Showrooming,Webrooming, and User-Generated Content Creation in the Omnichannel Era

Omnichannel retailing characterizes a seamless and integrated approach of diverse retail channels. Showrooming and webrooming are prominent shopping trends among consumers in omnichannel retail. The purpose of this study was to examine (1) whether omnichannel consumers’ psychographic characteristics (i.e., information attainment, price comparison, social interaction, assortment seeking, and convenience seeking) had an influence on showrooming and webrooming, which then had an influence on omnichannel consumers’ user-generated content creation intention on social media and (2) whether the social-local-mobile (SoLoMo) experience moderated the links between omnichannel consumers’ showrooming/webrooming and user-generated content creation intention. An online survey was administered to a total of 680 omnichannel consumers with showrooming and webrooming experience from a U.S. consumer panel. This study found that omnichannel consumers’ showrooming and webrooming positively affected user-generated content creation intention on social media. Omnichannel consumers’ information attainment, price comparison, and social interaction positively affected showrooming. Information attainment, social interaction, and assortment seeking positively affected webrooming. The SoLoMo experience moderated the link between webrooming and user-generated content creation intention on social media. Managerial implications were discussed.     

时尚产业商业模式创新路径

本文在界定时尚产业的基础上．研究了时尚产业的商业模式及其创新路径。依据商业模式架构,分别从定位、业务系统、关键资源能力、现金流结构、盈利模式和企业价值等六个方面分析了时尚产业商业模式创新的路径。     

Omnichannel approach: Factors affecting consumer acceptance

Abstract

The omnichannel approach is a new commercial opportunity that aims to offer consumers a unique and satisfying experience through any touch point. This research aims to understand the factors that might lead consumers to accept and use this new approach. The conceptual model was tested empirically using primary data collected from 210 Portuguese participants. The results reported suggest that perceptions of usefulness, ease of use, and compatibility have a positive effect on brand experience, which strongly affects the behavioral intention to use. Additionally, a moderation analysis, using user status as a moderator, shows that while usefulness is important to uniquely explain use intention for low frequency, ease of use is only a good predictor of use intention for high-frequency users. This research provides useful insights for academic research by shedding light on this new phenomenon, and simultaneously for businesses by deriving some implications for defining their omnichannel strategies.     

Omnichannel retailing operations with coupon promotions

This paper explores an omnichannel retail system under which the retailer offers coupons via online channels for market share and profit. It investigates the action mechanism of coupon promotion on omnichannel price and operational decisions by employing a theoretical model. Three coupon distribution modes are investigated; a scenario in which the omnichannel retailer does not offer coupons, offers coupons with a common face value, or offers coupons with a different face value. The results show that the distribution of coupons does not always lead to increased market share. Rather, market volume may be reduced if the competition between different channels is intense. When conducting a coupon promotion, the retailer always charges a higher price, but if the negative effects of coupon promotion for the competitive channel are relatively large, the retailer will reduce their price. Larger cross-selling revenue comes from ‘Buy Online, Pick Up in Store’ channel, indicating a stronger willingness to offer coupons and higher profits for the retailer. If the retailer takes the channel characteristics and consumers' channel preferences into consideration and offers different coupon face values across channels, they will derive higher profits.     

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.     

Shopping Style Segmentation of Consumers

The World Wide Web has rapidly become an alternative means to reach customers and has attracted the attention of many businesses. Unfortunately, however, despite its growth, there is little knowledge of which consumers would be willing to switch to the new format and to what extent. Our paper is aimed at providing some insights into these questions. Specifically, we propose a model to identify segments that differ in their shopping style, i.e., in their preference for which format, or bundle of formats, they like to shop in.Our research question, and model, is similar in spirit to prior research in marketing on how consumers choose assortments. Despite this similarity, our research makes some substantive and methodological contributions to the literature. Substantively, we examine the issue of the choice of channel assortments by consumers across a variety of product categories. We believe this is an important question and one that has not been examined earlier. From a methodological point of view, our model adds to earlier work by specifying the utility of an assortment as a sum of the deterministic and stochastic components of the utilities of its members. This contrasts with previous research where only the deterministic components of the utilities of the component brands of an assortment are added and the relationships between their random components are not accounted for.We calibrate the model on data regarding the format choices of households. In order to control for potentially similar format preferences across purchases of different categories we specify the model to allow for correlation between format preferences over the choice history of each household. Our results suggest that there are four segments of consumers that differ in their preference for different types of formats.     

意大利纺织服装业的国际地位与竞争优势

意大利纺织服装业在其国民经济中有着极其重要的地位与作用,其纺织服装业的生产能力、出口形势,特别是纺织服装业在欧洲与世界纺织服装业中占有很大的份额;意大利纺织服装业始终保持着国际竞争优势地位。     

The Ethics of Counterfeiting in the Fashion Industry: Quality,Credence and Profit Issues

One of the greatest problems facing luxury goods firms in a globalizing market is that of counterfeiting. The purpose of this paper is to analyze the different types of counterfeiting that take place in thefashion industry and the ethical issues raised. We argue that the problem partly lies in the industry itself. Copying of designs is endemic and condoned, which raises several ethical dilemmas in passing judgment on the practice of counterfeiting. We analyze the ethical issues in a number of different types of counterfeiting encountered in the fashion industry. We conclude with some observations on the general implications for ethics in intellectual property rights.     

市场营销领域的时尚研究缘起、内容及展望

当前,赋予产品时尚特性已经成为营销实务界人士的主要工作,但营销领域对时尚的研究却并没有得到广泛的关注。文章通过对时尚研究文献进行梳理发现,对时尚的研究经历了一个从静态到动态、从单一学科分析到多学科结合研究、从简单定性研究到定性与定量分析相结合的过程,这显示了时尚研究的不断丰富,也为时尚理论研究及企业营销实践提供了重要的依据和方向。但纵观国内外营销领域有关时尚的研究,仍然存在很多有待进一步研究和探讨的地方。未来对时尚的研究应主要包括以下几个方面:一是时尚的维度问题,二是有关时尚价值的进一步研究,三是对时尚研究对象的扩展。这些问题的解决具有重要实践意义。     

Seamless experience in the context of omnichannel shopping： scale development and empirical validation

In recent years, delivering a superior seamless experience (SE) for customers has become one of the most crucial aspects of omnichannel marketing for omnichannel retailers. However, research lacks a common understanding of what the SE is and how customers evaluate the SE throughout their omnichannel shopping journeys, and the effects of the SE on important customer behaviors remain unexplored. Drawing on omnichannel customer experience research, following the scale development process, this research conceptualize and develop a scale to measure the SE construct. Building on the customer experience quality framework, this research further examines the effects of customers’ prior SE on repurchase intention, word of mouth (WOM), and customer influence behavior in the omnichannel shopping context. The SE scale is developed and validated by performing 15 semi-structured interviews, 62 open-ended questionnaires, and three online surveys with 884 useable respondents in total. The effects of SE are then validated via partial least squares modeling with 307 useable respondents. The findings confirm that the SE construct is a formative second-order construct composed of six reflective first-order dimensions. Our empirical findings indicate that the overall SE has a direct and significant impact on the foregoing three customer behaviors. Managers can use the SE scale as an effective omnichannel approach to design a seamless shopping journey and maintain long-term relationships with customers.     

Extending the diversity conversation: Fashion consumption experiences of underrepresented and underserved women

This research brings in the voice of underserved and underrepresented women of various racial or ethnic origins and social classes, who have differing buying powers, sexual orientations, body shapes, and physical appearances, into the conversation of fashion diversity. Through a qualitative inquiry with 38 semi-structured in-depth interviews, the researchers analyzed the consumption experiences of diverse women to expose what the fashion scene is lacking. The study's main contribution is the depiction of overlooked diversity categories in fashion, such as the non-White and non-Black women of color, women of average sizes, and women with characteristics that the fashion industry has long seen as flaws. For women's physical and psychological well-being, the authors of this study hope to lead fashion producers and researchers into a new era of diversity and minimize certain consumer groups' exclusion through discrimination, isolation, and segregation.     

Fashion groups,gender, and boredom proneness

This study examined differences between men and women and among fashion consumer groups (fashion innovators, fashion opinion leaders, innovative communicators, and fashion followers) in propensity toward boredom. Participants (126 male, 130 female university students) completed questionnaires measuring fashion group membership, boredom proneness, and demographics. anova revealed significant effects for fashion group for two dimensions of boredom proneness: internal stimulation and constraint. Innovative communicators indicated lower propensity for boredom because of need for internal stimulation but more propensity for boredom because of constraint than fashion followers. Men indicated greater propensity for boredom because of need for external stimulation than women did.     

服装设计的环境制约

服装设计的基本出发点就是两个适应：使服装适应环境、适应使用者。环境会持续性地发生变化，而作为使用者的自然人则是相对稳定的因素。对环境诸因素的准确把握与适应是服装设计成功的关键。     

The harmonious role of channel integration and logistics service in Omnichannel retailing: The case of IKEA

Grounded on the stimulus–organism–response framework, this study investigated the mechanism by which channel integration and logistics service influence satisfaction and repurchase intention from customers’ perspectives. An online survey was conducted to collect data and partial least squares structural equation modeling was employed for model assessment. The results disclosed that perceived logistics service quality is an antecedent of perceived channel integration quality and that the two variables harmoniously influence customer satisfaction (transaction-specific and cumulative) which subsequently generates repurchase intention. Particularly, the results demonstrated that the respective contributions of perceived channel integration quality and perceived logistics service quality in enhancing transaction-specific satisfaction differ through the distinct hybrid experiences. This study had theoretical implications for the literature on omnichannel retailing and practical implications for managers of omnichannel retailers.     

Costco and the Aussie Shopper: a case study of the market entry of an international retailer

Retailing is a globalised industry, yet retailers must respond to local shopping habits if they are to be perceived as legitimate by the host country customers. However, some retailers may be unable or unwilling to respond to all customer requirements. Costco, the membership warehouse club retailer, has been successful in its international expansion efforts, establishing its first Australian store in Melbourne in 2009. In the first 12 months of operation, the store became one of Costco's top five stores in the world. We investigated this success by focussing on the customer and used institutional theory to analyse what concessions were made by the customer and the company. Data were collected from consumer interviews, site visits and secondary media and industry sources. Analysis revealed negotiations based on the rejection, acceptance or adaptation of the regulative, normative and cultural cognitive aspects of the Australian shopper and the Costco business model. Customers made concessions to accommodate the new business model, and Costco responded to entrenched Australian shopping habits. This case is the first to explore the outcome of retail internationalisation from the customers' perspective, revealing the concept of mutual concessions. The interaction and subsequent adaptation by both customer and retailer have resulted in the institutionalisation of new shopping norms in the host country and success for the international retailer.     

Segmentation of German Consumers Based on Perceived Dimensions of Luxury Food

Recent trends in the German food sector have shifted and segmented consumer consumption motives toward indulgence, quality, and sustainability. Simultaneously, in Western countries there has been a change in luxury consumption motives, shifting emphasis to hedonism, self-actualization, and quality instead of prestige. These parallel developments give rise to the question of how food is related to luxury. This study investigates the perceived dimensions of luxury food and outlines a number of segmented consumer groups based on these dimensions. By means of principal component and cluster analyes, seven dimensions were revealed, which generated four consumer segments. Six of the perceived dimensions of luxury food correspond to those that are found within general luxury goods and services. Sustainability and authenticity form a further dimension, mirroring new luxury values. In the cluster analysis, two segments can be identified as target groups for classic premium foods, whereby one group is predominated by new luxury values and the other is expected to buy lower-quality food.     

Segmentation Correlates for Small Grocery Chain Preference

Abstract

Five benefit segments are identified for grocery patrons. They include: (1) “Customer Service Seeker,” (2) “Specials' Seeker,” (3) “Take-Home Foods and Modern Store Seeker,” (4) “Low Price Seeker,” and (5) “Small Store Seeker.” The key findings are: (1) large grocery chain patrons compared to small chain patrons stress more the importance of low prices while (2) the small chain patrons compared to large chain patrons stress more the importance of service quality attributes and other non-price criteria. Managerial recommendations are also presented for small grocery chain owners.     

Drivers of clothing disposal in the US: An exploration of the role of personal attributes and behaviours in frequent disposal

Clothing products remain important in today's consumer culture, but the sustainability of that consumption is questionable, as it often leads to excess waste. The purpose of this study was to explore the drivers of clothing waste, and to investigate the influence of demographic factors and personal attributes on disposal frequency. An online survey was conducted to over 500 men and women in the US from three different generational cohorts. The survey investigated fashion trend sensitivity, shopping frequency, quality and price consciousness as well as demographic factors, utilizing 5‐point Likert scales. On the basis of literature, seven hypotheses were developed. Correlational analysis, independent t‐test and one‐way analysis of variance were conducted to test the hypotheses. Results indicate that fashion trend sensitivity, fashion shopping frequency, higher incomes, younger age groups and being female are all positively correlated with frequent clothing disposal. Interestingly, quality consciousness was positively correlated to frequent clothing disposal, while price consciousness was negatively related to clothing disposal frequency. This study contributes to the literature by providing a more specific examination of the drivers of frequent clothing disposal and providing empirical evidence to support previous exploratory studies.     

Antecedents and outcomes of fashion innovativeness in retailing

Challenging market conditions force the fashion industry to find new ways of introducing new products, adjusting and stimulating unplanned purchases within fashion stores. Fashion innovativeness and visual merchandising play a key role in this challenge. This study examines how fashion innovativeness is related to motivational factors for shopping and actual unplanned purchases in fashion retailing. It also investigates the moderating effect of visual merchandising on the relationship between fashion innovativeness and unplanned purchases. The data, obtained through a consumer survey, were analysed using factor analyses and structural equation modelling. The results show that fashion innovativeness is positively affected by sexual attraction, shopping for recreation, recognition enhancement, and aesthetic expression, and positively influences unplanned purchases. The link between fashion innovativeness and unplanned purchases is moderated by visual merchandising. This study also provides recommendations for retailers on increasing unplanned purchases in their stores using the concept of fashion innovativeness.