Journal of Retailing最新文献_第9页

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IF 8 1区管理学

Journal of Retailing Pub Date : 2025-06-01 Epub Date: 2025-06-12 DOI: 10.1016/S0022-4359(25)00045-4

引用次数: 0

Clear views, clear gains: Exterior transparency's role in increasing consumer entry for retail environments 清晰的观点，清晰的收益：外部透明度在增加零售环境消费者进入方面的作用

IF 8 1区管理学

Journal of Retailing Pub Date : 2025-06-01 Epub Date: 2025-02-03 DOI: 10.1016/j.jretai.2025.01.005

Kevin L. Sample , Julio Sevilla , Kelly L. Haws

{"title":"Clear views, clear gains: Exterior transparency's role in increasing consumer entry for retail environments","authors":"Kevin L. Sample , Julio Sevilla , Kelly L. Haws","doi":"10.1016/j.jretai.2025.01.005","DOIUrl":"10.1016/j.jretai.2025.01.005","url":null,"abstract":"<div><div>The exterior of retail environments is crucially important for eliciting consumer entrance and traffic, but what drives entry? We examine a prominent design element for every exterior – the level of transparency, proposing that more transparency enhances the informativeness provided to consumers and consequently increases the likelihood of consumer entrance. In contrast, whereas less transparency decreases informativeness about a place, foot traffic for less transparent places can be increased by providing consumers with more information about the interior via other means than transparency (e.g., a floorplan). Alternative information through brand familiarity can also increase entry for more and less transparent places. This proposed process shifts from the traditional emotionally focused paradigm of stimulus-organism-response in environmental psychology and instead recognizes the importance of providing more information within any marketplace interaction, even when it pertains to the built environment. Utilizing varying store types (e.g., retail, restaurants, fitness centers) and modalities (images, virtual reality), our studies provide support for these effects and the underlying mechanism. Consequently, we demonstrate an optimal design configuration of transparency for managerial guidance while providing crucial insights for an under-researched component of retail design.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 2","pages":"Pages 158-176"},"PeriodicalIF":8.0,"publicationDate":"2025-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144272550","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

Can(’t) touch this: The effect of form realism and product domain in virtual influencer endorsements 不能碰这个：形式现实主义和产品领域在虚拟网红代言中的影响

IF 8 1区管理学

Journal of Retailing Pub Date : 2025-06-01 Epub Date: 2025-04-23 DOI: 10.1016/j.jretai.2025.04.002

Ozan Ozdemir , Feyzan Karabulut , Paul R. Messinger

{"title":"Can(’t) touch this: The effect of form realism and product domain in virtual influencer endorsements","authors":"Ozan Ozdemir , Feyzan Karabulut , Paul R. Messinger","doi":"10.1016/j.jretai.2025.04.002","DOIUrl":"10.1016/j.jretai.2025.04.002","url":null,"abstract":"<div><div>The prevalence of virtual agents across various domains has led to the emergence of virtual influencers on social media platforms as computer-generated alternatives to human social media influencers. This research sheds light on the factors that influence virtual influencers’ effectiveness in brand endorsements by examining their form realism and its interaction with the product domain. Four experiments show that virtual influencers’ form realism and the domain (physical vs. non-physical) of the products they endorse affect virtual influencers’ effectiveness as brand endorsers. Virtual influencers with high (vs. low) form realism generate a more positive attitude toward the brand. The underlying process driving this effect is the perceived lack of proximal sensory capabilities of virtual influencers with low form realism compared to those with high form realism. Importantly, there are no differences in brand attitudes for high (vs. low) form realism when virtual influencers endorse products belonging to non-physical (vs. physical) domains, where the proximal sensory capabilities of virtual influencers are less prominent. This research contributes to the literature by examining an emerging influencer type within the brand endorsement context. This research also offers practical implications for retailers regarding selecting the right influencer and crafting effective endorsement campaigns.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 2","pages":"Pages 298-310"},"PeriodicalIF":8.0,"publicationDate":"2025-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144272577","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

Artificial intelligence versus human service agents: How their presence shapes consumer information privacy concerns 人工智能与人工服务代理：它们的存在如何影响消费者信息隐私问题

IF 8 1区管理学

Journal of Retailing Pub Date : 2025-04-02 DOI: 10.1016/j.jretai.2025.03.003

Stefanie Sohn , Lauren Labrecque , Dominik Siemon , Stefan Morana

{"title":"Artificial intelligence versus human service agents: How their presence shapes consumer information privacy concerns","authors":"Stefanie Sohn , Lauren Labrecque , Dominik Siemon , Stefan Morana","doi":"10.1016/j.jretai.2025.03.003","DOIUrl":"10.1016/j.jretai.2025.03.003","url":null,"abstract":"<div><div>Service agents act on behalf of retailers to interact with consumers. Agents’ service delivery requires information from consumers, which may raise consumers’ concerns about their information privacy. While previous research has linked service agents’ presence to perceptions of being watched, little is known about how artificial intelligence (AI) (vs. human) agents’ passive or mere presence affects consumer information privacy concerns—a gap this research aims to address. In a series of experimental studies and drawing on reactance theory, we find that consumers express lesser privacy concerns in the presence of AI (vs. human) service agents, which in turn leads to a greater willingness to share personal information and increased intention to engage with the retailer. To explain this effect, we identify consumers’ perceptions of service agents’ power: consumers perceive AI (vs. human) agents as having less power over them and therefore have lesser privacy concerns. The findings are consistent across various retailer types (e.g., florists, home décor, food, pharmacy) and diverse participant groups. In addition, we identify two boundary conditions of this effect: the trustworthiness of service agents and the timing of their presence (before or after a purchase). Understanding these elements can help retailers effectively manage privacy concerns and strategically determine the presence of different types of service agents.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 2","pages":"Pages 263-278"},"PeriodicalIF":8.0,"publicationDate":"2025-04-02","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"144272575","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 surprise: Toward a theory of surprise marketing 理解惊喜：走向惊喜营销理论

IF 8 1区管理学

Journal of Retailing Pub Date : 2025-04-01 Epub Date: 2024-11-28 DOI: 10.1016/j.jretai.2024.11.001

Wenjun Emma Guo , Beibei Dong , Robert W. Palmatier

{"title":"Understanding surprise: Toward a theory of surprise marketing","authors":"Wenjun Emma Guo , Beibei Dong , Robert W. Palmatier","doi":"10.1016/j.jretai.2024.11.001","DOIUrl":"10.1016/j.jretai.2024.11.001","url":null,"abstract":"<div><div>Surprise marketing is a deliberate strategy involving the introduction of unexpected and/or uncertain elements (e.g., unexpected coupons, mystery box) into the customer shopping journey to evoke strong positive emotions. Despite its widespread use, academic research lacks a comprehensive understanding of its intricacies. This study addresses this gap by delving into four crucial dimensions—what, how, why, and when—to provide a more profound comprehension of surprise marketing, define the concept, and delineate its fundamental characteristics. Building on both theoretical literature and real-world business examples, the authors identify curiosity and attribution as mechanisms that initiate four mediating paths: excitement, anxiety, gratitude, and skepticism. These paths underscore the tensions underlying surprise marketing that also shape marketing outcomes across shopping stages and lead to both favorable and adverse effects. Reflecting these inherent dynamics, this study introduces five managerial moderators—surprise stimulus type, surprise stimulus value, surprise complexity, customer loyalty type, and distribution channel—that can either amplify or reduce the dynamic effects of surprise marketing. These boundaries of its influence reveal managerial pathways to achieve favorable outcomes. This article concludes with managerial implications and research directions to advance pioneering trends in surprise marketing practices.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 1","pages":"Pages 7-24"},"PeriodicalIF":8.0,"publicationDate":"2025-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143644834","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

Too assertive to recommend: The effect of assertive tone on referral behavior 过于自信的推荐：自信语气对推荐行为的影响

IF 8 1区管理学

Journal of Retailing Pub Date : 2025-04-01 Epub Date: 2024-12-30 DOI: 10.1016/j.jretai.2024.12.001

Huixin Deng , Shaoguang Yang , Liyin Jin

{"title":"Too assertive to recommend: The effect of assertive tone on referral behavior","authors":"Huixin Deng , Shaoguang Yang , Liyin Jin","doi":"10.1016/j.jretai.2024.12.001","DOIUrl":"10.1016/j.jretai.2024.12.001","url":null,"abstract":"<div><div>Brands and retailers are increasingly adopting referral reward programs (RRPs) as a customer acquisition strategy. RRPs provide existing customers with referral messages and incentivize them to share those messages with other potential customers. Despite their growing popularity, there is a limited understanding of how to effectively promote RRPs, especially with regard to message tone assertiveness. In a large-scale field experiment (<em>N</em> = 61,401, Study 1), we discovered that consumers (i.e., senders) are less inclined to participate in referral programs when they are provided with a pregenerated referral message with a more assertive tone than when they are provided with less assertive alternatives. We found that an assertive message leads senders to anticipate greater psychological reactance from their recipients, a metaperception that diminishes their willingness to engage in RRPs (Studies 2A and 2B). Additionally, we identified two significant moderators: the detrimental effect of an assertive tone is mitigated when the product offers important benefits to recipients (Study 3) or when the referral promotion is time limited (Study 4).</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 1","pages":"Pages 40-54"},"PeriodicalIF":8.0,"publicationDate":"2025-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143644806","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

Lost in translation? How multilingual packaging influences product evaluations by impeding consumers’ processing fluency 迷失在翻译中？多语言包装如何通过阻碍消费者的加工流畅性来影响产品评价

IF 8 1区管理学

Journal of Retailing Pub Date : 2025-04-01 Epub Date: 2024-12-31 DOI: 10.1016/j.jretai.2024.12.004

Verena Hüttl-Maack, Rafael Munz

{"title":"Lost in translation? How multilingual packaging influences product evaluations by impeding consumers’ processing fluency","authors":"Verena Hüttl-Maack, Rafael Munz","doi":"10.1016/j.jretai.2024.12.004","DOIUrl":"10.1016/j.jretai.2024.12.004","url":null,"abstract":"<div><div>Owing to the global nature of today's marketplace, companies commonly use standardized packaging to distribute their products in multiple countries. Hence, consumers are regularly confronted with packaging that presents product information in their native language and in multiple foreign languages. However, how this impacts consumers has rarely been studied. In three experimental studies (<em>N</em> = 3,010), we identify processing fluency as an important driver of the consumer-sided consequences of multilingual packaging. Our research finds that the presence of foreign languages with which consumers are only weakly familiar impedes their mental processing of the product, resulting in less favorable product evaluations. Furthermore, a high number of translations printed on packaging also decreases processing fluency. Although multilingual packaging might be seen as a purely distributional cost-cutting method, the results of this research suggest that companies need to carefully consider how many and which languages are placed on packaging to realize their products’ full sales potential. Theoretical contributions, implications for packaging design, and directions for further research are discussed.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 1","pages":"Pages 68-85"},"PeriodicalIF":8.0,"publicationDate":"2025-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143644808","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

Friends or Enemies? The impact of partial competitor referral on consumer purchase 朋友还是敌人？部分竞争对手推荐对消费者购买的影响

IF 8 1区管理学

Journal of Retailing Pub Date : 2025-04-01 Epub Date: 2025-01-30 DOI: 10.1016/j.jretai.2025.01.001

Haichuan Zhao , Mingyue Zhang , Haipeng (Allan) Chen

{"title":"Friends or Enemies? The impact of partial competitor referral on consumer purchase","authors":"Haichuan Zhao , Mingyue Zhang , Haipeng (Allan) Chen","doi":"10.1016/j.jretai.2025.01.001","DOIUrl":"10.1016/j.jretai.2025.01.001","url":null,"abstract":"<div><div>Partial competitor referral is a common sales influence tactic used to increase consumers’ likelihood of purchasing a focal product (e.g., a painting or table) by referring consumers to a competitor that offers a non-focal product (e.g., a frame or chairs). This study examines the impact of two types of partial competitor referrals, i.e., recommending a competitor with strategic vs. tactical advantages, and their impact on consumers’ purchase intention. Five studies showed that recommending a competitor with strategic (vs. tactical) advantages on a non-focal product increases consumers’ purchase intention of the focal product. Credibility of the referral signal and trust of the seller (e.g. goodwill, integrity, and competence trust) mediate the effects. Skepticism toward salespeople, the presence of monetary incentives for referrals, and seller-competitor product assortment overlap moderate the effects. Additionally, we found that recommending a competitor with strategic (vs. tactical) advantages on a non-focal product decreases consumers' future purchase intention for the non-focal product. Theoretical contributions and practical implications of our research are discussed.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 1","pages":"Pages 86-102"},"PeriodicalIF":8.0,"publicationDate":"2025-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143644809","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 influence of the buy-now-pay-later payment mode on consumer spending decisions 先买后付的支付模式对消费者支出决策的影响

IF 8 1区管理学

Journal of Retailing Pub Date : 2025-04-01 Epub Date: 2025-01-31 DOI: 10.1016/j.jretai.2025.01.003

Rhys Ashby , Shahin Sharifi , Jun Yao , Lawrence Ang

{"title":"The influence of the buy-now-pay-later payment mode on consumer spending decisions","authors":"Rhys Ashby , Shahin Sharifi , Jun Yao , Lawrence Ang","doi":"10.1016/j.jretai.2025.01.003","DOIUrl":"10.1016/j.jretai.2025.01.003","url":null,"abstract":"<div><div>Buy-now-pay-later, a rapidly growing payment mode, facilitates short-term deferral of payment by several installments without interest or fees. Although consumers and payment providers claim that buy-now-pay-later influences spending, existing research does not fully explain how or why. Purchase transaction data and a series of experiments demonstrate greater consumer spending with buy-now-pay-later compared to other payment modes. This research contributes an underlying process that explains how and why buy-now-pay-later increases consumer spending. The presentation of installment prices (i.e., the amount paid per installment) with buy-now-pay-later lowers consumers’ perception of purchase expensiveness, which increases spending. However, presenting installment prices does not affect spending with other payment modes. Furthermore, the number of installments, the magnitude of the first installment, and the presence of the installment price moderate the effect of buy-now-pay-later, demonstrating how installment prices affect consumer spending. Taken together, the findings provide opportunities for retailers to increase consumers’ spending and actionable insights for policymakers to protect consumers.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 1","pages":"Pages 103-119"},"PeriodicalIF":8.0,"publicationDate":"2025-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143644810","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

Pricing cues and retail competition 价格线索和零售竞争

IF 8 1区管理学

Journal of Retailing Pub Date : 2025-04-01 Epub Date: 2024-12-23 DOI: 10.1016/j.jretai.2024.12.002

Anand Krishnamoorthy , Preethika Sainam

{"title":"Pricing cues and retail competition","authors":"Anand Krishnamoorthy , Preethika Sainam","doi":"10.1016/j.jretai.2024.12.002","DOIUrl":"10.1016/j.jretai.2024.12.002","url":null,"abstract":"<div><div>Retailers that do not consistently display pricing cues (e.g., “Save $200″) may face lower demand from consumers who do not benefit from the additional transaction utility, a fact that is well-documented in the extant literature. This study investigates why some retailers choose not to display pricing cues despite these documented benefits, how optimal prices are affected by the display of pricing cues, and which type of retailer – service-focused or price-focused – is more likely to display pricing cues.</div><div>Analysis of our analytical model of competing retailers with asymmetric sales support reveals two effects of pricing-cue display: a “direct-demand effect” and a “competitive effect.” We find that when both retailers display a pricing cue, they can charge a higher price due to the increased transaction utility provided to customers (“direct-demand effect”). However, in the asymmetric scenario, when only one retailer displays a pricing cue, it has the additional effect of lowering the price of the non-displaying retailer (“competitive effect”). Further, we find that the price dispersion is higher when a service-focused retailer displays a pricing cue and the competing price-focused retailer does not, leading that case to be the more likely asymmetric equilibrium.</div><div>Empirical analysis of price and pricing-cue data for consumer-electronics products across several online retailers validates our analytical findings. Our analytical and empirical assessments underscore the significance of retailers’ pricing-cue display strategies and their impact on consumers, offering both academic and managerial implications.</div></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"101 1","pages":"Pages 55-67"},"PeriodicalIF":8.0,"publicationDate":"2025-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"143644807","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