Identifying Factors Affecting Consumer Channel Choice in Order to Determine the Optimal Pricing Strategy of Multichannel Companies (Case Study: Retail Industries)

Document Type : Qualitative Research Paper


1 Associate Prof. in Faculty of Management, University of Tehran, Tehran, Iran

2 Business Management Dep.Faculty of management,, University of Tehran

3 Ph.D. in Marketing ,Faculty of Management, University of Tehran

4 Entrepreneurial management,, University of Tehran, Tehran, Iran


With the spread of the Internet in the business environment; The retail infrastructure has changed, providing new and creative opportunities for marketing and sales activities through various channels, as well as greater flexibility in marketing and pricing decisions for retailers. The purpose of this study is to identify the factors affecting consumer channel choice in order to determine the optimal pricing strategy of multi-channel companies. In this regard, 13 managers of multi-channel companies in different industries were interviewed. In order to analyze the data, the data theory method of the Glaser method was used and the initial codes were identified. Based on the analysis, 418 codes were identified as primary codes. After coding the researches, duplicate codes were removed. According to their semantic similarity and closeness, they were classified into 8 categories including: demographics, product characteristics, retail services, psychological, physical environment, social needs, emotional needs and perceptual value. At the end of this article, according to the mentioned categories, some useful suggestions for choosing the optimal pricing strategy in multi-channel retailers are presented for their managers.


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