Overview and details of the sessions of this conference. Please select a date or location to show only sessions at that day or location. Please select a single session for detailed view (with abstracts and downloads if available).
The value of experience-centric stores in omnichannel retail
Ayşe Çetinel1, Gürhan Kök1, Robert P. Rooderkerk2
1Koç University, Turkey; 2Rotterdam School of Management, Erasmus University
The omnichannel retail evolution has changed the role(s) of the store. Applying a quasi-experimental design to data on store openings by an omnichannel consumer electronics retailer, we explore these new store roles and the value they provide to the retailer. We find that, in contrast to small stores, large experience-centric stores substantially benefit online-first retailers through both customer acquisition and activation mechanisms. Category-level analyses reveal the underlying mechanisms.
Omnichannel pricing strategies under product value uncertainty
Dongwook Shin, Jae-Hyuck Park
The HKUST Business School, Hong Kong S.A.R. (China)
This paper studies a monopolistic omnichannel retailer's pricing strategies when customers are strategic in making a channel choice and a purchasing decision in the presence of product value uncertainty. We find that charging a uniform price across the sales channels and disclosing it via the online store is optimal. We study the structural properties of the optimal price and the corresponding profit. Finally, we assess the value of omnichannel retailing relative to single-channel counterparts.
To keep price consistency or not: multi-channel retailing with consumers’ fairness concern
1The Hong Kong Polytechnic University; 2Shanghai University of Finance and Economics; 3University of South Carolina, United States of America
We examine how consumers’ fairness concerns affect a multichannel retailer’s pricing strategy. We find that the retailer should maintain consistent price across channels only when the fraction of unfair-adversed consumers is in an intermediate range, and otherwise should charge different channel prices. Moreover, as the fraction of unfair-adversed consumers increases, the retailer may be better off by strategically enlarging the price gap.