The impact of cross-selling on managing consumer returns in omnichannel operations

Yang, Guangyong; Ji, Guojun

doi:10.1016/j.omega.2022.102665

Cited by 23 publications

(7 citation statements)

References 39 publications

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“…As shown in Figure 2, similar to the case of a major item with one minor item, the optimal solution F i * ∈ (0, 1) when Equation (32) > 0, i.e., the optimal solution, T i * , is the positive real root of the quartic equation of one variable, Equation (19), and then the optimal solution, F i * , is obtained by Equation (15).…”

Section: 𝜕𝛤mentioning

confidence: 95%

“…Liu et al [14] have focused on omnichannel retailing with different order fulfillment and return options and found that the cross-selling benefit and the offline search cost have a significant impact on the retailer's optimal omnichannel strategy. Yang and Ji [15] discussed the impact of cross-selling on managing consumer returns in omnichannel operations. Ghoshal et al [16] have studied recommendations and cross-selling pricing strategies when personalizing firms' cross-sell.…”

Section: Introductionmentioning

confidence: 99%

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Modeling and Solving the Joint Replenishment Problem with Cross-Selling Effects Considering One Shared Minor Item

Yi,

Zhang

2023

Systems

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In this paper, we provide a model to handle multiple replenishment cycles and the cross-selling of multiple major items with one minor item, while allowing partial late delivery. The optimization analytic expression of the model is finally obtained by utilizing the convexity of cost function for F and using the first-order conditions in optimization theory. Numerical examples and sensitivity analysis demonstrate the effectiveness of the model and algorithm, which offers a competent solution for practical applications.

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Section: 𝜕𝛤mentioning

confidence: 95%

Section: Introductionmentioning

confidence: 99%

Modeling and Solving the Joint Replenishment Problem with Cross-Selling Effects Considering One Shared Minor Item

Yi,

Zhang

2023

Systems

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“…Omnichannel retailing has received considerable attention. A large body of literature has focused on omnichannel fulfillment strategies, such as BOPS [17,50], showroom [16,51], ship-from-store [18,52], and BORS [53,54]. For example, Jin et al [50] proposed a strategy for determining the BOPS service area and provided a retailer with guidelines for judging the product type for in-store pickup.…”

Section: Omnichannel Retailingmentioning

confidence: 99%

“…Zhong et al [51] found that a certain level of showrooming may be beneficial for brick-and-mortar stores but that webrooming always harms online retailers. Yang and Ji [54] considered three mechanisms associated with managing consumer returns for an omnichannel retailer: BORS, return insurance and a virtual try-on experience. There are other topics in omnichannel retailing, such as customer experience [55,56], channel integration [3,52], and handling of demand uncertainty [57].…”

Section: Omnichannel Retailingmentioning

confidence: 99%

Digital Coupon Promotion and Inventory Strategies of Omnichannel Brands

Zhang

2022

Axioms

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This paper investigates when an omnichannel brand should offer digital coupons in the online and buy-online-and-pick-up-in-store (BOPS) channels and, if so, the joint decision of coupon face value and store inventory. The impact of a digital coupon promotion on store inventory is also explored. Two scenarios are considered, one where consumers’ costs in the online and store channels are homogeneous and another in which they are heterogeneous, and two newsvendor models, with and without a coupon promotion, are constructed under each scenario. The results show that the issuance of coupons improves the omnichannel brand’s profit when the price is high and the coefficient of the difference in valuation between two types of consumers is low in the homogeneous scenario. In the heterogeneous scenario, the brand prefers the coupon promotion when the price is high or moderate and the coefficient of the difference in valuation between two types of consumers is high. In addition, offering a coupon promotion yields a higher store inventory in most cases. However, store inventory is decreased in some special cases in the homogeneous scenario. Moreover, an increased hassle cost in the BOPS channel significantly lowers the offline demand and profit increase from a digital coupon promotion. Furthermore, a coupon promotion is more likely to benefit both the brand and consumers as the cross-selling revenue increases. These results provide guidance for omnichannel brands to implement coupon promotions and adjust store inventory with stochastic demand.

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“…In the field of consumer returns research, Chen and Chen investigated optimal channel selection and consumer return policies for retailers [7]. Yang and Ji considered three innovative mechanisms related to effectively managing consumer returns for omnichannel retailers with both online channels and physical stores [8]. Wang and He studied the optimal decisions for modularity, price, and return policies in a dual-channel supply chain under mass customization [9].…”

Section: Introductionmentioning

confidence: 99%

Optimal Trade-in Return Policy Decision Based on Numerical Simulation

2024

Proceedings of the 5th International Conference on Economic Management and Model Engineering, ICEMME 2023, November 17–19, 2023

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In order to retain existing customers and drive sales, firms introduce trade-in programs where participating consumers (referred to as trade-in consumers) have the option to return and request a refund for newly purchased products if they are dissatisfied. This study utilizes two mathematical analytical models and numerical simulation analysis to investigate the viability of implementing a trade-in return policy for trade-in consumers.Our findings indicate that when the hassle cost associated with consumer returns is low, implementing a trade-in return policy leads to higher profitability for the firm. Conversely, when the hassle cost is high, the firm benefits more from not implementing such a policy. Furthermore, the decision to implement a trade-in return policy is influenced by the product's durability, with higher durability increasing the firm's inclination to adopt such a policy. Lastly, implementing a trade-in return policy contributes to higher consumer surplus.

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The impact of cross-selling on managing consumer returns in omnichannel operations

Cited by 23 publications

References 39 publications

Modeling and Solving the Joint Replenishment Problem with Cross-Selling Effects Considering One Shared Minor Item

Modeling and Solving the Joint Replenishment Problem with Cross-Selling Effects Considering One Shared Minor Item

Digital Coupon Promotion and Inventory Strategies of Omnichannel Brands

Optimal Trade-in Return Policy Decision Based on Numerical Simulation

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