How cannibalistic is the Internet channel? A study of the newspaper industry in the United Kingdom and The Netherlands

During the past decade, irrational exuberance has turned into a possibly equally irrational pessimism about what the Internet can accomplish. The fear of getting ruined through cannibalization losses has recently deterred many firms from deploying the Internet as a distribution channel. But do Internet channels really cannibalize firms' entrenched channels, or is this widely held assumption exaggerated? To answer this question, we apply recent structural-break time-series econometrics to quantify the impact of an Internet channel addition on the long-run performance evolution of a firm's established channels. Using a database of 85 Internet channel additions over the last 10 years in the newspaper industries of the UK and The Netherlands, we find that the often-cited cannibalization fears have, at least in this information-goods industry, been largely overstated. The Internet therefore need not be disruptive to established companies and channels. This does not, however, imply that firms enjoy free play in setting up Internet channels. In cases where the newly established Internet channel too closely mimics the entrenched channels, substantial cannibalization is more likely to take place.     

Evaluating channel performance in multi-channel environments

Evaluating channel performance is crucial for actively managing multiple sales channels, and requires understanding the customers’ channel preferences. Two key components of channel performance are (i) the existing customers’ intrinsic loyalty to a particular channel and (ii) the channel's ability to attract switching customers. We apply the Colombo and Morrison (Colombo, R., Morrison, D., 1989. A brand switching model with implications for marketing strategies. Marketing Science 8, 89–99) model to assess channel performance along these dimensions. Using data from a large home-shopping company, we analyze the evolution in the performance of its main channels over time, and test for differences in channel performance among different product categories offered by the company, as well as between different customer segments. Based on the results, we derive implications for managers to operate a company's multiple sales channels more effectively.     

Social Contagion and Customer Adoption of New Sales Channels

We develop and test hypotheses regarding the role of social contagion in customer adoption of new sales channels. We examine two aspects of social contagion (local contagion and homophily) and two channels (Internet and bricks-and-mortar store). Drawing on diffusion theory, we propose a conceptual framework that identifies the factors associated with new channel adoption. Using longitudinal data from a major catalog company and a discrete-time hazard model, we find that (1) social contagion plays a major role in the adoption of new sales channels, (2) both local contagion and homophily influence channel adoption, (3) longer-tenured customers are less influenced by social contagion, and (4) adoption of the Internet channel is more influenced by social contagion than adoption of the bricks-and-mortar store. Managerially, our results suggest that marketing programs that encourage social contagion, for example, word-of-mouth campaigns, be targeted based on both physical and socio-economic proximity, and that such campaigns will play a bigger role in the adoption of new-to-the-world channels.     

Rapid internationalisation enabled by the Internet: The case of a knowledge intensive company

In this paper we will show how knowledge intensive firms can quicken their internationalisation by using the Internet as a sales channel. When properly applied the Internet can provide a way to decrease the effects of liability of foreignness and resource scarcity, and herewith contribute to an increased speed of internationalisation. The focus of the empirical research is on a Finnish knowledge intensive company and the development of its international operations and sales channels. The study applies the longitudinal case study method when examining in-depth the development of Futuremark Corporation for a period of five years.     

Designing Green Entrepreneurship Model in Sustainable Development Consistent with the Performance of Tehran Industrial Towns

The purpose of this paper design a green entrepreneurship model in sustainable development path consistent with the performance of industrial towns in Tehran (center of IRAN). The population was the active small/medium enterprises (SMEs) with full capacity in industrial towns of Tehran, which were about 3000 active units, accounting for 20% of the companies in Tehran industrial towns. Sample size was obtained as 514, which was used in calculations. The results showed that green entrepreneurship mediates the effect of green innovation, organizational culture, competitive advantage, and social-environmental responsibility of company on the financial performance of company. There was no mediating role concerning the effect of state laws and regulations on company’s financial performance. Additionally, market turbulence moderates effect of green entrepreneurship on organization financial performance, but financial shocks do not modulate the effect of green entrepreneurship on organization finance.     

Internet and distance channel use and European consumer complaint behavior

This exploratory study analyzes the effect of distance-shopping channel choice (i.e. the format first used by consumers in a retail transaction) on consumer complaint behavior, with a special focus on the Internet channel. It analyzes 2011 Eurobarometer data using a logistic regression model controlling for sociodemographic and country-specific variables to measure the impact of using the Internet, post/catalog, and telephone channels on complaint behavior. The results indicate that consumers using the Internet channel exhibit the greatest likelihood of complaint behavior when compared to consumers using traditional distance-shopping channels. Implications and suggestions for retailers are discussed, as are the contributions to the consumer complaint behavior literature.     

Effect of Customers' and Suppliers' Perceptions of the Market Orientation of Manufacturing Firms on Channel Relationships and Financial Performance

ABSTRACT

This study is designed to investigate the effect of customers' and suppliers' perceptions of the market orientation of manufacturing firms on customers' and suppliers' trust in, cooperative norms in, and satisfaction with the relationship with the manufacturing firm. The findings from a sample of 72 matched sets of suppliers, manufacturing firms and customers in industrial channels in the Netherlands reveal that the perceived market orientation of manufacturing firms engaged in channel partnerships has a positive influence on customers' and suppliers' levels of trust in, cooperative norms in, and satisfaction with the relationship. This study further investigates the effect of the customers' and suppliers' trust in, cooperative norms in, and satisfaction with the relationship on the financial performance of the manufacturing firm. The results reveal that customers' and suppliers' cooperative norms in the relationship positively influence the manufacturing firm's financial performance. Customer's and supplier's trust in and satisfaction with the relationship have no effect on the manufacturing firm's financial performance.     

Analyzing channel choice: Direct and indirect e-Tourism distribution

ABSTRACT

An increasing number of tourism service providers are involved in multichannel operations, combining online direct and indirect channels. Service providers and intermediaries need to know what drivers lead consumers to purchase on both channels in order to discover their own potential for differentiation and develop appropriate strategies. This research presents and tests a distribution channel choice model applied to data obtained by a survey aimed at online tourism purchasers. Not surprisingly, the results find that the Internet mitigates the differences between direct and indirect online channels from the demand perspective. Only one variable, information provided, has a positive effect on the choice of the direct channel, while two variables, assortment and basket size, have a positive effect on the choice of the indirect channel.     

Modelling the Link Between Management Practices and Financial Performance. Evidence from Small Construction Companies

This paper develops a structural model to investigate the direct and indirect effects of owner–manager and company characteristics and selected management practices on the financial performance of a sample of 218 small Belgian construction companies. The results show that the owner–manager and company characteristics (experience, education, financial knowledge, knowledge of cost accounting, company size and age) have no direct significant impact on financial performance. However, several significant paths have been found between the owner–manager and company characteristics and management practices. As far as the direct effects of the management practices are concerned we observe several significant paths from the management practices to financial performance. Our findings indicate that a model approach by including owner–manager and company characteristics and management practices in an intertwined way is necessary when exploring their effects on small business financial performance.     

Basket Composition and Choice Among Direct Channels: A Latent State Model of Shopping Costs

Shoppers of multi-channel retailers often place orders using different channels on different shopping occasions. The differential use of channels is related to both basket composition and channel characteristics, such as the ability of the channel to provide additional information that resolves uncertainty about the purchase. In this paper, we examine the impact of basket composition on the choice among direct channels. We develop a two-stage, shopping cost model with two, latent states. Given a shopping basket, the shopper first decides if she needs additional information about items in the basket. If she is uncertain about the items in the basket meeting her needs, she uses an information rich channel, such as the retailer's website or call center, and risk reduction costs become salient in addition to the other shopping costs. If she does not require additional information, she places her order by choosing among all available channels, and she may incur a welfare loss from making a purchase that does not optimally meet her needs. We operationalize welfare loss with Shannon information and various metrics based on purchase history.Our empirical setting is a data set from a catalog retailer that offers multiple direct channels. Our estimates show that basket composition impacts channel choice. Large baskets shift to the Internet channel, suggesting that the Internet channel has lower ordering costs. High-risk baskets shift to call centers and this suggests that the call center has lower risk reduction costs. Collectively these estimates provide evidence for the notion of channel specialization—some channels are better at addressing certain shopping costs compared to others. Our estimates also show that electronic self-service channels have high initial access costs and a significant learning curve compared to the call center suggesting that these channels might be better suited to heavy users. We use the estimated model to quantify the value of channels, to identify categories that need risk reduction, and to segment and target shoppers for Internet ordering based on basket size and the potential to accumulate experience.     

资本结构与经营绩效非线性关系研究——来自中国能源行业上市公司的经验证据

以中国1999-2008年能源行业上市公司的平衡面板数据为样本,运用非线性计量方法—面板门限模型,实证分析资本结构与经营绩效的关系。以Tobinq值作为经营绩效衡量指标进行负债(资产负债率)门限测试,实证结果发现:存在单一门限效果,其门限值为26.4%,其区间上下影响系数分别为正相关、负相关,并且都很显著,即存在一正一负的非线性关系。对我国能源行业上市公司来说,适度的利用财务杠杆、提高资产负债率,可以提高经营绩效;但是过度使用财务杠杆会增大企业财务风险并无法有效提高经营绩效。因此,企业经营管理者应在适度的范围内,合理运用财务杠杆,实现股东财富最大化的目标。     

User Perceptions of Mobile and Online Channels for Purchasing Financial Products

ABSTRACT

This study investigates users' perceptions of costs and benefits of mobile versus online, PC-based, channels for accessing financial information and completing financial transactions. Results indicate that, in the financial services context, the mobile channel has no perceived advantages over the online channel. The older online channel does have several perceived advantages related to transaction cost, risk, ease of use, meeting financial goals, and information accessibility. The channels are similar on four dimensions, but most of the similarities arise because the online and mobile channels enable purchase of the same financial products. Finally, users are more willing to use the mobile channel for less risky tasks (accessing information) than they are for more risky tasks (buying financial products).     

互联网金融服务于中小微企业探析

2014年阿里巴巴在纽约证券交易所的正式上市,我国互联网金融企业迎来了一个春天。互联网涉猎于金融行业相关的服务及产品之中。互联网金融的发展在一定程度上促进了相关金融行业的整体发展,实现了相关服务信息的透明化和公开化。一方面,中小微企业相关金融服务存在融资的手续繁琐,成本相对较高,信贷配给量过低,融资渠道单一;另一方面,互联网金融实现了小额信贷的规模化和金融服务的订单化,保证了低成本服务的覆盖面积,实现了融资模式的创新。     

外资并购的经营绩效分析

以2000—2004年间发生的外资并购和国内并购事件为样本,运用会计研究法对外资并购和国内并购的经营绩效进行了比较研究。研究结果表明,我国上市公司被外资并购后虽然短期绩效未能改善,但并购后2到3年绩效有一定的提高。被国内公司并购的上市公司其绩效却有一定程度的恶化。研究还发现,外资并购方式及并购后外资是否控股对外资并购的经营绩效都有一定的影响。     

制造商渠道多元化与跨渠道冲突：企业规模和跨渠道整合的调节作用

互联网技术和电子商务的发展为企业采用多渠道销售产品提供了有力的支持。采用不同类型的渠道销售产品成为企业塑造竞争力的重要途径,但同时也对企业对多渠道进行管理带来了挑战。文章基于多渠道相关研究,探讨企业渠道多元化对跨渠道冲突的影响,以及企业规模、跨渠道整合对上述关系的调节效应。以185家制造企业为对象,通过问卷调查收集数据,运用多元层次回归对研究假设进行检验。研究结果表明,企业的渠道多元化会激化跨渠道冲突;企业规模正向调节渠道多元化与跨渠道冲突之间的关系;跨渠道整合负向调节渠道多元化与跨渠道冲突之间的关系。     

Building With Bricks and Mortar: The Revenue Impact of Opening Physical Stores in a Multichannel Environment

A crucial decision firms face today is which channels they should make available to customers for transactions. We assess the revenue impact of adding bricks-and-mortar stores to a firm's already existing repertoire of catalog and Internet channels. We decompose the revenue impact into customer acquisition, frequency of orders, returns, and exchanges, and size of orders, returns, and exchanges. We use a multivariate baseline method to assess the impact of adding the physical store channel on these revenue components. As hypothesized, store introduction cannibalizes catalog sales and has much less impact on Internet sales. Also as hypothesized, returns and exchanges increase. Interestingly, transaction sizes of purchases, returns, and exchanges do not change. The “availability effect” produces a net increase in purchase frequency across channels. This more than compensates for increased returns, producing a net increase in revenues of 20% by adding the store channel. Our findings yield a deeper understanding of the revenue relation between channels, and of the dynamic cross-channel effects of marketing actions.     

Integrating Bricks with Clicks: Retailer-Level and Channel-Level Outcomes of Online–Offline Channel Integration

This research examines the impact of online–offline channel integration (OI), defined as integrating access to and knowledge about the offline channel into an online channel. Although channel integration has been acknowledged as a promising strategy for retailers, its effects on customer reactions toward retailers and across different channels remain unclear. Drawing on technology adoption research and diffusion theory, the authors conceptualize a theoretical model where perceived service quality and perceived risk of the Internet store mediate the impact of OI while the Internet shopping experience of customers moderates the impact of OI. The authors then test for the indirect, conditional effects of OI on search intentions, purchase intentions and willingness to pay. Importantly, they differentiate between retailer-level and channel-level effects, thereby controlling for interdependencies between different channels. The results of three studies provide converging evidence and show that OI leads to a competitive advantage and channel synergies rather than channel cannibalization. These findings have direct implications for marketers and retailers interested in understanding whether and how integrating different channels affects customer outcomes.     

Channels for search and purchase: Does mobile Internet matter?

Recent industry reports indicate that consumers own four digital devices on an average, and switching devices during shopping is the “new normal.” The addition of mobile Internet as a new channel of search and purchase has spurred the adoption of the digital medium, and easy accessibility of the Internet on multiple devices is influencing shopping patterns. A consumer may prefer some channels for search and others for purchase or use a combination of channels to search and purchase simultaneously. As a new channel, it is unclear 1) whether mobile Internet offers greater search or purchase benefits and 2) what type of products are more suitable for mobile Internet search and purchase. In this study, we develop a framework that describes the factors that drive the use of mobile Internet in a multi-channel environment. We test the framework using survey data from a sample of U.S consumers. The main findings from our study indicate that 1) the choice of channel combinations that include mobile relative to other channel combinations increases with an increase in perceived search convenience of mobile channel. 2) in the digital channel, mobile and desktop differ in their utility along search dimensions. The probability of choosing channel combinations that include mobile increases due to search convenience whereas desktop is attractive due to perceived gains of price comparison search; and 3) mobile Internet search increases for consumers searching for utilitarian products. The insights from this study deepen our understanding of how digital media is used in the search-purchase process and have important managerial implications.     

我国上市公司的多元化战略和经营绩效分析——基于混合并购的实证研究

本文以2004—2009年期间我国的上市公司作为样本,从首次混合并购视角研究多元化经营对企业绩效的影响。本文采用企业经营性现金流回报作为衡量经营绩效的指标,借鉴事件研究法的基本思路,对比了451家实施不同类型并购的上市公司经营绩效的差异。结果显示无论是跨行业还是跨地区混合并购,企业的经营绩效在并购完成后都明显下降。原因在于混合并购所产生的财务协同效用较小及实施混合并购后企业须承担额外经营成本。     

INCOME DISTRIBUTION,CREDIT RATIONING AND HOUSEHOLDS' DEBT

In this paper, we present a model of an economy with household debt, and discuss the conditions under which financial fragility arises. Financial instability is driven by distributive effects. In addition to the income transfers associated with interest payments, the accumulation of debt feeds back with the distribution of income between labour and capital. The model also gives a central role to banks and credit rationing. Contrary to the existing literature, credit supply does not depend on the characteristics of borrowers, but on those of banks. There is a feedback channel between the health of the financial system and the quantity of credit in the economy. We show that there is a diversity of channels through which financial fragility may arise. We identify three channels: a debt–deflation effect à la Fisher, a credit‐financed consumption boom and an exhilarating debt effect.