The Impact of Cross-Channel Integration on Retailers' Sales Growth

被引：365

作者：

Cao, Lanlan ^{[1
]}

Li, Li ^{[2
]}

机构：

[1] NEOMA Business Sch, Dept Mkt, F-76825 Mont St Aignan, France

[2] Montpellier Business Sch, Law Accounting & Finance Dept, F-34185 Montpellier 4, France

来源：

JOURNAL OF RETAILING | 2015年 / 91卷 / 02期

关键词：

Multi-channel retailing; Cross-channel integration; Channel additions; Sales growth; Grounded theory; MULTICHANNEL CUSTOMER MANAGEMENT; PRICE DISPERSION; INTERNET CHANNEL; ONLINE CHANNEL; E-COMMERCE; BRAND; PERFORMANCE; BRICKS; CLICKS; OPPORTUNITIES;

D O I：

10.1016/j.jretai.2014.12.005

中图分类号：

F [经济];

学科分类号：

02 ;

摘要：

The authors propose a conceptual framework to explain whether and under what firm-level conditions cross-channel integration impacts firm sales growth. To test the theory, the authors conduct a qualitative grounded-theory study to build a measurement tool for cross-channel integration at four levels and analyze longitudinal data on 71 publicly traded U.S. retail firms from 2008 to 2011, gathered from multiple secondary sources. The findings reveal that cross-channel integration stimulates sales growth, but that firm online experience and physical-store presence weaken this effect. (C) 2014 New York University. Published by Elsevier Inc. All rights reserved.

引用

页码：198 / 216

页数：19

共 83 条

[51] The effects of retail channel integration through the use of information technologies on firm performance [J].

Oh, Lih-Bin ;

Teo, Hock-Hai ;

Sambamurthy, Vallabh .

JOURNAL OF OPERATIONS MANAGEMENT, 2012, 30 (05) :368-381

[52] Consumer Motivations in Browsing Online Stores with Mobile Devices [J].

Ono, Akinori ;

Nakamura, Azusa ;

Okuno, Ayako ;

Sumikawa, Masayoshi .

INTERNATIONAL JOURNAL OF ELECTRONIC COMMERCE, 2012, 16 (04) :153-177

[53] Can price dispersion in online markets be explained by differences in e-tailer service quality? [J].

Pan, X ;

Ratchford, BT ;

Shankar, V .

JOURNAL OF THE ACADEMY OF MARKETING SCIENCE, 2002, 30 (04) :433-445

[54]

Pauwels Koen, 2008, WORKING PAPER

[55] The role of multichannel integration in customer relationship management [J].

Payne, A ;

Frow, P .

INDUSTRIAL MARKETING MANAGEMENT, 2004, 33 (06) :527-538

[56] Effects of Multichannel Coordination and E-Commerce Outsourcing on Online Retail Performance [J].

Pentina, Iryna ;

Hasty, Ronald W. .

JOURNAL OF MARKETING CHANNELS, 2009, 16 (04) :359-374

[57] Managing multichannel coordination in retail banking: the influence of customer participation [J].

Ple, Loic .

INTERNATIONAL JOURNAL OF BANK MARKETING, 2006, 24 (05) :327-345

[58] RELIABILITY-MEASURES FOR QUALITATIVE DATA - THEORY AND IMPLICATIONS [J].

RUST, RT ;

COOIL, B .

JOURNAL OF MARKETING RESEARCH, 1994, 31 (01) :1-14

[59]

Schramm-Klein H, 2006, EUROPEAN ADV CONSUME, V7, P377

[60]

Selnes F., 2001, J SERVICE RES JSR, V4, P79, DOI DOI 10.1177/109467050142001

← 1 2 3 4 5 6 7 8 9 →