Transforming the automotive retail: Drivers for customers' omnichannel BOPS (Buy Online &amp; Pick up in Store) behavior

Kim, Sehoon; Connerton, Timothy Paul; Cheongyeul, Park

doi:10.1016/j.jbusres.2021.09.070

Cited by 40 publications

(36 citation statements)

References 99 publications

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“…Most current retail research on new technology acceptance the theory of reasoned action (TRA), the theory of planned behavior (TPB), unified theory of acceptance and use of technology (UTAUT) and the technology acceptance model (TAM) to explore consumers' purchase intentions (Herrero-Crespo et al, 2022;Kim et al, 2022;Mathavan et al, 2022). Venkatesh and Davis (2000) extended TAM and effectively explained perceived usefulness and technology use intentions through social influence and cognitive processes.…”

Section: Unified Theory Of Acceptance and Use Of Technology And Value...mentioning

confidence: 99%

Section: Literature Review and Research Modelmentioning

confidence: 99%

“… Venkatesh et al (2003) further constructed UTAUT, including four key elements, performance expectations, effort expectations, social impact, and convenience. UTAUT has been shown to predict technology acceptance among automotive retail users in an omni-channel context ( Kim et al, 2022 ). One manifestation of implementing an omni-channel strategy is replacing some big stores with online stores.…”

Section: Literature Review and Research Modelmentioning

confidence: 99%

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Factors affecting consumers’ purchase intention for agriculture products omni-channel

Liu

Zheng²

2023

Front. Psychol.

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Agricultural retailers face serious challenge of losing consumers due to channel integration, it has become essential to provide an expected consistent and seamless omni-channel shopping experience in an omni-channel environment. Although previous literature has begun to focus on the consumer perspective of the omni-channel experience, little attention has been paid to the process of change from a single retail environment to omni-channel. By combining the research frameworks of unified theory of acceptance and use of technology (UTAUT) and the value-based adoption model (VAM), this study aims to identify the drivers of omni-channel consumer purchase intention in agriculture products retail. This article conducts a questionnaire survey on 620 samples in China. The results show that single-channel shopping cost, reference groups, positive online reviews, and single-channel perceived risk have a significant positive impact on the omni-channel purchase intention of agricultural products, and perceived value plays a mediating role. Moreover, contextual factors partially have a negative moderating effect. When consumers purchase agricultural products, the more suitable the online shopping environment is, the weaker the influence of single-channel shopping costs, reference groups and positive online reviews on consumers’ omni-channel purchase intention. These findings build on the existing literature on the omni-channel retail consumer experience and provide insights for fresh produce retailers to implement and evaluate an omni-channel integration strategy for agriculture products. The findings may shed lights on how to promote the healthy development of the omni-channel sales model of agricultural products.

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Section: Unified Theory Of Acceptance and Use Of Technology And Value...mentioning

confidence: 99%

Section: Literature Review and Research Modelmentioning

confidence: 99%

Section: Literature Review and Research Modelmentioning

confidence: 99%

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Factors affecting consumers’ purchase intention for agriculture products omni-channel

Liu

Zheng²

2023

Front. Psychol.

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“…Proposition 2 (1) shows that coupon promotion does not influence store inventory when the price is high and the online hassle cost is not great. The explanation is that in this case, the demand in the BOPS and store channels remains unchanged even though the brand adopts a coupon promotion since L-type consumers are incentivized to purchase with coupons online.…”

Section: Homogeneous Online and Store Hassle Costsmentioning

confidence: 99%

“…With the rapid development of omnichannel retailing, the BOPS (buy-online-and-pickup-in-store) strategy is becoming increasingly popular. During the COVID-19 pandemic, approximately two-thirds of US customers shopped online, and BOPS saw more than 500% growth [1]. Kim et al [2] reported that BOPS benefits both firms and consumers.…”

Section: Introduction 1background and Problem Descriptionmentioning

confidence: 99%

Digital Coupon Promotion and Inventory Strategies of Omnichannel Brands

Zhang

2022

Axioms

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This paper investigates when an omnichannel brand should offer digital coupons in the online and buy-online-and-pick-up-in-store (BOPS) channels and, if so, the joint decision of coupon face value and store inventory. The impact of a digital coupon promotion on store inventory is also explored. Two scenarios are considered, one where consumers’ costs in the online and store channels are homogeneous and another in which they are heterogeneous, and two newsvendor models, with and without a coupon promotion, are constructed under each scenario. The results show that the issuance of coupons improves the omnichannel brand’s profit when the price is high and the coefficient of the difference in valuation between two types of consumers is low in the homogeneous scenario. In the heterogeneous scenario, the brand prefers the coupon promotion when the price is high or moderate and the coefficient of the difference in valuation between two types of consumers is high. In addition, offering a coupon promotion yields a higher store inventory in most cases. However, store inventory is decreased in some special cases in the homogeneous scenario. Moreover, an increased hassle cost in the BOPS channel significantly lowers the offline demand and profit increase from a digital coupon promotion. Furthermore, a coupon promotion is more likely to benefit both the brand and consumers as the cross-selling revenue increases. These results provide guidance for omnichannel brands to implement coupon promotions and adjust store inventory with stochastic demand.

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Accelerating the Digitalization of Automobile Retailing in China: A Multi-level Perspective on Impacts of COVID-19 on the Sector

Wen,

Decosta

2024

Lecture Notes on Data Engineering and Communications Technologies

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Transforming the automotive retail: Drivers for customers' omnichannel BOPS (Buy Online & Pick up in Store) behavior

Cited by 40 publications

References 99 publications

Factors affecting consumers’ purchase intention for agriculture products omni-channel

Factors affecting consumers’ purchase intention for agriculture products omni-channel

Digital Coupon Promotion and Inventory Strategies of Omnichannel Brands

Accelerating the Digitalization of Automobile Retailing in China: A Multi-level Perspective on Impacts of COVID-19 on the Sector

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