Multichannel versus omnichannel: a price-segmented comparison from the fashion industry

Susana C. Silva, Paulo Duarte*, Anel Sundetova

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

34 Citations (Scopus)


Purpose: The purpose of this study is to explore and compare how fashion and apparel brands are using the multiple available channels to increase the number of touchpoints with clients by evaluating the use of multichannel and omnichannel strategies. Design/methodology/approach: To determine the differences between fashion and apparel brands in terms of marketing channel used, a multiple case study approach was selected based on a sample of nine well-known and successful fashion brands from three different price segments. The research was carried out by analysing the online and mobile presence of the brands, company reports, news, magazines, and other types of articles. Findings: The results illustrate that fashion brands tend to act in the same way and have only slight differences concerning the number of channels and features available to clients despite the price segment they belong. The findings indicate that the brands under study have good channel integration, order tracking, on-line communication, and social media. Overall, the findings allow concluding that irrespective of the price segment, all fashion brands act almost in the same way and present only slight differences between the number of channels used and features available. Originality/value: The current study provides an innovative price-segmented comparison on channel use and integration by fashion brands' and additional valuable information about channel strategy that can be used to guide new comparative research and helps new brands defining points-of-parity and points-of-difference with regard to market standards.

Original languageEnglish
Pages (from-to)417-430
Number of pages14
JournalInternational Journal of Retail and Distribution Management
Issue number4
Publication statusPublished - 21 Apr 2020


  • Channel management
  • Fashion brands
  • Marketing channels
  • Multichannel
  • Omnichannel
  • Price segmentation


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