaps is roughly the same at hard discounters and conventional retailers, their responsiveness to between-store gaps is more than twice as pronounced at hard discounters. While these findings are consistent across four product classes, they show less stability across the six countries, highlighting the need for future research to explore country-specific boundary conditions.</p></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"100 2","pages":"Pages 199-216"},"PeriodicalIF":10.0,"publicationDate":"2024-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S002243592400023X/pdfft?md5=98bb991453bc57573d29cd7f6e81c6eb&pid=1-s2.0-S002243592400023X-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141328519","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}

{"title":"Digital signage for promoting price discounts: First insights into customer spending on distant and nearby discounted products","authors":"Anastasia Nanni ,&nbsp;Andrea Ordanini","doi":"10.1016/j.jretai.2024.05.004","DOIUrl":"https://doi.org/10.1016/j.jretai.2024.05.004","url":null,"abstract":"<div><p>Retailers are increasingly using digital signage to promote price discounts. Our research explores a crucial question: Does displaying price discounts on digital screens, in addition to traditional displays, influence customer spending on discounted products? Through two field experiments in grocery stores involving 7,009 customers, we found that promoting price discounts on digital screens has a significant impact on the sales of discounted products located farther from digital screens (i.e., products outside the department in which the screens are located). However, promoting discounted products near screens (i.e., products in the department) do not have a significant effect on sales. Retailers should consider promoting discounted products on digital screens while considering the product's distance from the screen. For products near screens, traditional printed displays might be sufficient to drive sales. This unique insight can guide retailers and brand manufacturers in optimizing their in-store marketing strategies. Our study offers a valuable starting point for future research on the effects of digital signage on retail sales.</p></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"100 2","pages":"Pages 186-198"},"PeriodicalIF":10.0,"publicationDate":"2024-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0022435924000228/pdfft?md5=f379d886bb9bbdf99658f7d64ae93c17&pid=1-s2.0-S0022435924000228-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141328518","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}

{"title":"The effects of benefit-based (vs. attribute-based) product categorizations on mental imagery and purchase behavior","authors":"Arezou Ghiassaleh ,&nbsp;Bruno Kocher ,&nbsp;Sandor Czellar","doi":"10.1016/j.jretai.2024.01.001","DOIUrl":"10.1016/j.jretai.2024.01.001","url":null,"abstract":"<div><p>Retailers encounter consequential choices when categorizing products on a (virtual) shelf display. This research disentangles the impact of two of these categorization schemes, namely attribute-based and benefit-based product categorizations. In an attribute-based categorization, products are grouped based on similar product features; whereas in a benefit-based categorization, products are grouped based on their ability to solve various consumer problems. Across eight studies (two of which were conducted in field settings; N<em>_total</em> = 3418), we show that a benefit-based (vs. attribute-based) product categorization enhances mental imagery of product use, which in turn increases the anticipated consumption value, and ultimately the number of products that consumers choose to buy. Our findings also demonstrate that the effect of a benefit-based (vs. attribute-based) categorization is attenuated when consumers are already encouraged to engage in mental imagination (i.e., in the presence of imagery appeals in the store), or when they have high imagery abilities. Finally, we show that the effect of benefit (vs. attribute)-based categorization is stronger (weaker) for narrower (broader) categorizations. While this work contributes to a novel and extended view of research on product categorization and mental imagery, it also presents substantial managerial implications for retailers.</p></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"100 2","pages":"Pages 239-255"},"PeriodicalIF":10.0,"publicationDate":"2024-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0022435924000010/pdfft?md5=b21860e761300d73e88dd4142dd0bc97&pid=1-s2.0-S0022435924000010-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"139874091","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}

{"title":"Understanding customers’ choice for digital D2C versus multi-brand operations","authors":"Eda Kalayci,&nbsp;Jan U. Becker,&nbsp;Christian Barrot","doi":"10.1016/j.jretai.2024.02.001","DOIUrl":"10.1016/j.jretai.2024.02.001","url":null,"abstract":"<div><p>In recent years, the emergence of highly successful digital multi-brand retailers has facilitated an omnichannel distribution strategy to become the norm for brands. Rather than relying solely on these multi-brand retailers, it is necessary for companies’ omnichannel strategy to establish strong brand-owned direct-to-consumer (D2C) webstores. To help D2C brands make decisions regarding distribution channel choices, this paper investigates the circumstances under which customers prefer brands’ D2C webstores over digital multi-brand retailers and how these circumstances vary across phases of the customer journey. The results from an extensive experimental study demonstrate that, depending on the customer journey, brands’ D2C webstores can compete with digital multi-brand retailers, particularly in product categories characterized by deep assortments, the need for extensive product information, exclusive products, or a high degree of personalization.</p></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"100 2","pages":"Pages 256-273"},"PeriodicalIF":10.0,"publicationDate":"2024-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0022435924000022/pdfft?md5=1e0a04dd3a4c55185a3222c104201d05&pid=1-s2.0-S0022435924000022-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"140008847","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}

{"title":"Making AI work in retail: The vital role of human interaction","authors":"Katrijn Gielens","doi":"10.1016/j.jretai.2024.05.006","DOIUrl":"10.1016/j.jretai.2024.05.006","url":null,"abstract":"","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"100 2","pages":"Pages 161-165"},"PeriodicalIF":10.0,"publicationDate":"2024-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141276170","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}

{"title":"Repetitive Transcranial Magnetic Stimulation Improves Hippocampal N-Acetlaspartate Levels and Visual Memory Scores in Alzheimer's Disease.","authors":"Halil Aziz Velioğlu, Dila Sayman, Lütfü Hanoğlu, Gülhan Ertan Akan, Şeyda Çankaya, Burak Yuluğ","doi":"10.29399/npa.28420","DOIUrl":"10.29399/npa.28420","url":null,"abstract":"<p><p>The latest research into the pathophysiology of Alzheimer's Disease (AD) has included several cognitive deficits related to hippocampal functioning. However, current clinical research fails to consider the full extent of the heterogeneous cognitive spectrum of AD, resulting in a lack of the specific methods required to draw definitive diagnostic and therapeutic conclusions. This also includes in-vivo metabolic measurements for tailoring the diagnostic and therapeutic regimens in humans with AD. Magnetic resonance spectroscopy and repetitive transcranial magnetic stimulation (rTMS) are two novel diagnostic and therapeutic approaches that must be modified to treat AD. In the present study, we aimed to investigate the underlying therapeutic role of rTMS in humans with AD by evaluating the in-vivo hippocampal metabolites before and after rTMS treatment. Based on the data obtained using the fMRI data in our previous study and on the references reported in the literature, in the present study, we decided to use hippocampal NAA data after rTMS stimulation and found a significant increase in NAA levels. To the best of our knowledge, no other study has evaluated the effect of rTMS on hippocampal metabolites in humans with AD.</p>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"85 1","pages":"189-192"},"PeriodicalIF":1.1,"publicationDate":"2024-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.ncbi.nlm.nih.gov/pmc/articles/PMC11165608/pdf/","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"76970230","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}

{"title":"Facilitating retail customers’ use of AI-based virtual assistants: A meta-analysis","authors":"Markus Blut ,&nbsp;Nancy V. Wünderlich ,&nbsp;Christian Brock","doi":"10.1016/j.jretai.2024.04.001","DOIUrl":"10.1016/j.jretai.2024.04.001","url":null,"abstract":"<div><p>Retailers rely on virtual assistants (VAs), such as Amazon's Alexa and chatbots, to deliver 24/7 customer service at low costs, as well as novel shopping opportunities. Despite improved VA capabilities due to artificial intelligence (AI), many retailers still struggle to convince customers to become repeat users of VAs. Therefore, to establish recommendations for how to facilitate VA use, this meta-analysis extracts 2,766 correlations from 244 independent samples of customers interacting with VAs. The results suggest that customer-, VA-, and shopping occasion–related factors all influence technology use. Price value is the strongest driver, followed by support, social influence, and anthropomorphism. Performance risk, competence, and trust matter to lesser extents. These factors exert strong indirect effects by triggering two customer responses: cognitive and emotional. Negative emotions emerge as a particularly important mediator. Finally, several VA types enhance or weaken the noted effects, including whether they are intelligent/less intelligent, commercial/noncommercial, voice-/text-based, and avatar-/non-avatar-based. The results suggest no one-size-fits-all approach applies for VAs, because their performance varies across customer responses. The current meta-analysis provides in-depth guidance for retailers seeking to select appealing VAs.</p></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"100 2","pages":"Pages 293-315"},"PeriodicalIF":10.0,"publicationDate":"2024-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0022435924000174/pdfft?md5=bc2ebfab21ba25551f87173f2d02f287&pid=1-s2.0-S0022435924000174-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141058056","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}

{"title":"FM ii: Copyright/ ID Statement","authors":"","doi":"10.1016/S0022-4359(24)00030-7","DOIUrl":"https://doi.org/10.1016/S0022-4359(24)00030-7","url":null,"abstract":"","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"100 2","pages":"Page ii"},"PeriodicalIF":10.0,"publicationDate":"2024-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0022435924000307/pdfft?md5=19b6c9376a3d4733092569a96a1b45e8&pid=1-s2.0-S0022435924000307-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141328517","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}

{"title":"The enterprise activism risk model: How good intentions can jeopardize business success","authors":"Kimberly A. Whitler ,&nbsp;Thomas Barta","doi":"10.1016/j.jretai.2024.05.007","DOIUrl":"https://doi.org/10.1016/j.jretai.2024.05.007","url":null,"abstract":"<div><p>Companies are increasingly expected to contribute, above and beyond a profit motive, to society. Leaders across industries have addressed the expectation by engaging in activism. While some upper echelons leaders initiate activism efforts in a way that strengthens their firms, others are struggling to do so without risking brand and business performance. This research addresses this important managerial challenge by conceptualizing activism through a risk paradigm. To do this, we first introduce and define a construct called Enterprise Activism. The construct comprises all forms of firm-initiated activism which can impact brand and business performance, such as brand activism, CEO activism, and corporate activism, regardless of who is making the decision (e.g., Chief Marketing Officer or store manager) or whether a portfolio brand or the corporate brand is involved (e.g., Harris Teeter or the corporate brand, Kroger). We then conceptualize the Enterprise Activism Risk Model, providing insight into how different types of actions can pose market share and positional advantage risks. Leveraging insight from C-level leaders, we identify ways that firm leaders can deploy the model to advance business practice. Finally, we provide a research agenda to develop new theory and evidence to help support and improve practice. The new insight provided herein provides a framework that can enable upper echelons leaders to evaluate, discuss, and navigate activism to minimize business risk.</p></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"100 2","pages":"Pages 330-340"},"PeriodicalIF":10.0,"publicationDate":"2024-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://www.sciencedirect.com/science/article/pii/S0022435924000253/pdfft?md5=bf674fe8fc4bf322d652b8cd0c4f6449&pid=1-s2.0-S0022435924000253-main.pdf","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"141328516","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}

{"title":"Dynamic relationship changes between reviewers and consumers in online product reviews","authors":"Sangkil Moon ,&nbsp;Seung-Wook Kim ,&nbsp;Dawn Iacobucci","doi":"10.1016/j.jretai.2023.12.001","DOIUrl":"10.1016/j.jretai.2023.12.001","url":null,"abstract":"<div><p>This research examines online product reviewers and their influence on consumers who read and endorse those posted reviews. We examine three primary research questions. First, what kinds of products will reviewers review, and how do these choices influence consumers’ endorsements (i.e., user votes) of the reviews? Second, how does the volume of reviews that a reviewer writes affect consumers’ perceptions of how helpful the reviews are? Third, if reviewers are more positive (or critical), does that influence consumers’ endorsements? This research examines not only the static effects of these multifaceted relationships but also the dynamic changes in the effect magnitudes over time. Using the time-varying effect model (TVEM) with 11 years of Yelp review data, we find that a reviewer's influence on consumers tends to increase over time as the reviewer accumulates more experience in their review writing activities. However, we find two exceptions in the monotonically increasing pattern with Product Satisfaction and Reviewer Rating Positivity, demonstrating U-shaped and inverted ∩-shaped impacts over time, respectively. We explain such results with the “expertise trap” phenomenon. Thus, our research offers new insights to platform managers and product managers in governing influential reviewers.</p></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"100 1","pages":"Pages 70-84"},"PeriodicalIF":10.0,"publicationDate":"2024-03-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"138989778","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}