生鲜O2O线下要素作用及其运营规律探析

生鲜O2O模式的兴起对于互联网时代农产品销售的模式创新产生了推动作用,对解决“三农”问题、促进我国农村商业经济升级转型具有积极意义。本文对生鲜O2O质量预期、配送效率预期与O2O模式接受度及重复购买意愿之间的关系进行实证分析,提炼生鲜O2O的关键经营策略。研究表明,质量预期是消费者对O2O模式接受度的首要影响因素,而配送效率预期是消费者对O2O价格接受度的首要影响因素,生鲜产品质量对价格接受度有重要影响,以上关系可以看出产品质量对于模式本身的认可是最重要的,只有优中选优的生鲜产品才能用来网上销售,唯有如此才能获得网购者对高于实体店价格与O2O模式的认可;只有用高于实体店的价格买到实体店中优中选优的生鲜产品,让网购者感到物有所值,这样的O2O模式才能够生存发展并逐步兴隆起来。网上营销的“优中选优”定律可为生鲜O2O模式构筑起足以支撑其发展壮大的比较优势。     

新零售驱动下流通供应链商业模式转型升级研究

新零售是我国流通业迭代升级的突破口,他将重构流通供应链并深刻影响流通供应链商业模式。文章围绕流通供应链内涵,结合商业模式的理论,构建了流通供应链商业模式理论分析框架;在此基础上,立足新零售的本质,揭示出新零售驱动下流通供应链商业模式的转型升级机理,即新零售通过重塑人、货、场,完成对流通供应链商业模式要素的调整,进而实现流通供应链商业模式的转型升级;紧接着,系统地梳理了我国现有流通供应链商业模式的五种类型,围绕流通供应链商业模式的转型升级机理,研究了不同类型流通供应链商业模式的转型升级路径,提出了适应新零售的以消费者个性化需求为导向的数字化、柔性化、扁平化、共享化和生态化的流通供应链平台生态系统商业模式。     

The effect of shopping goals and in-store mobile device use on purchase outcomes in brick-and-mortar stores

The present study examines the effect of using a mobile device on search and evaluation by a shopper in a brick-and-mortar store. A conceptual model that proposes inter-relationships between shopping goals, the amount and type of in-store mobile device use, and purchase outcomes is developed. Data from a national quota sample of 1034 mobile shoppers is used to test hypotheses derived from the proposed model. The findings provide several new insights into the impact of in-store mobile device use on the consumer decision journey in a brick-and-mortar store. Depending upon the shopping goals of the consumer, the use of a mobile device by shoppers in a brick-and-mortar store can either decrease or increase search, lead to more deferred purchases or in-store-now purchases, and more online or physical store purchases. The study is among the first to model the pathway to purchase for mobile device assisted shoppers in brick-and-mortar stores.     

Studying patterns of consumer's grocery shopping trip

Previous research on (grocery) shopping trips has focused on studying the relationship between shopping frequency and shopper's demographic characteristics. Recognizing that shoppers are heterogeneous in terms of their shopping trip regularity as well as shopping frequency, we propose a mixture model of the exponential and the Erlang-2 distribution with heterogeneous frequency for shopping trip intervals. Applied to IRI (Information Resources, inc.) shopping trip data, we found that 70 percent of shoppers visit grocery stores with random intervals and 30 percent with relatively fixed intervals. We also found clear differences between these “random” and “routine” shoppers in terms of several demographic and purchase behavioral characteristics. The “routine” shoppers are identified to have higher opportunity costs which make it difficult for them to visit grocery stores more often and/ or to switch stores. However, they spend more dollars for a given shopping trip. Finally, we discuss managerial iniplications of segmenting shoppers by their shopping trip regularity.     

Online Shopper Motivations, and e-Store Attributes: An Examination of Online Patronage Behavior and Shopper Typologies

e-Stores and online shopping have become important aspects of a retailer's strategy. Previous research suggests that online shoppers are fundamentally different from traditional offline shoppers. However, based on the Big Middle Theory (Levy et al. 2005), the authors believe that there are segments of online shoppers that are very similar to regular shopper groups. To determine this, online shopping motivations and e-store attribute importance measures are separately used as the basis to develop online shopper typologies. Results reveal that there are more similarities than differences among traditional and online store shoppers. However, there are a few unique shopper types present at online stores, attracted by the distinctive characteristics and attributes of the online retail environment. The findings offer interesting implications for online retail strategy.     

The Impact of the Multi-channel Retail Mix on Online Store Choice: Does Online Experience Matter?

More and more grocery retailers are becoming multi-channel retailers, as they are opening an online alternative next to their traditional offline supermarkets. While the number of multi-channel grocery shoppers is also expanding at a fast growth rate, there are still large differences in online shopping frequency, and as a result, in the levels of experience with buying in the online grocery channel. This study wants to (i) identify the underlying drivers of online store choice and (ii) explore if and how these drivers change when multi-channel shoppers gain online grocery shopping experience. We investigate this question with an online store choice model using purchase data of an extensive UK household panel over a two-year period, covering all multi-channel retailers in the grocery market. Our results show that multi-channel shoppers, at the start of online grocery shopping, tend to select the online store belonging to the same chain as their preferred offline store, especially when the online store is strongly integrated with the offline store in terms of assortment. When online grocery shopping experience increases, multi-channel shoppers’ focus shifts from a comparison within a chain across channels to a comparison across chains within the online channel, resulting in an increasing importance of online assortment attractiveness and online loyalty when choosing an online store.     

Exploring the choice between in-store versus online grocery shopping through an application of Semi-Compensatory Independent Availability Logit (SCIAL) model with latent variables

This paper examines individuals' choice of in-store and online grocery shopping channels using stated preference (SP) choice experiments. The study uses 1,391 records from a stated preference choice experiment in the Greater Toronto Area (GTA), Canada. It applies a Semi-Compensatory Independent Availability Logit (SCIAL) Model with latent variables. The methodology accounts for semi-compensatory choice behaviour through probabilistic choice set formation considering effects from socioeconomic and psychological variables. This study demonstrates the advantage of considering probabilistic choice set formation and semi-compensatory behaviour in modelling the adoption of innovative products. Empirical results reveal that shoppers demonstrated similar myopic behaviours once they firmly considered in-store grocery and subscribed free delivery services in their choice sets. They are equally likely to choose both channels without careful comparison to alternative channels once they firmly consider both channels in the choice set. However, considering the latter in choice sets is much costlier than in-store shopping. Therefore, in-store grocery shopping will still dominate the grocery shopping channel unless all home delivery services become free. Moreover, grocery shoppers value same-day delivery service. For typical delivery services charged between $4 and $20 in the GTA, Canada, grocery shoppers are willing to pay between $3.91 and $8.44 for same-day delivery. The latent variable describing shoppers’ perceived pandemic fear significantly contributes to the choice set inclusion probability of in-store grocery pick-up services, but the effect is not significant for other home delivery channels. This highlights heterogeneity in grocery shoppers' choice behaviour within the online channel.     

Online Purchase Paths and Conversion Dynamics across Multiple Websites

Low transportation costs online allow shoppers to visit multiple e-commerce sites for a purchase decision. This research investigates online shoppers’ visit and purchase behaviors across competing websites. To consider that shoppers’ longitudinal cross-site visit data may consist of several unobserved shopping episodes, we propose a modeling approach to probabilistically clustering and relating online visits to latent shopping episodes, based on the temporal patterns of the visit events. The inferences are then used to examine shoppers’ visit-to-purchase behavior across websites. Using Internet clickstream data on individual-level browsing and transaction records at major air travel sites, we find that online shoppers’ cross-site visit patterns tend to be clustered and the purchase propensity is significantly higher at later visits within a visit cluster, compared to earlier visits. As our results suggest the possibility that visit clusters can serve as a reasonable proxy for shopping episodes, we look further into shoppers’ website choice and purchase behaviors within a cluster. We discuss how the cluster-based analysis can help managers tailor online marketing and advertising strategies based on shoppers’ cross-site visit and purchase patterns.     

Buying Groceries in Brick and Click Stores: Category Allocation Decisions and the Moderating Effect of Online Buying Experience

The large majority of online grocery shoppers are multichannel shoppers who keep visiting offline grocery stores to combine convenience advantages of online shopping with self-service advantages of offline stores. An important retail management question, therefore, is how these consumers divide grocery purchases across the retailer's online and offline channel. We provide a comprehensive analysis of the impact of category characteristics on the allocation pattern of multichannel grocery shoppers and find that category allocation decisions are affected not only by marketing mix differences between the online and offline channel, but also by intrinsic category characteristics like perceived purchase risk and shopping convenience. In addition, we examine the effect of online buying experience. In line with expectations, we find that it can affect allocation patterns in different ways: (i) it attenuates the perceived risk of buying sensory categories online, thereby reducing differences in online category share, (ii) it reinforces marketing mix (assortment) effects, thereby making online category share differences more pronounced, and (iii) it has no effect for factors such as promotions that are easy to evaluate without experience, thereby leaving the online category share stable. In addition to different experience effects across allocation factors, we also observe variations in experience effects across consumer segments.     

Comparing online and non‐online shoppers

A web‐based survey was completed by 130 faculty and staff from a university located in the south‐eastern United States. The purposes of this study were to investigate: (a) consumer characteristics related to online shopping; (b) benefits of online shopping as perceived by online shoppers; and (c) concerns about online shopping as perceived by non‐online shoppers. Responses were analysed using SPSS for tests of chi‐square. Findings suggest that the differences between online shoppers and non‐online shoppers correspond with Rogers’ 1 categories of adopters, and that the educational needs of consumers also differ based on their previous experience with online shopping.     

Substitution or complementarity? How the Internet changes city centre shopping

The rapid expansion of the Internet has spawned a growing body of literature on the impact of online shopping (here called e-shopping) on physical shopping. This paper explores the impact of e-shopping on shopping at city centres in the Netherlands for 25 retail categories, using a sample of 3200 Internet users. Results indicate that in the short run, e-shopping is unlikely to have a significant effect on purchases at city centre stores. In the long run, however, e-shopping may well substitute for going to actual stores. Furthermore, consumers today frequently consult the Internet before making a purchase from a store, and the city centre constitutes a source of information before an online purchase is made. The impact of these events, however, differ largely among the various retail categories and types of Internet shoppers.     

A model of adolescents' online consumer self-efficacy (OCSE)

This paper investigates adolescent online shopping and self-efficacy development in the virtual setting. The authors present and test a model of antecedents and mediators to two dimensions of online consumer self-efficacy. Additionally, a discriminant analysis finds that more involved adolescent online shoppers can be differentiated from less involved online shoppers on key variables of interest-shopping motivations, self-efficacies, shopping behaviors, and relative influence in household decision-making.     

‘Online Omnivores’ or ‘Willing but struggling’? Identifying online grocery shopping behavior segments using attitude theory

The landscape of grocery shopping is changing fast. Online retailing via home delivery or ‘click and collect’, convenience stores and various hybrid shopping channels are gaining popularity with some consumers, but not with others. The central premise of this paper is that focusing on the ‘average grocery shopper’ is not very helpful if the objective is to understand recent and future changes in grocery shopping. There are few recent studies that have identified groups of individuals using online and multi-channel shopping by considering both observable behavior and associated attitudes – feelings, beliefs, opinions and behavioral dispositions – and by drawing explicitly on attitude theories from social psychology. The current paper thus aims to identify and describe groups of grocery shoppers using a psychographic segmentation approach that is explicitly grounded in the Theory of Planned Behavior (TPB) (Ajzen, 1991) and its close cousin, the Technology Acceptance Model (TAM) (Davis et al., 1989). Primary data were collected through a self-completion questionnaire that produced a largely representative study sample of 2032 grocery shoppers across the United Kingdom, Europe's largest market for online grocery shopping. A principal component and two stage cluster analysis methodology was implemented to identify five well-defined and highly interpretable segments according to their attitudes, norms, perceptions and beliefs, then profiled by their socio-economic and grocery shopping characteristics. The segments reveal a range of different grocery shopping preference levels, from those ‘super-shoppers’ (Flynn and Goldsmith, 2016) who are clearly attracted to the online experience and want more (‘Intensive Urbanites’, ‘Online Omnivores’) to those who appear resistant and socially responsible towards the adoption of online shopping services (‘Resisting and Responsible’). The key distinguishing features of these segments suggest that shoppers might be attracted to or repelled from online shopping for reasons of convenience, perceived benefits, costs and risks, technology affect, time pressures and fit into daily schedules (perceived behavioral control), as well as social and environmental dimensions of personal norms and beliefs.     

The inter-store mobility of supermarket shoppers

The allegiance of a particular customer, and the distribution across customers of strength of affiliation to a store are important indicators of store health. It is therefore important to understand the extent and determinants of shopper mobility among competing retailers. While shoppers often patronize many stores, they typically have a primary affiliation to a “main store” that captures the majority of their purchases. We examine, in detail, the tendencies of shoppers to transition away from the current main store and adopt another in its place. That is, rather than study all types of store switching behavior, we focus on the decision to change primary allegiance. The model is established in a discrete time hazard framework and estimated as random-effects probit. Data from 548 households taking 88,945 shopping trips among five stores are used to calibrate the model.We find that state dependence is prevalent with nearly three quarters of the shoppers showing progressive attachment to their current main store. Interestingly, this finding is not simply driven by location (i.e., because shoppers are captive to a single store based on geographical distance). More likely, shoppers are unwilling to give up the benefits of store-specific knowledge of assortment, layout and prices. Second, the decision to transition from a current main store is not influenced by temporary price promotions on a common basket of items: Shoppers will cherry-pick, but this alone does not cause them to change primary allegiance. The majority of transitions occur across competing stores of the same price format, which suggests “format loyalty” is an important aspect of shopper behavior. After controlling for unobserved heterogeneity, we find little relationship between observable demographics and the transition probability. We do, however, find that shoppers who spend more per trip are less likely to change main stores, as are less frequent shoppers. Implications for retail management strategy are discussed.     

Consumer Decision Making on the Web: A Theoretical Analysis and Research Guidelines

Recent empirical data on online shopping suggests that consumers have the potential to make better quality decisions while shopping on the web. But whether such potential is being realized by most consumers is an unresolved matter. Hence, the purpose of this research is to understand how (1) certain features of electronic environments have a favorable effect on the abilities of consumers to make better decisions, and (2) identify information‐processing strategies that would enable consumers to make better quality decisions while shopping online. A cross‐disciplinary theoretical analysis based on constructs drawn from economics (e.g., time costs), computing (e.g., recommendation agents), and psychology (e.g., decision strategies) is conducted to identify factors that potentially influence decision quality in electronic environments. The research is important from a theoretical standpoint because it examines an important aspect of online consumer decision making, namely, the impact of the electronic environment on the capabilities of consumers. It is important from both a managerial and public policy standpoint because the ability of shoppers to make better quality decisions while shopping online is directly related to improving market efficiency and enhancing consumer welfare in electronic markets.     

What differentiates Internet shoppers from Internet surfers?

This work analyses the motivations behind consumers' online shopping intentions for specific tourism services, such as hotel reservations, across both Internet shoppers and Internet surfers (i.e. those who exit the website before completing the reservation). A structural equation analysis features a sample of 1289 Spanish Internet users (530 shoppers and 759 surfers). The results indicate that perceived usefulness is the most important aspect conditioning the intention to buy online for Internet shoppers, whereas the role of convenience is more significant for Internet surfers. The empirical findings suggest different managerial guidelines for encouraging online reservations by Internet surfers and can help facilitate decision making processes for managers in this industry.     

Consumer orientations of secondhand fashion shoppers: The role of shopping frequency and store type

As demand for secondhand fashion grows, the objective of this study is to examine consumer orientations of secondhand shoppers to determine whether they differ by shopping frequency, and store type. Hypotheses were developed for orientations of frugality, ecological-consciousness, materialism, nostalgia-proneness, style-consciousness and fashion-consciousness. A quantitative online survey of female-identifying participants (N = 515) was administered. All consumer orientations, except materialism, varied according to secondhand shopping frequency and store type. Orientations generally increased with shopping frequency. Nostalgia-proneness was associated with shopping at thrift stores, ecological-consciousness was associated with consignment stores and markets, and style-consciousness was consistent across shoppers for all store types.     

供应链上连锁企业信息系统的模式研究及解决方案

现有连锁企业信息系统模式存在许多弊端 ,研制和开发适合SCM(供应链管理 )的新模式和解决方案 ,在新采用ERP管理思想实施了业务流程重组 ,优化了企业的供应链、减少了商品的流通环节和运营成本、加强了对企业管理决策的支持、提高了企业的工作效率。     

The role of fashionability in second-hand shopping motivations

Second-hand consumption has been quietly undergoing a makeover in recent years. As part of this shift, the concept of shopping for second-hand goods has been redefined. In today's retail marketplace, a mix of thrift stores, high-end stores, and online retailers are recognising the value of second-hand and hosting flea markets or launching their own vintage product collections. However, limited research attention has been paid to role of ‘fashionability’ as a motivation for consumers to shop for second-hand goods. In this study, we explore modern consumer second-hand shopping behaviour and motivations, inclusive of fashionability. Through a segmentation of second-hand store shoppers, we identify four distinct segments. While we find a polarisation of fashionability motivations, the vast majority (83%) of second-hand shoppers are driven by fashion when shopping in second-hand stores. The findings present several implications for second-hand retailers, including new ways to expand their customer base by tapping into elements of fashionability.     

Drivers of E-store Patronage Intentions: Choice Overload,Internet Shopping Anxiety,and Impulse Purchase Tendency

The dotcom era has infused a rapid increase in the usage of e-commerce in India, making online shopping the new way of retailing. This study investigates online consumers’ e-store patronage intentions, specifically modeling the ties from broad dispositional traits including choice overload, Internet shopping anxiety, and impulse purchase tendency among online shoppers. Based on the responses of 243 online shoppers, the findings suggest that consumers’ e-store patronage has a positive relationship with choice overload such that availability of larger assortments online results in a higher possibility of consumers’ patronage toward such e-tailers. Choice overload in the online context was also found to positively influence consumers’ impulse purchase tendency and showed a positive effect on Internet shopping anxiety. Furthermore, results indicate that the impulse purchase tendency of online shoppers had a significant positive effect on e-store patronage intentions, while Internet shopping anxiety was found to negatively affect the patronage intentions of shoppers.