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Integration of Online and Offline Channels in Retail: The Impact of Sharing Reliable Inventory Availability Information

Author

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  • Santiago Gallino

    (Tuck School of Business, Dartmouth College, Hanover, New Hampshire 03755)

  • Antonio Moreno

    (Managerial Economics and Decision Sciences, Kellogg School of Management, Northwestern University, Evanston, Illinois 60208)

Abstract

Using a proprietary data set, we analyze the impact of the implementation of a “buy-online, pick-up-in-store” (BOPS) project. The implementation of this project is associated with a reduction in online sales and an increase in store sales and traffic. These results can be explained by two simultaneous phenomena: (1) additional store sales from customers who use the BOPS functionality and buy additional products in the stores (cross-selling effect) and (2) the shift of some customers from the online to the brick-and-mortar channel and the conversion of noncustomers into store customers (channel-shift effect). We explain these channel-shift patterns as an increase in “research online, purchase offline” behavior enabled by BOPS implementation, and we validate this explanation with evidence from the change of cart abandonment and conversion rates of the brick-and-mortar and online channels. We interpret these results in light of recent operations management literature that analyzes the impact of sharing inventory availability information. Our analysis illustrates the limitations of drawing conclusions about complex interventions using single-channel data. This paper was accepted by Alok Gupta, special issue on business analytics .

Suggested Citation

  • Santiago Gallino & Antonio Moreno, 2014. "Integration of Online and Offline Channels in Retail: The Impact of Sharing Reliable Inventory Availability Information," Management Science, INFORMS, vol. 60(6), pages 1434-1451, June.
    • Handle: RePEc:inm:ormnsc:v:60:y:2014:i:6:p:1434-1451
    DOI: 10.1287/mnsc.2014.1951
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    References listed on IDEAS

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