Retail buying is a particular form of industrial buying, one characterised by buying for the purposes of reselling to the ultimate customer, rather than for use. Retail buyers have a complex role. They are responsible for meeting the requirements of their target customers and they also have to manage relationships with suppliers in order to obtain the best terms and conditions. Modern retailing...

Despite being a religious country, the Kingdom of Saudi Arabia (KSA) ranks among world’s worst food wasters. Social media usage (SMU) and changes in customers’ behavior, such as excessive buying, are some main influences waste. This paper examined impact SMU on waste intention (FWI) with mediating role religiosity buying behavior amid coronavirus (COVID-19) pandemic. A self-administered questio...

We consider an infinite-horizon single-product pricing problem in which a fraction of customers is patient and the remaining fraction is impatient. A patient customer will wait up to some fixed number of time periods for the price of the product to fall below his or her valuation at which point the customer will make a purchase. If the price does not fall below a patient customer's valuation at...

A fundamental proposition in marketing strategy is that a customer relationship orientation is positively related to customer value and firm value. However, the mechanisms of this relationship have yet to be explored in detail, especially in service industries. Our paper addresses this issue by proposing a model that identifies important intermediate variables between customer relationship inve...

Customers often evaluate products at brick-and-mortar stores to identify their “best fit” product, but end up buying this product not at the store but at a competing online retailer to take advantage of lower prices. This free-riding behavior by customers is referred to as “showrooming.” We analyze three strategies to counter the effect of showrooming that may improve profits for the brick-and-...

Working papers are in draft form. This working paper is distributed for purposes of comment and discussion only. It may not be reproduced without permission of the copyright holder. Copies of working papers are available from the author. Competition among firms can have many positive outcomes, including decreased prices and improved quality. Yet competition can have a darker side when firms can...

The purpose of this study was to analyze the direct effect Hedonic Shopping Motivation, Lifestyle, and Fashion Involvement on Impulse Buying. population research is Zalora's customers in Medan city. With an unknown population, Bernoulli's formula used number samples 60 respondents by purposive sampling. Data obtained questionnaire google forms. data analysis method associative statistical Parti...