Strategic Online and Offline Retail Pricing: A Review and Research Agenda

Grewal, Dhruv; Janakiraman, Ramkumar; Kalyanam, Kirthi; Kannan, P.K.; Ratchford, Brian T.; Song, Reo; Tolerico, Stephen

doi:10.1016/j.intmar.2010.02.007

Cited by 130 publications

(79 citation statements)

References 124 publications

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“…This also holds for other shopping environment antecedents like website design that could influence online store choice but for which we, unfortunately, have no information on and/or not enough variation in our data. differ more from their offline counterpart of the same chain (e.g., higher online price premiums: Grewal et al 2010; larger online assortment reductions: Cheng 2010), this not only reduces the expected value of online purchases (benefit/cost ratio), but may also increase uncertainty about the online store's variable shopping utility. Overall, we therefore expect that stronger channel integration in price and assortment will have a positive effect on online store choice (see Fig.…”

Section: Drivers Of Multi-channel Shoppers' Online Store Choice Decismentioning

confidence: 99%

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

Melis

Campo

Breugelmans

et al. 2015

Journal of Retailing

260

200

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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.

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Section: Drivers Of Multi-channel Shoppers' Online Store Choice Decismentioning

confidence: 99%

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

Melis

Campo

Breugelmans

et al. 2015

Journal of Retailing

260

200

View full text Add to dashboard Cite

show abstract

“…Generally, online information search allows information seekers to access a broader range of information than is unavailable from offline information search (Grewal et al, 2010;J. Lee et al, 146 LEE, LAW, AND LUK a tourism context, Gitelson and Crompton (1983) classified information sources that travelers use for travel planning into five categories: friends and relatives, destination-specific literature, consultants, broadcast media, and print media.…”

Section: The Impact Of Information Channel On Information Searchmentioning

confidence: 99%

The Effect of Information Channel on Information Source Selection: Students' Information Search

2015

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A plethora of research studies has examined the effect of information channel and information source on information search behavior respectively but scant research that examined them together is located. This study conducted a factorial repeated-measures ANOVA to examine the interaction effect between information channel and information source on students' internship information search behavior. Empirical findings indicated a significant interaction effect in students' information use. That is, how information is transmitted (information channel) is more influential than where information is from (information source) is in information use. Also, it was found that the selection of information channel and source is dependent on the type of internship in query. Internal working environment was found most important and external working environment was least important information in internship selection.

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“…Consumers do not see a difference between products purchased online and at store-based retailers. However, there are systematic differences in how consumers perceive and react to the price of products purchased online 5,6,7 . Consumers believe that the prices of products purchased online should be less than those at store-based retailers 5,8,9,10,11,12,13 and that it is unfair when Internet prices are equal to or higher than those of store-based retailers 10 .…”

Section: Introductionmentioning

confidence: 99%

Why Expect Lower Prices Online? Empirical Examination in Online and Store-Based Retailers

Hsieh

Chiu

2014

ijecs

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This study extends prior research by examining consumer expectations regarding the lower price of products found in online shopping stores and considers the role of overhead cost in consumer decision-making. By using a laboratory experiment method, we verified the difference in the perceived overhead cost between the two types of retailers and the relationship between perceived overhead cost and internal reference pricing. This study involved 123 subjects. The findings show that consumers perceive online retailers' overhead costs as lower than store-based retailers' overhead costs and that lower perceived overhead prices cause consumers to have lower internal reference prices. This study supplements e-commerce research, can assist retailers in understanding consumers' perceptions of overhead cost and product prices, and serves as a reference for online retailers attempting to create pricing strategies.

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Strategic Online and Offline Retail Pricing: A Review and Research Agenda

Cited by 130 publications

References 124 publications

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

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

The Effect of Information Channel on Information Source Selection: Students' Information Search

Why Expect Lower Prices Online? Empirical Examination in Online and Store-Based Retailers

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