Understanding Consumer Reactions to Assortment Unavailability

More documents

Recommendations

Info

3.7 Study 2 74 3.8 Hypotheses 74 3.8.1 Brand-related antecedents 74 3.8.2 Product category–related antecedents 75 3.8.3 Retail assortment–related antecedents 76 3.8.4 S<strong>to</strong>re-related antecedents 77 3.8.5 Control variables 77 3.9 Research methodology 78 3.9.1 Data collection 78 3.9.2 Dependent variables 78 3.9.3 Independent variables 79 3.9.4 Analysis 81 3.10 Empirical results 83 3.10.1 Descriptive statistics 83 3.10.2 S<strong>to</strong>re switching intentions 85 3.10.3 Complaining intentions 85 3.11 Discussion 87 3.12 Managerial implications 89 3.13 Limitations and further research 90 Appendix 3A: Overview and definition of variables 91 4 The short- and long-term impact of an assortment reduction on category sales 92 4.1 Introduction 93 4.2 Collaborative assortment reduction project 95 4.3 Theoretical background 96 4.3.1 Sales effects of assortment reductions 96 4.3.2 Short- versus long-term effects 97 4.4 Research methodology 99 4.4.1 Data 99 9
4.4.2 Decomposition of sales effects 100 4.4.3 Econometric modeling 101 4.5 Empirical results 105 4.5.1 Analysis 1: Total category sales 105 4.5.2 Analysis 2: Decomposition of former buyers versus former nonbuyers 108 4.5.3 Analysis 3: Sales of new category buyers 110 4.6. Additional study 112 4.6.1. Research methodology 112 4.6.2. Results 113 4.7 Discussion 115 4.8 Management implications 116 4.9 Research limitations and further research 116 5 General discussion 118 5.1 Summary and conclusions 118 5.1.1. Summary of Chapter 2 119 5.1.2. Summary of Chapter 3 119 5.1.3. Summary of Chapter 4 121 5.2. Relationships between studies 122 5.3. Managerial implications 122 5.4. Limitations and suggestions for further research 123 References 125 Nederlandse samenvatting (summary in Dutch) 134 10
Page 1 and 2: LAURENS SLOOT Understanding Consume
Page 4 and 5: UNDERSTANDING CONSUMER REACTIONS TO
Page 6 and 7: PREFACE (IN DUTCH) Begin 2001 schre
Page 8 and 9: TABLE OF CONTENTS Preface (in Dutch
Page 12 and 13: CHAPTER 1: INTRODUCTION AND OVERVIE
Page 14 and 15: Most supply chain-oriented reductio
Page 16 and 17: 400 square meters) are disappearing
Page 18 and 19: more. However, Aldi is known to be
Page 20 and 21: antecedents, such as the brand equi
Page 22 and 23: of assortment reduction responses a
Page 24 and 25: assortment benefits and assortment
Page 26 and 27: 2.1 Introduction Out-of-stock (OOS)
Page 28 and 29: other explanatory studies, we study
Page 30 and 31: Studies that apply exploratory desi
Page 32 and 33: Table 2.2: Methodological overview
Page 34 and 35: Situation-related variables. Situat
Page 36 and 37: As noted, consumers generally prefe
Page 38 and 39: 2.3.3 The interaction of hedonic le
Page 40 and 41: For example, supermarkets are usual
Page 42 and 43: were selected for further analyses.
Page 44 and 45: example, a key utilitarian benefit
Page 46 and 47: The mathematical formulation of the
Page 48 and 49: Table 2.6: Correlation matrix depen
Page 50 and 51: correlation between the hedonic lev
Page 52 and 53: 2.6 Discussion In this study, we in
Page 54 and 55: Following the literature on promoti
Page 56 and 57: consider this finding when they att
Page 58 and 59: Appendix 2A: Overview and definitio
Page 60 and 61:
CHAPTER 3 UNDERSTANDING THE IMPACT
Page 62 and 63:
the Dutch food retailer Edah delist
Page 64 and 65:
FMI (1993) conducts natural experim
Page 66 and 67:
customers no longer or less frequen
Page 68 and 69:
extent, comparable to the tendency
Page 70 and 71:
Figure 3.1: Graphical display of as
Page 72 and 73:
consumers evaluate assortments that
Page 74 and 75:
Figure 3.3: Interaction effect of a
Page 76 and 77:
SSI (H1). We expect that the brand
Page 78 and 79:
3.8.4 Store-related antecedents Fin
Page 80 and 81:
among the 10 specified product grou
Page 82 and 83:
Retail assortment-related anteceden
Page 84 and 85:
Table 3.4: Average, standard deviat
Page 86 and 87:
3.10.2 Store switching intentions W
Page 88 and 89:
effects indicated in Study 1 (β =
Page 90 and 91:
3.12 Managerial implications Retail
Page 92 and 93:
Appendix 3A: Overview and definitio
Page 94 and 95:
4.1 Introduction Since the early 19
Page 96 and 97:
changes in assortment perceptions (
Page 98 and 99:
Negative sales effects may occur be
Page 100 and 101:
therefore might question the existe
Page 102 and 103:
Table 4.2: Overview of separate ana
Page 104 and 105:
analogously. The resulting complete
Page 106 and 107:
changes in the price level do not i
Page 108 and 109:
Table 4.4: Estimated parameters for
Page 110 and 111:
Table 4.5: Estimated parameters for
Page 112 and 113:
infrequently in the sample stores a
Page 114 and 115:
Measurement. Following Hoch, Bradlo
Page 116 and 117:
4.7 Discussion In this collaborativ
Page 118 and 119:
into consequences at the customer l
Page 120 and 121:
eduction occurs, and the type of st
Page 122 and 123:
Manufacturers in hedonic product gr
Page 124 and 125:
2. When retailers set priorities fo
Page 126 and 127:
References Aaker, David A. (1991),
Page 128 and 129:
Broniarczyk, Susan M. and Wayne D.
Page 130 and 131:
Franses, Philip Hans and Richard Pa
Page 132 and 133:
Narasimhan, Chakravartthi, Scott A.
Page 134 and 135:
Van Trijp, Hans C.M., Wayne D. Hoye
Page 136 and 137:
de rol van het assortiment bij het
Page 138 and 139:
die het out-of-stock niveau binnen
Page 140 and 141:
Campbell, R.A.J., Rethinking Risk i
Page 142 and 143:
Langen, P.W. de, The Performance of
Page 144 and 145:
Slager, A.M.H., Banking across Bord
show all

Understanding Consumer Reactions to Assortment Unavailability

You also want an ePaper? Increase the reach of your titles

Delete template?

Save as template?