Graduation Year

2025

Date of Submission

11-2024

Document Type

Campus Only Senior Thesis

Degree Name

Bachelor of Arts

Department

Economics

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Yaron Raviv

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2024 Maarish Hinduja

Abstract

The rapid growth of e-commerce has fundamentally transformed the global retail landscape, challenging the traditional dominance of brick-and-mortar retailers. This thesis examines this very landscape. It focuses on the coexistence of brick-and-mortar stores and e-commerce. With e-commerce dominating through convenience, competitive pricing, and economies of scale, traditional retailers are facing significant challenges to remain competitive. This study introduces a conceptual framework that is grounded in a utility-based discrete choice model in order to analyze five key variables—trust, pricing strategies, product differentiation, social interaction, and immediacy. These variables are examined through scenario analysis to explore the conditions under which brick-and-mortar retailers can sustain consumer interest and profitability.

The findings suggest that trust, social interaction, and product differentiation play pivotal roles in high-involvement purchases, while immediacy emerges as a critical factor in time-sensitive contexts. Hybrid models, such as Amazon’s acquisition of Whole Foods, illustrate how the integration of physical and digital channels can leverage the strengths of both approaches to meet evolving consumer demands.

We bridge gaps in the literature by consolidating studies to envision the future of retail and provide strategies for traditional retailers to stay competitive.

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This thesis is restricted to the Claremont Colleges current faculty, students, and staff.

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