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Journal articles on the topic 'Retail selling'

Author: Grafiati

Published: 4 June 2021

Last updated: 13 February 2022

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1

Gilliam, David A., and Casey C. Rockwell. "Stories and metaphors in retail selling." International Journal of Retail & Distribution Management 46, no. 6 (June 11, 2018): 545–59. http://dx.doi.org/10.1108/ijrdm-10-2017-0230.

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PurposeThe purpose of this paper is to propose future directions for research into stories and metaphors as concise communication tools that are particularly salient for the fast pace of today’s retail sales environment.Design/methodology/approachA cross disciplinary approach is taken to propose new avenues for sales communication research.FindingsThis work highlights research possibilities into the contextually sensitive constructs of stories and metaphors with associated theoretical approaches. This could improve research into stories and metaphors as communication techniques for retail selling.Research limitations/implicationsThe findings indicate that stories and metaphors are highly engaging sensemaking tools that salespeople can use in retail sales encounters. The lack of existing literature within the sales domain suggests a significant learning curve in demarcating the use of these tools.Practical implicationsStories and metaphors are presently used by salespeople but without the benefit of extensive scientific understanding. This paper builds a foundation for research that could bring clarity to the use of these tools in retail selling.Originality/valueResearchers will benefit from a finer grained conceptualization with which to examine sales communication. The proposed research should get sales practitioners a clearer understanding of using stories and metaphors in sales encounters.

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2

Kelley, Eric K., and Paul C. Tetlock. "Retail Short Selling and Stock Prices." Review of Financial Studies 30, no. 3 (December 24, 2016): 801–34. http://dx.doi.org/10.1093/rfs/hhw089.

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3

Tsai, Chia-Fen, Jung-Hsien Chang, and Feng-Tse Tsai. "Lottery preferences and retail short selling." Pacific-Basin Finance Journal 68 (September 2021): 101611. http://dx.doi.org/10.1016/j.pacfin.2021.101611.

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4

Iqbal, M. "Marketing of Retail Financial Services." Transactions of the Faculty of Actuaries 41 (1987): 444–541. http://dx.doi.org/10.1017/s007136860000985x.

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1.1 In recent years insurance companies have begun to employ marketing techniques in search of greater success in an increasingly competitive market place. Several companies have Marketing Departments. However, those who have used marketing techniques most efficiently are not necessarily those with the largest departments.1.2 Too often marketing is confused with promotion which is but one facet of a multi-faceted discipline. Another common mistake is to regard marketing as a subset of selling. This is understandable because most senior marketing appointments in the insurance industry have gone to people with a sales background. Levitt in his classic article Marketing Myopia inHarvard Business Reviewsaid:“Selling focuses on the needs of the seller; marketing on the needs of the buyer. Selling is preoccupied with the seller's need to convert his product into cash; marketing with the idea of satisfying the needs of the customer by means of the product and the whole cluster of things associated with creating, delivering and finally consuming it.The selling concept starts with the company's existing products and calls for heavy promotion and selling to achieve profitable sales. The marketing concept is a customers' needs and wants orientation backed by integrated marketing effort aimed at generating customer satisfaction as a key to satisfying customer goals.The determination of what is to be produced should not be in the hands of the companies but in the hands of the customers. The companies produce what the consumers want and in this way maximize consumer welfare and earn their profits.”

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Xin Tian, and Yuzhang Ding. "From Selling Products to Selling Services: A New Retail Business Model." INTERNATIONAL JOURNAL ON Advances in Information Sciences and Service Sciences 3, no. 6 (July 31, 2011): 187–96. http://dx.doi.org/10.4156/aiss.vol3.issue6.23.

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6

Chai, Junwu, Huan Chen, Qilin Huang, and Wei Yan. "Should a Manufacturer Encroach on Its Retailer’s Operations with Quality Differentiated Products?" Discrete Dynamics in Nature and Society 2017 (2017): 1–12. http://dx.doi.org/10.1155/2017/8367547.

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Despite the fact that manufacturers are progressively encroaching into the retail market by selling products that differ in quality from the products that are already on the market, this issue has received little attention in the literature on dual-channel supply chains. We fill this gap by first considering that a manufacturer sells higher- (lower-) quality products through its own direct channel, whereas all lower- (higher-) quality products are distributed by an independent retailer, and then comparing our equilibrium outcomes with those in the literature of the manufacturer who distributes homogeneous products through both channels. Our results show that, compared to selling lower-quality products directly or offering homogeneous products through both channels, an effort by the manufacturer that is too aggressive in its attempt to encroach on the retail market (i.e., selling higher-quality products directly) not only decreases the retailer’s profits but also reduces the manufacturer’s own profitability. Furthermore, we find that, compared with offering homogeneous products through both channels, selling lower-quality products directly is always beneficial for the retailer but hurts consumers.

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Zafran, Muhammad, and Velga Vevere. "THE INFLUENCE OF RETAIL SERVICES AND SELLING BEHAVIORS ON CUSTOMER’S SATISFACTION, TRUST AND LOYALTY INTENTIONS IN RETAIL INDUSTRY OF PAKISTAN." Acta Prosperitatis 12 (2021): 203–22. http://dx.doi.org/10.37804/1691-6077-2021-12-203-222.

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This study examines the impact of retail services quality and selling behavior on customers’ satisfaction, trust, and store loyalty in case of high involvement products such as consumer electronics/home appliances in the context of Pakistan. The data was collected from 377 customers who completed the survey online. Respondents were particularly asked if they had any experience of buying such items recently and keeping in mind the purchase experience, rate the scale items accordingly. Factor analysis and multiple regression analysis were used for model testing. The study results show that store service quality and selling orientation strategy both have a significant impact on customer satisfaction, trust and store loyalty intentions. The study also involves the mediation analysis, satisfaction‐trust serving as mediator factor between two IVs (service quality and selling behaviors) and DV (store loyalty intentions). Results show that services quality and selling behaviour both have significant influence on store loyalty intentions. Further, satisfaction‐trust mediates the relationship between variables. The indirect path is significant which proves that satisfaction‐trust mediate the relationship between store attributes and consumer buying behaviour. The study has significant implications for multiple retail channels that can incorporate retail service quality and selling behaviour strategy (relational selling & consultative selling) to differentiate the retail brand services. Retailers of high involvement products category heavily relying on the selling skills and behaviour of salesperson/employee, can benefit from the study to implement retail brand positioning strategy.

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8

Yang, Jiaquan, Xumei Zhang, Yating Huang, Jiafu Su, Sang-Bing Tsai, Li-Chung Chang, and Jiangtao Wang. "Capacity Allocation and Compensation in a Dual-Channel Supply Chain under Uncertain Environment." Mathematical Problems in Engineering 2019 (August 26, 2019): 1–12. http://dx.doi.org/10.1155/2019/3154734.

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The dual-channel supply chain is widely adopted by main manufacturers, potentially incurring channel conflicts between the traditional retail channel which is owned by the independent retailer and the online channel which is directly managed by the manufacturer. The purpose of this paper is to deal with the scenario where channel conflicts may arise under production capacity uncertainty, when the manufacturer tends to privilege the direct selling channel over the retail selling channel. To achieve the goal, this paper establishes a Stackelberg game model consisting of a manufacturer and a retailer, studies the scenario where the manufacturer satisfies the direct selling channel first in the presence of capacity uncertainty, employs the decision optimization and the backward induction method to find the optimal inventory decision in the direct selling channel and the optimal order quantity decision making in the retail selling channel, and designs a compensation mechanism aiming to coordinate the channel conflict in the decentralized decision-making process. Results show that the optimal decisions aiming to maximize the expected profit of each supply chain member are not able to maximize the expected profit of entire dual-channel supply chain. However, when the manufacturer compensates the retailer’s profit loss based on the unsatisfied order and, in the meantime, adjusts the wholesale price to prevent the retailer which obtains the compensation from increasing order significantly, the compensation mechanism can coordinate the decision of each supply chain member, mitigate the channel conflict, maximize the expected profit of entire dual-channel supply chain, and achieve the Pareto improvement of supply chain members’ expected profit in the decentralized decision-making process.

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Jahn, Steffen, Tim Nierobisch, Waldemar Toporowski, and Till Dannewald. "Selling the Extraordinary in Experiential Retail Stores." Journal of the Association for Consumer Research 3, no. 3 (July 2018): 412–24. http://dx.doi.org/10.1086/698330.

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Lavenka, Noel Mark, and Allen F. Jung. "The Effects Of Retail Competition On The Personal Selling Effort Of New Car Salespeople." Journal of Applied Business Research (JABR) 7, no. 3 (October 19, 2011): 119. http://dx.doi.org/10.19030/jabr.v7i3.6233.

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This study presents an empirical investigation of the personal sales effort at the retail level. Automobile dealerships were selected based on the emphasis they place on personal selling as an important component for sales. However, little actual personal selling effort was observed as a result of inter-brand competition between dealerships, as well as, intra-brand competition among dealerships. The effects of retail competition on the personal selling effort are discussed.

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Robertson, Lindsay, and Louise Marsh. "Estimating the effect of a potential policy to restrict tobacco retail availability in New Zealand." Tobacco Control 28, no. 4 (August 30, 2018): 466–68. http://dx.doi.org/10.1136/tobaccocontrol-2018-054491.

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IntroductionReducing tobacco retailer density is suggested to be a key component of tobacco endgames. Where tobacco retail reduction policies exist, ‘grandfathering’ is typically used, where existing retailers are exempt from restrictions aimed at reducing outlet density. We examined the possible impact on tobacco outlet density in New Zealand of a policy preventing new retail outlets from selling tobacco, but allowing existing retail outlets to continue selling tobacco until they ceased trading or relocated.MethodsWe obtained data on numbers of tobacco outlets and the number of outlet closures recorded annually from 2006 to 2016. We calculated the mean and the lowest and highest 3-year rolling average closure rates for each type of tobacco outlet. We projected decreases in the number of tobacco outlets that would hypothetically be permitted to sell tobacco from 2020 onwards and estimated when the combined number of tobacco outlets would decline by 50% and 95%.ResultsBased on mean annual closure rates, the total number of tobacco outlets would decrease by 50% by 2032 and a 95% reduction could be achieved by 2072. By 2025, the number of tobacco outlets would decrease by 27%; by 2050, this reduction would reach 84%.ConclusionA tobacco retail reduction policy that prevented new retail outlets from selling tobacco and grandfathered existing retailers would be unlikely to achieve New Zealand’s target of a 95% reduction in tobacco outlet density within several decades of being enacted. Nonetheless, this policy could achieve a 50% reduction in tobacco retail availability in the first decade of implementation.

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Song, Qingfeng, Kai Shi, Sheng Lin, and Guangping Xu. "Optimal Decisions for a Fuzzy Two-Echelon Supply Chain." Discrete Dynamics in Nature and Society 2014 (2014): 1–8. http://dx.doi.org/10.1155/2014/705839.

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This paper discusses the optimal decisions of pricing and selling effort for a two-echelon supply chain with uncertain consumer demands, manufacturing costs, and selling costs. In order to maximize theα-optimistic value of the profits, based on different market structures, one centralized decision model and three decentralized decision models are developed, and the corresponding analytical equilibrium solutions are obtained using the game-theoretical approach. The results illustrate that no matter what decision case is, the optimal retail and wholesale prices in the case of considering selling effort are, respectively, larger than those of no selling effort; the optimal profits of the manufacturer, the retailer, and the whole supply chain system in the case of considering selling effort are, respectively, larger than those of no selling effort except for the profit of the retailer in the case that the manufacturer plays the leader’s role. Finally, one numerical example is presented, which illustrates the effectiveness of the proposed models.

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Dong, Ciwei, Liu Yang, and Chi To Ng. "Quantity Leadership for a Dual-Channel Supply Chain with Retail Service." Asia-Pacific Journal of Operational Research 37, no. 02 (March 16, 2020): 2050005. http://dx.doi.org/10.1142/s0217595920500050.

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In a dual-channel supply, the manufacturer sells the products by both a traditional channel via the retailer and an online channel directly. Comparing with the direct channel, the retailer may provide additional services to the traditional channel. This paper studies the quantity leadership for a dual-channel supply chain with retail service. The manufacturer decides the wholesale price of the products and its selling quantity via the online channel, and the retailer decides the service level and its selling quantity via the traditional channel. We consider three Cournot competition games: Manufacturer-as-leader game, retailer-as-leader game, and simultaneous game. Optimal solutions are derived for these games. Based on the optimal solutions, we investigate the quantity leadership/followership decisions for the manufacturer and retailer, associated with the changes of some parameters. We observe that when the service sensitivity parameters are low, being a follower is a dominant strategy for the retailer; otherwise, both strategies of manufacturer-as-leader (retailer as the follower) and retailer-as-leader (manufacturer as the follower) are Nash equilibriums. We further conduct the numerical studies to investigate the impacts of parameters related to the retail service, and discuss the insights of the findings.

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de Faultrier, Brigitte, Jacques Boulay, Florence Feenstra, and Laurent Muzellec. "Defining a retailer’s channel strategy applied to young consumers." International Journal of Retail & Distribution Management 42, no. 11/12 (December 1, 2014): 953–73. http://dx.doi.org/10.1108/ijrdm-02-2014-0018.

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Purpose – The purpose of this paper is to develop an approach at defining a retail channel strategy applied to young consumers. Design/methodology/approach – The authors use a qualitative study that adopts the consumer perspective and employed an investiga-tive channel-scan approach based on two scenarios applied to 12 retailers selling childrenswear. The authors studied 139 flows between all the channels and explored the retailers’ child orientation. Findings – The paper revealed that the channel configuration and integration of retailers showed a di-versity of approach leading us to distinguish eight different retail channel strategies. It also appears that there is limited evidence of a specific selling channels designed for children by retailers in selling products aimed at the child market. Research limitations/implications – This study contributes to the retail marking literature by showing evidence of child orienta-tion in channel management. Nevertheless, the results show the need for future research to understand the causes and effects of channel child orientation and the way it contributes to the retail channel strategy. Practical implications – The findings have practical implications for retailers by providing a framework to help them in their decision-making regarding retail channel strategy. It also sheds new light on the con-tribution from young consumers in retail channel strategy. Originality/value – The contribution of this paper is to explore the combined perspective of configuration and integration of the channel-to-market as part of the retail channel strategy. The paper also provides evidence of child orientation in retail channel strategy when retailers selling prod-ucts for children are concerned.

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He, Yongxiu, Meiyan Wang, and Fengtao Guang. "Applicability Evaluation of China’s Retail Electricity Price Package Combining Data Envelopment Analysis and a Cloud Model." Energies 13, no. 1 (December 18, 2019): 6. http://dx.doi.org/10.3390/en13010006.

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With the reform of the power system, the retail electricity market in China has gradually been liberalized. The mechanism of freely selling electricity have been set up. To grab market share and increase profits, electricity retail companies have introduced a series of retail electricity price packages. To evaluate the applicability of these retail electricity price packages, an adaptive evaluation index system that takes into account the interests of both the power company and the users is first established. Furthermore, an integrated evaluation model that combines data envelopment analysis (DEA) and the cloud model is proposed. In this model, DEA is used to process quantitative indicators and the cloud model is employed to quantify qualitative problems. A case study of Tianjin is conducted to verify the effectiveness of the proposed evaluation system and model. The empirical study shows that qualitative indicators can also affect the applicability of the retail electricity price packages, and the applicability of the retail electricity price package was different in different seasons. Finally, several reliable suggestions on how to design retail electricity price packages are given based on the research. This study provides useful support for customers to choose the price package to increase the competitiveness of power selling companies and ultimately promote the reform of power selling.

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Pluta-Olearnik, Mirosława, and Robert Jadach. "Multichannel selling – the key to success in retail." Annales Universitatis Mariae Curie-Skłodowska, sectio H – Oeconomia 53, no. 1 (October 14, 2019): 59. http://dx.doi.org/10.17951/h.2019.53.1.59-67.

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Mackinnon, J. D. "Restrictions on distance retail selling of POM products." Veterinary Record 156, no. 11 (March 12, 2005): 360. http://dx.doi.org/10.1136/vr.156.11.360-a.

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Brodie, J. S. "Restrictions on distance retail selling of POM products." Veterinary Record 156, no. 9 (February 26, 2005): 290–91. http://dx.doi.org/10.1136/vr.156.9.290-c.

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19

Hughes, T. J. "The Customer Database: Cross‐selling Retail Financial Services." International Journal of Bank Marketing 10, no. 7 (July 1992): 11–16. http://dx.doi.org/10.1108/eum0000000001469.

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20

Sabir, Lamay Bin, and Jamal A. Farooquie. "Effect of Different Dimensions of Inventory Management of Fruits and Vegetables on Profitability of Retail Stores: An Empirical Study." Global Business Review 19, no. 1 (September 20, 2017): 99–110. http://dx.doi.org/10.1177/0972150917713278.

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In today’s challenging and competitive scenario, Indian retailers (organized sector) of fruits and vegetables need more dynamic strategies in order to provide customer satisfaction and retention. Purchasing, overstocking, stock-out, throw away, markdowns, etc. are different activities that are undertaken in a retail store selling perishable inventory, especially fruits and vegetables. These factors affect the profitability of the retail store, directly or indirectly; hence, proper control over these factors must be the primary objective of the retailer selling fruits and vegetables. This article aims to find out significant relationships within these parameters of inventory management so that retailers find it helpful in devising strategies for a better competitive edge. First, factors are identified, and then, statistical tests (chi-square and analysis of variance) are used to derive conclusions.

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Sheehan, Margaret. "Selling structured products to retail investors in the US." Journal of Investment Compliance 18, no. 3 (September 4, 2017): 59–63. http://dx.doi.org/10.1108/joic-06-2017-0041.

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Purpose To explain the inherent risks, draw attention to SEC and FINRA guidance, and suggest ways to limit and control the sale of structured securities to retail investors. Design/methodology/approach Explains potential problems with the sale of structured securities to retail investors; recommends marketing, disclosure, training, suitability, and supervision guidelines; summarizes the results of an SEC sweep examination; draws conclusions. Findings Both the SEC and FINRA have stopped short of saying that retail sales of structured products is unsuitable per se, but both have demonstrated unease about this activity and clearly indicated that firms who engage in it have heightened and specific disclosure, training, suitability and supervisory obligations. Practical implications Although firms certainly can sell these products in the retail market in a responsible and compliant manner, they should do so with thought, preparation and caution, because the regulatory agencies are watching. Originality/value Practical guidance from experienced financial services and securities lawyer concentrating on investment advisers and broker-dealers.

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Yuan, Xigang, Xiaoqing Zhang, and Dalin Zhang. "Research on the Dynamics Game Model in a Green Supply Chain: Government Subsidy Strategies under the Retailer’s Selling Effort Level." Complexity 2020 (June 16, 2020): 1–15. http://dx.doi.org/10.1155/2020/3083761.

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Based on dynamic game theory and the principal-agent theory, this paper examined different government subsidy strategies in green supply chain management. Assuming that the retailer’s level of selling effort involved asymmetric information, this study analyzed the impact of different government subsidy strategies on the wholesale price, the product greenness level, retail price, the level of selling effort, the manufacturer’s profit, and the retailer’s profit. The results showed that (1) the government’s subsidy strategy can effectively not only improve the product greenness level but also increase the profits of an enterprise in a green supply chain, which helps the retailer to enhance their selling effort; (2) regardless of whether the retailer’s level of selling effort was high or low, as the government’s subsidy coefficient increased, the wholesale price continued to decrease, and the product greenness level and retailer’s selling effort level also increased.

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Li, Ying, and Guihang Guo. "Study on the Perishable Product’s Pricing Decision With Overconfident Consumers in the Dual-Channel Setting." International Journal of Business Administration 11, no. 5 (August 24, 2020): 20. http://dx.doi.org/10.5430/ijba.v11n5p20.

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With the development of internet, the online shopping mode has become more popular among consumers, and the online direct selling becomes more common. Besides buying products from traditional stores, consumers could get the product directly from the manufacturer online. In the dual channel setting, the competition becomes fiercer. Retailer should focus more on the price decision and take suitable pricing strategy to increase its profit. In this paper, consumer’s overconfidence behavior is incorporated into perishable products’ pricing decision in the partially integrated dual channel setting. Through the analysis of consumer’s decision making process, this paper constructs the model for partially integrated manufacturer and retailer under the mean and precision overconfidence scenarios, conducts the optimal analysis, and analyzes the effect of consumer’s overconfidence level on the optimal wholesale, retail and direct selling prices. We conclude that, no matter consumers are mean-overconfident or precision-overconfident; there are optimal wholesale price, direct sale price and retail price. Business enterprises should enhance their information collection capability and adopt some marketing measures to influence consumer’s overconfidence level in order to increase the sales revenue.

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Borenstein, Severin. "Selling Costs and Switching Costs: Explaining Retail Gasoline Margins." RAND Journal of Economics 22, no. 3 (1991): 354. http://dx.doi.org/10.2307/2601052.

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Sharma, Arun. "Consumer decision-making, salespeople's adaptive selling and retail performance." Journal of Business Research 54, no. 2 (November 2001): 125–29. http://dx.doi.org/10.1016/s0148-2963(99)00090-9.

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Trafialek, Joanna, Michal Zwolinski, and Wojciech Kolanowski. "Assessing hygiene practices during fish selling in retail stores." British Food Journal 118, no. 8 (August 1, 2016): 2053–67. http://dx.doi.org/10.1108/bfj-12-2015-0477.

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Purpose – The purpose of this paper is to assess hygiene practices during fish selling in retail stores. Design/methodology/approach – The data were collected by observations during inspections carried out in 100 randomly selected food retail stores, both independent and chain, selling fresh fish, fish products and other seafood. Stores were located in and around the area of Warsaw, Poland. The inspection check list consisted of 43 questions based on rigorist requirements of Commission Regulation (EC) 852, 853 and Codex Alimentarius. The question form was divided into three hygiene sectors: hygiene conditions of seafood departments; hygiene of fish selling process; personal hygiene of employees. Inspections were unannounced, and were conducted by discreet visual observations of employees work routine and selling procedures. Findings – The level of hygiene compliances with inspection criteria was unexpectedly low. The highest percentage of compliance appeared in the hygiene of fish selling processes (in 44 percent of the stores compliance with evaluated criteria was found), less one compliance levels appeared in personal hygiene (18 percent) and hygiene of seafood department’s hygiene conditions (23 percent). Neither the size of the store, nor its location and type (independent and local or global chain) affected the compliance rate. Research limitations/implications – The main research limitation is that assessment was done only by observation method. This is one of audit/inspection methods according to ISO 19011/2011, guidelines for auditing management systems. However, this kind of inspection cannot assess microbiological cleanliness or other like ATP or symptoms of diseases expect of only visible signs. The used inspection check list needs more testing and more analyses should be done for its reliability and validity. Practical implications – Adequate hygiene practices are critical in preventing cross-contamination. However, none of the inspected stores ensured full implementation of all hygiene requirements during the sale of fish. The results indicated that a greater effort should be made to increase hygiene level both in small and large size retail stores. The designed inspection questionnaire proved to be a successful format for detailed evaluation of hygiene practices during the sale of fish. However, more work and analyses should be done for its reliability and validity. Social implications – The findings bring some information for the consumers that in many retail stores the hygiene level during the fish sales might be insufficient. Originality/value – The paper presents additional and detailed data on hygiene practices during fish selling, which are rarely pointed out by other authors. The applied evaluation method showed a low level of compliance with the rigorous hygienic criteria, adopted in this study, that may raise some food safety concerns.

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Bierbaum, Jürgen, and Veronika Grimm. "Selling shares to retail investors: auction vs. fixed price." Review of Economic Design 10, no. 2 (September 1, 2006): 85–112. http://dx.doi.org/10.1007/s10058-006-0007-y.

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Panapakidis, Ioannis P., Nikolaos Koltsaklis, and Georgios C. Christoforidis. "A Novel Integrated Profit Maximization Model for Retailers under Varied Penetration Levels of Photovoltaic Systems." Energies 14, no. 1 (December 26, 2020): 92. http://dx.doi.org/10.3390/en14010092.

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In contemporary energy markets, the Retailer acts as the intermediate between the generation and demand sectors. The scope of the Retailer is to maximize its profits by selecting the appropriate procurement mechanism and selling price to the consumers. The wholesale market operation influences the profits since the mix of generation plants determines the system marginal price (SMP). In the related literature, the SMP is treated as a stochastic variable, and the wholesale market conditions are not taken into account. The present paper presents a novel methodology that aims at connecting the wholesale and retail market operations from a Retailer’s perspective. A wholesale market clearing problem is formulated and solved. The scope is to examine how different photovoltaics (PV) penetration levels in the generation side influences the profits of the Retailer and the selling prices to the consumers. The resulting SMPs are used as inputs in a retailer profit maximization problem. This approach allows the Retailer to minimize economic risks and maximize profits. The results indicate that different PV implementation levels on the generation side highly influences the profits and the selling prices.

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Pue, Kristen. "Selling Out? A Cross-National Exploration of Nonprofit Retail Operations." Nonprofit and Voluntary Sector Quarterly 49, no. 3 (September 27, 2019): 653–69. http://dx.doi.org/10.1177/0899764019877246.

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Nonprofit revenue sources have significant consequences for how we understand the sector, its power, and sources of accountability. Earned income is an important element of the nonprofit revenue mix. And while commercialism among nonprofits has received some attention, there has been relatively little research seeking to understand the types of earned income that nonprofits are using and the non-commercial, mission-enhancing objectives that these activities potentially serve. This research note addresses that gap through an analysis of one type of earned income: retail operations. The note begins by situating retail within the wider literature on nonprofit revenue, and then introduces the concept of a nonprofit retail operation (NRO). It then introduces a typology of NRO formats, distinguished by the objectives that they serve. Next, it provides descriptive cross-national data on NROs using a dataset of 22 leading international non-governmental organizations in 12 countries. Finally, it discusses areas for future NRO research.

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Chen, Jiumei, Wen Zhang, and Zhiying Liu. "Joint pricing, services and quality decisions in a dual-channel supply chain." RAIRO - Operations Research 54, no. 4 (May 20, 2020): 1041–56. http://dx.doi.org/10.1051/ro/2019024.

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With the rapid development of the Internet, many manufacturers nowadays are increasingly adopting a dual-channel to sell their products, i.e., the traditional retail channel and online direct channel. In this paper, we focus on retail service, manufacturer’s direct service and quality effort, and present an analytical framework to examine the optimal decisions in dual-channel supply chain between the manufacturer and the retailer. Considering the efficacy of different supply chain structures, centralized and decentralized models are established. By using the backwards induction and the two-stage optimization technique in Stackelberg game, the corresponding analytical equilibrium solutions are obtained. Our analysis shows that the degree of customer loyalty to the direct channel strongly influences the manufacturer’s and the retailer’s services and quality strategies in the decentralized dual-channel supply chain, but not in the centralized model. Our results also point out that compared to centralized model, for any given selling price, the ratio of profit margins of selling one unit in the direct and retail channels determines the retailer’s service strategy; and the manufacturer will raise the level of direct channel service, but put less effort on quality improvement in the decentralized model. Finally, numerical examples present the contrasting view that disparate interests within a dual-channel supply chain can actually realize improving outcomes.

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Zhao, Lin, and Zongyu Mu. "Channel Strategies for the Two-Period Closed-Loop Supply Chain with E-Commerce." Mathematics 9, no. 11 (June 1, 2021): 1271. http://dx.doi.org/10.3390/math9111271.

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The aim of this paper is to choose the effective selling channel and reverse channel for a closed-loop supply chain (CLSC) with the e-commerce. The authors formulated six single-selling and dual-selling channel two-period CLSC models in which the manufacturer manufactures new products in the first period and then collects used products by itself, outsourcing to or cooperating with the retailer in the second period. Some interesting and new insights obtained from comparison analysis and numerical experiments are as follows: (1) The leading manufacturer ought to add e-commerce channel, and customers’ e-commerce preference can increase the market demand, collecting rate, and manufacturer’s profit. (2) With the e-commerce channel and the retail channel, dual-collecting channel is the best for the manufacturer and system while the manufacturer collecting channel becomes the best when the collecting competition is relatively large. When the collecting competition exists, retailer collecting channel is the best for the retailer. (3) The market demand, collecting rate, the profits of all members and system will rise by increasing the remanufacturing level and discount coefficient.

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Norvell, Tim, Piyush Kumar, and Sunil Contractor. "Assessing the Customer-Based Impact of Up-Selling Versus Down-Selling." Cornell Hospitality Quarterly 59, no. 3 (March 21, 2018): 215–27. http://dx.doi.org/10.1177/1938965518762836.

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This article evaluates customers’ postpurchase attitudinal and behavioral responses to two suggestive selling strategies employed in retail establishments: up-selling and down-selling. Our findings are based on a field study conducted among 2,381 customers from a large, national casual dining chain. We then followed up with 352 customers 1 month later to determine the impact of the suggestive selling strategy on future visitation. We find that while up-selling did improve short-term revenues, it had an adverse effect on customers’ attitudinal responses which resulted in a reduction in future brand patronage. Conversely, down-selling did not compromise short-term revenues as is commonly thought, and also led to a superior attitudinal response and increased brand patronage. We demonstrate that the effect of the suggestive selling strategy on satisfaction and brand loyalty is chain mediated through value and quality. Finally, our findings suggest that, under certain circumstances, employing a down-selling strategy may lead to superior long-term revenues.

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Wang, Limin, Qiankun Song, and Zhenjiang Zhao. "The Optimal Pricing of Dual-Channel Supply Chain with the Third Party Product Recovery and Sales Effort." Complexity 2020 (June 25, 2020): 1–18. http://dx.doi.org/10.1155/2020/4951341.

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The optimal pricing of dual-channel supply chain with the third party product recovery and sales effort is considered in this paper. The optimal selling pricing of direct channel and retail channel in the forward supply chain and the optimal collection pricing of retail channel and the third party in the backward supply chain are given for the general case under the centralized and decentralized model. Then, the effect of sales effort of the retailer and the optimal pricing strategy with sales effort under the centralized and decentralized model are provided and analyzed. Finally, the comparative analysis of four situations is carried out by numerical results.

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Simintiras, Antonis C., Kemefasu Ifie, Alan Watkins, and Konstatinos Georgakas. "Antecedents of adaptive selling among retail salespeople: A multilevel analysis." Journal of Retailing and Consumer Services 20, no. 4 (July 2013): 419–28. http://dx.doi.org/10.1016/j.jretconser.2013.04.004.

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Basker, Emek. "Selling a cheaper mousetrap: Wal-Mart's effect on retail prices." Journal of Urban Economics 58, no. 2 (September 2005): 203–29. http://dx.doi.org/10.1016/j.jue.2005.03.005.

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Kenny, Bridget. "Selling selves: East Rand retail sector workers fragmented and reconfigured." Journal of Southern African Studies 30, no. 3 (September 2004): 477–98. http://dx.doi.org/10.1080/0305707042000254083.

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He, Yuhong, and Shuya Yin. "Joint Selling of Complementary Components Under Brand and Retail Competition." Manufacturing & Service Operations Management 17, no. 4 (October 2015): 470–79. http://dx.doi.org/10.1287/msom.2015.0533.

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Guo, Xiaolong, Shengming Zheng, Yugang Yu, and Fuqiang Zhang. "Optimal Bundling Strategy for a Retail Platform Under Agency Selling." Production and Operations Management 30, no. 7 (February 26, 2021): 2273–84. http://dx.doi.org/10.1111/poms.13366.

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Kita, J., K. Máziková, M. Grossmanová, and P. Kita. "Trade practices of retail chains as far as the transaction cost analysis in relationships manufacturer – retailer are concerned in the milk industry." Agricultural Economics (Zemědělská ekonomika) 58, No. 6 (June 14, 2012): 264–74. http://dx.doi.org/10.17221/61/2011-agricecon.

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The primary purpose of this article is to discuss the trade practices used by retail chains from the point of view of the possible solutions of conflicts between the members of the distribution channel, which have an influence on selling prices for the end users. It is based on the knowledge of the theory of the transaction cost analysis, which makes it possible for the members of the distribution channel to make decisions on the number of forms of the organization in order to realize their activities successfully. In this framework and using the example of milk, the article shows the trade practices of retail chains to improve the relationships manufacturer – retailer in the Slovak consumer market.

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Liu, Guangdong, Tianjian Yang, Yao Wei, and Xuemei Zhang. "Decisions on Dual-Channel Supply Chains under Market Fluctuations and Dual-Risk Aversion." Discrete Dynamics in Nature and Society 2020 (January 29, 2020): 1–13. http://dx.doi.org/10.1155/2020/2612357.

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Considering market fluctuations and risk aversion, this paper analyzes the decisions of a dual-channel supply chain consisting of one manufacturer and one retailer and compares the differences in the centralized structure, manufacturer-dominated structure, retailer-dominated structure, and Nash equilibrium structure. This paper also analyzes the impacts of market fluctuations and risk aversion on supply chain profits. The results show that the direct selling price is not influenced by market fluctuations and risk aversion under the retailer’s risk aversion, and the manufacturer-dominated structure and the retail price, direct selling price, and wholesale price in other power structures are negatively correlated with market fluctuations and risk aversion, but the order quantity in the four power structures is positively correlated with market fluctuations and risk aversion, and the profits of supply chain are impacted differently by the market fluctuations and risk aversion.

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McGauran, Anne-Marie. "Retail is detail: cross-national variation in the character of retail selling in Paris and Dublin." International Review of Retail, Distribution and Consumer Research 11, no. 4 (January 2001): 437–58. http://dx.doi.org/10.1080/713770613.

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Delgado-de Miguel, Juan-Francisco, Tamar Buil-López Menchero, Miguel-Ángel Esteban-Navarro, and Miguel-Ángel García-Madurga. "Proximity Trade and Urban Sustainability: Small Retailers’ Expectations Towards Local Online Marketplaces." Sustainability 11, no. 24 (December 16, 2019): 7199. http://dx.doi.org/10.3390/su11247199.

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The aim of this research is to identify the expectations offered by small retail businesses towards local online selling platforms as an innovative tool to ensure their future and the urban sustainability. Based on the previous findings obtained from an analysis of trends, actors and marketplaces operating in the retail sector, sixty semi-structured in-depth interviews have been carried out to Spanish local retail managers and owners. Opportunities and risks faced by local online marketplaces are presented from the perspective of small retail stores. Different attitudes towards online shopping platforms have been identified depending on their size, presence and experience in the online world, which has allowed us to categorize local retail businesses in six groups. Despite the perceptual and attitudinal differences between them, it is concluded that merchants have assumed that the current and future business model goes through the digitalization of their businesses and the selling on e-commerce platforms. The coexistence of the e-marketplace and the physical stores, conducted by the same retailers, could have a positive effect on the urban sustainability: on the one hand, with the economic strengthening and renovation of the historical centers and, on the other, with the maintenance of the population and traditional social relationships.

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Mu, Yunzhi, Zhiqing Meng, Rui Shen, Gengui Zhou, Leiyan Xu, and Minchao Zheng. "Optimal Ordering Strategy for Goods at Multiple Retail Prices under Simultaneous Sales." Discrete Dynamics in Nature and Society 2019 (July 18, 2019): 1–14. http://dx.doi.org/10.1155/2019/9627469.

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To stimulate purchases from consumers, retailers nowadays use the multiple retail prices strategy (MRPS), i.e., selling the products at multiple prices simultaneously. The paper extends the current newsboy model and proposes an optimal ordering model for MRPS corresponding to uncertain consumer demands. The Lagrangian multiplier method is applied to solve the problem, and an algorithm for finding the approximate optimal total order quantity is designed. Numerical results show that MRPS is better than the single retail price strategy (SRPS). It further reveals that when there is an order quantity constraint, the retailer needs to control the number of retail prices; that is, retailer’s MRPS is affected by order quantity constraint; sensitivity analysis demonstrates that MRPS is also affected by the price discount coefficient in the case of no order quantity constraint while it is not affected by demand volatility. The research work provides some useful managerial inspirations for retailers.

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Kristanto, Michael. "Tantangan Dan Peluang Brick And Mortar Retail Di Era E-Commerce." Akubis: Jurnal Akuntansi dan Bisnis 1, no. 01 (July 1, 2016): 21–28. http://dx.doi.org/10.37832/akubis.v1i01.5.

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In this modern days, E-commerce having a rapid growth and becoming an important activity. E-commerce is widely considered the buying and selling of products over the internet. With a broadening product range, E-commerce will have a direct effect on bricks and mortar retail. Now the business is moving into this new services, and it will reduce net demand for future additional retail space. The paper concludes that E-commerce will have significant impacts on Bricks and Mortar Retail.

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Hermsdorf, David, Meike Rombach, and Vera Bitsch. "Food waste reduction practices in German food retail." British Food Journal 119, no. 12 (December 4, 2017): 2532–46. http://dx.doi.org/10.1108/bfj-06-2017-0338.

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Purpose The purpose of this paper is to investigate food retailers food waste reduction practices in Germany. The focus is on selling and redistributing agricultural produce with visual impairments and other surplus food items. In addition, drivers and barriers regarding the implementation of both waste reduction practices are explored. Design/methodology/approach In total, 12 in-depth interviews with managerial actors in the food retail sector and a food bank spokesperson were recorded, transcribed and analyzed through a qualitative content analysis. Findings In contrast to organic retailers, conventional retailers were reluctant to include agricultural produce with visual impairments in their product assortments, due to fears of negative consumer reactions. Another obstacle was EU marketing standards for specific produce. All retailers interviewed engaged in redistribution of surplus food. Logistics and the regulatory framework were the main barriers to food redistribution. Originality/value The present study adds to the existing body of literature on food waste reduction practices as it explores selling produce with visual impairments and elaborates on the legal background of food redistribution in German retail. The results are the foundation for providing recommendations to policy makers and charitable food organizations.

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Grewal, Dhruv, Michael Levy, and Greg W. Marshall. "Personal Selling in Retail Settings: How Does the Internet and Related Technologies Enable and Limit Successful Selling?" Journal of Marketing Management 18, no. 3-4 (April 2002): 301–16. http://dx.doi.org/10.1362/0267257022872433.

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Yao, Ran Bo, An Ping Song, Xue Hai Ding, and Ming Bo Li. "Cross Sellingusing Association Rule Mining." Applied Mechanics and Materials 687-691 (November 2014): 1337–41. http://dx.doi.org/10.4028/www.scientific.net/amm.687-691.1337.

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In the retail enterprises, it is an important problem to choose goods group through their sales record.We should consider not only the direct benefits of product, but also the benefits bring by the cross selling. On the base of the mutual promotion in cross selling, in this paper we propose a new method to generate the optimal selected model. Firstly we use Apriori algorithm to obtain the frequent item sets and analyses the association rules sets between products.And then we analyses the above results to generate the optimal products mixes and recommend relationship in cross selling. The experimental result shows the proposed method has some practical value to the decisions of cross selling.

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Selvabaskar, Dr S., Dr K. G. Prasanna Sivagami, Dr K. Nigama, and Dr R. Alamelu. "Role Of Visual Merchandise Elements In A Mall Environment." Restaurant Business 118, no. 8 (August 23, 2019): 73–79. http://dx.doi.org/10.26643/rb.v118i8.6953.

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Visual merchandising in apparel retail stores is gaining its own importance in presentation and selling of merchandise. It influences the customer to a greater extent especially in shopping malls where people do window shopping. The main objective of this paper is to highlight various Visual Merchandising (VM) trends observed in shopping malls with reference to apparel retail and the related perception of the shoppers.

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Li, Qi, Quansheng Wang, and Peijian Song. "The Effects of Agency Selling on Reselling on Hybrid Retail Platforms." International Journal of Electronic Commerce 23, no. 4 (September 19, 2019): 524–56. http://dx.doi.org/10.1080/10864415.2019.1655209.

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Pettinger, Lynne. "Gendered Work Meets Gendered Goods: Selling and Service in Clothing Retail." Gender, Work and Organization 12, no. 5 (September 2005): 460–78. http://dx.doi.org/10.1111/j.1468-0432.2005.00284.x.

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