scholarly journals Long-Term Discounting Frameworks: Insights from Multiple Experiments

2020 ◽  
pp. 84-100
Author(s):  
H. R. Ganesh ◽  
P. S. Aithal ◽  
P. Kirubadevi
Keyword(s):  
Competitive Advantage ◽  
Online Retailing ◽  
Sales Promotions ◽  
Online Retailers ◽  
Brick And Mortar ◽  
Consumer Perspective ◽  
Key Drivers ◽  
Online Stores ◽  
The Impact

Ever since the online retailing format has emerged in India, consumers now have wider options available for them to buy a product at a discounted price and notably, as online stores in India are following the product discounting as one of the key drivers for consumer acquisition, consumers’ perspective towards discount at brick-and-mortar store has changed.This change in consumers’ perspective has put the majority of brick-and-mortar retailers in India into a quandary and they are losing out their market share slowly to online retailers. In this research which is based on recommendations of empirical research previously carried out on the impact of changes in retailer and consumer perspective towards discount post emergence of online stores in India, we have carried out multiple experiments on multiple long-term discounting frameworks to investigate and recommend brick-and-mortar retailers on ideal(a) frameworks, (b) duration, (c) types, (d) assortment coverage, and (e) advertising techniques for long-term discounting strategies to enable brick-and-mortar retailers to design appropriate sales promotions to gain a competitive advantage over online retailing on the discount component.

scholarly journals Changes in Consumer Perspective towards Discount at Brick-and-Mortar Stores owing to Emergence of Online Store Format in India

2020 ◽  
pp. 43-83 ◽  
Author(s):  
H.R. Ganesh ◽  
P. S. Aithal ◽  
P. Kirubadevi
Keyword(s):  
Sales Promotion ◽  
Online Retailing ◽  
Sales Promotions ◽  
Research Outcomes ◽  
Long Duration ◽  
Online Retailers ◽  
Brick And Mortar ◽  
Consumer Perspective ◽  
Key Drivers ◽  
Online Stores

End-of-season sale (EOSS) has been one of the most important long duration sales promotion/discountingevents for brick-and-mortar retailers and consumers in India. But, ever since the online retailing format has emerged in India, consumers now have wider options available for them to buy a product at a discounted price and notably, as online stores in India are following the product discounting as one of the key drivers for consumer acquisition, consumers’ perspective towards discount at brick-and-mortar store is expected to have changed.This change in consumers’ perspective has put the majority of brick-and-mortar retailers in India into a quandary and they are losing out their market share slowly to online retailers. In this research, authors have attempted to investigate; (a) proof, (b) pattern, (c) magnitude, (d) significance and (e) impact of this change in perspective towards discount across stakeholders and transpired the research outcomes into suggestions to enable brick-and-mortar retailers to design appropriate sales promotions.

scholarly journals Integrated Discounting Framework for Indian Brick-and-Mortar Retailers

2020 ◽  
pp. 110-123
Author(s):  
H.R. Ganesh ◽  
P. S. Aithal ◽  
P. Kirubadevi
Keyword(s):  
Market Share ◽  
Past Research ◽  
Consumer Acceptance ◽  
Validity And Reliability ◽  
Online Retailing ◽  
Online Retailers ◽  
Brick And Mortar ◽  
Research Findings ◽  
Key Drivers ◽  
Online Stores

Since the time online retailing format started getting consumer acceptance in India, consumers now have wider options available for them to buy a product at a discounted price and notably, as online stores in India are following the product discounting as one of the key drivers for consumer acquisition, consumers’ perspective towards discount at Brick-and-mortar store has changed. This change in consumers’ perspective has put the majority of Brick-and-mortar retailers in India into a quandary and they are losing out their market share slowly to online retailers. From the existing literature we have found many discounting frameworks suggested by researchers, but they are all isolated for specific contexts and leave it to retailers to create their own discounting frameworks. In this work, we have attempted to create an integrated discounting framework for Indian brickand-mortar retailers by carrying out multiple experiments with different manipulations and under different contexts along with taking clues from past research findings, insights and suggestions along with testing validity and reliability of the proposed framework in the field.

Designing a CRM Framework for online & offline sports footwear retailers

2015 ◽  
Vol 3 (1) ◽  
Author(s):  
Rodrigo Cueva ◽  
Guillem Rufian ◽  
Maria Gabriela Valdes
Keyword(s):  
Environmental Changes ◽  
Customer Relationship ◽  
Business Strategies ◽  
Economic Sectors ◽  
Running Shoes ◽  
Brick And Mortar ◽  
Key Factor ◽  
On Line ◽  
The Impact

The use of Customer Relationship Managers to foster customers loyalty has become one of the most common business strategies in the past years.  However, CRM solutions do not fill the abundance of happily ever-after relationships that business needs, and each client’s perception is different in the buying process.  Therefore, the experience must be precise, in order to extend the loyalty period of a customer as much as possible. One of the economic sectors in which CRM’s have improved this experience is retailing, where the personalized attention to the customer is a key factor.  However, brick and mortar experiences are not enough to be aware in how environmental changes could affect the industry trends in the long term.  A base unified theoretical framework must be taken into consideration, in order to develop an adaptable model for constructing or implementing CRMs into companies. Thanks to this approximation, the information is complemented, and the outcome will increment the quality in any Marketing/Sales initiative. The goal of this article is to explore the different factors grouped by three main domains within the impact of service quality, from a consumer’s perspective, in both on-line and off-line retailing sector.  Secondly, we plan to go a step further and extract base guidelines about previous analysis for designing CRM’s solutions focused on the loyalty of the customers for a specific retailing sector and its product: Sports Running Shoes.

Risk Management, Trust and Repeat Online Shopping Intentions

2018 ◽  
pp. 68-87
Author(s):  
Mercy Mpinganjira
Keyword(s):  
Risk Management ◽  
Significant Influence ◽  
Online Shopping ◽  
Product Information ◽  
Positive Influence ◽  
Online Retailing ◽  
Successful Management ◽  
Online Store ◽  
Online Retailers ◽  
Online Stores

E-commerce is a growing phenomenon in Africa. One area of e-commerce that is growing at a very fast rate is online retailing. This is despite concerns that individuals often have in relation to online shopping being associated with more risk than traditional retailing. This chapter looks at practices of online retailers that help in mitigating online shopping risk and the influence of these on customers' levels of trust as well as on their intentions to re-purchase from specific online stores. The findings show that provision of adequate online product information and online store security has positive influence on customers' level of trust in an online store. The findings also show that trust in an online store has significant influence on customers' intentions to repurchase from a store. The findings have wide implications on successful management of online store outlets and these have been highlighted in the chapter.

Visual Merchandising in Online Retailing Based on Physical Retailing Design Principles

2010 ◽  
pp. 628-636
Author(s):  
Tony Pittarese
Keyword(s):  
Research Literature ◽  
Design Guidelines ◽  
Online Retailing ◽  
Online Store ◽  
Online Retailers ◽  
Common Practices ◽  
Store Design ◽  
Online Stores ◽  
Visual Merchandising ◽  
Effective Design

Effective design guidelines aid in the creation of successful online stores. One possible resource to aid in formulating effective online store design guidelines is found in principles and practices of physical retailers. In particular, physical store merchandising techniques provide a significant body of research from which online store guidelines may be constructed. By examining the research literature and common practices of physical retailers, online retailers may glean new and interesting ideas upon which to base guidelines for online store design.

To Bid or to Buy?

2010 ◽  
Vol 6 (2) ◽  
pp. 1-20 ◽  
Author(s):  
Fan-Chen Tseng
Keyword(s):  
Online Auctions ◽  
Online Retailing ◽  
Online Retailers ◽  
Online Shoppers ◽  
Online Stores ◽  
The Right ◽  
Practical Implications

Online retailing is a rapidly expanding business. There are three major purchasing channels for online shoppers to choose when they conduct online purchasing: (1) shopping in online stores, (2) bidding in online auctions, and (3) direct purchasing in online auctions. Each channel has its strengths and weaknesses, and suits different kinds of online shoppers. This article explores the relationships between online shoppers’ lifestyles and their preferences for online purchasing channels. Knowledge about online shoppers’ preferences for online purchasing channels helps online retailers place right products in the right channel for the right customers and consequently generate stable revenues. Major findings are: (1) the online shoppers with extravert lifestyle prefer online auctions, (2) the online shoppers with indulgent lifestyle prefer online stores, and (3) the online shoppers with shrewd lifestyle have a more balanced preference for all three purchasing channels. Theoretical and practical implications are discussed.

scholarly journals A System Dynamics Model of Online Stores’ Sales: Positive and Negative E-WOM and Promotion Perspective

2019 ◽  
Vol 11 (21) ◽  
pp. 6045 ◽  
Author(s):  
Qiang Yan ◽  
Simin Zhou ◽  
Xiaoyan Zhang ◽  
Ye Li
Keyword(s):  
System Dynamics ◽  
Real Data ◽  
System Dynamics Model ◽  
Dynamics Model ◽  
Sustainable Operations ◽  
Main Research ◽  
Interaction Diagram ◽  
Online Stores ◽  
The Impact

In this paper, we build a causal interaction diagram between the factors that may influence the sales and profits of online stores. An online store’s real operation data were used to help determine the causal relationship between variables. Finally, we proposed a system dynamics model and conducted a simulation of the operation of an online store. In this model, we focused on the impact of promotion and positive/negative electronic word of mouth (e-WOM) on the sales and profits of the online stores. The simulation results showed a similar trend to the real data and the main research finding showed that promotion is not a long-term measure for the sustainable development of online stores. Excessive promotion effort may lead to consumers’ dissatisfaction leading the increase of negative e-WOM. The systematic simulation can help us understand better the long-term effect of promotion and e-WOM on the operation of online stores. Finally, we gave some management suggestions for online stores’ sustainable operations.

Product Choice Strategy for Online Retailers

2011 ◽  
pp. 220-238
Author(s):  
Ruiliang Yan ◽  
Amit Bhatnagar
Keyword(s):  
Product Category ◽  
Product Categories ◽  
Online Retailers ◽  
Two Factors ◽  
Brick And Mortar ◽  
Online Channel ◽  
Online Stores ◽  
Set Up ◽  
The Right ◽  
The Web

An important strategic issue for managers planning to set up online stores is the choice of product categories to retail. While the “right” product category would depend on a number of factors, here we focus on the following two factors: compatibility of the product with the online channel, and the competition between the traditional brick and mortar channel and the online channel. This is to acknowledge two well-known facts: Certain products are more suitable for selling through the Web than through other channels; and an online retailer competes with not only other online retailers, but also traditional brick and mortar retailers. To determine the right product category, we develop a game theoretical model that allows for competition between the retailers. We study both Stackelberg and Bertrand competition models, as these two models capture the essence of different types of competition on the Web. Based on our results, we propose that, under all types of competition, the optimal product is one that is only moderately compatible with the Internet.

To Bid or to Buy?

2011 ◽  
pp. 1-19
Author(s):  
Fan-Chen Tseng
Keyword(s):  
Online Auctions ◽  
Online Retailing ◽  
Online Retailers ◽  
Online Shoppers ◽  
Online Stores ◽  
The Right ◽  
Practical Implications

Online retailing is a rapidly expanding business. There are three major purchasing channels for online shoppers to choose when they conduct online purchasing: (1) shopping in online stores, (2) bidding in online auctions, and (3) direct purchasing in online auctions. Each channel has its strengths and weaknesses, and suits different kinds of online shoppers. This article explores the relationships between online shoppers’ lifestyles and their preferences for online purchasing channels. Knowledge about online shoppers’ preferences for online purchasing channels helps online retailers place right products in the right channel for the right customers and consequently generate stable revenues. Major findings are: (1) the online shoppers with extravert lifestyle prefer online auctions, (2) the online shoppers with indulgent lifestyle prefer online stores, and (3) the online shoppers with shrewd lifestyle have a more balanced preference for all three purchasing channels. Theoretical and practical implications are discussed.

POLISH CONSUMERS’ ATTITUDES TOWARDS ONLINE GROCERY SHOPPING

2021 ◽  
Author(s):  
Gabriela Hanus
Keyword(s):  
Home Delivery ◽  
Point Of View ◽  
Grocery Shopping ◽  
Brick And Mortar ◽  
Delivery Options ◽  
Online Stores ◽  
Primary Focus ◽  
Quality Of Products ◽  
The Impact

The primary focus of this study was to explore the attitudes of consumers in Poland towards online grocery shopping, and the impact of the COVID-19 pandemic on the e-grocery market. A direct survey was conducted on a sample of 800 respondents from across Poland in the first quarter of 2020. A questionnaire was used as a research tool. As revealed by data analysis, in 2020 more than a half (60%) of consumers in Poland shopped for groceries in online stores run by brick-and-mortar grocery chains. The respondents usually shopped for groceries several times a month, preferably choosing products with a long shelf life, and home delivery options, each time spending around PLN 201-300. Convenience was found to be the key driver that encouraged consumers to shop for groceries online, and concerns about the quality of products purchased online was the major disincentive. Moreover, the coronavirus pandemic, and the resulting health concerns, were shown to have the least effect on the willingness of respondents to shop for groceries online, or the frequency of online grocery shopping. From a practical point of view, this research can be used to create marketing strategies for enterprises operating in the food retail industry, as well as to expand knowledge about the dynamically developing e-grocery market in Poland.

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