Abstract
Details
Keywords
Abstract
Details
Keywords
The aim of this research is to advance the understanding of multi-channel behaviour in terms of different generational cohorts' usage and spending patterns.
Abstract
Purpose
The aim of this research is to advance the understanding of multi-channel behaviour in terms of different generational cohorts' usage and spending patterns.
Design/methodology/approach
Building on previous studies on multi-channel behaviour, differences in shopping channel usage and purchase amounts were investigated between baby boomers, Gen X, xennials and millennials.
Findings
There were significant differences found between the generations in terms of multi-channel behaviour regarding purchasing frequency and average purchase amounts via a) mobile phone, b) tablet, c) computer, d) social media and e) brick-and-mortar. Fewer differences were found amongst the generational cohorts in terms of amount spent per channel.
Research limitations/implications
The research was successful in analysing variances in multi-channel behaviour amongst the baby boomer, Generation X, xennial and millennial cohorts, while updating the body of literature to consider generational channel usage of mobile and social media in multi-channel retailing.
Practical implications
Marketers should consider xennials’ channel behaviour and focus on converting sales through integrated programmes based on their channel usage. Retailers should also consider millennials' heavy engagement with social media in their lives but spend lower amounts via the medium, which may be an opportunity to use this medium as a viable stand-alone channel in targeting millennials' shopping dollars.
Originality/value
This study updates the body of research on multi-channel behaviour by considering generation as a factor in channel usage and spend amount.
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David J. DiRusso, Susan M. Mudambi and David Schuff
Despite the availability of side‐by‐side price comparisons, online retailers often charge very different prices for the same product. The purpose of this paper is to identify the…
Abstract
Purpose
Despite the availability of side‐by‐side price comparisons, online retailers often charge very different prices for the same product. The purpose of this paper is to identify the drivers of price differences in an online retail marketplace by examining pricing information from a sample of sellers in the market.
Design/methodology/approach
An empirical, quantitative research study of Amazon Marketplace, using 498 observations of online sellers of a variety of electronics products was conducted. A regression analysis is employed to determine the drivers of these sellers' prices.
Findings
The results provide a set of factors associated with deviation from the mean price Amazon Marketplace retailers charge for a given product. The authors find that online retailers that charge higher prices post additional channels of customer service, post their return policy, have lower reputation scores, display a retail brand logo, offer more products, and are not electronic specialists.
Originality/value
The paper contributes to the theoretical understanding of the effects of information quality and governance structures on prices. This is the first study to focus on these issues in an online marketplace setting.
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Patrick Weretecki, Goetz Greve and Jörg Henseler
The purpose of this paper is to investigate selling actors in multi-actor sales ecosystems. When selling actors start taking over tasks that were formerly performed by…
Abstract
Purpose
The purpose of this paper is to investigate selling actors in multi-actor sales ecosystems. When selling actors start taking over tasks that were formerly performed by salespeople, the distribution of tasks, allocation of responsibilities and finally the role of the salespeople changes. However, little is known about salespersons’ perceptions of selling actors’ identities and participation behavior in multi-actor sales ecosystems.
Design/methodology/approach
The authors conducted a World Café, a new qualitative method to the field of sales research, to obtain first data on selling actor identities in multi-actor sales ecosystems. Salespeople, who had the chance to observe and interact with more than 98,000 selling actors, disclosed their perceptions of selling actors’ participation behavior in a multi-actor sales ecosystem. Four different data sources were analyzed using qualitative content analysis to develop a comprehensive understanding of the topic and to test validity through the convergence of information from different sources.
Findings
Using identity theory, a salesperson–selling actor relationship/behavior typology for multi-actor sales ecosystems was developed. Eight different selling actor identities were identified: avoider, observer, receptive actor, prepper, expecter, savvy actor, challenger and coworker.
Originality/value
The typology provides researchers and managers with a tool to better understand and evaluate sales ecosystems. This knowledge can be used as a starting point for the reassessment of the knowledge, skills and abilities necessary for salespeople in multi-actor sales ecosystems and to improve their training and coaching. The firsthand experiences reported by the participants of the World Café enable salespeople to identify different selling actors faster and prepare fitting approaches for all selling actor identities.
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Industrial relations, organizational behavior, and human resource management scholars have studied numerous aspects of internal workplace conflict resolution, ranging from the…
Abstract
Purpose
Industrial relations, organizational behavior, and human resource management scholars have studied numerous aspects of internal workplace conflict resolution, ranging from the design of conflict resolution systems to the processes used for resolving conflicts to the outcomes of the systems. Scholars from these specialties, however, have paid considerably less attention to external workplace conflict resolution through litigation. This chapter analyzes certain areas of such litigation, focusing specifically on workplace conflicts involving issues of managerial and employee misclassification, independent contractor versus employee status, no-poaching agreements, and executive compensation.
Methodology/approach
Leading recent cases involving these issues are examined, with particular attention given to the question of whether the conflicts reflected therein could have been resolved internally or through alternative dispute resolution (ADR) methods rather than through litigation.
Practical implications
Implications of this analysis are drawn for workplace conflict resolution theory and practice. In doing so, I conclude that misclassification disputes could likely be resolved internally or through ADR rather than through litigation, but that no-poaching and executive compensation disputes could very likely not be resolved internally or through ADR.
Originality/value
The chapter draws on and offers an integrated analysis of particular types of workplace conflict that are typically treated separately by scholars and practitioners. These include misclassification conflicts, no poaching and labor market competition conflicts, and executive compensation conflicts. The originality and value of this chapter are to show that despite their different contexts and particular issues, the attempted resolution through litigation of these types of workplace conflicts has certain common, systematic characteristics.