Journal of Retailing

🌟 Decoding Consumer Resistance to Near-Expired Products: The Role of Social Stereo 🌟 Why are consumers reluctant to purchase near-expired products despite the commonly tempting price deals associated with them? Recent research reveals that the stigma of being perceived as “stingy” plays a crucial role in this resistance. Through seven studies, including experiments and interviews with senior marketing managers, the research shows that consumers often associate buying near-expired items with negative social stereotypes. This perception can deter them from making purchases, even when these products are still safe and functional. The research further indicates that the presence of price discounts amplifies this stereotype, leading consumers to feel even more concerned about their social image. To combat this stigma, innovative marketing strategies are proposed that frame the purchase of near-expired products as a smart, environmentally conscious choice. By repositioning these items in a positive light, retailers can encourage consumers to embrace them without fear of judgment. Read the full paper here: https://lnkd.in/eYubMZRk Out now “Decoding Consumer Resistance to Near-Expired Products: The Role of Social Stereotyping”, by Yongheng Liang (Soochow University, China), Yunlu Yin (Fudan University, China) and Qian Xu (Fudan University, China) #JournalofRetailing #NearExpiredProducts #Sustainability #SocialStereotypes #GreenMarketing

👉 Last chance to subscribe for the Journal of Retailing Webinar on meta-analyses 👈 The relationship between specific marketing concepts has been empirically studied multiple times. Summarizing these findings can lead to significant scientific contributions. Meta-analysis, a broad set of methods for conducting systematic, quantitative literature reviews, helps derive empirical generalizations. It is a technique that has become ubiquitous in marketing, providing researchers with a powerful tool to synthesize diverse study findings and generate robust insights. The #JournalofRetailing organizes a #webinar on #metaanalyses. When? October 21, 2PM (Brussels time; UTC+2 hours) What? We have three outstanding speakers who will share their perspectives on meta-analysis. - Tammo H.A. Bijmolt (Professor in Marketing Research at the University of Groningen, the Netherlands) will discuss the value and usefulness of meta-analyses. - Lachlan Schomburgk (a PhD researcher in marketing at the University of Adelaide) will walk us through his recently published paper at Journal of Retailing, “Less cash, more splash? A meta-analysis on the cashless effect” (co-authored with Alex Belli and Arvid Hoffmann). This paper, that uses a meta-analysis technique, can testify to the insights that meta-analyses can bring. You can find it here: https://lnkd.in/gH8Ek_An - Alex Belli (Senior Lecturer (Assistant Professor) in Marketing at The University of Melbourne) will discuss how to select topics suitable for a meta-analysis, and some of the challenges they encountered. Want to attend? https://lnkd.in/eH8tiZGd #journalofretailing #MetaAnalyses

Last week Friday October 11, the Maastricht Center for Responsible Retailing (CRRUM) hosted the inaugural symposium on responsible retailing. One of the speakers was the current editor in chief Katrijn Gielens. Caring for the Planet, Protecting the Customer, and acting #responsible are important topics that the #journalofretailing welcomes. So, do send your best work in this area to the journal! Thanks to the organizers for this great event, Niels Holtrop, Anne ter Braak and Lara Lobschat More details on the initative: https://lnkd.in/eX46Tzyx

👉 Journal of Retailing Webinar on meta-analyses 👈 The relationship between specific marketing concepts has been empirically studied multiple times. Summarizing these findings can lead to significant scientific contributions. Meta-analysis, a broad set of methods for conducting systematic, quantitative literature reviews, helps derive empirical generalizations. It is a technique that has become ubiquitous in marketing, providing researchers with a powerful tool to synthesize diverse study findings and generate robust insights. The #JournalofRetailing organizes a #webinar on #metaanalyses. When? October 21, 2PM (Brussels time; UTC+2 hours) What? We have three outstanding speakers who will share their perspectives on meta-analysis. - Tammo H.A. Bijmolt (Professor in Marketing Research at the University of Groningen, the Netherlands) will discuss the value and usefulness of meta-analyses. · Lachlan Schomburgk (a PhD researcher in marketing at the University of Adelaide) will walk us through his recently published paper at Journal of Retailing, “Less cash, more splash? A meta-analysis on the cashless effect” (co-authored with Alex Belli and Arvid Hoffmann). This paper, that uses a meta-analysis technique, can testify to the insights that meta-analyses can bring. You can find it here: https://lnkd.in/gH8Ek_An - Alex Belli (Senior Lecturer (Assistant Professor) in Marketing at The University of Melbourne) will discuss how to select topics suitable for a meta-analysis, and some of the challenges they encountered. Want to attend? https://lnkd.in/eH8tiZGd hashtag #journalofretailing #MetaAnalyses

🌟 Not-So-Speedy Delivery: Should Retailers Use Discounts or Donations to Incentivize Consumers to Choose Delayed Delivery? 🌟 Many retailers feel the pressure to provide speedy delivery, but the realities of speedy delivery logistics are costly, complicated, and uncertain. While it is commonly assumed that consumers expect instant gratification, their flexibility and willingness to accept delayed delivery may be underestimated. Recent research questions whether the prevalent strategy of using discounts to encourage voluntary delayed delivery is truly optimal. Findings from six studies reveal that a donation incentive (the retailer donating a small amount to a charity) instead of a discount incentive (the retailer giving the consumer a coupon for a small amount) significantly increases consumers’ choice of a delayed delivery option. This effect is driven by the perceived equity of the exchange, though two factors—retailer communication about the reason for delay and the type of product—serve as boundary conditions. These insights offer valuable guidance for retailers aiming to ease the pressure of fast delivery while addressing the ongoing debate around consumers’ demand for speed. Read the full paper here: https://lnkd.in/ekrEZK5v Out now "Not-So-Speedy Delivery: Should Retailers Use Discounts or Donations to Incentivize Consumers to Choose Delayed Delivery?” by Katie Kelting (Saint Louis University), Stefanie Robinson (North Carolina State University) and Stacy Wood (North Carolina State University) #journalofretailing #OnlineShopping, #Last-MileProblems, #SpeedyDelivery, #Donations, #Discounts 

🌟 The Effects of Buy Now, Pay Later (BNPL) on Customers’ Online Purchase Behavior 🌟 Buy Now Pay Later (BNPL) is booming, but does it actually change how we shop online? 🤔 New research says YES! By analyzing thousands of online purchases from a Nordic retailer, the study found that BNPL users spend an average of 6.42% more per order than those using traditional payment methods. The study’s findings have big implications for consumers, businesses, and policymakers: ·      For shoppers: Be aware that BNPL's "pay later" aspect might lead you to spend more than you intended, especially on smaller purchases. ·      For businesses: Offering BNPL could be a smart strategy to boost sales, particularly for lower-priced items. Furthermore, offering BNPL could boost sales from casual customers visiting your website who are not loyal. If your clientele involves young and low-income customers, consider offering BNPL as one of the payment options to your customers. ·      For policymakers: The study highlights the need to consider BNPL's impact on consumer spending and debt carefully. As BNPL adoption grows, regulators grapple with managing potential economic risks associated with consumer debt while fostering innovation in the financial technology sector. Curious to learn more? Check out the full study here: https://lnkd.in/ebatVH2u What are your thoughts on the rise of BNPL? Share your perspective in the comments! 👇 Out now “The Effects of Buy Now, Pay Later (BNPL) on Customers’ Online Purchase Behavior”, by Ashish Kumar (RMIT University), Prof. Jari Salo (University of Helsinki) and Ram Bezawada (CUNY New York). #journalofretailing #BNPL #FinTech #ecommerce #onlineshopping #consumerbehavior #research

Our friends of the EMAC SIG Retailing Group have some nice seminars planned 👇 The second event features a recently accepted paper: "Unlocking the Potential of Web Data for Retailing Research" by Jonne Guyt, Hannes Datta and Johannes Boegershausen (more details: https://lnkd.in/gww_fYCy) https://lnkd.in/dVA3bvba

🌟 Sell On, Sell To, or Sell Through: The Sales Performance Implications of Brand-Platform Selling Arrangements 🌟 Should brands sell to a digital platform like Amazon for resale (1P), on the digital platform for a fixed fee (3P), or through the platform to take advantage of “fulfilled by Amazon” (2P)? Past research has focused on brands’ pre-purchase decisions such as advertising and promotions or pricing to attract more customers but has neglected considering the impact of fulfillment or returns, perhaps because such options happen post-purchase. However, fulfillment speed, delivery of undamaged goods, return policies, and touchpoints with the brand along the purchase journey matter significantly to customers. At first glance, the 2P option appears to offer the “best of both worlds” as front-end decisions such as pricing policies and advertising are safeguarded, and back-end services such as fulfillment occur more quickly by leveraging the platform’s logistics expertise. However, this presumption is incorrect. Our findings reveal that 2P may not be the “happy medium” for all brands manufacturers but rather requires brands to consider and leverage their own unique strengths, which we scrutinize in more detail to offer managerial insights.   Read the full paper here: https://lnkd.in/eR53vBH4 Out now " Sell on, sell to, or sell through: The sales performance implications of brand-platform selling arrangements”, by Hao Wang (Miami University), Dr. Valerie Good, PhD (Grand Valley State University), Joon Ho (Juno) Lim (Illinois State University) and Minghuei Hsieh (National Taiwan University) #journalofretailing #DigitalPlatforms #Fulfillment 

👉 Journal of Retailing Webinar on meta-analyses 👈 The relationship between specific marketing concepts has been empirically studied multiple times. Summarizing these findings can lead to significant scientific contributions. Meta-analysis, a broad set of methods for conducting systematic, quantitative literature reviews, helps derive empirical generalizations. It is a technique that has become ubiquitous in marketing, providing researchers with a powerful tool to synthesize diverse study findings and generate robust insights. The #JournalofRetailing organizes a #webinar on #metaanalyses. When? October 21, 2PM (Brussels time; UTC+2 hours) What? We have three outstanding speakers who will share their perspectives on meta-analysis. - Tammo H.A. Bijmolt (Professor in Marketing Research at the University of Groningen, the Netherlands) will discuss the value and usefulness of meta-analyses. · Lachlan Schomburgk (a PhD researcher in marketing at the University of Adelaide) will walk us through his recently published paper at Journal of Retailing, “Less cash, more splash? A meta-analysis on the cashless effect” (co-authored with Alex Belli and Arvid Hoffmann). This paper, that uses a meta-analysis technique, can testify to the insights that meta-analyses can bring. You can find it here: https://lnkd.in/gH8Ek_An - Alex Belli (Senior Lecturer (Assistant Professor) in Marketing at The University of Melbourne) will discuss how to select topics suitable for a meta-analysis, and some of the challenges they encountered. Want to attend? https://lnkd.in/eH8tiZGd hashtag #journalofretailing #MetaAnalyses

🌟 Explaining Physical Retail Store Closures in Digital Times🌟 As a large number of physical retail stores close their doors across the globe, the impact ripples through businesses, urban areas, and communities. New research, forthcoming in the Journal of Retailing, investigates this phenomenon by relating a comprehensive set of factors to actual store closures. The authors test these factors empirically using more than 2,500 retail stores in Germany. The right assortment, an accessible location, and a pleasant store atmosphere are among those factors that are significantly associated with a decreased probability of store closure. Sample split analyses highlight differences between stores that offer apparel versus media products, are smaller versus larger, and are located inside versus outside city centers.   Read the full paper here: https://lnkd.in/eHBHD9NU Out now " Explaining Physical Retail Store Closures in Digital Times”, by Ann-Kristin Kupfer (Karlsuhe Institute of Technology), Prof. Dr. André Marchand (Leipzig University), Thorsten Hennig-Thurau (University of Münster) #journalofretailing #StoreClosure, #StoreSurvival, #RetailApocalypse