Enabling evidence-based retail marketing with the use of payment data - the Mobile Payment Reference Model 2.0

Pousttchi, Key; Hufenbach, Yvonne

doi:10.1504/ijbidm.2013.055789

Cited by 7 publications

(11 citation statements)

References 41 publications

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“…M-commerce as a distinct field of research, and the existence of an mcommerce research community is based on the particularities of mobility and mobile information systems (see, e.g., [11,13,20]) as well as on their ecosystems and their rewriting of the rules for traditional industries (see, e.g., [18,19,21,22]). We believe that a lot of the work on mobile topics presented at conferences reapplied theory and methodologies developed by IS scholars who studied previous waves of technology (e.g., technology acceptance model, diffusion models, motivations for use).…”

Section: Resultsmentioning

confidence: 99%

Introduction to the Special Issue on Mobile Commerce: Mobile Commerce Research Yesterday, Today, Tomorrow—What Remains to Be Done?

Pousttchi¹,

Tilson²,

Lyytinen³

et al. 2015

International Journal of Electronic Commerce

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Section: Resultsmentioning

confidence: 99%

Introduction to the Special Issue on Mobile Commerce: Mobile Commerce Research Yesterday, Today, Tomorrow—What Remains to Be Done?

Pousttchi¹,

Tilson²,

Lyytinen³

et al. 2015

International Journal of Electronic Commerce

Self Cite

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“…Mobile payments and mobile marketing have received extensive attention. Research on m-payments has focused mostly on consumer perspective, technical security and trust, and comparisons between mobile and traditional payment services [11], but strategic issues have rarely been addressed (rare examples are [60,65] like mobile payment imply new opportunities for data collection and usage in customer service and marketing, enabling new forms of marketing based on these data [64]. However, research on mobile marketing has concentrated mainly on theory, strategy, consumer behavior, as well as legal and political aspects [79].…”

Section: State Of the Art In Researchmentioning

confidence: 99%

“…However, research on mobile marketing has concentrated mainly on theory, strategy, consumer behavior, as well as legal and political aspects [79]. Even if there is much literature on mobile services, there are only a few contributions that analyze the usage of mobile technologies and services in retail (e.g., [64,66,70]). …”

Section: State Of the Art In Researchmentioning

confidence: 99%

“…The data involved were early categorized into five areas [73]: demographic data, contact data, preferences, receptivity, and order history. Even if there is much literature on data mining in retail, there is almost no literature analyzing data collection and usage by mobile services in detail [64].…”

Section: State Of the Art In Researchmentioning

confidence: 99%

“…All the AGFEA players show elements of a mobile payment strategy because this is seen as a major source of customer data in order to predict and influence customer behavior [64].…”

mentioning

confidence: 99%

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Engineering the Value Network of the Customer Interface and Marketing in the Data-Rich Retail Environment

Pousttchi

Hufenbach²

2014

International Journal of Electronic Commerce

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In this paper we use a mixed-methods engineering approach to analyze how traditional retailers can use mobile commerce services to enable data-driven marketing and thus compete with the pervasive end-customer ownership of companies controlling the mobile channel. The paper provides the first systematic analysis of the implications of the virtual world market players Apple, Google, Facebook, eBay/PayPal, and Amazon on traditional retailers' business. We use case study research to identify the elements that are required for and suitable to such a strategy. In a second step, we use design science in order to identify and develop the necessary value creation roles, their activities, and the value flows between them. The paper provides two major outcomes: (1) a set of 12 building blocks for generating and applying customer data for traditional retailers adding mobile services and (2) a role-based reference model for the value network of the future retail customer interface and marketing (CIM). The reference model is validated with expert interviews. As an exemplary application of the model, we show two extreme scenarios with strong and weak retailer market positions. As an additional contribution to practice, we present a further introspective analysis of the value network's key new role-that of mobile customer relationship management service provider-and propose a corresponding functional component architecture that fulfills the information technology requirements for the role's complex functionality.KEY WORDS AND PHRASES: AGFEA, big data, CIM, data-driven marketing, e-tail, IT strategy, mobile CRM service provider, mobile services, retail innovation, strategic impact of digitization, value network.The influence of information technology (IT) on traditional retailers' business is continually increasing. Current innovation activities include, for instance, in-store technology for efficiency purposes and for better service as well as electronic commerce. Above all, the rise of the Internet has changed the retail business more than any other event in the past 50 years. In some domains, online retailers, having lower operational and capital expenses, have made the market very difficult for traditional market participants. Moreover, mobile technology shows even more potential to change the whole game. In this context, customers using apps to buy over the mobile channel or to compare prices while they are at the retailer's brick-and-mortar store are merely tactical issues.The strategic threat for traditional retailers is the upcoming pervasive endcustomer ownership of companies that control the mobile channel. The major

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Development of a classification framework for technology based retail services: a retailers’ perspective

Wolpert

Roth

2020

The International Review of Retail, Distribution and Consumer R

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Enabling evidence-based retail marketing with the use of payment data - the Mobile Payment Reference Model 2.0

Cited by 7 publications

References 41 publications

Introduction to the Special Issue on Mobile Commerce: Mobile Commerce Research Yesterday, Today, Tomorrow—What Remains to Be Done?

Introduction to the Special Issue on Mobile Commerce: Mobile Commerce Research Yesterday, Today, Tomorrow—What Remains to Be Done?

Engineering the Value Network of the Customer Interface and Marketing in the Data-Rich Retail Environment

Development of a classification framework for technology based retail services: a retailers’ perspective

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