Impact of online channel use on customer revenues and costs to serve: Considering product portfolios and self-selection

2012 ◽  
Vol 29 (2) ◽  
pp. 192-201 ◽  
Author(s):  
Sonja Gensler ◽  
Peter Leeflang ◽  
Bernd Skiera
2020 ◽  
Vol 48 (8) ◽  
pp. 845-863
Author(s):  
Jason Ian Pallant ◽  
Sean James Sands ◽  
Carla Renee Ferraro ◽  
Jessica Leigh Pallant

PurposeThis paper investigates the degree to which self-selection explains the apparent higher purchase value of research shoppers.Design/methodology/approachAn online survey was administered to 594 retail shoppers. The purchase value of research shoppers and single-channel shoppers was compared before and after propensity score matching to account for self-selection effects.FindingsPrior to matching, research shoppers spend significantly more than single-channel shoppers. This difference persists after accounting for self-selection but is reduced by 25%. The impact of self-selection differs across product categories and channels, with the online channel most likely to lead to higher purchase value.Practical ImplicationsThe findings build on existing literature on the value of omni-channel retail strategies and provide insights for retailers to determine the likely impact of encouraging research shopping among their customers.Originality/valueThe research provides important insights into the role that self-selection plays in the value of multi-channel shoppers, and the likely value to retailers of omni-channel strategies.


2019 ◽  
Vol 18 (3) ◽  
pp. 148-156
Author(s):  
Mary Hogue ◽  
Lee Fox-Cardamone ◽  
Deborah Erdos Knapp

Abstract. Applicant job pursuit intentions impact the composition of an organization’s applicant pool, thereby influencing selection outcomes. An example is the self-selection of women and men into gender-congruent jobs. Such self-selection contributes to a lack of gender diversity across a variety of occupations. We use person-job fit and the role congruity perspective of social role theory to explore job pursuit intentions. We present research from two cross-sectional survey studies (520 students, 174 working adults) indicating that at different points in their careers women and men choose to pursue gender-congruent jobs. For students, the choice was mediated by value placed on the job’s associated gender-congruent outcomes, but for working adults it was not. We offer suggestions for practitioners and researchers.


2015 ◽  
pp. 62-85 ◽  
Author(s):  
T. Zhuravleva

This paper surveys the literature on public-private sector wage differentials for Russian labor market. We give an overview of the main results and problems of the existing research. The authors unanimously confirm that in Russia private sector workers receive higher wages relative to their public sector counterparts. According to different estimates the "premium" varies between 7 and 40%. A correct evaluation of this "premium" is subject to debate and is a particular case of a more general econometric problem of wage differentials estimation. The main difficulties are related to data limitations, self-selection and omitted variables. Reasons for the existence of a stable private sector "premium" in Russia are not fully investigated.


2019 ◽  
Vol 21 (2) ◽  
pp. 99-115
Author(s):  
Hyowon Hyun ◽  
JungKun Park ◽  
Weon Sang Yoo

Sign in / Sign up

Export Citation Format

Share Document