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The pop-up store as a foreign operation mode (FOM) for retailers

Abstract : Purpose - The purpose of this paper is first, to describe the characteristics of a pop-up store in an international context, second, to investigate the motivating factors for its choice and third, to analyze its role in the retail internationalization process. Design/methodology/approach - A multiple-case study was adopted. Research was carried out using secondary data sources, social media observation and semi-structured interviews with senior managers in charge of the international development and management of pop-up stores. A conceptualizing content analysis was conducted both manually and with NVivo software. Findings - The main results cover the following aspects of an international pop-up store and highlight the differences between this choice of FOM and other store formats: key characteristics: location, design and atmosphere, merchandise mix, and store events are very creative in order to attract foreign consumer attention; choice motivations: three motivations were found, which were first, to test and adapt the concept with foreign consumers possibly unfamiliar with such a store concept, second, to raise and sustain the international profile of a retail brand, and third, to develop relationship networks with stakeholders in foreign markets; role in the retail internationalization process: a dynamic approach is adopted as role varies from mode switch at the entry stage to mode combination at the further expansion stage. Research limitations/implications - The results of this research suggest avenues for future research, particularly in relation to how the concept of the international pop-up store will evolve over time. Practical implications - This research provides guidelines for international retail managers wishing to choose a pop-up store as a foreign operation mode (FOM). Originality/value - This research provides a new insight into the characteristics, choice motivations and management of a pop-up store in an international context.
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https://halshs.archives-ouvertes.fr/halshs-01023250
Contributor : Naïla Louise-Rose <>
Submitted on : Friday, July 11, 2014 - 4:40:26 PM
Last modification on : Thursday, January 14, 2021 - 1:21:10 PM

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Karine Picot-Coupey. The pop-up store as a foreign operation mode (FOM) for retailers. International Journal of Retail and Distribution Management, Emerald, 2014, 42 (7), pp.643-670. ⟨10.1108/IJRDM-01-2013-0032⟩. ⟨halshs-01023250⟩

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