Abstract null null Growth in online retailing has driven retailers to focus on optimizing the consumers’ shopping journey. One of the most important aspects of online shopping is the checkout process offered by the retailer. This paper focuses on factors influencing retailers’ choice of providing either a flexible checkout or a restricted checkout option to consumers. We define a checkout strategy as flexible when consumers can purchase items in their shopping cart either as a guest or by loggin...
Abstract null null Product returns will soon cost firms a trillion dollars annually; e-commerce appears more at risk for these costs relative to offline channels. Retailers thus need strategic insights into which factors increase customers’ return propensity and when the short-term costs of returns might be offset by future customer purchases. This article reports two studies that use transaction data from two large apparel e-tailers. Study 1 demonstrates that due to the differences between mobi...
#2Denis Borenstein(UFRGS: Universidade Federal do Rio Grande do Sul)H-Index: 21
Last. Alvaro Veiga(PUC-Rio: Pontifical Catholic University of Rio de Janeiro)H-Index: 14
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Abstract null null Forecasting is one of the fundamental inputs to support planning decisions in retail chains. Frequently, forecasting systems in retail are based on Gaussian models, which may be highly unrealistic when considering daily retail data. In addition, the majority of these systems rely on point forecasts, limiting their practical use in retailing decisions, which often requires the full predictive density for decision making. The main contribution of this paper is the modeling of da...
Abstract null null Retail distribution is one of the major challenges in emerging economies. These economies are volatile and filled with inefficiencies, and the representativeness of unstructured retail increases the complexity of distribution systems for consumer packaged-goods companies. null We analyze 644 brands to extend the existing literature by modeling the retail distribution and market share in an emerging market according to the type of retail channel (full- and self-service channels...
Abstract Despite the proliferation of healthier side items for children at fast food restaurants, many parents still do not make healthy choices for their children in this setting. The goal of this research is to identify the parents most likely to do so and develop an intervention to nudge these parents toward making healthier choices in retail outlets. Across four field studies conducted in a retail environment (i.e., locations of a fast food restaurant chain), the authors predict and find tha...
#1Hanaa Ryari(RUB: Ruhr University Bochum)H-Index: 1
#2Sascha Alavi(RUB: Ruhr University Bochum)H-Index: 11
Last. Jan Wieseke(Lboro: Loughborough University)H-Index: 24
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Abstract For retail salespeople chronic time pressure, a perpetual perception of being rushed for time, is a prevalent and pervasive phenomenon in their daily sales jobs. Despite this practical relevance, consequences of perceived chronic time pressure on retail salespeople's selling behaviors, such as adaptive selling, and selling performance are not well understood. Thus, the authors investigate the effect of retail salespeople's perceived chronic time pressure in interactions with customers a...
Last. Kristina Melis(Katholieke Universiteit Leuven)H-Index: 2
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Abstract Some grocery product categories may be more successful than others in terms of stimulating consumers to increase their share of wallet (SoW) when they start buying through the online channel of a grocery chain. This study explores the circumstances in which online and multichannel marketing mix instruments determine the extent of category-level SoW expansion. To do so, the authors use U.K. household scanner panel data, covering online and offline purchases by 3,311 households in 59 cate...
Abstract Many online retailers enable consumers to postpone a purchase decision by placing a desired item onto an intermediate choice list, such as a wish list or saved-for-later list. This research demonstrates that using a list in this way decreases purchase intent for the wait-listed products, relative to the same choice made without the option to delay the decision. The findings of five experiments show that purchase likelihood is affected by a shift in the importance, or weight, of product ...
Last. Maya Vuegen(Katholieke Universiteit Leuven)H-Index: 1
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Abstract Using data from a large-scale field study, we show that (perceptions of) crowding change(s) the composition of a consumer's shopping basket. Specifically, as shoppers experience more crowding, their shopping basket contains (a) relatively more affect-rich (“hedonic”) products, and (b) relatively more national brands. We offer a plausible dual-process explanation for this phenomenon: Crowding induced distraction limits cognitive capacity, increasing the relative impact of affective respo...
#1Janine Williams(Victoria University of Wellington)H-Index: 2
#2Aaron Gazley(AUS: American University of Sharjah)H-Index: 6
Last. Nicholas J. Ashill(AUS: American University of Sharjah)H-Index: 28
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Abstract Perceived value among children is an important concept in consumer decisions, yet surprisingly no research has operationalized value for this consumer group. To address this omission, and following the guidelines of DeVellis (2016) , this investigation reports the findings of a seven-stage process to develop a valid and reliable instrument for measuring perceived value among children aged 8–14 years. Value for children is conceptualized as a multidimensional construct capturing percepti...