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Strategies for the successful implementation of augmented reality

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  • Berman, Barry
  • Pollack, Debra

Abstract

The potential benefits of augmented reality (AR) to consumers include high levels of interactivity, exposure to an extensive virtual inventory tailored to their needs, high-quality customer support, and better integration between web- and store-based shopping experiences. The anticipated benefits of a successful AR strategy to a brand or retailer include higher inventory turnover, increased average sales, reduced sales costs, lower customer returns, higher levels of related-item selling, and better customer support outcomes. Despite these revenue- and loyalty-enhancing benefits, few companies use AR, develop a highly integrated AR plan, or incorporate AR into their marketing programs. This article focuses on the successful planning and implementation of AR through a six-step process: (1) Determine how AR can help achieve marketing objectives; (2) choose appropriate products, channels, and target markets for AR; (3) select among AR application types; (4) design AR apps; (5) evaluate alternative AR organizational formats; and (6) measure the success of AR programs.

Suggested Citation

  • Berman, Barry & Pollack, Debra, 2021. "Strategies for the successful implementation of augmented reality," Business Horizons, Elsevier, vol. 64(5), pages 621-630.
    • Handle: RePEc:eee:bushor:v:64:y:2021:i:5:p:621-630
    DOI: 10.1016/j.bushor.2021.02.027
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    References listed on IDEAS

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    1. Heller, Jonas & Chylinski, Mathew & de Ruyter, Ko & Mahr, Dominik & Keeling, Debbie I., 2019. "Let Me Imagine That for You: Transforming the Retail Frontline Through Augmenting Customer Mental Imagery Ability," Journal of Retailing, Elsevier, vol. 95(2), pages 94-114.
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    Cited by:

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    2. Park, Andrew & Wilson, Matthew & Robson, Karen & Demetis, Dionysios & Kietzmann, Jan, 2023. "Interoperability: Our exciting and terrifying Web3 future," Business Horizons, Elsevier, vol. 66(4), pages 529-541.
    3. Easwaramoorthy Rangaswamy & Nishad Nawaz & Zhou Changzhuang, 2022. "The impact of digital technology on changing consumer behaviours with special reference to the home furnishing sector in Singapore," Palgrave Communications, Palgrave Macmillan, vol. 9(1), pages 1-10, December.

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