268 Results Found

This study sets out to assess the effects of sales-related capabilities of personal selling organizations on individual sales capabilities, sales behaviors, and sales performance in cosmetics personal selling channels. Data are collected from 151 sal...

An analysis of goat dairy-based product assortment was carried out in the metropolitan area of Turin (Northwestern Italy), considering three different sales channels: large-scale retail chains, retail stores, and direct sales in farmers’ market...

The development process in the coatings industry can be shortened by digital transformation, and its costs can be reduced using a technical enabler. However, formulators need up-to-date and comprehensive data on existing and potential ingredients to...

This paper investigates a dual-channel retailer’s inventory and pricing integrated decision-making problem over multiple periods. The quantity-sales mode is adopted in the online channel while the unit-sales mode is used offline. The customer d...

In order to make optimal decisions for pricing and emission reduction, a remanufacturing supply chain system with dual-sale channels is investigated. With regard to the preferences of consumers for different channels and carbon cap-and-trade mechanis...

A presence on the web tends to be important for firms. Empirical studies show that firms with a better performance across various dimensions, and firms that are more internationally active, tend to have a website. Furthermore, a website helped firms...

The rise of e-commerce has significantly impacted consumer shopping habits, resulting in profit loss for traditional supply chains. In response to intense competition, numerous companies have transitioned their business models to embrace dual-channel...

This study explores a supply chain product-inventory problem with advance sales under the omni-channel strategies (physical and online sales channels) based on the brand owner’s business model and develops corresponding models that have not bee...

Environmental responsibility and economic benefits have promoted the development of closed-loop supply chains (CLSCs), and shortages and channels are considered to be two important issues in a CLSC. This paper explores the ordering and channel decisi...

This paper considers a sales mode selection problem between resale and agency modes on e-commerce platforms for a manufacturer with traditional retail channel, direct selling channel, and e-commerce platform channel. By considering the factors price...

In the last decade, the trend of drug consumption has completely changed, and several new psychoactive substances (NPS) have appeared on the drug market as legal alternatives to common drugs of abuse. Designed to reproduce the effects of illegal subs...

This study examines the strategic decisions and profit dynamics of suppliers marketing their products through both offline and online channels, alongside online e-commerce platforms providing their own consumer credit services. We develop a model tha...

This paper postulates that the effect of e-commerce on firm performance is not direct and needs to be examined using mediating factors. The Ordinary Least-Squares (OLS) model was employed with the data of the Flash Eurobarometer 439 Survey entitled T...

This study addresses the empirical problem of improving sales channels in countries like Tunisia, with a specific focus on the sales channels of Tunisian olive oil. The authors aim to explore this problem within the theoretical framework of sales cha...

The paper substantiates the importance of the optimal directionality choice of sales activity as one of the main lines of enterprise activity, the functioning of which should be complete, synchronous and complementary. Diversification is one of the p...

In this paper, the effects of strategic consumer behaviors have been investigated and analyzed with regard to online retailers and offline retailers in a dual-channel supply chain. Four channel structures (i.e., no-promotion, a direct online channel,...

In modern market conditions, customers who purchase banking products require a high level of service. In particular, they require continuous real-time service with the ability to instantly “switch” between service channels. The article an...

Considering the network externality of remanufactured product, this paper develops the Stackelberg game models in a closed-loop supply chain (CLSC) consisting of an original equipment manufacturer (OEM) and a retailer with dual sales channel under th...

Distribution of agricultural products from the aspect of farms is a continuous issue. Efficient application of the distribution model should provide a farm owner with regular income, as well as with a competitive advantage. Assessment of distribution...

The dramatic increase in global construction and demolition waste (CDW) is a considerable environmental challenge, but recycled building materials face serious marketing bottlenecks. Although existing studies have focused on the technological path an...

The adoption of Internet and Information Technology (IIT) in organizations has been growing at a staggering pace. In agriculture, IIT has emerged from the prospects of modern agricultural structure, which profoundly bring revolution in the way of agr...

This study investigates the key factors affecting farmers’ decisions to use chemical fertilizer and/or organic fertilizer in Chinese apple production. This study calculates partial output elasticities and elasticities of the substitution between orga...

The objective of this study is to ascertain the effects of omni-channel retailing on the promotional strategy of retail organisations in order to better understand how to alter the promotional strategy in accordance with the ever-changing needs of cu...

With the advent of new digital communication channels, the conventional industry also stepped into direct communication with users and has the opportunity to advance by knowing and responding to the rapidly changing and evolving needs of the digital...

In this study, we consider a dual-channel supply chain structure where a manufacturer invests in green products and distributes them to green-conscious consumers through an offline retailer and an online platform. The manufacturer has the flexibility...

The pace and scale of the digitalization of today’s global information society open up new opportunities for business. At the same time, they set new challenges for business owners and managers in the field of marketing. Given this fact, the pu...

This paper investigates the degree of implementation of the customer relationship management (CRM) concept in Serbian banks. The CRM strategy is extremely important in the financial services sector, given the number of clients and their rapidly chang...

The potential broad market of green consumption has encouraged an increasing number of enterprises to carry out green technology innovation activities. This paper examines a two-stage supply chain of e-commerce sales channels under different cooperat...

In the process of globalization, customer demand is usually difficult to predict, and product recycling is generally difficult to achieve accurately. It is also urgent to deal with increased inventory while avoiding shortages, with the purpose of red...

World potato consumption has fallen. Similarly, Italian consumers are buying fewer potatoes, despite the high number of certified quality and innovative potatoes being produced. Moreover, Italian consumers’ knowledge of potato characteristics a...

The aim of this paper is to show that traditionally considered conservative and not progressive customer segment and industry are open to innovations and new and up-to-date solutions [...]

Taking into account retailers’ resistance and operational costs, manufacturer enterprises are facing the optimal decision-making problem of whether and what kind of direct sales channels to open. Meanwhile, against the backdrop of asymmetric de...

The adoption of green building materials (GBMs) has become increasingly important in reducing carbon emissions and realizing zero-carbon cities. Although some scholars have investigated the decision-making of GBMs adoption in markets, they mainly foc...

In this volatile post-COVID environment where customers look for ways to order products online using personal computers and mobile devices, a traditional sale/delivery of products via single distribution channel needs to be reassessed. As a revolutio...

Against the backdrop of an increasingly sound supply chain system and thriving e-commerce, it is becoming increasingly common for retailers to introduce their own brands of products and for manufacturers to open up direct online sales channels. The e...

Preselling strategies have been a common marketing tool, but research on this selection is limited. Thus, we examine three pre-sale strategies of a manufacturer who produces and sells a seasonal product to a retailer: (1) supplier pre-sale strategy&m...

The present study investigates the effect of salespeople’s individual sales capabilities on selling behaviors and sales performance in door-to-door personal selling channels. The data are gathered from 219 South Korean salespeople. The hypothes...

Using a comprehensive survey of rural households during the early stage of the COVID-19 pandemic in China, we find that logistics disruptions due to the lockdown have resulted in severe economic losses for rural households. Insufficient production in...

In the current paradigm for the retail industry, which is experiencing a rapid evolution, especially in textile companies, the generic problem of product allocation in a distribution and supply chain consisting of one main warehouse and several locat...

This article mainly considers the coexistence of physical sales channels and online sales channels. Online retailers with online sales channels consider whether to provide return policies and whether to provide consumers with return insurance. The re...

As the e-commerce landscape diversifies, suppliers are faced with the critical decision of how to effectively launch their products through e-commerce channels with varying business models. This study aims to explore the strategic considerations for...

The use of the online channel for the purchase of food products is increasing, which not only creates new opportunities for companies and businesses, but also poses great challenges. This study aimed to identify the factors related to these challenge...

With the evolution of the Internet and the introduction of third-party platforms, a diversified supply chain has gradually emerged. In contrast to the traditional single sales channel, companies can also increase their revenue by selling through mult...

With the continuous development of Internet, online pharmaceutical channels in many countries have seen rapid expansion. As a result, pharmaceutical supply chain participants can adopt dual channels, namely, both online channels and offline channels....

Direct online marketing and sales are nowadays an essential part of almost any business that addresses an end consumer, such as in tourism. On the downside, the data and content required for such marketing and sales are typically distributed, and dif...

From the perspective of corporate social responsibility (CSR) of the e-commerce platform, this paper investigates the choice of e-commerce platform for wholesale sales, agency sales, and hybrid sales modes when the manufacturer has both an offline re...

Retailers advertise on different sales channels. When consumers buy online, the effectiveness of advertising is discounted because they cannot feel the product. Observing this phenomenon, this paper studies the advertising strategy of a dual-channel...

In this paper we consider a multi-item distribution channel subject to supplier’s credit period and retailer’s promotional effort with sales learning curve. We determine the retailer’s promotional effort for each item and the joint replenishment cycl...

In this paper, we study the coordination issue in a dual-channel green supply chain with one manufacturer and one retailer. The demand in the traditional channel is assumed to be dependent on retail price, sales effort and green degree. Due to the ch...

In many countries, the governments support the development of local agriculture through subsidization. Subsidizing the sales of agricultural products through E-commerce channels is a way to support the development of agriculture in China. This study...