Online Relationship Formation Kozlenkova, Irina V.; Palmatier, Robert W.; Fang, Eric (Er) ...
Journal of marketing,
05/2017, Letnik:
81, Številka:
3
Journal Article
Recenzirano
As online shopping evolves from being primarily transactional to being more relational, sellers aim to form online relationships. This article investigates online relationship formation, identifies ...the performance payoffs that result from forming different types of online relationships (unilateral vs. reciprocal), and tests the most effective relationshipbuilding strategies. Study 1, based on a longitudinal buyer-level analysis of an online shopping community, reveals that buyers use community-, seller-, and buyer-generated signals to identify suitable relationship partners and reduce online shopping risk. These signals generally diminish in importance as buyers gain experience but become more important when buyers are forming reciprocal relationships. Study 2 evaluates the dynamic payoffs of online relationship formation (seller-level analysis) on sales; the effect on sales of reciprocal relationships is three times greater and lasts seven times longer than that of seller-initiated, unilateral relationships. Study 3 is a field experiment testing managerially actionable strategies for leveraging relationships to grow online sales. Tenets arising from differences between online and offline relationships, together with the results from the three studies, inform an emerging theory of online relationships.
El mall Davila, Arlene
2016., 20160105, 2016, 2016-01-05
eBook
While becoming less relevant in the United States, shopping malls are booming throughout urban Latin America. But what does this mean on the ground? Are shopping malls a sign of the region's "coming ...of age"?El Mallis the first book to answer these questions and explore how malls and consumption are shaping the conversation about class and social inequality in Latin America.Through original and insightful ethnography, Dávila shows that class in the neoliberal city is increasingly defined by the shopping habits of ordinary people. Moving from the global operations of the shopping mall industry to the experience of shopping in places like Bogotá, Colombia,El Mallis an indispensable book for scholars and students interested in consumerism and neoliberal politics in Latin America and the world.
Porta Palazzo Black, Rachel E; Petrini, Carlo
04/2012
eBook
Porta Palazzo, arguably Western Europe's largest open-air market, is a central economic, social, and cultural hub for Italians and migrants in the city of Turin. Open-air markets like Porta Palazzo ...have existed for centuries in Europe; although their function has changed over time-traditional markets are no longer the primary place to buy food-they remain popular destinations. In an age of supermarkets and online commerce, markets offer unique social and cultural opportunities and bring together urban and rural worldviews. These factors are often overlooked in traditional economic studies of food distribution, but anthropologist Rachel E. Black contends that social relations are essential for building and maintaining valuable links between production and consumption. From the history of Porta Palazzo to the current growing pains of the market, this book concentrates on points where trade meets cultural identities and cuisine. Its detailed and perceptive portraits of the market bring into relief the lives of the vendors, shoppers, and passersby. Black's ethnography illuminates the daily work of market-going and the anxieties of shoppers as they navigate the market. It examines migration, the link between cuisine and cultural identity, culinary tourism, the connection between the farmers' market and the production of local food, and the urban planning issues negotiated by the city of Turin and market users during a recent renovation. This vibrant study, featuring a foreword by Slow Food Movement founder Carlo Petrini, makes a strong case for why markets like Porta Palazzo are critical for fostering culinary culture and social life in cities.
Online companies, such as eBay and Taobao, often set limits on the maximum number of items placed in the shopping cart. When the number of items added exceeds the limit, a warning message would pop ...up, asking consumers to clean, remove, or purchase first. Extant research on online shopping cart abandonment examines the various factors that can lead to shopping cart abandonment but does not explore the effect of such warning messages on attitudes and purchase intention. Through five studies (i.e., Studies 1, 2A, 2B, 3, and 4), we show that reminding consumers to clean items in their online shopping carts can polarize liking and purchase intention towards the most-favorite and least-favorite items. Furthermore, we find that reminding consumers to remove items (rather than to purchase them) magnifies the polarization. Consumers’ anticipated regret mediates the interactive effect of warning message type and preference ranking on liking and purchase intention. In addition, the scarcity or abundance of product supply moderates the interaction effect of shopping cart warning message type and preference ranking on liking and purchase intention. Implications for both theories and practices are discussed.
Online shopping addiction, which refers to the inability to take an individual's online shopping urges under control has attracted a great deal of research interest over the last decade, given the ...prevalence of internet technologies and the advent of data-driven marketing strategies in e-commerce. The current study sought to examine the determining factors that can potentially result in online shopping addiction among Vietnamese university students. We found a strong correlation presented between daily online shopping frequency and daily internet shopping usage. Results from the hierarchical analysis indicate that internet experience has a significant negative effect on online shopping addiction. Besides, time spent on internet shopping per day and daily internet shopping frequency has the significant effect on the score of online shopping addiction. Students are recommended to manage their online routine wisely and efficiently to avoid detrimental consequences resulted from online shopping addiction.
This study tests hypotheses about behavioural spillover in the environmental domain as well as the impacts of monetary inducements and verbal praise on behavioural spillover by means of a field ...experiment. A sample of 194 students from a large university in Denmark were randomly allocated to a control group or to one of two experimental conditions where they were encouraged to purchase “green” products by means of either financial compensation and incentives or verbal encouragement and praise. Participants answered a baseline survey containing questions concerning a wide range of environmentally relevant behaviours and after a six weeks intervention period where they were requested to keep track of their purchases by means of a shopping diary they answered a second survey with the same content as the first. This allowed us to analyse the change in self-reported pro-environmental behaviours over the six weeks, to identify instances of behavioural spillover from “green” purchase behaviour to other pro-environmental behaviours and to investigate if such spillover was affected by the nature of the intervention. The study revealed a positive spillover from “green” purchasing to other pro-environmental behaviours. However, the spillover mostly affects low-cost behaviours. Not unexpectedly, the monetary inducement had a stronger direct impact on “green” shopping than verbal encouragement and praise. However, contrary to popular beliefs, the spillover effects of a monetary inducement on other pro-environmental behaviours are at least as strong as that of verbal encouragement and praise.
•Field study finds positive spillover from “green” purchasing to other behaviours.•The spillover mostly affects low-cost behaviours.•Monetary inducements affect “green” shopping more than verbal encouragement.•Monetary inducements lead to at least as strong spillover as verbal encouragement.
This study explores shopping tourism with a special focus on the concept of luxury shopping in Dubai from the perspective of the consuming tourists. The study assesses the differences in the ...perceived importance of luxury shopping venues in Dubai as well as the perceived characteristics of luxury products in Dubai retail. Also the perceived advantages of Dubai as a luxury shopping destination are examined. Tourism shopping patterns are identified in this article based on the frequency of shopping and the significant differences in luxury purchasing patterns. Three main shopping groups (frequent shoppers, sometimes shoppers, and infrequent shoppers) were identified, and the study results show that there are differences among the different groups in their perception of the importance of the different shopping venues and entertainment options in Dubai. The study results also show that Dubai is perceived as a shopping heaven that has significant competitive advantages as a luxury shopping destination. Implications of the study results and recommendations for future studies are also discussed.
•We study the impact of the introduction of a mobile channel by a South Korean grocery chain.•We show that the mobile channel primarily cannibalizes the online, rather than offline, channel.•The ...mobile channel is a complement for offline customers but a substitute for online customers.•The gains to the mobile channel come primarily at the expense of nearby competitors.
The authors investigate the impact of customers’ mobile app adoption on grocery shopping behaviors. Specifically, they investigate the cannibalization of existing physical and online channels by the newly adopted mobile app and evaluate changes in households’ total expenditures at the focal chain. They find that households adopting the mobile app marginally decrease their spending in physical stores, but considerably increase their expenditures and shopping trips through the mobile app. They present evidence that the mobile app plays a synergistic role for customers who never used a digital shopping channel. Lastly, the authors find a competitive encroachment effect by the mobile app. They find the impact of mobile app adoption is greater in markets where the focal chain faces more intense competition from a nearby competitor.
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Shopping well-being has become a topic of interest in retail defining the contribution of the shopping activity to life satisfaction. However, little is known about how it may benefit consumers or ...retailers. This paper examines shopping well-being by assessing the role of consumer decision-making (CDM) styles. Based on a large-scale survey of consumers, this study suggests that CDM styles have an important role to play in the relationship between the dimensions of the shopping centre experience (retail offer, centre-based activities, and centre atmosphere) and well-being. Findings indicate critical differences in the way utilitarian and hedonic aspects of the shopping centre experience impact on shopping well-being for different consumers. This study uncovers that shopping centres often play a critical role in promoting well-being and offers insights on how shopping centre operators can leverage this while considering CDM styles.
O mercado de shopping Center vem apresentando nos últimos anos fortes registros de crescimento e consolidação no Brasil. Consequentemente, o número de empreendimentos e o volume de vendas estão ...crescendo, contribuindo para o desenvolvimento do varejo brasileiro. Grandes redes de varejo, como lojas de departamentos, supermercados, e redes de franquia estão se espalhando por todas as capitais no país. Em contrapartida, em janeiro de 2009, A CONECS (Conselho nacional de Entidades de comércio em Shopping Center), através de uma pesquisa de campo, apontou que o relacionamento e o grau de satisfação entre lojistas e empreendedores de shoppings centers de todo o país está insuficiente. O dado mais relevante foi referente ao tempo médio de ocupação dos lojistas nos empreendimentos. Segunda a pesquisa os pequenos e médios empresários, que possuem lojas de pequeno porte, não conseguem permanecer por mais de 05 anos nos shoppings. Diante do exposto, esta pesquisa tem como principal objetivo verificar se as práticas de gestão aplicadas por pequenas lojas estão competitivas, comparadas a médias e grandes lojas. Para isso, foi feita uma pesquisa de campo, em que os gerentes de lojas de pequeno, médio e grande porte, situado no Plaza Shopping Niterói, relataram como está sendo feita a gestão dos seus negócios.
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