Price versus service: Can retailers beat showrooming with competence?

Schneider, Patrícia; Zielke, Stephan

doi:10.1016/j.jretconser.2021.102592

Cited by 21 publications

(17 citation statements)

References 47 publications

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“…Shankar et al ( 2021 ) also highlight the importance of in-store service convenience to manage showrooming. Schneider and Zielke ( 2021 ) comment that traditional retailers should focus on the qualification and competence of sales people as a long-term strategy to counter showrooming. Frasquet and Miquel-Romero ( 2021 ), based on the push–pull-mooring framework, also find that the mooring factors, i.e.…”

Section: Summary Of Results and Managerial Implicationsmentioning

confidence: 99%

Economic models of price competition between traditional and online retailing under showrooming

Mitra

2021

Decision

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Section: Summary Of Results and Managerial Implicationsmentioning

confidence: 99%

Economic models of price competition between traditional and online retailing under showrooming

Mitra

2021

Decision

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“…The literature shows that showrooming consumers prefer to interact with their smartphone rather than a salesperson and that smartphone use positively influences purchase intention (Mosquera et al, 2019). Strategies that link the online context (smartphones) to the physical in-store one make it possible to create unique experiences and retain competitive showrooming consumers (Schneider and Zielke, 2021). In this regard, Zara is a pioneer in the implementation of omnichannel "Click &…" strategies, which encourage competitive showroomers to use their smartphones throughout the in-store purchase process.…”

Section: Discussionmentioning

confidence: 99%

The mobile-assisted showroomer’s dilemma: where to buy? Actions to prevent sales leakage

Alesanco-Llorente

Lara²,

Borondo³

et al. 2023

Humanit Soc Sci Commun

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Intensive in-store use of smartphones has driven ethically questionable behaviors with significant economic repercussions for the survival of brick-and-mortar retailers. The mobile-assisted showroomer’s dilemma refers to the dilemma such shoppers experience at the moment of decision in a brick-and-mortar store, when they are holding an item in their hands, check their phone, and hesitate between buying it (a) at the physical store (loyal behavior, LB) or (b) through a cheaper online retailer (competitive behavior, CB). Using the theoretical framework of the Composite MES, this research proves that the dilemma exists: in a sample of 648 mobile-assisted showroomers, 44.91% would engage in CB vs. 55.09% in LB. Furthermore, 50.6% of the CB is explained by two dimensions of ethical judgment: relativism and egoism. To prevent sales leakage at brick-and-mortar stores, ethical judgment must be considered. The greater the weight of the relativism dimension, the less predisposed customers are toward CB. The egoism dimension is positively associated with engaging in CB. LB is a major opportunity for independent brick-and-mortar retailers.

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“…, 2021; De Vries and Zhang, 2020; Hofenk et al. , 2019; Schneider and Zielke, 2021) as it allows manipulations of independent variables and consequently determining cause-effects on the dependent constructs. The scenario approach allows an examination under controlled conditions (Khan, 2011) and is easier to implement than a field experiment.…”

Section: Methodsmentioning

confidence: 99%

Shopping app features: influencing the download and use intention

Sinemus

Zielke

2022

IJRDM

Self Cite

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PurposeShopping apps are a highly relevant channel and an increasingly important part of omni-channel retailing, as they strengthen the customer relationship. This study analyses the possibilities available to retailers to encourage consumers to download a shopping app and use it in the long-term.Design/methodology/approachThe study uses a scenario-based online experiment with a 2 × 2 × 2 between-subjects design and data from 332 participants. A second online experiment with a 2 × 3 between-subjects design and data from 200 participants supplements the main experiment. The data obtained from these experiments were analysed using M/ANCOVA and PROCESS.FindingsFindings suggest that a rebate (monetary incentive) increases the download intention. Online and in-store app features (non-monetary incentives) do also have positive impacts on the use intention, though the in-store feature only works when it is offered in combination with the online feature. The relationships are mediated by the perceived usefulness of the shopping app. Moreover, the non-monetary features interact with the channel preference of the consumers, who react more positively towards features offered in a non-preferred channel. A supplementary study supports this finding.Originality/valueThis research is novel as it analyses the impact of monetary (rebate) and non-monetary (online and in-store features) incentives on both the download and use intention of a shopping app separately. Further, it contributes to research on the topic by examining which features consumers perceive as useful. Finally, the study considers the omni-channel environment regarding consumers’ channel preference.

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Price versus service: Can retailers beat showrooming with competence?

Cited by 21 publications

References 47 publications

Economic models of price competition between traditional and online retailing under showrooming

Economic models of price competition between traditional and online retailing under showrooming

The mobile-assisted showroomer’s dilemma: where to buy? Actions to prevent sales leakage

Shopping app features: influencing the download and use intention

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