Perceived customer showrooming behavior and the effect on retail salesperson self-efficacy and performance

Rapp, Adam; Baker, Thomas L.; Bachrach, Daniel G.; Ogilvie, J. F.; Beitelspacher, Lauren Skinner

doi:10.1016/j.jretai.2014.12.007

Cited by 337 publications

(313 citation statements)

References 57 publications

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“…The collection, integration and analysis of such omni-channel data is likely to help retailers in several ways: (i) understanding, tracking and mapping the customer journey across touch-points, (ii) evaluating profit impact, and (iii) better allocating marketing budgets to channel, among others. Realizing that information gathering and actual purchase may happen at different points of time, and that consumers often require assistance in making purchase decisions, firms now started experimenting on relatively newer ideas like Showrooming -wherein the customer searches in the offline channels and buys online (Rapp et al, 2015), and Webrooming -where the customer's behavior is the opposite. Proper identification and attribution of channel effects thus gains importance and in this vein, Li and Kannan (2014) propose an empirical model to attribute customer conversions to different channels using data from different customer touch points.…”

Section: Channelmentioning

confidence: 99%

The Role of Big Data and Predictive Analytics in Retailing

Bradlow

Gangwar

Kopalle

et al. 2017

Journal of Retailing

364

181

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The paper examines the opportunities in and possibilities arising from Big Data in retailing, particularly along five major data dimensions -data pertaining to customers, products, time, (geo-spatial) location and channel. Much of the increase in data quality and application possibilities comes from a mix of new data sources, a smart application of statistical tools and domain knowledge combined with theoretical insights. The importance of theory in guiding any systematic search for answers to retailing questions, as well as for streamlining analysis remains undiminished, even as the role of Big Data and predictive analytics in retailing is set to rise in importance, aided by newer sources of data and large-scale correlational techniques. The Statistical issues discussed include a particular focus on the relevance and uses of Bayesian analysis techniques (data borrowing, updating, augmentation and hierarchical modeling), predictive analytics using big data and a field experiment, all in a retailing context. Finally, the ethical and privacy issues that may arise from the use of big data in retailing are also highlighted.2

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Section: Channelmentioning

confidence: 99%

The Role of Big Data and Predictive Analytics in Retailing

Bradlow

Gangwar

Kopalle

et al. 2017

Journal of Retailing

364

181

View full text Add to dashboard Cite

show abstract

“…Our results confirm that mobile devices can "calm" the urgent need to seek information or to buy which highimpulse consumers feel. Therefore, an increasingly widespread consumer practice is for them to use their mobile devices in physical stores (Rapp, Baker, Bachrach, Ogilvie, & Beitelspacher, 2015). One possible scenario is that individuals are in the physical store with their mobile device and, thanks to its ubiquity, can use it to find out information about the product before then completing their in-store purchase.…”

Section: Mobile Omnichannel Behaviormentioning

confidence: 99%

“…One possible scenario is that individuals are in the physical store with their mobile device and, thanks to its ubiquity, can use it to find out information about the product before then completing their in-store purchase. Alternatively, they may analyze the product at the actual store and then use the mobile device to secure some of the specific benefits offered by mobile shopping when making the final purchase (Rapp et al, 2015).…”

Section: Mobile Omnichannel Behaviormentioning

confidence: 99%

Tell me what they are like and I will tell you where they buy. An analysis of omnichannel consumer behavior

Rodrguez-Torrico

Cabezudo

San-Martn

2017

Computers in Human Behavior

121

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“…Retailers could also make information on store location and in-store inventory more available and accessible from the website (Bell et al, 2014). The improved accuracy of the online information allows the customer to research the product from home and then visit the physical store to evaluate the non-digital components of the product and, if satisfied, purchase the product in-store (Verhoef et al, 2007;Rapp et al, 2015). Providing the customer with this type of information could be a successful strategy to increase store traffic (Brynjolfsson et al, 2013).…”

Section: Need For Customer Centricitymentioning

confidence: 99%

The New Paradigm of the Omnichannel Retailing: Key Drivers, New Challenges and Potential Outcomes Resulting from the Adoption of an Omnichannel Approach

Aiolfi¹,

Sabbadin²

2017

IJBM

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The rise of the Internet, mobile technologies and digital disruption have changed the retail business as well as the implementation of the levers of retail mix and the behavior of shoppers. Online channel has become an appealing channel where retailers can sell their products and services. The proliferation of channels and touch points has affected not only consumer behavior but also companies' business models. Many retailers have started to develop multichannel and omnichannel strategies by adding new channels through which interact with the customers. Retailers are now concentrating on how shoppers are influenced by new technologies and how they switch across channels during their research and buying process. Omnichannel retailing, defined as the conceptualization of the complete integration of all channels, with no distinction between the online and the physical channel, is the new retailing paradigm of today. The topic itself is particularly relevant as technological development continue to disrupt retail strategies and practitioners are debating as to how to respond. Particularly, managers are worried about how to manage the several touch points, which are now simultaneously available to customers. Concerning with the present research, we attempt to describe this development by analyzing the existing literature about topics that we can classify within the omnichannel paradigm. In order to explain how both literature and business models are moving from multichannel retailing towards the implementation of omnichannel strategies, we follow a blended approach based on literature review, theoretical background as well as some interesting managerial insights resulting from business' case histories. To address the concerns of managers and retailers about the new challenges they will need to face in implementing an omnichannel retailing approach, we present a theoretical framework, concerning with the adoption of the omnichannel as an innovative strategy in the overall marketing strategies. To deal with the topic we start from three research questions that guide our literature review as well as our theoretical framework. We investigate what are the key drivers that have stimulated retailers to develop an omnichannel retailing strategy, what are the new challenges that retailers will need to face when they decide to implement an omnichannel strategy in their overall marketing strategy and finally what are the possible outcomes of a correct and successful implementation of an omnichannel retailing strategy. Therefore, our theoretical framework explains key drivers, new challenges and potential outcomes coming from the adoption of the omnichannel retailing in order to help managers and practitioners who might decide to enter the omnichannel retailing.

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Perceived customer showrooming behavior and the effect on retail salesperson self-efficacy and performance

Cited by 337 publications

References 57 publications

The Role of Big Data and Predictive Analytics in Retailing

The Role of Big Data and Predictive Analytics in Retailing

Tell me what they are like and I will tell you where they buy. An analysis of omnichannel consumer behavior

The New Paradigm of the Omnichannel Retailing: Key Drivers, New Challenges and Potential Outcomes Resulting from the Adoption of an Omnichannel Approach

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