haku: @author Sharma, A. / yhteensä: 24
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| Tekijä: | Sharma, A. Krishnan, R. |
| Otsikko: | Clicks Only, Clicks and Bricks, and Bricks Only: Are Retail Salespeople an Important Factor in Choice? |
| Lehti: | Journal of Marketing Management
2002 : APR, VOL. 18:3-4, p. 317-336 |
| Asiasana: | SELLING SALES METHODS SALESPEOPLE ANALYTICAL REVIEW |
| Kieli: | eng |
| Tiivistelmä: | The last decade, specifically the last three years have been difficult for traditional retailers. Increased market fragmentation and both local and global competition characterized the initial period of the decade. In the last three years, the threat of the Internet has increased the competitive pressure that retailers face. Although the bricks versus clicks battle have largely been won by brick stores, and the e-tailing market (click only) has imploded, the threat to firms from the Internet has not declined. The central question that this paper seeks to answer is whether the preference or choice of bricks over clicks is due to the consumer's ability to physically examine the merchandise, or is a result of the service salespeople offer. |
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