PurposeNewly established intersections between offline and online channels create room for enhancing inter-channel synergies. The nature and structure of emerging markets only further emphasize the need to expand existing knowledge. Consequently, this study investigates inter-channel synergy creation during offline–online retail integration in emerging markets.Design/methodology/approachData collected from 97 companies in Serbia that incorporated online channels into their offline retailing businesses were analyzed using the structural equation modeling method.FindingsThe results show that retailers who have undergone click-to-brick integration in the emerging markets struggle to leverage physical presence for inter-channel synergy creation through digital channels. Essentially, retailers integrating clicks into bricks in emerging markets are less likely to achieve immediate omni-channel synergy, resorting to a multi-iterative transition process.Originality/valueThis research synthesizes knowledge on inter-channel synergy creation in an omni-channel context, as well as existing findings regarding inter-channel integration. This paper presents the first comprehensive study on inter-channel synergy creation during click-to-brick integration in emerging retail markets. Moreover, this study outlines challenges facing retailers seeking channel synergy during click-to-brick integration. The study results have theoretical and practical implications regarding inter-channel synergy creation in the multi-channel environment of emerging markets.

Abstract:Emergence of smartphones with strong wireless networking capabilities has set the field for foundation of a various mobile commerce services. The improving access to wireless communication technologies is bringing mobile commerce to the focus of marketers and retailers as a new marketing and retail channel in the context of multichannel retailing. Research studies deal with the level of adoption and factors influencing adoption of mobile commerce within various groups of consumers in different markets. However, there is a scarcity of research studies explaining level of mobile commerce adoption in Central and Eastern Europe. The main goals of the paper are to explain the level of adoption in three countries in this region and to describe patterns of usage of smartphones and mobile applications as shopping tools within the population of young consumers in those markets. This paper, based on secondary data, explains the state of the art of smartphone usage in Poland, Croatia and Serbia. Furthermore, based on a primary quantitative survey on student population, the paper brings valuable data on smartphone and mobile application among young customers in mentioned markets. The primary research was conducted on more than 450 examinees in Poland, Croatia and Serbia and in this paper basic descriptive statistical analysis was conducted in order to discuss types of activities and some basics characteristics of young consumers regarding mobile commerce in general.

Shopper marketing has lately become a promising business initiative. The distinction between shopper marketing and traditional marketing paves the way for new relations, partnerships, and better results of retailers and suppliers. The paper explains the new perspective of marketing, with the shopper in focus. Retail has been identified as the center of gravity for enterprise cooperation and a new business consensus. The advantages and challenges of shopper marketing are also explained, including tracing the efficient category management model and partnership value creation. In the wake of the development of new category management guidelines, the paper points out the aspect of the institutionalization of cooperation in shopper marketing, as well as the future of multi-channel analysis and customer satisfaction.

As an innovative approach to retail, mobile commerce develops rapidly during last decade. It brings new challenges and opportunities in front of retailers who have to adapt their business strategies to new generation shoppers. With a good understanding of the shoppers' online purchase intention, retailers are able to develop effective online strategies to attract new and keep loyal web-shopping customers. The purpose of this paper is to explain the online shopping orientation in the context of country of origin. There is a limited number of such research in Central and Eastern Europe, so there is a lack of knowledge about young consumers from this region and their attitude as mobile technology users. The article is based on the research conducted in Poland, Croatia and Serbia where 454 young non-randomly selected respondents answered online survey questions. The research hypotheses were tested using correlation and non-parametric statistics. Differences between observed countries suggest that there is a necessity to adapt approach concerning online retailing even at the market with similar characteristics. Therefore, creators of marketing and sales strategies of online and omnichannel companies should consider this fact when planning business strategies.

SummaryThe