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The Impact of Cross-Channel Integration on Retailers’ Sales Growth

Journal of retailing, 2015-06, Vol.91 (2), p.198-216 [Peer Reviewed Journal]

2014 New York University ;Distributed under a Creative Commons Attribution 4.0 International License ;ISSN: 0022-4359 ;EISSN: 1873-3271 ;DOI: 10.1016/j.jretai.2014.12.005 ;CODEN: JLREA3

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  • Title:
    The Impact of Cross-Channel Integration on Retailers’ Sales Growth
  • Author: Cao, Lanlan ; Li, Li
  • Subjects: Business administration ; Channel additions ; Cross selling ; Cross-channel integration ; Distribution channels ; Grounded theory ; Humanities and Social Sciences ; Multi-channel retailing ; Performance evaluation ; Retail stores ; Retailing ; Sales growth ; Studies
  • Is Part Of: Journal of retailing, 2015-06, Vol.91 (2), p.198-216
  • Description: •A new measurement tool for the construct of cross-channel integration is proposed.•Cross-channel integration increases firm sales growth.•Firm online experience negatively moderates the impact of cross-channel integration on sales growth.•Firm physical-store presence negatively moderates the impact of cross-channel integration on sales growth. The authors propose a conceptual framework to explain whether and under what firm-level conditions cross-channel integration impacts firm sales growth. To test the theory, the authors conduct a qualitative grounded-theory study to build a measurement tool for cross-channel integration at four levels and analyze longitudinal data on 71 publicly traded U.S. retail firms from 2008 to 2011, gathered from multiple secondary sources. The findings reveal that cross-channel integration stimulates sales growth, but that firm online experience and physical-store presence weaken this effect.
  • Publisher: Greenwich: Elsevier Inc
  • Language: English
  • Identifier: ISSN: 0022-4359
    EISSN: 1873-3271
    DOI: 10.1016/j.jretai.2014.12.005
    CODEN: JLREA3
  • Source: ProQuest One Psychology
    ProQuest Central
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