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| Author: | Crittenden, V.L. Wilson, E.J. |
| Title: | Success factors in non-store retailing: exploring the Great Merchants Framework |
| Journal: | Journal of Strategic Marketing
2002 : DEC, VOL. 10:4, p. 255-272 |
| Index terms: | Direct selling Retailing Success Companies Models USA |
| Language: | eng |
| Abstract: | The basic practice of retailing has undergone remarkable, fundamental changes in the past 20 years. With the rise of non-store retailing (e.g. retailing by person to person, catalogues, telephone, the Internet etc.), coupled with consumers' increased willingness to buy via these alternative channels, traditional brick-and-mortar stores are not necessarily a requirement in today's retailing environment. Given the rather dramatic changes affecting retailing in general, the question of what makes a successful retail establishment is relevant for practitioners and researchers. The purpose of the present study is to explore a strategic process model of retailing success, the Great Merchants Framework, within the context of non-store retailing and in particular direct selling. |
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