The effect of shipping fee structure on consumers’ online evaluations and choice

Koukova, Nevena T.; Srivastava, Joydeep; Steul-Fischer, Martina

doi:10.1007/s11747-011-0281-2

Cited by 54 publications

(30 citation statements)

References 23 publications

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“…This indicates that consumer look out for free sample of goods before purchase is made. This result corroborates with that of Koukova et al (2012); Rosen and Howard (2000) which opined that Product sample is an essential component of retailing. This would out turn the belief that in offline retailing, the buyers often reject free sample of products.…”

Section: Discussion Of Resultssupporting

confidence: 89%

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Strategic management of sales promotion techniques on products consumers of selected retail outlets in Calabar Metropolis of Cross River State, Nigeria

Effiong¹,

Inameti²,

Ernest³

et al. 2018

Glo J. Soc. Sci.

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The rapid change in global market and competition elevation, has increasingly made sales promotion strategies contemporary inevitable for market success. The study examines the strategic management of sales promotion techniques on products consumers of selected retail outlets in Calabar Metropolis, Cross River State, Nigeria. The study adopted the survey research design while a two stage sampling design: the stratified random and judgmental sampling were used in the sample selection. The one way ANOVA and multiple regression analysis were adopted for data estimation. The study established that there is significant effect of free sample on products consumers in selected retail outlets in Calabar Metropolis. The study recommended that Retailers should endeavor to engage in sales promotions strategies vigorously as this would promote sales volume in order to obviate expiry date of some products on the shelf. Also, giving free products to consumers and charging a token should be discouraged, as this practice disenchant many consumers and impairs brand loyalty as many consumer are not ready to come back to patronize such product.

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Section: Discussion Of Resultssupporting

confidence: 89%

“…Sales promotions often attract brand switchers, who are primarily looking for low price, good value, or premiums. If some of them would not have otherwise tried the brand, promotion can yield long-term increases in market share (Koukova, Srivastava & Steul-Fischer, 2012).…”

Section: Introductionmentioning

confidence: 99%

Strategic management of sales promotion techniques on products consumers of selected retail outlets in Calabar Metropolis of Cross River State, Nigeria

Effiong¹,

Inameti²,

Ernest³

et al. 2018

Glo J. Soc. Sci.

View full text Add to dashboard Cite

show abstract

“…(), Koukova et al . () showed that online consumers had different evaluations and perceptions of two available shipping structures: flat‐rate and threshold‐based free shipping. Their experiments revealed that a consumer's response to shipping‐fee structures is based mainly on order value.…”

Section: Discussionmentioning

confidence: 99%

“…Attribution Theory (Koukova et al . ) and Basic Price Theory (Lantz and Hjort ) have been used to explain how purchase intention is affected by shipping charges and lenient return policies, respectively. A review of the theoretical lenses applied to the remaining evidence revealed that multiple other perspectives were used to investigate the relationships between online consumer behaviour and order‐fulfilment aspects, e.g.…”

Section: Discussionmentioning

confidence: 99%

Consumer Behaviour and Order Fulfilment in Online Retailing: A Systematic Review

Nguyen

Leeuw

Dullaert

2016

Int J Management Reviews

290

201

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This paper provides a systematic review of consumer behaviour and order fulfilment in online retailing. The objective of this review is threefold: first, to identify elements of order-fulfilment operations that are relevant to online consumer behaviour (purchase, repurchase, product return); second, to understand the relationship between order-fulfilment performance and consumer behaviour; and third, to inspire future research on developing consumer service strategies that takes account of these behavioural responses to order-fulfilment performance outcomes. The paper is based on a systematic review of literature on online consumer behaviour and order-fulfilment operations, mainly in the fields of marketing and operations, published in international peer-reviewed journals between 2000 and September 2015. This study indicates that the current literature on online consumer behaviour focuses mainly on the use of marketing tools to improve consumer service levels. Very little research has been conducted on the use of consumer service instruments to steer consumer behaviour or, consequently, to manage related order-fulfilment activities better. The study culminates in a framework that encompasses elements of order-fulfilment operations and their relationship to online consumer behaviour. This paper is the first comprehensive review of online consumer behaviour that takes aspects of order-fulfilment operations into account from both marketing and operations perspectives.This is an open access article under the terms of the Creative Commons Attribution-NonCommercial-NoDerivs License, which permits use and distribution in any medium, provided the original work is properly cited, the use is non-commercial and no modifications or adaptations are made.

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“…In addition, responses about price perception (“The price of NT$499 that the clothing store is asking for the shirt is? 1 = low/acceptable and 7 = high/unacceptable”, r = 0.78, borrowed from Koukova et al , ), prior experience with missing quantity discounts at a clothing store (“How often have you found yourself missing quantity discounts at a clothing store? 1 = rarely and 7 = frequently), and average amount spent on clothing purchases (“How much do you generally spend on clothes monthly?”) were collected as possible covariates.…”

Section: Methodsmentioning

confidence: 99%

How consumers respond to missing a quantity discount with multiple price breaks

Huang

2016

J of Consumer Behaviour

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This study investigates how consumers evaluate and respond to different discount schemes (i.e., one versus multiple price breaks) in the wake of a missed quantity discount. Two field experiments are conducted. The results demonstrate that promotions with multiple price breaks (e.g., 2 for 30% off and 3 for 40% off) will result in a higher likelihood of purchasing one item at the regular price than promotions with only a single price break (e.g., 2 for 30% off) when a quantity discount is missed. The results of Experiment 2 reveal that increasing the number of price breaks (i.e., from two to three) can strengthen the assimilation of the advertised regular price into consumers' internal reference price range when there is a greater interval between the two price breaks (e.g., 2 for 30% off, 5 for 40% off, and 8 for 50% off) and that subsequently raises consumers' purchase likelihood if they are not able to take advantage of the promotional price. Finally, the effect of the discount scheme on purchase likelihood is shown to be mediated by the internal reference price. These observations have important implications for retailers.

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The effect of shipping fee structure on consumers’ online evaluations and choice

Cited by 54 publications

References 23 publications

Strategic management of sales promotion techniques on products consumers of selected retail outlets in Calabar Metropolis of Cross River State, Nigeria

Strategic management of sales promotion techniques on products consumers of selected retail outlets in Calabar Metropolis of Cross River State, Nigeria

Consumer Behaviour and Order Fulfilment in Online Retailing: A Systematic Review

How consumers respond to missing a quantity discount with multiple price breaks

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