The End of Shops: Social Buying and the Battle for the Customer

211 Pages·2013·2.404 MB·English

by  Cor Molenaar

The End of Shops
Social Buying and the Battle for the Customer
Cor Molenaar
The End of Shops
For retailers it is a struggle of line:
adapt to customer behaviour of close the shop
The End of Shops
Social Buying and the Battle
for the Customer
Cor MolEnaar
© Cor Molenaar 2013
All rights reserved. No part of this publication may be reproduced, stored in a retrieval
system or transmitted in any form or by any means, electronic, mechanical, photocopying,
recording or otherwise without the prior permission of the publisher.
Cor Molenaar has asserted his moral right under the Copyright, Designs and Patents Act,
1988, to be identified as the author of this work.
Published by
Gower Publishing Limited Ashgate Publishing Company
Wey Court East 110 Cherry Street
Union Road Suite 3-1
Farnham Burlington, VT 05401-3818
Surrey, GU9 7PT USA
England
www.gowerpublishing.com
British Library Cataloguing in Publication Data
Molenaar, Cor.
The end of shops : social buying and the battle for the
customer.
1. Consumer behavior. 2. Teleshopping. 3. Retail trade.
4. Retail trade--Technological innovations.
I. Title
658.8’7-dc23
Library of Congress Cataloging-in-Publication Data
Molenaar, Cor.
The end of shops : social buying and the battle for the customer / by Cor Molenaar.
p. cm.
Includes bibliographical references and index.
ISBN 978-1-4094-4974-4 (hbk) -- ISBN 978-1-4094-4975-1 (ebk) 1. Electronic commerce.
2. Internet marketing. 3. Teleshopping. 4. Retail trade. 5. Consumer behavior. I. Title.
HF5548.32.M647 2013
658.8’72--dc23
2012035591
ISBN 978 1 4094 4974 4 (hbk)
ISBN 978 1 4094 4975 1 (ebk – PDF)
ISBN 978 1 4094 6502 7 (ebk – ePUB)
V
Contents
List of Figures and Tables vii
About the Author ix
Introduction 1
1 The End of Shops? Why It Is No Longer Necessary to Go to a Shop! 3
2 The New Buying Behaviour: The Consumer of Today 11
3 Is There Still a Future for Shops? The Battle Has Commenced,
with Suppliers, Customers and the Internet 35
4 Webshops: The Future for Retail? The Grass Is Always Greener
on the Other Side 65
5 Technology and Retail: In Times of Change You Have to Get
to Know Your Customers 97
6 New Concepts, New Opportunities: You Can’t Change the Past,
but You Can Change the Future! 123
7 The End of Shops? A Fable or Reality? 147
Research on Retailing and Web Retailing 161
Conclusion: Fundamental Changes Needed for Retailing 171
Afterword: Save the Shops – Ten Ways to Attract Customers 181
Index 191
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List of Figures and Tables
Figures
2.1 The new buying model (ORCA) 14
C.1 New retail model based on integration with the internet 175
A.1 The 80–20 rule in retail 185
A.2 New retail model based on integration shop/internet 186
A.3 The customer can decide how they will shop 189
Tables
1.1 Difference between shopping and retailing 4
1.2 Summary of Chapter 1, the difference between traditional retail
and new opportunities 10
2.1 Summary and conclusion 33
3.1 Development of traditional ‘profit drivers’ 37
3.2 Conclusion and summary 63
4.1 Problems of physical shops compared to webshops 77
4.2 Conclusion and summary 95
5.1 Impact of development and technology on the retail sector 121
6.1 Conclusion and summary 145
7.1 Conclusion and summary 159
C.1 The new retail model 173
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About the Author
Professor Cor Molenaar is Professor by Special Appointment of e-Marketing
and Distance Selling at RSM/Erasmus University in Rotterdam. He is also the
chairman of the Stichting Certificering Thuiswinkelwaarborg (Home Shopping
Guarantee Hallmark) and chairman of the RFID platform in the Netherlands.
He is also involved with the NIMA, the Dutch Institute for Marketing, as a
member of the Examination Board charged with (among other things) the
e-marketing of exams.
He is director of the strategic advice bureau eXQuo Consultancy in
Oosterbeek, the Netherlands. In this function he advises and supports
businesses of various sizes from different markets such as financial institutes,
manufacturers, retail organisations and service companies. He also organises
workshops, boardroom sessions and in-company training sessions. He gives
many lectures, both at home and abroad.
He is the author of a number of books. Prior to the book The End of Shops
he published eStrategy (2000) and Shopping 3.0 (2010). For higher education and
university students he also wrote the textbook eMarketing (2010).
The chair in e-Marketing and Distance Selling at the RSM/Erasmus
University has been made possible by Cap Gemini, Hybris Software, GFK
marktonderzoek and Thuiswinkel.Org (sub sponsors: Achmea, Bol.nl, Conrad
electronics, ECI, Sundio/Sunweb, Wehkamp.nl). More information about Cor
Molenaar can be found at the following websites:
www.cormolenaar.nl
www.eindevandewinkel.nl