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.

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.

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.

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.

Online retailing: determinants of competition between multinationals and local firms in emerging markets

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Ilke Kardes ◽  
Leisa Reinecke Flynn ◽  
Michael Dugan
Keyword(s):  
Environmental Factors ◽  
Emerging Markets ◽  
Market Share ◽  
Future Research ◽  
Stepwise Logistic Regression ◽  
Institutional Voids ◽  
Online Retailing ◽  
Content Type ◽  
Online Retailers ◽  
The Impact

PurposeThe fundamental research question is which aspects of the external environment are most strongly associated with the differential market share between large multinational online retailers and smaller, local retailers in emerging markets. For the purposes of this study, the differential market share refers to the likelihood of having a higher market share for multinational online retailers than for local online retailers.Design/methodology/approachThe theoretical framework of the study is based on PESTLE analysis. This study uses longitudinal country-level archival data and conducts a stepwise logistic regression analysis to investigate the impact of environmental factors.FindingsThe results indicate that the effectiveness of law-making bodies and government involvement with information and communications technologies (ICTs) among other factors are significantly associated with a higher market share for multinational online retailers relative to local retailers.Research limitations/implicationsThe study examines the impact of certain external factors (i.e. socioeconomic variables and legal environment) on the differential market share between multinational online retailers and local ones. Future research should investigate additional factors such as cultural roles and internal operating dynamics of online retailers. The research emphasizes online retailing. A logical extension of the current study is to examine how the online retailing environment differs from the brick-in-store retailing environment relative to the competition. The current study investigates the differential market share between multinational and local online retailers only in the emerging markets setting. The results may differ if the developed market setting is also considered. We recommend that future research compares the developed markets and emerging markets settings relative to the differential market share between multinational and local online retailers.Practical implicationsNot all improvements in legal institutions are associated with improved market conditions for multinational online retailers. Managers of multinational online retailers must pursue some mitigation strategies to prevent institutional voids in emerging markets. Therefore, adapting the business model by collaborating and establishing relationships with local online retailers is an effective strategy to mitigate institutional voids (Doh et al., 2017; Yang et al., 2012). Moreover, multinational online retailers are recommended to collaborate with local governments to change unfavourable legal conditions (Doh et al., 2017; Boddewyn and Doh, 2011).Originality/valueThe extant literature on online retailing frequently addresses internal company characteristics and consumer behaviour. This study focuses exclusively on environmental factors associated with differential market share. We contribute to the literature on online retailing, retailing strategies and competition dynamics in emerging markets.

Risk Management, Trust and Repeat Online Shopping Intentions

2015 ◽  
pp. 273-292 ◽  
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.

PERAN KELEMBAGAAN LOKAL DALAM PENGELOLAAN PERIKANAN DI ERA DESENTRALISASI

2018 ◽  
Vol 2 (1) ◽  
pp. 91
Author(s):  
Mustaqim - Mustaqim
Keyword(s):  
Phenomenological Approach ◽  
Validity And Reliability ◽  
Fishery Resources ◽  
Depth Interview ◽  
Research Findings ◽  
Interpretation Process ◽  
The Government ◽  
Critical Interpretation ◽  
Centralization And Decentralization

Abstract. The purpose of this research is to analyze the role of Panglima Laot in the management of fishery resources in Sabang Island. To be able to understand the fisheries management that involves the role of the community in the form of local institutions, a series in-depth interview, observation, as well as literature were successfully carried out to local fishery community. Since this study is a combination of qualitative and quantitative method, the data collection was analysed using phenomenological approach and critical interpretation process to see the validity and reliability of the research findings.  Referring to previous research evidence, the results show that the presence of Panglima Laot has played an important role in providing information, invitation, supervision and participation in the management of fishery resources. In addition, the role of Panglima Laot in the management of fishery resources includes carrying out customs, assisting the government, resolving conflicts in the community, preventing illegal fishing, preserving the coastal environment and fighting for the living standards of fishermen is very influential both in centralization and decentralization era.  Therefore, these findings can be categorized as a useful information for any party working in field of fishery program. 

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