The effect of subscription-based direct-to-consumer channel additions on firm value

Pasirayi, Simbarashe; Fennell, Patrick

doi:10.1016/j.jbusres.2020.09.067

Cited by 17 publications

(23 citation statements)

References 72 publications

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“…To verify the robustness of our results, we conduct a series of sensitivity assessments. First, similar to event studies in the marketing literature (e.g., Pasirayi and Fennell 2021), we examine the robustness of our results to expected return models. Namely, we utilize abnormal returns obtained from the estimation of the market model and the Fama-French three-factor Google Pay "Phones will be pre-loaded with a $10 gift card, and customers will (Fama and French 1993), and results remain unaffected.…”

Section: Model Specificationmentioning

confidence: 82%

The Effect of Mobile Payments on Retailer Firm Value: The Moderating Role of Promotions, Customer Segment, and Rollout Strategy

Pasirayi¹,

Fennell²

2022

Journal of Interactive Marketing

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Mobile payment technology platforms are quickly gaining popularity. Despite this growth, academic research offers little insight into how adopting mobile payment technology impacts firm value. Further, extant studies are silent on the factors that determine the outcome of pursuing this strategy. Results from an event study of 152 announcements of mobile payments show an increase in firm value by an average of 1.03%, highlighting their effectiveness. Further analysis reveals characteristics of mobile payments that can augment this change in firm value. Specifically, positive firm value accrues when retailers promote the use of mobile payments to their customers. The authors also find that, compared with retailers whose target market comprises older customers, retailers targeting younger customers benefit more from adopting mobile payments. Finally, this study reveals an early-mover advantage, which is maximized in conjunction with an expansive, national rollout strategy. In fact, although a national rollout can be more beneficial early, the results show that for retailers that adopt mobile payments later, there is no difference between using an expansive rollout or a more limited, phased rollout strategy.

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Section: Model Specificationmentioning

confidence: 82%

The Effect of Mobile Payments on Retailer Firm Value: The Moderating Role of Promotions, Customer Segment, and Rollout Strategy

Pasirayi¹,

Fennell²

2022

Journal of Interactive Marketing

Self Cite

View full text Add to dashboard Cite

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“…The authors used these theories to explore the extent of power imbalances with stakeholders (brands, consumers, and retailers; Bei & Gielens, 2023;Geyskens et al, 2002;Li & Ghosh, 2012;Pasirayi & Fennell, 2021).…”

Section: Balance Of Powermentioning

confidence: 99%

“…researched in marketing literature (Pasirayi & Fennell, 2021), the increased competition has generated vast consumer choice, and in some cases, the commoditization of products and services (Chen et al, 2018;Oliveira et al, 2021). These pressures, along with consumers' increasing expectations of brands, may affect the balance of consumer power in stakeholder relationships.…”

Section: Theory Developmentmentioning

confidence: 99%

“…In an industry context, DTC online retail is experiencing exponential growth in practice (Statista, 2023a). Large firms such as Nike continue to grow their DTC share of the market, with an increase of 16.5 billion US dollars since 2009 (Pasirayi & Fennell, 2021;Statista, 2022b), and…”

Section: Contextual Directionsmentioning

confidence: 99%

“…Although direct channels increase coopetition, digitization may impact external SME dependencies on digitized value chains (Oliveira et al, 2021). Prioritizing differentiation in offerings may help to reduce cannibalization and the impact of conflicts (Pasirayi & Fennell, 2021).…”

Section: Global Competitivenessmentioning

confidence: 99%

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The evolving direct‐to‐consumer retail model: A review and research agenda

McKee

Sands

Pallant

et al. 2023

Int J Consumer Studies

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The substantial growth of e‐commerce sales, driven by digital advancements, has enticed brands to sell direct‐to‐consumers (DTC) online. Despite the growth of the DTC online retail model in practice, academic literature remains fragmented. This systematic review is timely as it meets the need for a comprehensive understanding of the evolution of DTC over two decades of research to 2023. A SPAR‐4‐SLR protocol combined with a Theory–Context–Methods (TCM) approach examines the extant literature through a marketing lens. An analysis of 81 articles reveals a need for consumer behavior theories to underpin research on the DTC retail model. We conclude the review by identifying areas for further development, such as the need for research on the technology‐driven balance of power between brands, retailers, and consumers. Contextually, the authors highlight research opportunities on SME brands' internationalization and the DTC online luxury experience. Methodological directions include empirical qualitative studies and experiments on the emerging topics of technology‐enabled retail services and the experiential e‐commerce impact on customer experience. These future research undertakings will help us to better understand the DTC retail model.

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Creating Demand for AI-Based Subscription of Physical Goods: A Consumer Perspective in the Food Industry

Davlembayeva,

Marikyan,

Pantano

et al. 2023

Lecture Notes in Computer Science

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The effect of subscription-based direct-to-consumer channel additions on firm value

Cited by 17 publications

References 72 publications

The Effect of Mobile Payments on Retailer Firm Value: The Moderating Role of Promotions, Customer Segment, and Rollout Strategy

The Effect of Mobile Payments on Retailer Firm Value: The Moderating Role of Promotions, Customer Segment, and Rollout Strategy

The evolving direct‐to‐consumer retail model: A review and research agenda

Creating Demand for AI-Based Subscription of Physical Goods: A Consumer Perspective in the Food Industry

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