Private sales clubs: a 21st century distribution channel

Betancourt, Roger R.; Cortiñas Ugalde, Mónica; Chocarro Eguaras, Raquel; Elorz Domezain, Margarita; Múgica Grijalba, José Miguel

Private sales clubs: a 21st century distribution channel

dc.contributor.author	Betancourt, Roger R.
dc.contributor.author	Cortiñas Ugalde, Mónica
dc.contributor.author	Chocarro Eguaras, Raquel
dc.contributor.author	Elorz Domezain, Margarita
dc.contributor.author	Múgica Grijalba, José Miguel
dc.contributor.department	Gestión de Empresas	es_ES
dc.contributor.department	Enpresen Kudeaketa	eu
dc.date.accessioned	2017-05-29T11:32:50Z
dc.date.available	2019-02-01T00:00:11Z
dc.date.issued	2017
dc.description	Incluye apéndice con cuestionario.	es_ES
dc.description.abstract	Private sales clubs are a novel service institution arising out of the Internet’s ability to allow an exclusively online channel to distribute out of season or out of fashion inventories to a large set of customers. They have become a thriving industry in the 21st century. In this paper we enhance understanding of this technology mediated institution as a distribution channel. Furthermore, we show how to measure the impact of the distribution services it provides through the Internet on customer satisfaction and of the latter on economic performance. We rely on the technique of quantile regressions in this endeavor. The latter allows for asymmetries in the response function that have been noted as a major issue to be addressed in the analysis of both customer satisfaction and economic performance variables. Our most important empirical finding is that the distortions introduced by ignoring asymmetries in the response function with respect to customer satisfaction are extremely misleading for managers of private sales clubs.	en
dc.description.sponsorship	The authors acknowledge financial support for this research from the Spanish Ministry of Education and Science: Project ECO2012-38590-C02-01.	en
dc.embargo.lift	2019-02-01
dc.embargo.terms	2019-02-01
dc.format.mimetype	application/pdf	en
dc.format.mimetype	application/zip	en
dc.identifier.doi	10.1016/j.intmar.2016.09.001
dc.identifier.issn	1094-9968 (Print)
dc.identifier.issn	1520-6653 (Electronic)
dc.identifier.uri	https://academica-e.unavarra.es/handle/2454/24409
dc.language.iso	eng	en
dc.publisher	Elsevier	en
dc.relation.ispartof	Journal of Interactive Marketing 37 (2017) 44–56	en
dc.relation.projectID	info:eu-repo/grantAgreement/MINECO//ECO2012-38590-C02-01/ES/
dc.relation.publisherversion	https://doi.org/10.1016/j.intmar.2016.09.001
dc.rights	© 2017 Direct Marketing Educational Foundation, Inc., dba Marketing EDGE. The manuscript version is made available under the CC BY-NC-ND 4.0 license.	en
dc.rights.accessRights	info:eu-repo/semantics/openAccess
dc.rights.uri	https://creativecommons.org/licenses/by-nc-nd/4.0/
dc.subject	Online channels	en
dc.subject	Distribution services	en
dc.subject	Quantile regression	en
dc.subject	Private sales clubs	en
dc.subject	Customer satisfaction	en
dc.subject	Intentional loyalty	en
dc.title	Private sales clubs: a 21st century distribution channel	en
dc.type	info:eu-repo/semantics/article
dc.type.version	info:eu-repo/semantics/acceptedVersion
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