Understanding Consumer Reactions to Assortment Unavailability

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Table 4.5: Estimated parameters for log weekly category sales split into former buyers of delisted items and former nonbuyers (Equation 3) Estimate Standard Error Store Dummies and Regressors Test store 1 7.466 (0.036) Control store 1 7.151 (0.039) Test store 2 6.982 (0.040) Control store 2 7.811 (0.038) Promotion 0.388 (0.032) Dummy former buyers (δ) -0.435 (0.023) Outlier dummy -0.654 (0.215) Baseline Sales Change all Stores f(t|γ) 2002:46 -0.053 (0.143) 2002:52 -0.410 (0.093) 2003:06 -0.460 (0.092) 2003:12 -0.691 (0.089) 2003:19 -0.309 (0.137) Additional Change in Test Stores g(t|θ) 2002:46 -0.095 (0.191) 2002:52 -0.019 (0.122) 2003:06 0.111 (0.121) 2003:12 0.012 (0.117) 2003:19 -0.039 (0.183) Additional Change: Former Buyers all Stores h(t|φ) 2002:46 0.039 (0.129) 2002:52 0.082 (0.083) 2003:06 0.100 (0.082) 2003:12 0.113 (0.080) 2003:19 -0.057 (0.125) Additional Change: Former Buyers in Test Stores k(t|ν) 2002:46 -0.172 (0.168) 2002:52 -0.247 (0.105) 2003:06 -0.293 (0.104) 2003:12 -0.175 (0.101) 2003:19 -0.221 (0.162) 109
At the end of our sample, the effect of the delisting remains rather negative, though again only significant at a .10 level. Thus, we only find weak evidence for a long-term sales effect of the assortment reduction among former category buyers of delisted items. 18 Figure 4.4: Effect of the size of delisting on detergent category sales, split into sales change due to delisting for former buyers and former nonbuyers (95% confidence bounds) 0.25 0.00 -0.25 0.2 0.0 -0.2 -0.4 Additional sales change in test stores g(t|θ) 2003 Additional sales change for former buyers in test store k (t|ν ) 2003 4.5.3 Analysis 3: Sales of new category buyers In this analysis, we only consider new category buyers, those who purchased detergents only after the assortment reduction and not in the weeks before the assortment reduction. We note, however, that the term “new category buyer” is not totally justified, in that our observation period before the assortment reduction on which we base our grouping is only 26 weeks. Thus, our subsample of new buyers may also include some households that buy detergent very 18 Following Boatwright and Nunes (2001), we performed a further decomposition by investigating sales effect differences between former category buyers of delisted brands and former category buyers of delisted items. Our results do not show any significant differences between these two groups of former category buyers, in contrast with the findings of Boatwright and Nunes (2001), who report different effects. 110
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LAURENS SLOOT Understanding Consume
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UNDERSTANDING CONSUMER REACTIONS TO
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PREFACE (IN DUTCH) Begin 2001 schre
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TABLE OF CONTENTS Preface (in Dutch
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3.7 Study 2 74 3.8 Hypotheses 74 3.
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CHAPTER 1: INTRODUCTION AND OVERVIE
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Most supply chain-oriented reductio
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400 square meters) are disappearing
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more. However, Aldi is known to be
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antecedents, such as the brand equi
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of assortment reduction responses a
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assortment benefits and assortment
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2.1 Introduction Out-of-stock (OOS)
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other explanatory studies, we study
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Studies that apply exploratory desi
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Table 2.2: Methodological overview
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Situation-related variables. Situat
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As noted, consumers generally prefe
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2.3.3 The interaction of hedonic le
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For example, supermarkets are usual
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were selected for further analyses.
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example, a key utilitarian benefit
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The mathematical formulation of the
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Table 2.6: Correlation matrix depen
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correlation between the hedonic lev
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2.6 Discussion In this study, we in
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Following the literature on promoti
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consider this finding when they att
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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 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
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