Date of Award

8-2024

Document Type

Dissertation

Degree Name

Doctor of Philosophy (PhD)

Department

Business Administration

Committee Chair/Advisor

Dr. M. Serkan Akturk

Committee Member

Dr. Rakesh Mallipeddi

Committee Member

Dr. Benjamin Grant

Committee Member

Dr. Lawrence D. Fredendall

Abstract

This dissertation consists of three essays examining various aspects of retail operations. The first essay explores the strategic implementation of free in-store pickup services. Motivated by the rise of omni-channel strategies, it analytically models how a profit-maximizing retailer decides to adopt free ship-to-store services for online-exclusive products. The analysis reveals the effects on pricing, shipping fees, and customer behavior, as well as how these services attract foot traffic and boost in-store sales. Prescriptive models are provided to help retailers assess the potential value and customer response to ship-to-store services.

The second essay investigates the impact of negative environmental, social, and governance (ESG) news coverage on brand sales at a major U.S. retailer. Using retail transaction data and firm-level ESG information, the study finds that negative ESG incidents significantly affect brand sales, with social and governance incidents harming sales, while environmental and cross-cutting issues may enhance them. The impact varies by brand and market-specific factors, providing actionable insights for managing risks associated with ESG violations.

The third essay examines the effect of Nike’s controversial 2018 campaign with Colin Kaepernick on the sales of other sportswear brands at the same retailer. Using a unique transactional dataset, the study shows that Nike’s political advocacy significantly reduces sales in the sportswear department compared to a control department. These findings highlight the influence of major brands' political positions on sales dynamics within brick-and-mortar stores. Collectively, these essays deepen the understanding of retail operations, ESG-related consumer behavior, and corporate political advocacy, offering valuable guidance for retailers navigating these complex issues.

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