Managing Multirooming (2024)

Skip Abstract Section

1. Anderson ET, Hansen K, Simester D (2009) The option value of returns: Theory and empirical evidence. Marketing Sci. 28(3):405–423.Google ScholarDigital Library
2. Anupindi R, Bassok Y (1999) Centralization of stocks: Retailers vs. manufacturer. Management Sci. 45(2):178–191.Google ScholarCross Ref
3. Atasu A, Sarvary M, Van Wassenhove LN (2008) Remanufacturing as a marketing strategy. Management Sci. 54(10):1731–1746.Google ScholarCross Ref
4. Bailay R (2017) Online or offline, Zara to maintain price parity. The Economic Times Online (October 7), https://economictimes.indiatimes.com/industry/cons-products/fashion-/-cosmetics-/-jewellery/online-or-offline-zara-to-maintain-price-parity/articleshow/60978206.cms?from=mdr.Google Scholar
5. Balakrishnan A, Sundaresan S, Zhang B (2014) Browse-and-switch: Retail-online competition under value uncertainty. Production Oper. Management 23(7):1129–1145.Google ScholarCross Ref
6. Bandyopadhyay S, Paul AA (2010) Equilibrium returns policies in the presence of supplier competition. Marketing Sci. 29(5):846–857.Google ScholarDigital Library
7. Bell DR, Gallino S, Moreno A (2018) Offline showrooms in omnichannel retail: Demand and operational benefits. Management Sci. 64(4):1629–1651.Google ScholarDigital Library
8. Bhardwaj P, Chen Y, Godes D (2008) Buyer-initiated vs. seller-initiated information revelation. Management Sci. 54(6):1104–1114.Google ScholarDigital Library
9. Castellanos S (2017) UPS offers IT solution for e-commerce returns. The Wall Street Journal Online (October 26), https://blogs.wsj.com/cio/2017/10/26/ups-offers-it-solution-for-e-commerce-returns/.Google Scholar
10. Cattani K, Gilland W, Heese HS, Swaminathan J (2006) Boiling frogs: Pricing strategies for a manufacturer adding a direct channel that competes with the traditional channel. Production Oper. Management 15(1):40–56.Google Scholar
11. Chen Y, Cui TH (2013) The benefit of uniform price for branded variants. Marketing Sci. 32(1):36–50.Google ScholarDigital Library
12. Chintagunta PK, Chu J, Cebollada J (2012) Quantifying transaction costs in online/offline grocery channel choice. Marketing Sci. 31(1):96–114.Google ScholarDigital Library
13. Corts KS (1998) Third-degree price discrimination in oligopoly: All-out competition and strategic commitment. RAND J. Econom. 29(2):306–323.Google ScholarCross Ref
14. Davis S, Gerstner E, Hagerty M (1995) Money back guarantees in retailing: matching products to consumer tastes. J. Retailing 71(1):7–22.Google ScholarCross Ref
15. Ferrer G, Swaminathan JM (2006) Managing new and remanufactured products. Management Sci. 52(1):15–26.Google ScholarDigital Library
16. Gilbride TJ, Allenby GM (2004) A choice model with conjunctive, disjunctive, and compensatory screening rules. Marketing Sci. 23(3):391–406.Google ScholarDigital Library
17. Guo L, Zhang J (2017) Asymmetric pricing policies in chain store competition. Working paper, Chinese University of Hong Kong.Google Scholar
18. Hirschmann R (2021) Shoppers’ reasons for practicing showrooming in Singapore as of May 2019. Statista Online (April 4), https://www.statista.com/statistics/1026305/singapore-shoppers-reasons-for-practicing-showrooming/.Google Scholar
19. Jing B (2018) Showrooming and webrooming: Information externalities between online and offline sellers. Marketing Sci. 37(3):469–483.Google ScholarDigital Library
20. Keyes D (2017) Walmart is charging different prices online and in-store. Business Insider Online (November 15), https://www.businessinsider.com/walmart-is-charging-different-prices-online-and-in-store-2017-11.Google Scholar
21. Konus U, Verhoef PC, Neslin SA (2008) Multichannel shopper segments and their covariates. J. Retailing 84(4):398–413.Google ScholarCross Ref
22. Kuksov D, Liao C (2018) When showrooming increases retailer profit. J. Marketing Res. 55(4):459–473.Google Scholar
23. Lal R, Sarvary M (1999) When and how is the internet likely to decrease price competition? Marketing Sci. 18(4):485–503.Google ScholarCross Ref
24. McWilliams B (2012) Money-back guarantees: Helping the low-quality retailer. Management Sci. 58(8):1521–1524.Google ScholarDigital Library
25. Mehra A, Kumar S, Raju JS (2018) Competitive strategies for brick-and-mortar stores to counter “showrooming”. Management Sci. 64(7):3076–3090.Google ScholarDigital Library
26. Nageswaran L, Cho S-H, Scheller-Wolf A (2020) Consumer return policies in omnichannel operations. Management Sci. 66(12):5558–5575.Google ScholarDigital Library
27. Ofek E, Katona Z, Sarvary M (2011) “Bricks and clicks”: The impact of product returns on the strategies of multichannel retailers. Marketing Sci. 30(1):42–60.Google ScholarDigital Library
28. Padmanabhan V, Png IPL (1997) Manufacturer’s returns policies and retail competition. Marketing Sci. 16(1):81–94.Google ScholarDigital Library
29. Sevitt D, Samuel A (2013) How Pinterest puts people in stores. Harvard Business Review Online (July 1), https://hbr.org/2013/07/how-pinterest-puts-people-in-stores.Google Scholar
30. Shulman JD, Coughlan AT, Savaskan RC (2009) Optimal restocking fees and information provision in an integrated demand-supply model of product returns. Manufacturing Service Oper. Management 11(4):577–594.Google ScholarDigital Library
31. Shulman JD, Coughlan AT, Savaskan RC (2011) Managing consumer returns in a competitive environment. Management Sci. 57(2):347–362.Google ScholarDigital Library
32. Skrovan S (2017) Why researching online, shopping offline is the new norm. Retail Dive Online (May 17), https://www.retaildive.com/news/why-researching-online-shopping-offline-is-the-new-norm/442754/.Google Scholar
33. Stevens L, Trachtenberg JA (2017) Amazon bookstores offer peek into Whole Foods’ future. The Wall Street Journal Online (October 13), https://www.wsj.com/articles/amazon-bookstores-offer-peek-into-whole-foods-future-1507887003.Google Scholar
34. Su X (2009) Consumer returns policies and supply chain performance. Manufacturing Service Oper. Management 11(4):595–612.Google ScholarDigital Library
35. Sun M (2011) Disclosing multiple product attributes. J. Econom. Management Strategy 20(1):195–224.Google ScholarCross Ref
36. Yang C (2013) Suning shares plunge, posts loss in Q3. Global Times Online (October 31), http://www.globaltimes.cn/content/821782.shtml.Google Scholar
37. Yoo WS, Lee E (2011) Internet channel entry: A strategic analysis of mixed channel structures. Marketing Sci. 30(1):29–41.Google ScholarDigital Library
38. Zhang JZ, Chang C-W, Neslin SA (2022) How physical stores enhance customer value: The importance of product inspection depth. J. Marketing 86(2):166–185.Google Scholar
39. Zimmerman A (2012) Can retailers halt ‘showrooming’. The Wall Street Journal Online (April 11), https://www.wsj.com/articles/SB10001424052702304587704577334370670243032.Google Scholar

• The impact of recommender systems and pricing strategies on brand competition and consumer search

  Highlights

  • We study the effects of recommender systems and pricing strategies on the brand competition and on the consumer search.
  • Brand-preference consumers’ market share affects the strategy choice of store brand.
  • Store brand should adopt ...

  Abstract

  As a type of internet and business intelligence technology, recommender systems have been widely adopted by store brands to improve brand competition and to affect consumers’ search behaviors in the e-commerce market. This paper studies the ...

  Read More

• Revenue Ranking of Discriminatory and Uniform Auctions with an Unknown Number of Bidders

  An important managerial question is the choice of the pricing rule. We study whether this choice depends on the uncertainty about the number of participating bidders by comparing expected revenues under discriminatory and uniform pricing within an ...

  Read More

• Technical Note-Optimal Pricing with Sequential Consumption in Networks

  In this paper, we consider a model with a monopoly firm who sells social goods sequentially to a group of customers in a network. We show that, with symmetric social interactions, the optimal pricing under arbitrary launch sequence is independent of ...

  Read More