John Byrom

Revisiting retail internationalisation: Drivers, impediments and business strategy

Purpose – In the light of recent changes in the international environment, the purpose of this paper is to consider whether the drivers of, and impediments to, retail internationalisation and the business strategy adopted have also changed.Design/methodology/approach – Interviews were conducted with 12 UK and US retailers. These exploratory data were combined with a review of the literature to explore changes in the drivers and impediments of retail internationalisation.Findings – Findings of this study suggest that, while a variety of factors drive retail internationalisation, profit growth is the most dominant motivator. In terms of impediments to foreign expansion, domestic market conditions were a barrier to the initiation of foreign expansion, whilst the regulatory environment and previous experiences presented obstacles in the process of internationalisation. Interviewees also expressed a desire for increased standardisation, while acknowledging the need for a substantial degree of adaptation in res...In light of recent changes in the international environment it is important to consider whether the drivers and impediments of retail internationalisation and the business strategy adopted have also changed. The findings from 12 qualitative interviews with UK and US retailers indicate that a variety of factors, ranging from historical precedence and investor pressures to saturation of the domestic market and foreign market attractiveness, drive retail internationalisation. In terms of impediments to foreign expansion, issues such as political and economic instability, previous experience and perceived cultural differences presented obstacles to internationalisation. Interviewees also expressed a desire for increased standardisation, while acknowledging a substantial degree of adaptation in response to cultural differences.

Small independent retail firms and locational decision-making: outdoor leisure retailing by the crags

The importance of location to retail organisations has long been recognised in the geography and retail marketing literatures, with subjective and “gut feel” methods of evaluation emerging as highly significant factors in the decision‐making process. Through the application of existing frameworks we seek to highlight the importance of location to small independent retailers in the context of outdoor leisure retailing. The case of “UpFront”, a pseudonym for a retailer operating four outlets in Great Britain, is presented. It is shown that, although based largely on luck and opportunism, the firms locational “strategy” has been crucial to its success as a leading player in the sector. Based on detailed interviews with the managing director and employees, the role and importance of location as a critical success factor to the organisation is presented. In conclusion, a call is made for greater engagement with the nuances of location to small retail organisations, given its impact on a large number of retail operations.

The five Ss of retail operations: a model and tool for improvement

Reviews the academic and practitioner literature on retail operations and identifies five core elements of retail operations. Proposes a method by which managers can examine ways of improving their operations by the use of a modified cause‐effect technique. Provides worked examples of the technique.

Towards a healthy high street: developing mentoring schemes for smaller retailers

The small‐ to medium‐sized enterprise (SME) retailing sector in the UK is facing challenging times. In order to help the sector meet these challenges a number of initiatives have been set up primarily with the intention to train, develop and support SME retailers through these times of change. Nevertheless, although a number of schemes exist at the European, national, regional and local levels, their ability to engage with the sector and facilitate change is questionable. Many of the training schemes and advice services are just not perceived by SME retailers to be relevant to their needs. In this paper, we suggest that a practical alternative to many of the structured and formal approaches currently on offer is that of mentoring. By reviewing the literature pertaining to the method and by presenting SME applications of mentoring we develop a framework for mentoring in the SME retail sector.

Collaborative marketing in a premium wine region: the role of horizontal networks

Purpose – The purpose of this article was to explore why small wine producers in one of Australia’s premium wine regions engage in horizontal networking within both their sub-regions and at a state-wide level. The benefits of these formal network relationships are investigated from a collaborative marketing perspective. Design/methodology/approach – Qualitative data were collected via in-depth, semi-structured interviews with 33 wine producers. Industry informant interviews and secondary data collection enabled triangulation of the research findings. Findings – Overall the study found that producers join horizontal networks for commercial, social and strategic reasons. These motivations evolve over time as the owner/managers gain experience and presence in the region. Horizontal networks assist regions to build goodwill and industry norms, and share knowledge. Such social capital encourages collaboration among wineries and enables networks to effectively pursue shared objectives. Horizontal networks at a ...

Analysing retail failure from an historical perspective: A case study of A. Goldberg & Sons plc

Organisational failure has been considered from various perspectives in the academic literature, but there has been less focus on the causes of retail failure. This paper considers the case of A. Goldberg and Sons plc, a retail organisation which, prior to its demise in 1990, had grown from a single Glasgow store in 1908 to a chain of over 100 outlets. Drawing on annual reports, interviews with former directors, and the contents of a company archive, the paper provides evidence of the key factors and decisions that led to the firms failure. Various internal and external pressures, including over-expansion into new retail space and the general economic downturn, effected Goldbergs ‘failure’.

Revisiting retail internationalisation

Purpose – In the light of recent changes in the international environment, the purpose of this paper is to consider whether the drivers of, and impediments to, retail internationalisation and the business strategy adopted have also changed.Design/methodology/approach – Interviews were conducted with 12 UK and US retailers. These exploratory data were combined with a review of the literature to explore changes in the drivers and impediments of retail internationalisation.Findings – Findings of this study suggest that, while a variety of factors drive retail internationalisation, profit growth is the most dominant motivator. In terms of impediments to foreign expansion, domestic market conditions were a barrier to the initiation of foreign expansion, whilst the regulatory environment and previous experiences presented obstacles in the process of internationalisation. Interviewees also expressed a desire for increased standardisation, while acknowledging the need for a substantial degree of adaptation in res...In light of recent changes in the international environment it is important to consider whether the drivers and impediments of retail internationalisation and the business strategy adopted have also changed. The findings from 12 qualitative interviews with UK and US retailers indicate that a variety of factors, ranging from historical precedence and investor pressures to saturation of the domestic market and foreign market attractiveness, drive retail internationalisation. In terms of impediments to foreign expansion, issues such as political and economic instability, previous experience and perceived cultural differences presented obstacles to internationalisation. Interviewees also expressed a desire for increased standardisation, while acknowledging a substantial degree of adaptation in response to cultural differences.

Cyber Solutions to Remote Problems? Online Trading in British Overseas Territories – A Review and Research Agenda

Online retailing has the potential to offer remote areas a wider marketplace for their retail products and also a concomitant increase in income. Drawing on secondary Internet-based research, this paper considers the fortunes and future of online retailing in a number of the remote British Overseas Territories. It will become apparent that Internet retailing is an important strategic option for retailers in such isolated locations, but greater attention needs to be paid to issues surrounding operations and logistics, payment systems and merchandising. It is also seen how, despite its apparent ‘placelessness’, the Internet and associated online selling cannot escape the realities of space and distance.

Paradox, tribalism and the transitional consumption experience : in light of post-postmodernism

Purpose The aim of this paper is to explore how the paradox of individualism/tribalism is brought into play and negotiated by consumers in the wake of the post-postmodern era. Design/methodology/approach The paper draws on netnographic and interview data from the Greek football manager (FM) online gaming community. FM is a simulation strategy game in which players act as “real-life” managers from the screen of their computer. Findings A central paradox and a set of four supporting paradoxes are identified. These paradoxes give rise to a transitional mode of experience, which lies on the borders of reality and fantasy, and is realised both at the individual and the tribal levels. Originality/value This study makes a threefold contribution. First, it advances the understanding of the paradoxical aspects of consumption experiences in light of post-postmodern consumer culture. Second, it shows how these paradoxes are negotiated by consumers between individual and tribal levels. Third, it extends the understanding of the nature of consumption experiences through the development of the concept of the transitional consumption experience.

Perceptions of the Andalusian independent retail sector

This paper focuses on the perceptions of Andalusian retailers towards the current state of small independent retailing in their city/town and their feelings about the future. The paper reports on the findings of 70 structured interviews with small urban independent retailers covering retail districts in the town/city centres of Almeria, Ubrique and El Puerto de Santa Maria in Andalusia, Spain. Whilst some sub-sectors showed optimism and signs associated with business success (such as fashion outlets), others, especially traditional food retailers, saw the small retail sector as a sector en crisis. Within the methodology adopted, the interviewees become not only the suppliers of data about changes in the sector, but also the suppliers of meaning in terms of their perceptions as to why these changes are taking place.