Search results

Prior research has demonstrated that reference prices can affect consumer responses, but the reference prices examined have been presented along with semantic cues [e.g. manufacturer’s suggested retail price (MSRP) and Compare At]. This study is unique in investigating the effects of reference prices that do not include a semantic cue (i.e. “cue-less”) on consumers’ responses. It also studies consumers’ beliefs about factory outlet stores, a seldom-studied store type in which cue-less reference prices are used.

One qualitative study and one experiment were carried out in this research.

The qualitative study revealed that a price tag including cue-less reference prices was unlikely to be viewed as a seller mistake or with suspicion, but nonetheless did confuse some respondents. The experiment demonstrated that while consumers find cue-less reference prices to be somewhat less believable that high MSRPs, these beliefs do not appear to come into play when consumers judge attractiveness (e.g. perceived value). Additionally, the results suggest that consumers believe that a product available for sale in a factory outlet store is likely to have been previously available at a different type of store.

This research advances the theory of the effects of reference prices on consumers’ responses by examining the common practice of not labeling reference prices with semantic cues. It also extends the literature regarding consumer beliefs about factory outlet stores.

The research paper examines the commercial evolution of retail tenants within the UK factory outlet sector. The research aims to identify the key characteristics of commercialisation and the resulting strategic positions occupied by tenants.

The paucity of research surrounding the research objectives necessitated exploratory research based on 32 in‐depth interviews conducted with factory outlet tenants, managers and owners.

The research presents four tenant segments used to analyse commercial evolution. Although many tenants are initially pushed into the channel to solve a physical stock problem they invariably increase their level of commercialisation as they apply the experience curve, economies of scale and opportunism. Ultimately, the key to commercialisation lies in the ability of a factory outlet tenant to make adjustments to their retail business model, through sales productivities and improved cost ratios. The single biggest adjustment lies in the potential of made for outlet merchandise which secures both product continuity and enhanced margin.

The research provides a conceptual framework for evaluating the relevance of current factory outlet leasing and performance management programmes. Practical application of the framework will require a correlation to be established between the stages of commercialisation and actual sales performance across a wider sample of tenants. The finding provide possible stepping stones to further research within the sector, not least the evolutionary pattern of factory outlet tenants across Europe. The findings provoke many questions related to the role of outlets within a tenant's overall multi‐channel distribution strategy. The sophistication of certain tenants' outlet business models and the high level of integration across channel of distribution suggest factory outlet centres are becoming increasingly accepted as part of mainstream growth strategies.

The purpose of this paper is to compare customers' perceptions of factory outlet stores (FOS) versus traditional department stores (TDS), and their purchasing preferences, related to demographic profiles.

Data were collected by a mall intercept survey from 205 shoppers in a New Zealand city across a range of demographics. Factor analysis measured their perceptions of factory outlets and TDS with respect to a number of variables, and one‐way ANOVA and t‐tests were used to investigate the nature and significance of the observed differences.

Four key factors exert critical influences on customers' perceptions: in‐store customer service, brand images, physical features, and price and promotion. FOS are perceived to have comparatively lower prices and more attractive promotions than TDS, which in turn have competitive advantages in terms of the other three factors. Gender, education and income also affect store choice, but age has no discernible effect on perceptions of the two types of outlet.

TDS should maintain their competitive position by continuing to offer attractive physical features, good in‐store customer service and reputable branded products, while FOS need to learn from the competitive disadvantage of TDS and enhance their current perceived competitiveness on price and promotions.

Previous research studies have tended to pay little attention to demographics and to focus on large economies; this paper addresses both deficiencies.

After China's accession to the WTO, different formats of retailing outlets have emerged and competition within China's apparel retail market has become keener. This paper presents a comparison research on four influential retailing outlets in the current Shanghai apparel retail market: upscale shopping centers, modern shopping malls, joint discount superstores (joint ventures with foreign retail giants), and manufacturers' wholly‐owned flagship stores (factory outlets). Corresponding to each retailing outlet, Plaza 66, Grand‐Gateway Mall, Carrefour Store in Quyang Road, and Youngor Flagship Store in Nanjing Road are studied, with an investigation of apparel brands covered by each. The results identify the four retailing outlets' characteristics, and future prospects in the Chinese apparel retail market are discussed.

Secondary markets provide a place for unwanted items to be bought and sold, which diverts them from landfills, reducing the products' ecological impact and creating economic value. The purpose of this paper is study the secondary markets to understand the size of this important portion of the US economy.

The data were collected from financial reports, news articles, and interviews with subject experts. From all of these sources, the scope and size of secondary markets can be estimated.

Secondary markets are effective in diverting a large number of products from landfills, creating numerous jobs, resulting in substantial economic value in the process. Although not reflected in current government metrics, a conservative estimate is that the secondary market represents 2.28 percent of the 2008 US gross domestic product.

Several of the secondary markets have many small players, with no strong trade associations or other authorities to estimate their size. The paper's estimates based on known sources are very conservative, perhaps underestimating the size of these sectors.

As society increasingly pays attention to the ecological impact of its products, secondary markets will play an important role in supply chains. Understanding the magnitude, structure and reach of these markets can help firms develop better product stewardship and lifecycle management.

Individuals will not directly change their behavior from this research, but the findings should help companies behave differently, which in the end will offer products with lower ecological impact.

Secondary markets are an integral part of the US economy, and have not been adequately studied.

The purpose of this paper is to assess the use of alignment practices between manufacturers and retailers; it focuses on the Italian fashion industry.

A qualitative approach is adopted (case studies of fashion retailers in Italy), involving both documentary analysis and structured interviews with retail and store managers, with the aim of assessing the level of channel alignment between manufacturer and retailer.

The paper gives an overview of the extent to which fashion retailers in Italy pursue channel alignment; it suggests a relationship between the degree of alignment and two relevant drivers (channel type and lifecycle phase).

A descriptive analysis with exploratory purpose is provided. The overall research plan includes expanding the analysis and final testing through quantitative methods.

The paper analyses the role of retail channel alignment in the fashion industry from an operational point of view; helps understanding the need for alignment with respect to channel type and lifecycle phase.

The study investigates the cross-format shopping behaviour in the apparel sector. The purpose of this paper is to relate the number of store formats patronized to a set of consumer characteristics under a unifying theoretical framework emphasising cost-benefit analysis.

The research involved questionnaire telephone surveys from a sample of 1,722 apparel shoppers in a European region.

Among shoppers’ socio-demographic characteristics, age, gender, employment status and citizenship were found to have an impact on multi-store format patronage patterns for apparel purchases. Moreover, the store format preference and the sale proneness proved to be additional determinants of cross-format mobility.

The findings provide retail managers with valuable insights for effective marketing strategies aimed to exploit customer loyalty potential.

Despite consumers’ regular use of various alternative store formats for apparel purchases, literature on the determinants of cross-format mobility is scarce. Addressing the inter-type cross-shopping behaviour of consumers from a cost-benefit viewpoint, this study makes a new contribution in the area of customer loyalty and the complementarity and substitutability of store formats.

The circular economy is a system that aims to conserve resources at every level for as long as possible with a minimization of waste. The core concept of the circular economy is to improve resource efficiency and prevent valuable materials from leaking out of the system. Better use of increasingly scarce resources can provide both economic and environmental benefits. When excess inventory, returned products, and end-of-life products are disposed of improperly, unnecessary waste is created, often with a detrimental impact to the environment. An effective system must exist to facilitate the proper handling of these products, and secondary markets are a crucial component in this system. In this chapter, we discuss the secondary markets’ role as an important mechanism for achieving a circular economy.

The purpose of this paper is to determine the responses of women college students to discount stores and category killers in terms of the importance of seven‐store characteristics as well as their expectations for these attributes. Another purpose was to determine differences, if any, between these two store formats. Further the moderating variables of shopping frequency and orientation were introduced to determine if they influenced the results.

Personal interviews were used to collect data from a random sample of women college students from one university through the administration of a structured survey instrument. Statistical analyses were employed to generate the results.

Differences were found in the respondents' perceptions for both importance and expectations for six of the seven‐store attributes. For one characteristic, continuity of supply, no differences emerged and this characteristic was deemed important for both store formats. Moderating variables did not alter the results.

Given the limited nature of the sample, there is a need for replication of this research in other geographic regions, including international sites in order to corroborate these findings. Also, replication with men is needed.

This study provides guidance to both discount store and category killer executives on the types of strategies and tactics needed to better attract and retain women college students.

Attention was directed to women college students, a highly desired but often neglected market segment. Further, continuity of supply, an attribute not often indicated in most retailing texts emerged as very important and highly expected by respondents.

The authors examine the role of entrepreneurial business models in the reverse supply chain of apparel/fashion retailers. The purpose of this paper is to offer an alternative approach to the “return to the point of origin” prevalent in the reverse chain of manufacturers but less technically and economically feasible in the case of apparel/fashion retailers. This approach, second-life retailing, not only reduces waste but also democratises consumption.

The paper is based on an extensive literature review, semi-structured interviews with managers of two second-life retailers in Malaysia and observations of a number of stores.

Using the Business Model Canvas, the authors demonstrate the essential characteristics of second-life retailers. Retailers in this study, unlike retailers in the developed world, combine traditional business models with off-price retailing. There is no clear demarcation between the forward and reverse supply chain used to manage first- and second-hand retailing.

The paper demonstrates the potential of innovative business models in the reverse supply chain. It encourages managers to look beyond the “return to the point of origin” and seek imaginative alternatives. Such alternatives potentially could result in additional revenue, enhanced sustainability and democratisation of consumption meeting triple bottom line objectives.

This paper highlights the importance and relevance of entrepreneurial business models in addressing the reverse supply chain, demonstrating this with the aid of two Malaysian off-price retailers. It also contributes to our nascent knowledge by focusing on emerging markets.