Interactive Technologies and Retailing Strategy: A Review, Conceptual Framework and Future Research Directions Academic Article uri icon


  • During the past decade, a number of interactive technologies, including the Internet, have fundamentally transformed how retailers compete in the marketplace. In a similar vein, emerging interactive technologies can be expected to significantly alter the retailing landscape through their impact on retailing strategy and operations. Furthermore, it is conceivable that certain emerging interactive technologies will be perceived by some retailers as enablers (tools to more effectively compete in the marketplace) and by other retailers as disruptors of the present ways of doing business. Interactive technologies can either be generic, a technology that is readily available from an information technology (IT) vendor and is widely adopted by retailers, or proprietary. An interactive technology that is proprietary can enable a firm to generate economic rents from the innovation for an extended duration of time. Investing in a generic interactive technology, however, may be perceived as a cost of doing business for a retailer, and not a potential source of sustainable competitive advantage. However, a retailer's complementary resource endowments may enable the retailer to more effectively leverage a generic technology relative to its competitors and thereby achieve a sustainable competitive advantage. In this paper, we review the related literature, develop a process model delineating the mechanisms by which an interactive technology can affect and necessitate changes in retailers strategies and identify directions for future research.

published proceedings


author list (cited authors)

  • Varadarajan, R., Srinivasan, R., Vadakkepatt, G. G., Yadav, M. S., Pavlou, P. A., Krishnamurthy, S., & Krause, T.

citation count

  • 92

complete list of authors

  • Varadarajan, Rajan||Srinivasan, Raji||Vadakkepatt, Gautham Gopal||Yadav, Manjit S||Pavlou, Paul A||Krishnamurthy, Sandeep||Krause, Tom

publication date

  • January 2010