Journal of Retailing最新文献_第9页

Understanding consumers in-store behavior: The dual role of episode-specific motive adjustment and motive selection 理解消费者在店行为:情境特定动机调整和动机选择的双重作用

IF 1 1区管理学

Journal of Retailing Pub Date : 2023-09-01 DOI: 10.1016/j.jretai.2023.08.004

Soumya Mukhopadhyay , Akshaya Vijayalakshmi , Shailendra P. Jain

{"title":"Understanding consumers in-store behavior: The dual role of episode-specific motive adjustment and motive selection","authors":"Soumya Mukhopadhyay , Akshaya Vijayalakshmi , Shailendra P. Jain","doi":"10.1016/j.jretai.2023.08.004","DOIUrl":"10.1016/j.jretai.2023.08.004","url":null,"abstract":"<div><p>Understanding purchase motivations is vital but challenging due to their unobservable, concomitant, and dynamic nature. Recent research has proposed frameworks to examine their impact on choice by treating motivations as latent states. This study contributes to this line of research by introducing the notion of “<em>episode-specific motive adjustment</em>,” that accounts for variations in consumers' willingness to pursue specific motives during a shopping trip. Utilizing this concept, the study uncovers valuable insights into how different types of purchase motivations influence consumer product interactions and choices. Analyzing a comprehensive dataset from multiple Indian cities, the research contributes to a theoretical understanding of and practical applications for businesses seeking to comprehend and influence consumer behavior. Theoretically, we show that consumers display diverse patterns of in-store product engagement behavior as they adjust the intensity of instrumental and experiential motives across purchase episodes. Furthermore, we illustrate that the relationship between willingness to pursue a motive (<em>motive intensity</em>) and the likelihood of making a choice follows distinct functional patterns. We highlight the significance of considering individual-level heterogeneity and dynamic behavioral patterns to enhance consumer experiences and purchase decisions. Practically, this research identifies the key drivers that influence motive intensity in stores, providing managers with insights to optimize store layouts and effectively influence consumer purchase motives that align with their business objectives. Emphasis is placed on context-specific strategies, as the impact of these drivers varies with purchase context.</p></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"99 3","pages":"Pages 460-479"},"PeriodicalIF":10.0,"publicationDate":"2023-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47950634","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

Conveying product weight in digital media using a hand image 使用手持图像在数字媒体中传送产品重量

IF 1 1区管理学

Journal of Retailing Pub Date : 2023-09-01 DOI: 10.1016/j.jretai.2023.07.001

Subhash Jha , M.S. Balaji , Joann Peck

引用次数: 0

Can you smell the (virtual) roses? The influence of olfactory cues in virtual reality on immersion and positive brand responses 你能闻到(虚拟的)玫瑰吗?虚拟现实中嗅觉线索对沉浸感和积极品牌反应的影响

IF 1 1区管理学

Journal of Retailing Pub Date : 2023-09-01 DOI: 10.1016/j.jretai.2023.07.004

Kirsten Cowan , Seth Ketron , Alena Kostyk , Kirk Kristofferson

{"title":"Can you smell the (virtual) roses? The influence of olfactory cues in virtual reality on immersion and positive brand responses","authors":"Kirsten Cowan , Seth Ketron , Alena Kostyk , Kirk Kristofferson","doi":"10.1016/j.jretai.2023.07.004","DOIUrl":"10.1016/j.jretai.2023.07.004","url":null,"abstract":"<div><p>Virtual reality (VR) has grown in popularity and technological ability, offering wider potential for retailers to immerse consumers in branded experiences. On the industry side, experts argue that integration of olfactory cues is the next big development for VR as such cues have the potential to improve immersion – the feeling of being ‘plugged into’ the experience – and possibly elicit positive brand responses. Despite its promise, integration of olfactory cues also has its challenges, such as financial costs and conflicting evidence of their effects in traditional retail contexts. Unfortunately, research has yet to explore the integration of olfactory cues in VR and offer insight to retailers and scholars. To address this deficit, this research builds upon the concept of immersion and integrates flow theory to explore the interplay and additive nature of olfactory stimuli and VR. We employ four studies using a variety of both ambient (i.e., actual scents) and imagined (i.e., prompted through description) olfactory cues in field (i.e., Facebook A/B testing), online, and laboratory settings. Our findings show through both measured mediation and moderation that in retail-centric VR environments, the presence (vs. absence) of olfactory cues heightens immersion. In turn, immersion elicits flow, which improves brand responses. Our research contributes to the sensory marketing and VR literatures and offers recommendations to retailers seeking to build or expand their VR strategies.</p></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"99 3","pages":"Pages 385-399"},"PeriodicalIF":10.0,"publicationDate":"2023-09-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47559891","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

Executive Summaries 执行概要

IF 1 1区管理学

Journal of Retailing Pub Date : 2023-09-01 DOI: 10.1016/S0022-4359(23)00045-3

引用次数: 0

How and why (imagined) online reviews impact frontline retail encounters （想象中的）在线评论如何以及为什么影响一线零售体验

IF 1 1区管理学

Journal of Retailing Pub Date : 2023-06-01 DOI: 10.1016/j.jretai.2023.03.004

Ben Marder , Rob Angell , Eric Boyd

引用次数: 0

Co-creating affective atmospheres in retail experience 共同营造零售体验的情感氛围

IF 1 1区管理学

Journal of Retailing Pub Date : 2023-06-01 DOI: 10.1016/j.jretai.2023.05.002

Annamma Joy , Jeff Jianfeng Wang , Davide C. Orazi , Seyee Yoon , Kathryn LaTour , Camilo Peña

{"title":"Co-creating affective atmospheres in retail experience","authors":"Annamma Joy , Jeff Jianfeng Wang , Davide C. Orazi , Seyee Yoon , Kathryn LaTour , Camilo Peña","doi":"10.1016/j.jretai.2023.05.002","DOIUrl":"10.1016/j.jretai.2023.05.002","url":null,"abstract":"<div><p>Despite substantial research focusing on retail atmospheric elements and the creation of social atmospheres, a holistic theory of atmosphere addressing consumer heterogeneity remains elusive. This research examines how embodied interactions with retail socio-material elements and consumers’ expertise levels create affective atmospheres. Through a three-year-long ethnographic study of winery tours, we identify three core elements in the co-creation of affective atmospheres: material features, sensory modalities, and social interactions. We use text mining to build corresponding dictionaries and analyze customer review data from several retail sites, demonstrating the positive effect of retail atmospherics on customer sentiment. Focusing on consumer segmentation, we further show that different levels of consumer expertise (novices, enthusiasts, and experts) influence the subjective perception of atmospheric elements and the way staff members are expected to behave to jointly create affective atmospheres. Based on our multi-method findings, we offer theoretical and managerial implications that are generalizable to broader retailing contexts.</p></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"99 2","pages":"Pages 297-317"},"PeriodicalIF":10.0,"publicationDate":"2023-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42267125","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: 2

Editorial: So, what is retailing? The scope of journal of retailing 社论:那么，什么是零售业?零售期刊的范围

IF 1 1区管理学

Journal of Retailing Pub Date : 2023-06-01 DOI: 10.1016/j.jretai.2023.05.003

Katrijn Gielens, Anne L. Roggeveen

引用次数: 0

The merchants of meta: A research agenda to understand the future of retailing in the metaverse meta的商人:了解meta世界中零售业未来的研究议程

IF 1 1区管理学

Journal of Retailing Pub Date : 2023-06-01 DOI: 10.1016/j.jretai.2023.02.002

Kiwoong Yoo , Roman Welden , Kelly Hewett , Michael Haenlein

{"title":"The merchants of meta: A research agenda to understand the future of retailing in the metaverse","authors":"Kiwoong Yoo , Roman Welden , Kelly Hewett , Michael Haenlein","doi":"10.1016/j.jretai.2023.02.002","DOIUrl":"10.1016/j.jretai.2023.02.002","url":null,"abstract":"<div><p>Due to rapid technological developments, the metaverse is quickly garnering attention from all areas of retailing. With a projected market of $800 billion by 2024, the metaverse is expected to radically reshape retailing in the digital world. However, very little is known about the metaverse from a customer, retailer, or brand perspective.</p><p>This article summarizes how the metaverse has been conceptualized thus far in the literature and the popular press. The authors offer a new conceptualization of the metaverse that contains four distinct dimensions: online collaboration, high consumer immersion, unique digital assets, and digital personas.</p><p>Considering that the technologies currently used to provide high consumer immersion (e.g., augmented reality, virtual reality) and unique digital assets (e.g., blockchain technology) are not fully developed or commercialized, the authors also propose the concept of a transitory metaverse to understand the current stage of metaverse development better.</p><p>The authors conclude by providing 27 directions for future research based on a full factorial of how the metaverse dimensions amplify three customer touchpoints in the digital experience (digital economic exchange, complex social relationships, direct environment interaction) for the three main stakeholders of any retailing exchange (consumers, retailers, brands) along the entire customer journey (pre-purchase, purchase, post-purchase).</p></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"99 2","pages":"Pages 173-192"},"PeriodicalIF":10.0,"publicationDate":"2023-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48274653","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: 28

FM ii: Copyright/ ID Statement FM ii:版权/ ID声明

IF 1 1区管理学

Journal of Retailing Pub Date : 2023-06-01 DOI: 10.1016/S0022-4359(23)00023-4

引用次数: 0

The clock is ticking—Or is it? Customer satisfaction response to waiting shorter vs. longer than expected during a service encounter 时钟在滴答作响，是吗？在服务过程中，客户对等待时间比预期更短或更长的满意度反应

IF 1 1区管理学

Journal of Retailing Pub Date : 2023-06-01 DOI: 10.1016/j.jretai.2023.03.003

Delphine Caruelle , Line Lervik-Olsen , Anders Gustafsson

{"title":"The clock is ticking—Or is it? Customer satisfaction response to waiting shorter vs. longer than expected during a service encounter","authors":"Delphine Caruelle , Line Lervik-Olsen , Anders Gustafsson","doi":"10.1016/j.jretai.2023.03.003","DOIUrl":"10.1016/j.jretai.2023.03.003","url":null,"abstract":"<div><p>Customer waits are commonplace in retail settings. To develop efficient wait management strategies, retailers need insights into how customers respond to waiting during service encounters. An intuitive insight supported by extensive research is that a longer wait duration decreases customer satisfaction. However, the same wait duration might have different effects on customers depending on whether it is shorter or longer than what customers expected. To address this question, we draw upon the research on time value and predict asymmetry in the customer satisfaction response to waiting shorter versus longer than expected: Though the clock is often said to be ticking, waiting longer than expected leads to a minor decrease in satisfaction, whereas waiting shorter than expected substantially increases satisfaction. We provide evidence for this asymmetric effect across three studies and identify two boundary conditions: if the source of the expectation is external (e.g., wait time estimate provided by the retailer) or if the wait is <em>much</em> longer than expected. Overall, our research encourages retailers to put the customer response to waiting into perspective: Customers will tolerate waiting longer than expected, up to a certain point.</p></div>","PeriodicalId":48402,"journal":{"name":"Journal of Retailing","volume":"99 2","pages":"Pages 247-264"},"PeriodicalIF":10.0,"publicationDate":"2023-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"48714910","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: 2