scholarly journals Transitions towards omni-channel retailing strategies: a business model perspective

2019 ◽  
Vol 47 (2) ◽  
pp. 78-93 ◽  
Author(s):  
Milan Jocevski ◽  
Niklas Arvidsson ◽  
Giovanni Miragliotta ◽  
Antonio Ghezzi ◽  
Riccardo Mangiaracina
Keyword(s):  
Business Model ◽  
Group Discussion ◽  
Consumer Electronics ◽  
Three Dimensions ◽  
Retail Sector ◽  
Senior Managers ◽  
Content Type ◽  
Use Of Data ◽  
Novel Approach ◽  
Italian Market

Purpose Digitalisation has been identified as a driving force behind retail sector transformation. The purpose of this paper is to provide a deeper understanding of how omni-channel strategies link to the digitalisation phenomenon. The study is explorative in nature and aims to expand existing knowledge by using a business model (BM) perspective. Design/methodology/approach The study uses a qualitative approach. Data collection involved a questionnaire answered by 13 firms from three retail segments (i.e. fashion, consumer electronics and bookstores and media) and a group discussion with senior managers. The data were complemented with information from websites, applications and available online reports. Findings The findings present empirical insights about different strategic and BM approaches to omni-channel retailing and highlight examples of pioneering retailers from the Italian market. The proposed framework consolidates earlier studies and puts forward three dimensions for a successful transition to omni-channel retailing BMs: a seamless customer experience, an integrated analytics system and an effective supply chain and logistics. Practical implications Managers can employ an overview of mobile commerce usage to manage the process of integrating channels, within their BMs, alongside the customer journey. Particular attention should be paid to development and the use of data analytics tools as one of the dimensions with a significant impact on omni-channel management. Originality/value First, this paper applies a BM perspective as a novel approach for analysing a transition to omni-channel retailing. Second, it is based on empirical analysis of three retail segments, which provide new insights into omni-channel strategies in the retailing literature.

Credibility of online reviews and its impact on brand image

2018 ◽  
Vol 41 (1) ◽  
pp. 148-164 ◽  
Author(s):  
Uttam Chakraborty ◽  
Savita Bhat
Keyword(s):  
Attitude Change ◽  
Attribution Theory ◽  
Structural Equation ◽  
Brand Image ◽  
Oral Communication ◽  
Online Reviews ◽  
Consumer Electronics ◽  
Equation Modeling ◽  
Content Type ◽  
Novel Approach

Purpose Brand image is considered as a signaling phenomenon because high brand image ensures quality product that can reduce consumer’s uncertainty. A strong brand image induces consumers to pay higher prices, which in turn provides competitive advantage and market success to a company. Online reviews, blogs and texts on brand usage experiences are more effective than oral communication to build a strong brand image. Online reviews on products create distinct places for brands in the consumer’s mind, and thus ultimately affect images of the brands. Therefore, the purpose of this study is to investigate the effects of online reviews on functional and hedonic brand images in the context of consumer electronic products in India. Design/methodology/approach The present study adopts a novel approach to collect data. The data have been collected from select e-commerce sites’ brand pages on Facebook through Google form application. A number of respondents are 1,038. Structural equation modeling technique has been used to examine the effects of online reviews on functional and hedonic brand images. Findings The data analysis reveals that source and review quality have more significant effect on credibility evaluation of online reviews as compared to the effects of review consistency and receiver. Moreover, credible online reviews have more impact on hedonic brand image rather than functional brand image in the context of consumer electronics product in India. Originality/value The present study combines Yale attitude change model and attribution theory to examine the effects of online reviews on brand image.

Improving the use of analytics and big data by changing the decision-making culture

2017 ◽  
Vol 55 (10) ◽  
pp. 2074-2088 ◽  
Author(s):  
Jane Elisabeth Frisk ◽  
Frank Bannister
Keyword(s):  
Decision Making ◽  
Big Data ◽  
Data Analytics ◽  
Design Approach ◽  
Action Research Project ◽  
Content Type ◽  
Use Of Data ◽  
Support Organizations ◽  
Novel Approach ◽  
Using Data

Purpose Evolving digital technologies continue to enable new ways to collect and analyze data and this has led some researchers to claim that skillful use of data analytics and big data can radically improve a company’s performance, but that in order to achieve such improvements managers need to change their decision-making culture and to increase the degree of collaboration in the decision-making process. The purpose of this paper is to create an increased understanding of how a decision-making culture can be changed by using a design approach. Design/methodology/approach The paper presents an action research project in which the authors use a design approach. Findings By adopting a design approach organizations can change their decision-making culture, increase the degree of collaboration and also reduce the influence of power and politics on their decision-making. Research limitations/implications This paper proposes a new approach to changing a decision-making culture. Practical implications Using data analytics and big data, a design approach can support organizations change their decision-making culture resulting in better and more effective decisions. Originality/value This paper bridges design and decision-making theory in a novel approach to an old problem.

Chile retail will struggle as COVID-19 hastens change

2020 ◽  
Keyword(s):  
Real Estate ◽  
Business Model ◽  
Domestic Demand ◽  
Retail Sector ◽  
Shopping Malls ◽  
Social Unrest ◽  
Content Type ◽  
The Social ◽  
Consumer Habits ◽  
Real Estate Assets

Significance Chile’s retail sector is reeling from the successive impacts of the social unrest that erupted in late 2019 and, since March, the COVID-19 pandemic, which has also affected the operations of its larger players in other countries. Even before these two events, the industry was struggling to adapt its business model to changing consumer habits. Impacts Even if domestic demand increases by 7.7% in 2021, as the Central Bank anticipates, it will remain well below its level in mid-2019. Retail is among the sectors where most jobs have been lost during the pandemic, affecting women in particular. Shopping malls may emerge as especially vulnerable to a likely reduction in the return on retail real estate assets.

Business model innovation

2015 ◽  
Vol 9 (3) ◽  
pp. 200-218 ◽  
Author(s):  
Jaqueline Pels ◽  
Tomás Andrés Kidd
Keyword(s):  
Business Model ◽  
Business Models ◽  
Single Case ◽  
Business Model Innovation ◽  
Three Dimensions ◽  
Bottom Of The Pyramid ◽  
Bottom Up ◽  
Content Type ◽  
The Social ◽  
Medical Healthcare

Purpose – The purpose of this paper is to develop a framework that expands business model innovation literature by including a social goal, the emerging markets (EMs) environmental characteristics and adopting a bottom-up perspective. Design/methodology/approach – This paper draws on a single-case study. Sistema Ser/CEGIN (SER–CEGIN) is an Argentine social business that offers high-quality medical healthcare to BOP users. Findings – The paper presents a new conceptualization on business model innovation that includes three dimensions: firm-centric, environment and customer-centric. The framework incorporates to the traditional framework on business model innovation, the social profit equation, the general and task environment and the end-user, as well as the dynamics between them. Research limitations/implications – While the authors acknowledge the importance of studying the components of the business model operating levels (economic, operational and strategic) to determine the type of business model innovation (revenue, enterprise and industrial), the framework incoporates the environment and customer-centric dimension. The suggested framework opens new streams of research both for the innovation business model literature as well as for the EMs – bottom of the pyramid (BOP) literature. Practical implications – To achieve economic and social goals, particularly in the BOP, firms need to adopt a bottom-up approach to understand the components of their business model that need to be modified. Originality/value – The paper proposes a novel business model innovation conceptualization which is useful for both researches to better study business models in the BOP and for firms to successfully operate in the BOP.

Development of marketing capabilities scale in banking sector

2014 ◽  
Vol 18 (4) ◽  
pp. 65-85 ◽  
Author(s):  
Hardeep Chahal ◽  
Jagmeet Kaur
Keyword(s):  
Banking Sector ◽  
Three Dimensions ◽  
North India ◽  
Measurement Scale ◽  
Future Research ◽  
Marketing Capabilities ◽  
Senior Managers ◽  
Content Type ◽  
Study Results ◽  
Inside Out

Purpose – The purpose of the study is to develop, measure and empirically validate marketing capabilities (MARKCAPB) scale in banking sector. Design/methodology/approach – Data are collected from a branch manager and three next senior managers of 144 branches of 21 public and 7 private banks operating in Jammu city, North India. Findings – The study finds that marketing capabilities are of multi-dimensional scale, comprising three dimensions – outside-in, inside-out and spanning. Further, the study results demonstrate that all three dimensions are significantly related to marketing capabilities; with outside-in capabilities to be most strongly associated with marketing capabilities development followed by inside-out and spanning dimensions. Research limitations/implications – The study focused on only operational perspective of marketing capabilities to develop a reliable and valid measurement scale. Hence, developing marketing capabilities scale from remaining three perspectives – intellectual capital, marketing mix and competition would prove to be an interesting line of future research. Second, as marketing capabilities scale is developed and tested in banks, that too, in a single city of a country (India), it becomes important to examine whether the same scale can be applied to different sectors and countries. Moreover, future research could be carried on at identifying various antecedents that facilitate the development of marketing capabilities. Originality/value – This is the first study of this type that contributes to the development of multi-dimensional scale of marketing capabilities in banking sector in Indian context. The study provides banks’ managers with the deeper understanding of how to develop and establish marketing capabilities in an organisation. Besides, it also put light on the significant role of outside-in, inside-out and spanning capabilities that facilitate the managers in enhancing financial performance by focusing on varied sub dimensions such as relationship, regularity, communication (outside-in), Web technology and employee bonding (inside-out), advertising, pricing and product/service skills (spanning).

The continuing search for the Holy Grail

2018 ◽  
Vol 16 (1) ◽  
pp. 97-106
Author(s):  
Robert M. Wiseman ◽  
Hadi Faqihi
Keyword(s):  
Design Methodology ◽  
Three Dimensions ◽  
Multiple Stakeholders ◽  
Future Directions ◽  
Content Type ◽  
Current State ◽  
Novel Approach ◽  
Ceo Pay ◽  
And Performance

Purpose The purpose of this paper is to enrich the finding by Aguinis et al. (2018) that there is little overlap between the extremes of firm performance and the extremes of CEO pay using a novel approach to characterize the distribution of pay and performance. The authors aim to shift the focus of compensation researchers from fruitlessly trying to link pay to performance to theory-rich accounts of pay that take into consideration the idiosyncratically motivated and socially embedded nature of CEO compensation. Design/methodology/approach The authors’ approach in this commentary is conceptual. They synthesize compensation literature from different fields such as economics, finance, sociology, strategic management and corporate law, as well as the empirical findings from the focal paper to support their characterization of the current state of the literature and future directions it should take. Findings The authors synthesize discussion of CEO pay down to three dimensions of CEO responsibilities and motivations. They argue that a realistic pay design should take into account that CEOs have limited control over performance, they are accountable to multiple stakeholders and they are motivated by financial as well as nonfinancial incentives. Originality/value The commentary presents researchers with high-order framing of CEO pay that goes beyond debating over methodology or narrowly focusing on limited behavioral drivers of pay setting. Instead, the authors encourage researchers to take advantage of their three-legged framework to theorize about CEO pay.

Unfolding the post‐transition era: the landscape and mindscape of China's retail industry after 2004

2007 ◽  
Vol 19 (4) ◽  
pp. 398-412 ◽  
Author(s):  
Katherine Liu
Keyword(s):  
Focus Group ◽  
Focus Group Discussion ◽  
Emerging Market ◽  
Group Discussion ◽  
Retail Sector ◽  
Retail Market ◽  
Holistic View ◽  
Content Type ◽  
Development Patterns ◽  
Regional Markets

PurposeThe purpose of this paper is to critically investigate the competitive situation in China's retail sector after its three‐year transition period upon accession to the WTO. Based on this suggestions for domestic retailers’ development strategies are made.Design/methodology/approachThe landscape of China's retail sector is given first in the paper. A critical review of variations of regional markets following the models adopted by Swanson and Cui and Liu is carried out. A focus group discussion is conducted. Analysis of the focus group discussion highlights the strategic issues of retail development and expansion.FindingsSynthesis of recent studies on China's retail market and results generated from the focus group indicate that the development patterns in the regional markets could vary. Domestic and international retailers enjoy different advantages and face different challenges in their expansion. Issues concerning learning, infrastructure development, government policy and business culture are addressed.Research limitations/implicationsThis research provides a holistic view of China's retail market and its evolution after it became totally open to foreign investment at the end of 2004.Practical implicationsThe synthesis of current studies and discussion of focus group data provide domestic retailers with a “mindscape” of the evolving market they are operating in. This mindscape enables Chinese retailers to articulate mid‐to‐long term strategies in their expansion and respond to the dynamic market situation effectively.Originality/valueThis study provides a snapshot of China's retail sector at a critical transitional stage. The discussion serves as a starting point to conceptualise the development patterns of an important emerging market.

Harnessing platform-based business models to power disruptive innovation

2016 ◽  
Vol 44 (5) ◽  
pp. 6-14 ◽  
Author(s):  
Haydn Shaughnessy
Keyword(s):  
Business Model ◽  
Customer Value ◽  
Business Models ◽  
Business Environment ◽  
Disruptive Innovation ◽  
Senior Managers ◽  
Content Type ◽  
Continuous Innovation ◽  
New Business ◽  
Unique Customer

Purpose Adopting and implementing a platform-based business model is fraught with problems and complications, many of which are poorly understood even by industry insiders. As they try to sort through the best practices for operating in this new business environment, senior managers need to carefully analyze the strengths of the business model of some of most successful companies before trying to imitate them. . Design/methodology/approach For a team to execute such a strategy quickly and seamlessly it must first thoroughly understand the components of such a business model and how they interact to produce unique customer value and formidable competitive advantage Findings The platform is a new way to organize wealth-creating activity. Practical implications The author details the components of a successful platform-based business model. Originality/value Platform-based business models seek to leverage the assets of third parties and in the process extend the value of economic activity to customers in ways that engage and benefit them. Senior leaders and operations managers alike need to understand that continuous innovation of customer value and policies that attract asset-rich partners and skillful developers is essential to the growth of the network.

Ethical considerations of using information obtained from online file sharing sites

2015 ◽  
Vol 13 (3/4) ◽  
pp. 256-267 ◽  
Author(s):  
Aimee van Wynsberghe ◽  
Jeroen van der Ham
Keyword(s):  
Data Sharing ◽  
Social Networking Sites ◽  
Ethical Issues ◽  
File Sharing ◽  
Life Cycles ◽  
Internet Security ◽  
Value Analysis ◽  
Content Type ◽  
Use Of Data ◽  
Novel Approach

Purpose – The purpose of this paper is to develop a novel approach for the ethical analysis of data collected from an online file-sharing site known as The PirateBay. Since the creation of Napster back in the late 1990s for the sharing and distribution of MP3 files across the Internet, the entertainment industry has struggled to deal with the regulation of information sharing at large. Added to the ethical questions of censorship and distributive justice are questions related to the use of data collected from such file-sharing sites for research purposes. Design/methodology/approach – The approach is based on previous work analysing the use of data from online social networking sites and involves value analysis of the collection of data throughout the data’s various life cycles. Findings – This paper highlights the difficulties faced when attempting to apply a deontological or utilitarian approach to cases like the one used here. With this in mind, the authors point to a virtue ethics approach as a way to address ethical issues related to data sharing in the face of ever-changing data gathering and sharing practices. Practical implications – This work is intended to provide a concrete approach for ethical data sharing practices in the domain of Internet security research. Originality/value – The approach presented in this paper is a novel approach combining the insights from: the embedded values concept, value-sensitive design and the approach of the embedded ethicist.

The dance of change in libraries: a case study of FUM libraries merger in Iran

2016 ◽  
Vol 37 (8/9) ◽  
pp. 520-534 ◽  
Author(s):  
Somaye Sadat Akhshik ◽  
Mehri Parirokh
Keyword(s):  
Resistance To Change ◽  
Group Discussion ◽  
Two Dimensions ◽  
Point Of View ◽  
Planned Change ◽  
Survey Study ◽  
Senior Managers ◽  
Content Type ◽  
Successful Change

Purpose The purpose of this paper is to determine the effect of individual and organizational dimensions on creating the resistance to change according to the role of unlearning and knowledge stickiness in merging of libraries as planned change. Design/methodology/approach Borrowing from the Lewin’s field theory, knowledge stickiness theory and unlearning the framework of planned change process designed. The paper opted for a survey study using the questionnaire, five depth interviews and focus group discussion with librarians, middle and senior managers. Findings The paper provides empirical insights about pattern of planned change in the Ferdowsi University of Mashhad library. The role of knowledge stickiness and unlearning factors associated with process of planned change. It suggests that successful change act as overcoming forces of unlearning to knowledge stickiness on two dimensions: individual and organizational. Research limitations/implications Because of the chosen research case, the research results may lack statistical generalizability. Therefore, researchers are encouraged to test the proposed propositions further. Originality/value The importance of managing obsolescence knowledge in individual and organizational dimensions in process of planned change is highlighted as managerial point of view.

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