With the rapid growth of omnichannel retailing, digitally native retailers are increasingly opening physical stores. A critical issue for many digitally native retailers is to estimate the causal effect of a new store opening on their online sales. To assess the causal effect, a randomized...

Why does Amazon.com make low or no profits, whereas, its bricks-and-mortar rival Borders makes substantially higher profits? Why is price dispersion high in certain categories and low in others? Why are prices for the same item higher at bricks-and-mortar retailers than they are at pure play...

In this paper, we first develop a game theoretic model of price competition between a pure play e-tailer and a bricks-and-clicks e-tailer. We show that in general, the pure play e-tailer has a lower equilibrium price. We then develop a simultaneous equation model of e-tailer price and traffic...

Communication and promotion decisions are a fundamental part of retailer customer experience management strategy. In this review paper, we address two key questions from a retailer’s perspective: (1) what have we learned from prior research about promotion, advertising, and other forms of...

Mobile marketing, which involves two- ormulti-way communication and promotion of an offer between a firmand its customers using themobile, a term that refers to themobilemedium, device, channel, or technology, is growing in importance in the retailing environment. It has the potential to change...