International Journal of Retail & Distribution Management: Volume 44 Issue 3

The multi-channel impact on the sales forces management.

Paul Lapoule, Enrico Bruno Colla

The primary objective of this qualitative research is to gain a deeper understanding of the multi-channel impact on the role of sales forces and the way in which they are managed…

Channel design to enrich customers’ shopping experiences: synchronizing clicks with bricks in an omni-channel perspective - the Direct Optic case

Karine Picot-Coupey, Elodie Huré, Lauren Piveteau

The purpose of this research is two-fold: (1) to investigate the challenges e-tailers are confronted with when synchronizing clicks with bricks into an omni-channel perspective…

What drives store brand purchases during crisis periods? Evidence from panel data in four product categories

Mbaye Fall Diallo, joseph kaswengi

This study investigates how marketing policy and consumer characteristics affect consumer choices of store brands across four product categories during specific crisis periods.

Prescribed consumption and consumers' decision-making styles: a cross-cultural comparison between Europe and Asia

Corinne Lamour, Catherine De La Robertie

The goal of this research is 1) to check if shopping prescription consciousness is a fundamental decision-making characteristic, 2) to know its weight and position into consumer…

Impact of environment on performance measurement design and processing in retailing

Verena Harrauer, Peter Schnedlitz

By focusing on the interface between information dissemination and interpretation at the retail sales floor, the paper aims to open up new practice theory contribution on…

Post crisis in Europe

Herbert Kotzab, Xavier Brusset, Christoph Teller

Last mile fulfilment and distribution in omni-channel grocery retailing: a strategic planning framework

Alexander Hermann Hübner, Heinrich Kuhn, Johannes Wollenburg

For traditional grocery retailers, the growing importance of online sales means creating new logistics models for omni-channel (OC) management. Due to these transformational…

Comparing online and in-store risks in multichannel shopping

Christophe BEZES

This paper compares empirically the nature, level and influence of perceived risks involved in a retailer’s website and stores, as multichannel shoppers will do when deciding…