The Effects of Agency Selling on Reselling on Hybrid Retail Platforms

Li, Qi; Wang, Quansheng; Song, Peijian

doi:10.1080/10864415.2019.1655209

Cited by 34 publications

(20 citation statements)

References 65 publications

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“…Considering the disadvantages of upstream manufacturers' online sales in terms of sales efficiency and demand information, Yan et al [14] examine whether agency sales should be introduced. Li et al [15] use a panel vector autoregressive model to study the influence of agency methods on resale methods in hybrid e-commerce platforms. Liu et al [1] explore the influence of data-driven marketing and market size on the choice of e-commerce platform sales methods.…”

Section: Online Sales Methodsmentioning

confidence: 99%

Considering the Sales Method and Logistics Service Strategy, Which Operating Mode Is the Best under Different Power Structures?

Zhao

Jia

2021

Mathematical Problems in Engineering

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When merchants enter hybrid e-commerce platforms (such as JD.com and Amazon), they will face issues such as which sales methods to choose and whether to use platform logistics under different power structures. Different sales methods and logistics service strategies have resulted in three operating modes: (a) resale mode, marked as A, (b) agency + no-platform logistics, marked as B, and (c) agency + platform logistics, marked as C. This paper constructs an analysis framework composed of an e-commerce platform and a merchant to explore the optimal operating mode. The game models of the three modes are first constructed, and then, the equilibrium results are compared and analysed. Based on the results of comparative analysis and considering the dynamic game between the e-commerce platform and the merchant regarding sales methods and logistics service strategies, the optimal operating mode is determined. The results show that when the platform has absolute power, mode C is optimal for it. When the logistics service sensitivity coefficient and market size are both large, the best for the merchant with absolute power is mode B. In addition, if neither of them has absolute power, only when the merchant first decides the logistics service strategy, then the platform decides the sales method; the best for both parties is mode B; otherwise, the best is mode A. This research has generated new insights and has practical management significance, which can provide guidance for merchant and platform decision-making.

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Section: Online Sales Methodsmentioning

confidence: 99%

Considering the Sales Method and Logistics Service Strategy, Which Operating Mode Is the Best under Different Power Structures?

Zhao

Jia

2021

Mathematical Problems in Engineering

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“…In fact, scholars have conducted extensive research on the competition between the two modes (Hsiao and Chen, 2013;Abhishek et al, 2016;Tian et al, 2018). However, in recent years, the phenomenon of hybrid retailing has begun to attract attention, which refers to the integration of resources to expand the product lines between e-commerce platforms with different operating modes (Li et al, 2019). For example, Fan et al (2020) focus on the agency mode platform (e.g.…”

Section: Strategic Choice Of Platform Opening and Cooperationmentioning

confidence: 99%

Platform opening and cooperation: a literature review and research agenda

Liu

Liang

Shi

et al. 2022

MSCRA

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PurposeThe review aims to facilitate a broader understanding of platform opening and cooperation and points out potential research directions for scholars.Design/methodology/approachThis study searches Web of Science (WOS) database for relevant literature published between 2010 and 2021 and selects 86 papers for this review. The selected literature is categorized according to three dimensions: the strategic choice of platform opening and cooperation (before opening), the construction of an open platform (during opening) and the impact of platform opening and cooperation (after opening). Through comparative analysis, the authors identify research gaps and propose four future research agendas.FindingsThe study finds that the current studies are fragmented, and a research system with a theoretical foundation has not yet formed. In addition, with the development of platform operations, new topics such as platform ecosystems and open platform governance have emerged. In short, there is an urgent need for scholars to conduct exploratory research. To this end, the study proposes four future research agendas: strengthen basic research on platform opening and cooperation, deeply explore the dynamic evolution and cutting-edge models of platform opening and cooperation, analyze potential crises and impacts of platform openness and strengthen research on open platform governance.Originality/valueThis is the first systematic review on platform opening and cooperation. Through categorizing literature into three dimensions, this article clearly shows the research status and provides future research avenues.

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“…Legendre et al [54] defined self-confidence as the ability to put up with perceived dangers, viewing it as one of the representative psychological characteristics of purchasers. Such self-confidence in purchasing affects the strong will of consumers to purchase on the basis of relevant factors such as information acquisition and reviews of others [55]. As such, the self-confidence of consumers in their own purchases and consumption behavior factors such as personal innovation are determinants in this market of rare resale products, which is unlike the common behaviors in the market of popular resale products.…”

Section: Research Modelmentioning

confidence: 99%

“…The measuring questions in the questionnaire were designed in a 5-point Liker-type scale (1 = not at all, 5 = very much). The consumption motivation factors of the independent variable and limited edition resale products were "functional", "emotional", "social", and "epistemic", which were selected based on the consumption motivation variables of consumers with regard to limited edition products and resale products as suggested by Zang [51], Lee and Faber [52], and Lee et al [55]. Particularly, this study added an "economic" variable as an independent factor because the customer's self-reselling behavior of limited edition products on online platforms has been growing recently.…”

Section: Research Instrumentmentioning

confidence: 99%

Consumption Motivation of Limited Edition Product in Reselling Open Market

Kim

2020

Journal of Open Innovation: Technology, Market, and Complexity

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Recently, the phenomenon of purchasing limited edition products has been spreading rapidly in the reselling open market. As various technologies are introduced in the era of the fourth industrial revolution, platform-centered digital distribution has become popular and consumers buy limited edition products as a reflection of their various access behaviors to satisfy their social needs for reselling and not out of mere curiosity or personal preference. Accordingly, this study includes a survey conducted among 564 consumers of limited edition products who were leading the consumer-centered reselling open markets in Korea. Specifically, five factors of limited edition products consumption motivation—functional, emotional, social, epistemic, and economic—are defined, and how these factors affect the continuous consumption attitudes of consumers with such active consumption attitudes as a medium is considered. The analysis result shows that emotional factors are not significant as a motivation factor to limited product consumption while economic factors had a significant effect on the behavior of continued resale product consumption. This result clearly indicates that while consumers sometimes purchased limited edition products merely out of functional, social, and epistemic motivation, acquiring economic value through reselling in the customer to customer open market was also an important consumption motivation.

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The Effects of Agency Selling on Reselling on Hybrid Retail Platforms

Cited by 34 publications

References 65 publications

Considering the Sales Method and Logistics Service Strategy, Which Operating Mode Is the Best under Different Power Structures?

Considering the Sales Method and Logistics Service Strategy, Which Operating Mode Is the Best under Different Power Structures?

Platform opening and cooperation: a literature review and research agenda

Consumption Motivation of Limited Edition Product in Reselling Open Market

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