The purpose of the research is to investigate young customers' irrational motives for retail borrowing. In addition, the intention to retail borrowing has also been examined. A convenience sampling method was employed. Self-administered and online survey questionnaires were distributed among 236...

To influence demand, some online retailers post messages (e.g., “5 units or less left in stock”) on their product pages to signal impending stockouts. These “scarcity” messages provide consumers “partial” inventory information, revealing only an upper bound on the number of units...

While the interest in smart shopping carts is growing, both retailers and consumer groups have concerns about how real-time spending feedback will influence shopping behavior. Building on budgeting and spending theories, the authors conduct three lab and grocery store experiments, which robustly...

Branding is an important element in the retailing industry to influence customer perceptions and drive store choice and loyalty. With the increasing of organized retailing in manifold in the urban and semi-urban areas, it is necessitated the retailer to brand its retail outlet. Even many...

Motivated by the phenomenon that some retailers with high-end brand images, such as Neiman Marcus and Bergdorf Goodman, prefer to hinder consumers from sharing information through online reviews, we study an online retailer's strategy of hindering or facilitating consumer information sharing in...

Salesperson’s interpersonal skills have always played an important role in influencing various stages of customer’s purchase decision. With the increase in retail outlets and merchandisers, retail operations have taken a pivotal role in influencing the salesperson’s sales practices and...

In this paper, we study the role of point-of-sale (POS) marketing mix variables in explaining variation in brand shares (i) at different retail formats, and (ii) across national and store brands in different price tiers. Stores in different retail formats differ in their positioning, the...

We investigate how adoption of a retailer’s factory outlet channel impacts customers’ spending in the retailer’s traditional retail store channel. In recent years, many retailers have added exclusively sourced factory outlet stores into their channel mix to achieve market expansion and...