New Product Design under Channel Acceptance: Brick‐and‐Mortar, Online‐Exclusive, or Brick‐and‐Click

Luo, Lan; Sun, Jiong

doi:10.1111/poms.12587

Cited by 51 publications

(13 citation statements)

References 46 publications

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“…Webrooming is becoming more and more popular as shows that in Spain, 53% of shoppers used the web to look for information prior to a purchase in 2015 and 65% did so in 2016 (Ivend, 2017). In product categories where the touch-and-feel of the new product is crucial for consumers and the benefits of online shopping are relatively small (e.g., apparel and accessories), this positive surplus of switch consumers is an increasing function of product quality (Luo & Sun, 2016). One of the main reasons why "webroomers" shop in stores is because of the immediate availability of the product, stock availability and personal interaction with shop associates.…”

Section: Webroomingmentioning

confidence: 99%

Trigger factors in brick and click shopping

Marmol

Fernández

2019

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Purpose: The goal of this research is to describe the customer’s purchase path in different shopping channels and to identify which are the trigger factors that motivate the choice of every shopping channel. The description of the factors that motivate this seamless experience across all channels will provide brands with knowledge about how to improve their strategic approach to engagement, belonging and retention of customers.Design/methodology/approach: This paper builds propositions about the trigger factors for shopping channel choice based on thirty reports from the main consultancy companies made during the last five years and coded regarding the main topics highlighted in the literature. Findings: The findings of this study indicate that there are common trigger factors for every shopping channel and for every stage of the purchase path.Research limitations / implications: The data are from different countries, segments and products although they show common patterns.Originality/value: To date, little research in a complete vision of the shopping paths has been done. The definition of the different paths and the trigger factors associated to each one is unique and will help further research in this area.

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Section: Webroomingmentioning

confidence: 99%

Trigger factors in brick and click shopping

Marmol

Fernández

2019

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“…The first stream of studies focused on the operational strategy of eSC. Considering the impact of promoting new products online, Luo and Sun [20] designed optimal product design strategies for manufacturers. Aiming at specified delivery time limits of e-commerce supply chains, Leung et al [21] proposed an intelligent system for optimizing the processing flow of electronic waybills.…”

Section: Decisions Of E-commerce Supply Chainsmentioning

confidence: 99%

E-Commerce Supply Chain Models under Altruistic Preference

Wang

Shen

et al. 2021

Mathematics

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This paper reviews the decisions, coordination contract, and altruistic preference of an e-commerce supply chain (eSC) composed of a manufacturer and a third-party e-commerce platform (platform). The research derives optimal decisions in a decentralized model with altruistic preference; it is indicated that altruistic preference can help increase the sales price and sales service level. Although the platform’s altruistic preference is not beneficial to its own profits, it can help increase the manufacturer’s profits. Moreover, when the degree of altruistic preference is kept within a limit, the profit of the decentralized system is higher in a model with altruistic preferences, which indicates that altruistic preference can contribute toward maintaining a friendly, harmonious, and cooperative a relationship between the platform and manufacturers. Contrary to a traditional offline supply chain, where the sales price is the lowest in the centralized model, the sales price is highest in a centralized eSC model. In the proposed coordination contract, the platform with a certain degree of altruistic preference offers zero-commission sales service and charges a certain amount for a fixed professional service fee. The proposed contract is more applicable to products whose market demands are less affected by sales prices and more affected by the sales service level.

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“…In the studies of dual-channel supply chains, there are many articles that investigate consumer heterogeneity regarding the valuation of the products [27][28][29][30]. Luo and Sun [31] examined how a manufacturer might use product design to influence the retailer's outlet designation decision in a dual-channel supply chain, in which consumer heterogeneity was considered. Zhang and Wang [32] focused on the pricing and the level of product greenness in a supply chain where the consumers had different greenness preferences.…”

Section: Literature Reviewmentioning

confidence: 99%

Pricing and Coordination Strategies of Dual Channels Considering Consumers’ Channel Preferences

Wang

Yan

2021

Sustainability

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With the rapid development of electronic commerce, consumers can freely buy the same product from a manufacturers’ Internet channel or a resellers’ physical channel. Based on the consumers’ channel preferences, this article classifies consumers into three types and investigates the price decision in a dual-channel supply chain using a Stackelberg game, which assumes that the manufacturer, as the game leader, first sets the wholesale price, then the reseller decides the retail price, according to the wholesale price. Furthermore, some numerical experiments are developed to investigate the impact of consumer acceptance, the degree of customer loyalty, and the proportion of identical shoppers on prices and profits. The results show that whether both the retail price and the wholesale price rise or fall depends on a combination of the cost of the physical channel and the Internet shopper’s acceptance of the Internet channel. The reseller’s profit is always lower than the manufacturer’s profit. The reseller’s profit is lower and the manufacturer’s profit is higher, compared with that of a traditional single channel supply chain. The numerical experiments showed that when an Internet shopper’s acceptance of an Internet channel is lower, the wholesale price and retail price in the dual channels will increase with an increase of the degree of customer loyalty (the proportion of identical shoppers). The reseller’s profit (the manufacturer’s profit) will reduce (rise) with the augmentation of the Internet shopper’s acceptance of an Internet channel. Finally, we design a revenue-sharing contract that can coordinate the supply chain and implement a win–win strategy for all partners. This work makes some contributions to the research area of coordination in dual-channel supply chains.

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New Product Design under Channel Acceptance: Brick‐and‐Mortar, Online‐Exclusive, or Brick‐and‐Click

Cited by 51 publications

References 46 publications

Trigger factors in brick and click shopping

Trigger factors in brick and click shopping

E-Commerce Supply Chain Models under Altruistic Preference

Pricing and Coordination Strategies of Dual Channels Considering Consumers’ Channel Preferences

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