The Influence of a Retail Firm’s Geographic Scope of Operations on Its International Online Sales

Tolstoy, Daniel; Jönsson, Anna; Sharma, D. Deo

doi:10.1080/10864415.2016.1121760

Cited by 26 publications

(28 citation statements)

References 62 publications

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“…Differentiation of both the product and service offerings, therefore, will be essential in implementing effective e-commerce strategies in foreign markets. Tolstoy et al (2016) show that e-commerce retailers that focus upon relatively fewer foreign markets achieve better sales performance that those that run operations in a relatively greater number of foreign markets. This is arguably because companies will eventually reach a point of diminishing returns in terms of market scope, after which point the coordination of differentiation strategies becomes difficult to manage.…”

Section: Conceptual Frameworkmentioning

confidence: 94%

“…Tackling competition Previous retail research shows it is challenging to simultaneously compete in a large number of foreign markets since companies cannot easily and effectively adapt, coordinate and exploit differential advantages that operate in a broad scope of markets (Tolstoy et al, 2016). Research also concludes that e-commerce strategies should consider market idiosyncrasies in terms of competition and varying customer preferences to be effective (Colton et al, 2010).…”

Section: E-commerce In Internationalising Retail Smesmentioning

confidence: 99%

“…Hutchinson and Quinn, 2012;Hutchinson et al, 2006). Another reason is the unfolding nature of online operations among international retail firmsparticularly, in new retail SMEsthat calls for more research to examine how e-commerce can be effectively leveraged to boost international sales performance (Doherty and Ellis-Chadwick, 2010;Tolstoy et al, 2016). Such research is relevant, not least because of the arguably large potential of international online sales to promote growth and scale advantages for retail SMEs.…”

Section: Introductionmentioning

confidence: 99%

“…Such research is relevant, not least because of the arguably large potential of international online sales to promote growth and scale advantages for retail SMEs. International online sales expansion among retail SMEs is still an under-researched subject, which also lacks theoretical anchorage (Colton et al, 2010;Tolstoy et al, 2016).…”

Section: Introductionmentioning

confidence: 99%

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“It’s a new game out there”: e-commerce in internationalising retail SMEs

Hånell

Nordman

Tolstoy

et al. 2019

IMR

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Purpose The purpose of this paper is to explore how market factors (pertaining to institutions, competition and resources) shape the international strategies of an online retailer. Design/methodology/approach A single qualitative case study research design is employed to conduct in-depth analyses of a Swedish internationalising small- and medium-sized enterprise (SME) in the retail business. Findings The findings show that online retailers can use partnerships to tackle industry dynamics and break into foreign markets. This type of “piggy-back internationalisation” can be an effective strategy of handling foreign market dynamics in the entry phase: that is to say, the short term. Reliance upon relationships, however, may paradoxically inhibit retailers’ abilities to stay competitive in the post-entry phase (i.e. the long term) since they become cut-off from the first-hand market learning. Research limitations/implications The authors provide propositions based upon the findings to support further research in the international marketing and international retailing literature. Practical implications The findings enhance the understanding of how electronic commerce affects SME internationalisation. They also generate new insights into the use of possible international expansion strategies for managers in retail SMEs. Originality/value This study introduces a new theoretical perspective to build upon international retail research and contributes to the international retail literature with relevant insights into both advantages and disadvantages of using partnerships to overcome challenges related to international online retailing.

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Section: Conceptual Frameworkmentioning

confidence: 94%

Section: E-commerce In Internationalising Retail Smesmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

See 2 more Smart Citations

“It’s a new game out there”: e-commerce in internationalising retail SMEs

Hånell

Nordman

Tolstoy

et al. 2019

IMR

Self Cite

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show abstract

“…Yeung and Ang [30] analyzed how the online retail channel extends to physical stores based on retail geography, and they confirmed the importance of physical space for the accumulation and transfer of tacit knowledge. Tolstoy et al [31] analyzed the influence of a retail firm's geographic scope of operations on its international online sales, specifically demonstrating that strategic considerations which are related to the geographical scope of operations are likely to have significant effects on their international sales performance.…”

Section: Research Theorymentioning

confidence: 99%

Research on the Spatial Features of the E-RetailingEconomic Linkages at County Level: A Case Study for Zhejiang Province, China

Shen

Qin

Xie

2019

IJGI

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Quantitatively evaluating the spatial characteristics of regional e-retailing economy linkages is of great significance for clarifying the spatial organization of regional e-retailing economies, and promoting regional coordinated development. However, due to the lack of study data, it is difficult toconduct quantitative research on these regional e-retailing economic linkages. Taking advantage of emerging new data sources, the depth and breadth of related research cannow be improved. This paper considers 64 county-level economic areas in Zhejiang Province as network nodes.A revised gravity model was used to measure the intensity of the e-retailing economic linkage in 2016,based upon the e-retailing data provided by the Department of Commerce of Zhejiang Province, China. On this basis, the geographic information system (GIS) tool, a model-potential method and a social network, were used to analyze the spatial features of the e-retail economic linkages at the countylevel in Zhejiang Province. The results showed that the spatial polarization of the economic linkage pattern emerged as prominent, with the overall difference and east-west gradient difference between counties proving significant. In addition, the major linking partners of most regions were relatively singular, and a problem of vulnerability in e-retail economic development was shown.Secondly, the southwest region of Zhejiang Province was an important obstacle in the integration process of regional e-retail economy, through analyzing the connection scope of e-retailing economics. Thirdly, the central Zhejiang subgroupwas a key plate connecting east and west, which plays an importantlinking role in the development of regional equalizationwhen we analyzethe cohesive subgroup pattern. Inspired by this, we hypothesized that a microscopic analysis results of Zhejiang Province could provide some enlightenment for the balanced and integrated development of China’s regional e-retailing economy.

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Using reputation for corporate sustainability to tackle banks digitalization challenges

2020

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The new landscape in the financial sector, characterized by fierce competition and the entrance of new technological players, has forced banks to speed up their digital transformation. However, for banks, digitalization entails challenges that can hinder the potential benefits and compromise their survival. In this context, we argue that the reputation generated by corporate sustainability (RCS) may offset these digitalization drawbacks. In particular, we find that the combination of RCS and digitalization facilitates in transforming the organizational nature of banks by simultaneously narrowing their boundaries and expanding their scope. We empirically confirm our hypotheses by analyzing a panel of 110 multinational banks from developed countries.

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The Influence of a Retail Firm’s Geographic Scope of Operations on Its International Online Sales

Cited by 26 publications

References 62 publications

“It’s a new game out there”: e-commerce in internationalising retail SMEs

“It’s a new game out there”: e-commerce in internationalising retail SMEs

Research on the Spatial Features of the E-RetailingEconomic Linkages at County Level: A Case Study for Zhejiang Province, China

Using reputation for corporate sustainability to tackle banks digitalization challenges

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