Taking the shopping centre online: new models in e‐commerce

Tim Dixon · Andrew Marston

25 citations0/0 files storedProperty Management

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Consumer Retail Behavior Studies Digital Marketing and Social Media Consumer Market Behavior and Pricing

Abstract

Purpose This paper aims to provide a brief re´sume´ of previous research which has analysed the impact of e‐commerce on retail real estate in the UK, and to examine the important marketing role of the internet for shopping centre managers, and retail landlords. Design/methodology/approach Based on the results from a wider study carried out in 2003, the paper uses case studies from two different shopping centres in the UK, and documents the innovative uses of both web‐based marketing and online retailing by organisations that historically have not directly been involved in the retailing process. Findings The paper highlights the importance of considering online sales within a multi‐channel approach to retailing. The two types of emerging shopping centre model which are identified are characterised by their ultimate relationship with the physical shopping centre on whose web site they reside. These can be summarised as: the “centre‐led” approach, and the “brand‐led” or “marketing‐led” approach. Research limitations/implications The research is based on a limited number of in‐depth case studies and secondary data. Further research is needed to monitor the continuing impact of e‐commerce on retail property and the marketing strategies of shopping centre managers and owners. Practical implications Internet‐based sales provide an important adjunct to conventional retail sales and an important source of potential risk for landlords and tenants in the real estate investment market. Regardless of whether retailers use the internet as a sales channel, as a product‐sourcing tool, or merely to provide information to the consumer, the internet has become a keystone within the greater retail marketing mix. The findings have ramifications for understanding the way in which landlords are structuring their retail property to defray potential risks. Originality/value The paper examines shopping centre online marketing models for the first time in detail, and will be of value to retail occupiers, owners and other stakeholders of shopping centres.

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References

1972Principles of Marketing 1973Brand Loyalty Vs. Repeat Purchasing Behavior 2003Technological Revolutions and Financial Capital: The Dynamics of Bubbles and Golden Ages 1999Loyalty saturation in retailing: exploring the end of retail loyalty cards?2003Scoring points : how Tesco is winning customer loyalty 2002Expanding the loyalty concept to include preference for a shopping mall 1998Grocery Retailing and the Loyalty Card 1999Marketing shopping centres: challenges in the UK context

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