Sales Channels Research Articles

The Impact of Digitization on Print Book Sales: Analysis Using Genre Exposure Heterogeneity

Problem definition: The rise of digital channels has led to significant media market transformations. This paper studies whether and how digitization, sparked by the launch of Amazon Kindle in late 2007, affected print book sales. Methodology/results: To estimate the impact, we exploit the quasiexperimental variation in the popularity of digital books across different genres or subgenres. We employ difference-in-differences and other identification strategies, and we use print sales data on a large representative sample of book titles published in the United States from 2004 to 2015 across a variety of genres. Using various empirical specifications, we find that digitization significantly reduced print sales of adult fiction (the most popular genre in the e-book format) while having a much smaller impact on adult nonfiction and juvenile fiction. We further find that the effect for adult fiction is higher after the launch of the iPad (in 2010) and stronger for smaller publishers, the paperback version, and low-selling books. Managerial implications: Our findings provide book publishers with key inputs for optimal pricing and release strategies of different book formats. Our study also extends the vast yet growing academic literature on the impact of digital distribution channels on existing sales channels and can inform the policy debate concerning third-party digitization and its effect on physical sales. Supplemental Material: The online appendix is available at https://doi.org/10.1287/msom.2022.0594 .

Small profits mean peace: food price, risk aversion, and farmers’ choices of sale channels

Most farmers in China show an strange attitude towards food sale channels:they prefer low priced channel rather than high priced channel. This paper examines the mechanism by which food price affect farmers’ choices of sale channels and the role played by risk aversion, based on the 2022 China Land Economic Survey. The results indicate that higher prices are more likely to lead farmers to choose dealers who are private buyers offering flexible terms, compared with depots which are government procurement centers ensuring stable prices and other channels. It reveals that the underlying reason for farmers’ choices is the certainty effect, which causes farmers to prefer dealers offering certain profits over depots with uncertain profits, despite the high prices. It is further found that risk aversion has a mediating effect on the relationship between food price and farmers’ choices of sale channels.

DSB's General Rules in Dealing with Tariffs on Similar Imported Products and Their Implications for Domestic Practices: Taking the WTO Chilean Wine Duty Case as an Entry Point

The principle of national treatment ensures that foreign nationals receive(natural persons, legal persons, or things) economic treatment comparable to that given to a states nationals. In international trade, national treatment is reflected primarily in the taxation of imported goods of the same kind (including but not limited to substitutable and directly competitive goods). A lack of uniform standards exists in defining similar goods, and the WTO Dispute Settlement Body (DSB) mainly considers the identification of similar products in terms of their use, substitution elasticity, physical characteristics, consumer preferences, sales channels, prices, tariff categories, etc., and at the same time, it needs to take into account the potential competition. On the other hand, the identification of different taxes is mainly based on the different tax principle, and the determination of different taxation is mainly judged by whether it is more than a minor difference and whether it provides protection for domestic production. This lack of codified standards contributes to disputes regarding the application of the national treatment principle. Through the introduction and analysis of the Chilean Wine Duty case combined with the opinions of the Panel and the Appellate Body, this paper will try to draw the general rules of the DSB in dealing with similar cases, and use them to guide China's future practice, to playing the role of a large developing country on the road of international trade

Online Sales Channels and its Impact on Business Performance

Online Sales Channels and its Impact on Business Performance

Traditional online and live-streaming dual-channel strategies and pricing policies.

This study examines the pricing policies and the dual-channel strategies in a two-tier supply chain where a manufacturer distributes products through a retailer and considers the opening of a traditional direct online channel or a live-streaming sales channel The manufacturer has three sales modes, i.e., traditional retail channel only, opening a traditional direct online channel and opening a live-streaming direct sales channel, to consider. The manufacturer and the retailer play a Stackelberg game wherein the manufacturer has the first mover advantage. The two supply chain members can follow two decision sequences where the manufacturer decides the direct online retail price before the retailer does in one, and the manufacturer and the retailer cooperate to decide the retail prices simultaneously in the other. The profit optimization models for the three sales modes are formulated, and the closed forms of the optimal solutions are then derived through backward induction. The optimal pricing decisions and profits with different decision sequences are compared and analyzed among the three sales modes. The results suggest that the manufacturer should introduce a live-streaming direct sales channel when facing fierce competition, and should not introduce a dual channel to create a win-win situation for the two supply chain members when facing mild competition. The manufacturer should increase the wholesale and the direct online retail prices and make more live-streaming sales effort, and the retailer should also increase the retail price, if the streamer has good sales skills when introducing a live-streaming sales channel. The manufacturer and the retailer should decide the retail prices simultaneously when a live-streaming sale channel is introduced.

The impact and mechanism of E-commerce of agricultural products on nongrain production of cultivated land in rural China.

Improving China's grain production level is conducive to achieving the sustainable development goal of zero hunger worldwide by 2030. As an important innovation in sales channels, e-commerce of agricultural products (EAP) directly affects grain production. However, no study has directly discussed the impact and mechanism of EAP on nongrain production of cultivated land (NGPL). Using data from large-scale household survey in rural China and econometric methods, this study analyzed the mechanism and effect of EAP on NGPL. The results show that EAP had a positive effect on NGPL. This conclusion is still valid after a series of robustness tests. EAP can improve farmers' timely access to agricultural product transaction information and promote the adjustment of farmland size. It leads to an increase in the planting of cash crops and an intensification of NGPL under the pursuit of maximizing profits. EAP mainly had a direct impact on large-scale farmers, those who have received e-commerce training, and farmers whose main source of income is agricultural income. China can fully leverage the advantages of rural e-commerce development to create agricultural brands and promote the upgrading of grain industry, improve the economic benefits of growing grain. It is also necessary to strengthen e-commerce training for farmers, improve their digital technology application capabilities and promote the high-quality agricultural products from villages to cities.

AHP방법론을 활용한 미술품 판매경로의 선택요인에 대한 중요도 연구 : 미술작가의 관점으로

This study analyzes the determinants and importance of art distribution channel selection from the perspective of artists as suppliers in the Korean art market. While previous studies have focused on consumers, the factors that influence artists' choice of sales channels have been overlooked, and it is difficult to draw general conclusions due to the individual circumstances of artists and the complex preferences of the market. To address this gap in the literature, this study utilizes a comprehensive approach by surveying 16 art professionals and practicing artists with an average of more than 15 years of experience. These experts were consulted using two methods: the Delphi technique and the hierarchical analysis method (AHP). Through these methods, a total of 22 determinants were derived and synthesized from previous studies. The study's primary findings indicated that aesthetic perfection of the artwork (0.1241), buyer's perception of artistic value (0.1123), and market reliability (0.0796) were significant factors in selecting an art sales channel from the perspective of the artist. Conversely, the convenience of the distribution process and the speed of sale were deemed relatively less important. This study aims to address limitations of existing consumer-centered research and explore the balance between supply, intermediate, and demand in the art market. It focuses on the perspective of suppliers and employs analytic hierarchy process methodology in art market research, addressing the dominance of qualitative research in the field. The study offers insights into the artist's perspective and policy implications for fostering a robust art market. It also serves as a unconditional framework for future research on art sales channels from the perspective of suppliers.

Strategi Pengembangan Usaha Pada Toko Ikan Tenggiri Eman Carman Dengan Pendekatan Business Model Canvas dan Analisis SWOT

This study explores the business development strategy for Toko Ikan Tenggiri Eman Carman using the Business Model Canvas (BMC) framework and SWOT analysis. Traditional operations in the mackerel fish market face challenges such as fluctuating sales and dependency on fixed customer bases and suppliers. These issues result in financial instability and limited market reach. Applying the BMC framework analyzes nine essential components, including customer segments, key partnerships, value propositions, and cost structures. The SWOT analysis identifies internal strengths, weaknesses, and external opportunities and threats, providing a strategic roadmap for business development. This study highlights the need for digital transformation, such as utilizing social media and e-commerce platforms, to diversify sales channels and reduce reliance on traditional markets. Additionally, strategic partnerships with suppliers can stabilize costs and ensure product availability. Implementing these strategies aims to enhance business resilience, expand market access, and secure long-term sustainability. The practical implications of this research provide insights for small-scale business owners, particularly those relying on traditional markets, on how to adapt technology and digital marketing strategies to strengthen their position in an increasingly competitive market. By adopting these strategic steps, Toko Ikan Tenggiri Eman Carman can increase its competitiveness and achieve sustainable growth

Analysis of China’s New Energy Vehicle Export Competitiveness in a Dual-Carbon Context

In the context of the dual-carbon goals (carbon peaking and carbon neutrality), China’s new energy vehicle industry, as a key component of the green economy, has increasingly attracted international attention for its export competitiveness. Drawing on the Porter Diamond Model, this paper selects four major variables—R&D investment, production factors, demand factors, and spare parts services—to establish a linear regression equation. Through this model, the trade competitiveness of China’s new energy vehicles is analyzed in detail, and corresponding suggestions are proposed to enhance the competitiveness index. It is anticipated that Chinese new energy vehicle enterprises can strengthen overseas competitiveness by advancing core technology innovation, improving comprehensive industrial chain management, and diversifying sales channels.

STRATEGIES AND CHALLENGES OF GROCERY TRADERS IN FACING ONLINE MARKET COMPETITION

Pasar Simpang Limun, as one of the largest traditional markets in Medan, is facing significant challenges due to the emergence of online markets. Changes in consumer shopping patterns that now prefer online shopping have led to a decline in the turnover of grocery merchants in this market. Price competition with cheap imported products, a decrease in the number of customers, and limited adoption of digital technology are the main challenges for traditional traders. This research uses a descriptive qualitative approach with the methods of in-depth interviews, observation, and documentation. The research subjects were purposively selected grocery traders in Simpang Limun Market. The data was analyzed to identify the challenges faced by traders as well as the survival strategies they apply amidst online market competition. The main challenges faced by grocery merchants include price competition with online markets, a decrease in the number of customers, and a decrease in turnover. Their coping strategies include highlighting product quality, adopting digitalization such as cashless payments and local delivery services (Gojek/Grab), and focusing on holidays to increase sales. However, some merchants still rely on conventional methods without utilizing technology. Digitalization and diversification of sales channels are key to maintaining the competitiveness of traditional merchants. Government interventions, such as digital literacy training, subsidies, regulation of imported products, and provision of digital infrastructure, are needed to support the sustainability of traditional markets.

Analysis of the Interactive Game Between Manufacturers and Retailers Considering the Free-Riding Effect on the Internet

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 existence of these two supply chain decisions is complex and involves interactions. Moreover, the introduction of online direct sales channels will bring about differences in prices and service quality between channels, resulting in a free-riding effect on the internet. However, existing related research rarely considers the role of network free-riding effect in this supply chain system. This article integrates the network free-riding effect into the supply chain model by setting the network free-riding rate. According to whether retailers introduce their own brand products and manufacturers open up online direct sales channels, four supply chain scenarios are formed, and the reverse recursion method is used to obtain the profit functions for each of these four scenarios. Then, a Stackelberg game model is established to determine the response strategies of manufacturers and retailers based on the changes in profits of manufacturers caused by retailer decisions and the changes in profits of retailers caused by manufacturer decisions. Through analysis, it was discovered that a key factor affecting decision-making within the supply chain system is the retailer’s channel advantage. When the channel advantage of retailers is strong, manufacturers will open up online direct sales channels to weaken the channel advantage of retailers. Retailers will not introduce their own brand products but are more inclined to cooperate with manufacturers. When the channel advantage of retailers is weak, retailers will attract consumers and consolidate their channel advantage by introducing high-quality, low-priced private label products, while manufacturers will maintain cooperation with retailers and adopt a strategy of not opening up online direct sales channels. We also analyzed the Nash equilibrium state under different channel advantages of retailers.

Конкуренция на рынке косметической продукции: факторы, влияющие на формирование конкурентоспособности организации (на примере ООО “Natura Siberica”)

At the present stage of the a market economy development, a high level of competitiveness is the main goal of most organizations, therefore effective competition can be considered one of the key factors for the commercial success of an enterprise. Any company has an ultimate goal in a strategy to increase competitiveness, and most often, it is to win the competition. It is important not to win once, but to make timely and constant decisions to strengthen the company’s position in the market. The author examines and evaluates the main indicators and characteristics that contribute to increasing the competitiveness of companies in the market of cosmetic products on the example of Natura Siberica LLC. The ever-growing demand for cosmetic products requires companies to develop effective measures to increase competitiveness, which actualizes the title problem. The object of the study is competition in the market of cosmetic products; the subject is the factors influencing the competitiveness of the company “Natura Siberica” – a manufacturer and seller of natural cosmetics. The aim is to evaluate the main indicators that influence the formation of the company “Natura Siberica” competitiveness. The methodological basis of the research is an integrated and systematic approach; the latter is based on the consideration of the object as a system, as well as a structural and functional approach based on the allocation of their structure in integral systems. The theoretical foundations of the research are laid in the works of M. Porter, A. Smith, D. Ricardo. The results of the work showed that the potential of increasing competitiveness has not been exhausted in the company “Natura Siberica”. Problematic areas requiring urgent resolution have been identified. The main ones include the following: the formation of a product range that meets market demand; limited sales channels for commercial products (weak diversification); not sufficiently effective positioning of the organization. For each of the problematic areas, options are proposed to minimize their impact on the competitiveness of the company.

Marketing Channels Used by Goose Breeders and Marketing Efficiency

The main purpose of this study was to reveal the marketing channels used by goose breeding farms in Kars province and to determine their marketing efficiencies. The primary data of this study were obtained from questionnaires conducted with 90 goose breeders in the Central, Arpaçay and Susuz districts of Kars province. Overall, goose farms consume a small portion of the geese they raise, while the majority is marketed, and it was found that domestic consumption was higher in small farms. Although it varied according to the farm, it was determined that the geese were marketed as live, fresh or dried. The most produced and marketed product is fresh carcass goose, followed by dried carcass goose and live goose. Among the by-products of goose, giblets are the product with the highest production and marketing amount. When the proportional distribution of live goose sales amounts according to marketing channels was analysed, the highest number of live goose purchasers were foreign traders (38.53%), followed by direct consumers (30.55%) and other producers (24.40%). It was seen that fresh goose meat is sold to two marketing channels: direct consumers and hotels. The most preferred marketing channel for dried goose meat is direct consumers (57.40%). When the frequency of sales to goose buyers by the interviewed farms was analysed, it was seen that direct sales to consumers are quite common. The main criterion taken into consideration by the interviewed goose breeders in goose marketing were determined as price, payment method and reliability of buyers, in order of importance. Under traditional marketing conditions, the marketing efficiency index of goose breeders in fresh goose was calculated as 5.60 on average. It was seen that the highest marketing efficiency index was for large farms. The fact that the marketing efficiency index was greater than 1 in different farm scales showed that goose farms work effectively in marketing. The fact that goose breeders obtain higher prices than traditional sales channels due to the use of direct sales channels in fresh goose marketing is considered as an effective factor in increasing marketing efficiency.

Sales Channels Digital Maturity Evaluation of Belarusian Business Entities

Based on the developed methodology, the level of digital maturity of sales channels of Belarusian business entities at the national level was assessed. This made it possible to identify the level of digitalization of Belarusian distribution networks both in general and in the context of the selected components (“marketing and sales”, “logistics and after-sales service”, “payments”, “data management”). Digitalization of sales channels is at stage of the standardization with the gradual introduction of digital technologies into the processes of goods distribution. As for the components “logistics and after-sales service” and “data management”, their level of digitalization is characterized by the introduction and start of using basic digital technologies (adaptation stage). Based on the assessment results, the main points of application of efforts on the part of the government were determined, which will allow developing a competent state policy on the digital transformation of trade.

Research on the recommendation strategy of dual-channel manufacturers for hybrid e-commerce platforms

IntroductionIn the context of hybrid e-commerce platforms with reselling mode and agency mode, this study considers the issue of channel management by manufacturers through recommendation strategies.MethodsFor three dual-channel structures composed of e-commerce platforms, manufacturers, and third-party retailers, game models were constructed for manufacturer’s non-recommendation, differentiated recommendation, and indiscriminate recommendation scenarios to investigate the optimal recommendation strategy for manufacturers.Conclusion(1) For different dual-channel structures, compared to scenarios without recommendations, it is not always profitable for manufacturers to adopt a recommendation strategy as recommended parties may not necessarily gain higher profits from recommendations. (2) The optimal recommendation strategy for manufacturers is influenced by channel structure, commission rates, and relative scale in the recommended market. Recommending direct sales channels is the preferred choice for manufacturers with a higher relative scale in the recommended market prompting them to recommend all channels to consumers. (3) Numerical simulations reveal that retail prices, total market demand, and supply chain profits are positively correlated with relative scale within the recommended market. Additionally, any recommendation strategy can increase demand for recommended parties as well as overall supply chain profit levels.

THE IMPACT OF BRAND CONFIDENCE ON THE PURCHASE INTENTION OF CHINESE BRAND-NEW ENERGY ELECTRIC VEHICLES

The current Chinese new energy vehicle industry is experiencing a phase of rapid development, characterized by significant sales growth and increased market penetration. Initially, a synergistic relationship between policy initiatives and market forces facilitated the industry's advancement. However, as policy subsidies gradually phase out, the entire industry has transitioned into a post-subsidy era. This shift marks a movement from reliance on fiscal subsidies toward a more market-driven approach. As a result, major automotive manufacturers are currently facing a significant market reshuffle. This article employs empirical analysis to examine the impact mechanism by which consumer brand confidence influences the purchase intentions of new energy vehicle consumers. The empirical analysis reveals that both brand confidence and consumer trust significantly influence the purchase intention of new energy vehicle consumers. We suggest that Chinese new energy vehicle companies further enhance consumer purchasing willingness through three key strategies: improving product offerings, innovating promotional methods, and refining sales channels.

Strategic Implications of Intellectual Property in Shaping Corporate Image and Branding

This paper explores the critical role of intellectual property (IP) in shaping corporate image and branding in the digital age. The main objective of this paper is to examine the evolution of the IP-based marketing model, focusing on how it attracts consumers and brand loyalty. Through an in-depth literature review and theoretical analysis, this study explores the practical application of intellectual property in brand strategy. Using case studies of established brands such as Sanrio and emerging brands such as Chiikawa, this paper demonstrates the impact and challenges of integrating IP into marketing campaigns. The results show that IP can build deep consumer connections and serve as a dynamic brand communication platform. Even in the face of declining traditional sales channels and the need to embrace digital transformation, strategic IP integration can increase brand awareness and enhance consumer loyalty. The report concludes that a prudent and innovative approach to intellectual property is essential for brands seeking to resonate with consumers on a deeper level. A well-designed IP strategy has the potential to significantly expand a brand's market presence and foster a unique consumer experience.

The role of online consumer reviews in shaping Chinese consumers' purchase intentions for energy-saving household appliances: a social communication theory perspective

With the primary sales channels for home appliances in China shifting from offline to online, e-commerce platforms hold significant potential to promote the purchase of energy-saving appliances. Therefore, this study investigates the factors influencing consumers' intentions to purchase energy-saving appliances in the context of online review interactions. Based on social communication theory, we identified four key elements in online review communication: information quality, information quantity, source credibility, and consumer attitudes toward online review. Additionally, we analyzed the mediating role of perceived information usefulness and the moderating role of consumer information processing capability. Data were gathered by using a structured questionnaire, and the respondents are comprised of consumers with experience purchasing energy-saving home appliances online., PLS-SEM was employed for the analysis of data. The findings suggest that the quality, quantity, and source credibility of online reviews, as well as consumers' attitudes towards online reviews, directly influence customers’ purchase intentions for energy-saving appliances. Moreover, a review of quantity and consumer attitudes impacts purchase intention through the perceived information usefulness. The moderating effect of consumers' information processing capability on the relationship between online reviews and perceived information usefulness is also confirmed. The results of the study explain the formation mechanism of consumers' willingness to buy energy-saving home appliances from the perspective of information dissemination, which offers valuable insights for e-commerce platforms and online marketers aiming to comprehend consumers' decision-making processes.

Evaluating the Digital Transformation of Lottery Operation: A Case Study on the E-Lotto Applications Impact on the Philippine Charity Sweepstakes Office in Metro Manila

The introduction of digital platforms has reshaped consumer behavior in various industries, and the lottery sector is no exception. While traditional lottery sales have long been a primary revenue source for PCSO, the advent of E-Lotto provides a new, convenient avenue for lottery. This research aims to evaluate the impact of E-Lotto on the sales performance of the Philippine Charity Sweepstakes Office (PCSO) within the National Capital Region (NCR). Further, this study determines whether E-Lotto serves as a complementary or competing channel for traditional lottery ticket sales and explores the implications of this shift on PCSO’s overall sales strategy. Through a mixed-methods approach, quantitative data on NCR lottery sales were analyzed to identify trends and assess shifts between digital and physical lottery channels. Qualitative interviews with PCSO stakeholders provide additional insights into operational and marketing strategies surrounding E-Lotto implementation. Findings reveal that E-Lotto expanded PCSO’s reach, particularly among younger, urban-based customers who prefer the convenience of online platforms. However, there is evidence that E-Lotto may also cannibalize traditional sales, especially in areas with smartphones and internet penetration. This underscores the need for PCSO to balance digital and physical sales channels effectively to maximize revenue. Recommendations include targeted marketing efforts, enhancing the user experience, and integrating cross-promotions between traditional and E-Lotto channels. By addressing these factors, PCSO can leverage the benefits of E-Lotto without undermining its established sales network. This study’s insights contribute to the broader understanding of digital transformation in gaming public institutions and its implications for sustainable revenue growth.

Innovative Service Design of Online Agricultural Product Platforms: Improving User Experience and Trust

The rapid growth of online agricultural product platforms has revolutionized traditional agricultural markets, offering consumers more convenient purchasing options and expanding sales channels for farmers. However, challenges such as the lack of product transparency, inadequate trust mechanisms, and varied user needs hinder the platforms' development. This study explores innovative service design strategies to enhance user experience and build trust in online agricultural product platforms, guided by the Double Diamond Model. By identifying critical obstacles and addressing them through digitalization, AI-driven analytics, and ethical farming practices, this research proposes a user-centered service innovation framework. The study emphasizes intelligent interface design, product traceability mechanisms, and interactive consumer feedback systems to foster trust and engagement. Through iterative prototyping, testing, and optimization, this approach aims to create a sustainable and reliable platform ecosystem that meets diverse user needs. The findings provide actionable insights for online agricultural product platforms to improve competitiveness, user satisfaction, and long-term market sustainability.