Review paper
The Sales Impact of Using Handheld Scanners: Evidence from the Field
Abstract
Anecdotal evidence is mixed regarding whether handheld scanners used in stores increase or decrease consumer sales. This article reports on three field studies, supported by eye-tracking technology and matched sales receipts, as well as two laboratory studies that show that handheld scanner use increases sales, notably through unplanned, healthier, and impulsive purchases. The findings highlight that these effects may be limited by factors such...
Paper Details
Title
The Sales Impact of Using Handheld Scanners: Evidence from the Field
Published Date
Apr 21, 2020
Volume
57
Issue
3
Pages
527 - 547
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