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image/svg+xml Jakob Voss, based on art designer at PLoS, modified by Wikipedia users Nina and Beao Closed Access logo, derived from PLoS Open Access logo. This version with transparent background. http://commons.wikimedia.org/wiki/File:Closed_Access_logo_transparent.svg Jakob Voss, based on art designer at PLoS, modified by Wikipedia users Nina and Beao Production and Opera...arrow_drop_down
image/svg+xml Jakob Voss, based on art designer at PLoS, modified by Wikipedia users Nina and Beao Closed Access logo, derived from PLoS Open Access logo. This version with transparent background. http://commons.wikimedia.org/wiki/File:Closed_Access_logo_transparent.svg Jakob Voss, based on art designer at PLoS, modified by Wikipedia users Nina and Beao
SSRN Electronic Journal
Article . 2020 . Peer-reviewed
Data sources: Crossref
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Showrooming, Webrooming, and Operational Strategies for Competitiveness

Authors: Chuanya Jiao; Bin Hu;

Showrooming, Webrooming, and Operational Strategies for Competitiveness

Abstract

Show/webrooming refers to a consumer inspecting a product at a brick‐and‐mortar (BM)/online retailer before purchasing it from a competing online/BM retailer. Despite retailers adopting price‐matching and free‐shipping policies, show/webrooming remains prevalent. We model different product value information that consumers can learn by visiting a BM retailer and researching an online retailer, and studying consumers' show/webrooming behavior in a unified model. We confirm that consumers can engage in show/webrooming for informational reasons, but webrooming may also be driven by a noninformational reason. We find that show/webrooming may, respectively, benefit BM and online retailers; in particular, there exist win‐win‐win outcomes where both retailers and the consumers benefit from show/webrooming. We propose in‐store research assistance for BM retailers and free sampling for online retailers and show that these operational strategies may improve the retailers' competitiveness in the presence of show/webrooming. Our results are found to be robust in several model extensions.

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selected citations
These citations are derived from selected sources.
This is an alternative to the "Influence" indicator, which also reflects the overall/total impact of an article in the research community at large, based on the underlying citation network (diachronically).
BIP!Citations provided by BIP!
popularity
This indicator reflects the "current" impact/attention (the "hype") of an article in the research community at large, based on the underlying citation network.
BIP!Popularity provided by BIP!
influence
This indicator reflects the overall/total impact of an article in the research community at large, based on the underlying citation network (diachronically).
BIP!Influence provided by BIP!
impulse
This indicator reflects the initial momentum of an article directly after its publication, based on the underlying citation network.
BIP!Impulse provided by BIP!
35
Top 10%
Top 10%
Top 10%
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