A Comparison of Online and Offline Consumer Brand Loyalty
Marketing Science
Technological Advances, Transaction Costs, and Consumer Welfare
Marketing Science
Strategic Database Marketing
Dynamic Customer Management and the Value of One-to-One Marketing
Marketing Science
Quantifying Transaction Costs in Online/Off-line Grocery Channel Choice
Marketing Science
Pricing for shipping services of online retailers: Analytical and empirical approaches
Decision Support Systems
Retailers' Use of Shipping Cost Strategies: Free Shipping or Partitioned Prices?
International Journal of Electronic Commerce
Real e-customer behavioural responses to free delivery and free returns
Electronic Commerce Research
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Shipping-fee schedules are an important but underresearched element of the marketing mix for direct marketers. This paper provides an empirical study on the impact of shipping and handling charges on consumer-purchasing behavior. Using a database from an online retailer that has experimented with a wide variety of shipping-fee schedules, we investigate the impact of shipping charges on order incidence and order size. We use an ordered probability model that is generalized to account for the effects of nonlinear and discontinuous shipping fees on purchasing decisions, and to accommodate heterogeneity in response parameters. Results show that consumers are very sensitive to shipping charges and that shipping fees influence order incidence and basket size. Promotions such as free shipping and free shipping for orders that exceed some size threshold are found to be very effective in generating additional sales. However, the lost revenues from shipping and the lack of response by several segments are substantial enough to render such promotions unprofitable to the retailer. Heterogeneity across consumers also suggests interesting opportunities for the retailer to customize the shipping and other marketing-mix promotion offerings.