GLORIA

GEOMAR Library Ocean Research Information Access

X

Your email was sent successfully. Check your inbox.

An error occurred while sending the email. Please try again.

Proceed reservation?

Export
Filter
  • SAGE Publications  (8)
  • Economics  (8)
  • QA 10000  (8)
Material
Publisher
  • SAGE Publications  (8)
Person/Organisation
Language
Years
Subjects(RVK)
  • Economics  (8)
RVK
  • QA 10000  (8)
  • 1
    Online Resource
    Online Resource
    When Wal-Mart Enters: How Incumbent Retailers React and how this Affects their Sales Outcomes
    SAGE Publications ; 2010
    In:  Journal of Marketing Research Vol. 47, No. 4 ( 2010-08), p. 577-593
    Details
    In: Journal of Marketing Research, SAGE Publications, Vol. 47, No. 4 ( 2010-08), p. 577-593
    Abstract: The authors examine incumbent retailers' reactions to a Wal-Mart entry and the impact of these reactions on the retailers' sales. They compile a unique data set that consists of incumbent supermarkets, drugstores, and mass merchandisers in the vicinity of seven Wal-Mart entries, as well as control stores not exposed to the entries. The data set includes weekly store movement data for 46 product categories before and after each entry and allows the authors to measure reactions and sales outcomes using a before-and-after-with-control-group analysis. They find that, overall, incumbents suffer significant sales losses as a result of a Wal-Mart entry, but there is substantial variation across retail formats, stores, and categories both in incumbent reactions and in their sales outcomes. Moreover, they find that a retailer's sales outcomes are significantly affected by its reactions, and the relationship between reactions and sales outcomes varies across retail formats. These findings provide valuable insights into how retailers in different formats can adjust their marketing mix to mitigate the impact of a Wal-Mart entry.
    Type of Medium: Online Resource
    ISSN: 0022-2437 , 1547-7193
    URL: Article
    DOI: 10.1509/jmkr.47.4.577
    RVK:
    QA 10000
    Language: English
    Publisher: SAGE Publications
    Publication Date: 2010
    detail.hit.zdb_id: 2066604-4
    detail.hit.zdb_id: 218319-5
    SSG: 3,2
    Location Call Number Limitation Availability
    BibTip Others were also interested in ...
    Online Resource
  • 2
    Online Resource
    Online Resource
    Discovering Online Shopping Preference Structures in Large and Frequently Changing Store Assortments
    SAGE Publications ; 2023
    In:  Journal of Marketing Research Vol. 60, No. 4 ( 2023-08), p. 665-686
    Details
    In: Journal of Marketing Research, SAGE Publications, Vol. 60, No. 4 ( 2023-08), p. 665-686
    Abstract: The authors develop an attribute-based mixed-membership model of consumers’ preference for stockkeeping units in store assortments. The model represents the underlying “topics of interest” that drive shopping behaviors as probability distributions over product attributes. It overcomes several limitations of latent Dirichlet allocation topic models and is particularly useful for making preference predictions in large and frequently changing store assortments. The authors apply the proposed model to investigate topics driving browsing and purchase activities in an online deal marketplace of fashion products and explore how preference structures evolve over time. They find commonalities and differences in the topics that drive the browsing and purchase stages of online shopping processes. In general, browsing covers a broader range of product attributes than purchases. Consumers tend to browse products of premium positioning and/or deep discounts in the deal marketplace, but when purchasing, they tend to gravitate toward lower-tiered products at their original prices and modest depths of discounts. The authors illustrate how insights from the proposed model can be utilized to profile consumers based on their price preferences and to improve personalized product recommendations. They show that the model's performance is particularly strong in predicting preferences for new products that are not in the existing assortment.
    Type of Medium: Online Resource
    ISSN: 0022-2437 , 1547-7193
    URL: Article
    DOI: 10.1177/00222437221130722
    RVK:
    QA 10000
    Language: English
    Publisher: SAGE Publications
    Publication Date: 2023
    detail.hit.zdb_id: 2066604-4
    detail.hit.zdb_id: 218319-5
    SSG: 3,2
    Location Call Number Limitation Availability
    BibTip Others were also interested in ...
    Online Resource
  • 3
    Online Resource
    Online Resource
    The Impact of an Item-Based Loyalty Program on Consumer Purchase Behavior
    SAGE Publications ; 2012
    In:  Journal of Marketing Research Vol. 49, No. 1 ( 2012-02), p. 50-65
    Details
    In: Journal of Marketing Research, SAGE Publications, Vol. 49, No. 1 ( 2012-02), p. 50-65
    Abstract: The authors conduct an empirical investigation of a new retail loyalty program (LP), called an item-based loyalty program (IBLP), in which price discounts are replaced by reward point promotions that need to be accumulated and redeemed later. The main objective is to examine its impact on various aspects of consumer purchase behavior and a retailer's sales revenue. They find that after a retailer switched from a conventional LP to the IBLP, consumers became more responsive to reward point promotions than to price discounts of the same monetary value, were no longer responsive to competitors' reward point promotions, and exhibited stronger cumulative reward point effects. In addition, the new LP had a significantly different impact on “current” LP members and nonmembers (defined by their status right before the switch), resulting in decreased (increased) total spending by the former (latter) group, under the retailer's current promotion practice. Furthermore, it is critically important for retailers to offer sufficient promotions under the new LP to achieve its full potential; otherwise, they risk alienating their loyal customers. Finally, the IBLP reduced attrition among existing customers and attracted more new customers, which contributed to most of the retailer's sales revenue gain after adopting the IBLP.
    Type of Medium: Online Resource
    ISSN: 0022-2437 , 1547-7193
    URL: Article
    DOI: 10.1509/jmr.09.0211
    RVK:
    QA 10000
    Language: English
    Publisher: SAGE Publications
    Publication Date: 2012
    detail.hit.zdb_id: 2066604-4
    detail.hit.zdb_id: 218319-5
    SSG: 3,2
    Location Call Number Limitation Availability
    BibTip Others were also interested in ...
    Online Resource
  • 4
    Online Resource
    Online Resource
    Analyzing Brand Competition across Subcategories
    SAGE Publications ; 2004
    In:  Journal of Marketing Research Vol. 41, No. 4 ( 2004-11), p. 448-456
    Details
    In: Journal of Marketing Research, SAGE Publications, Vol. 41, No. 4 ( 2004-11), p. 448-456
    Abstract: The authors develop a sales model that can be used to assess cross-category price effects that are specific to individual items (stockkeeping units) from store-level sales data. Previous cross-category studies have typically assumed that the cross-category effects are the same across brands or items because the potential number of price effects to be estimated is large. The authors address this problem by decomposing the variability of cross-category price effects into two components: variability across items and across stores. They capture the variability across items by representing the item-level parameters as draws from distributions with category-level means. They account for variability across stores through a random-effects factor structure that represents the variation of within- and between-category price effects separately. The model is calibrated on weekly store sales data of items in three orange juice subcategories (refrigerated, frozen, and shelf-stable). The authors study competition between national brands and private labels across the subcategories, for which their model lends itself well. The results show asymmetrical price competition not only within but also across subcategories: the cross-subcategory impact of national brands on store brands appears to be substantially greater than that of store brands on national brands. In addition, the model supports the implementation of price zones at a more granular level than the current practice.
    Type of Medium: Online Resource
    ISSN: 0022-2437 , 1547-7193
    URL: Article
    DOI: 10.1509/jmkr.41.4.448.47017
    RVK:
    QA 10000
    Language: English
    Publisher: SAGE Publications
    Publication Date: 2004
    detail.hit.zdb_id: 2066604-4
    detail.hit.zdb_id: 218319-5
    SSG: 3,2
    Location Call Number Limitation Availability
    BibTip Others were also interested in ...
    Online Resource
  • 5
    Online Resource
    Online Resource
    The Effectiveness of Customized Promotions in Online and Offline Stores
    SAGE Publications ; 2009
    In:  Journal of Marketing Research Vol. 46, No. 2 ( 2009-04), p. 190-206
    Details
    In: Journal of Marketing Research, SAGE Publications, Vol. 46, No. 2 ( 2009-04), p. 190-206
    Abstract: This study investigates the effectiveness of customized promotions at three levels of granularity (mass market, segment specific, and individual specific) in online and offline stores. The authors conduct an empirical examination of the profit potential of these customized promotion programs with a joint model of purchase incidence, choice, and quantity and through optimization procedures for approximately 300 conditions. They find that (1) optimization procedures lead to substantial profit improvements over the current practice for all types of promotions (customized and undifferentiated); (2) loyalty promotions are more profitable in online stores than in offline stores, while the opposite holds for competitive promotions; (3) the incremental payoff of individual-level over segment- and mass market–level customized promotions is small in general, especially in offline stores; (4) for categories that are promotion sensitive, individual-level customized promotions can lead to a meaningful profit increase over segment- and mass market–level customized promotions in online stores; and (5) low redemption rates are a major impediment to the success of customized promotions in offline stores. Optimal undifferentiated promotions should be the primary promotion program in this channel, and firms can benefit from offering a combination of optimal undifferentiated and customized promotions for suitable categories in offline stores.
    Type of Medium: Online Resource
    ISSN: 0022-2437 , 1547-7193
    URL: Article
    DOI: 10.1509/jmkr.46.2.190
    RVK:
    QA 10000
    Language: English
    Publisher: SAGE Publications
    Publication Date: 2009
    detail.hit.zdb_id: 2066604-4
    detail.hit.zdb_id: 218319-5
    SSG: 3,2
    Location Call Number Limitation Availability
    BibTip Others were also interested in ...
    Online Resource
  • 6
    Online Resource
    Online Resource
    Sales Effects of Attention to Feature Advertisements: A Bayesian Mediation Analysis
    SAGE Publications ; 2009
    In:  Journal of Marketing Research Vol. 46, No. 5 ( 2009-10), p. 669-681
    Details
    In: Journal of Marketing Research, SAGE Publications, Vol. 46, No. 5 ( 2009-10), p. 669-681
    Abstract: There is much evidence that the presence of a feature advertisement can increase the sales and market share of the featured product. However, little is known about how feature ad characteristics (e.g., size, color, and location of the advertisement) affect the sales outcomes and how the effects take place. Prior research has predicted that feature advertisements lead to behavioral outcomes through their effect on consumers' attention. Building on this idea, the authors propose a Bayesian statistical model to study how feature ad characteristics affect sales of the featured products and the mediating role of attention in these relationships. They use data from eye-tracking tests of feature advertisements, aggregated and matched with sales data at the level of the feature advertisement. Their approach accounts for endogeneity in the key variables involved and overcomes limitations of standard mediation analyses. They show that the gaze duration on a feature advertisement affects sales of the featured product beyond the mere presence of the advertisement and that a standard mediation analysis that does not accommodate endogeneity produces biased estimates of the effects of feature ad characteristics on sales. Their proposed methodology is widely applicable to mediation analyses. The findings imply that attention data collected in lab tests can help marketers compare the relative sales outcomes of different feature ad designs and improve the effectiveness and efficiency of feature adverting decisions.
    Type of Medium: Online Resource
    ISSN: 0022-2437 , 1547-7193
    URL: Article
    DOI: 10.1509/jmkr.46.5.669
    RVK:
    QA 10000
    Language: English
    Publisher: SAGE Publications
    Publication Date: 2009
    detail.hit.zdb_id: 2066604-4
    detail.hit.zdb_id: 218319-5
    SSG: 3,2
    Location Call Number Limitation Availability
    BibTip Others were also interested in ...
    Online Resource
  • 7
    Online Resource
    Online Resource
    Managing the Versioning Decision over an App’s Lifetime
    SAGE Publications ; 2021
    In:  Journal of Marketing Vol. 85, No. 6 ( 2021-11), p. 44-62
    Details
    In: Journal of Marketing, SAGE Publications, Vol. 85, No. 6 ( 2021-11), p. 44-62
    Abstract: The authors investigate app publishers’ decisions to offer free, paid, or both versions of an app over an app’s lifetime by taking into account the interplays between the demand for the free and paid versions and publishers’ consideration of future profit streams. Their empirical analyses are based on a comprehensive model of publishers’ versioning decisions calibrated on a data set of 584 top-downloaded apps on Google Play. They find contemporaneous cannibalization but positive intertemporal cross-effects on new users’ demand between the two versions. In addition, the free version’s active user base and in-app purchase and advertising revenues are reduced by the presence of a paid version, but not vice versa. Among the three options, offering the paid version first is the most common optimal launch strategy and applies to 40% of apps in the data. The evolutionary patterns of optimal versioning decisions vary by app category and are related to apps’ abilities to monetize different revenue sources. This study provides insights on how to strategically manage the versioning decision over an app’s lifetime and shows how publishers can make their free version apps more profitable via the deployment or elimination of the paid version.
    Type of Medium: Online Resource
    ISSN: 0022-2429 , 1547-7185
    URL: Article
    DOI: 10.1177/00222429211000068
    RVK:
    QA 10000
    Language: English
    Publisher: SAGE Publications
    Publication Date: 2021
    detail.hit.zdb_id: 2052318-X
    detail.hit.zdb_id: 218318-3
    SSG: 3,2
    Location Call Number Limitation Availability
    BibTip Others were also interested in ...
    Online Resource
  • 8
    Online Resource
    Online Resource
    Brand-Level Effects of Stockkeeping Unit Reductions
    SAGE Publications ; 2007
    In:  Journal of Marketing Research Vol. 44, No. 4 ( 2007-11), p. 545-559
    Details
    In: Journal of Marketing Research, SAGE Publications, Vol. 44, No. 4 ( 2007-11), p. 545-559
    Abstract: When retailers make product assortment changes by eliminating certain stockkeeping units (SKUs), how does this affect sales of individual brands? This is the main question the authors address in this article. Using data from an online retailer that implemented a permanent systemwide SKU reduction (SR) program, the authors investigate how the program affected various components of purchase behavior for individual brands. They find substantial variations in the SR effects across brands, categories, and consumers. They explore possible drivers for these differences and find that higher-market-share, higher-priced, and more frequently promoted brands tend to gain share and that reduction in the number of sizes, reduction in the number of SKUs, and change in SKU share in the category are important in affecting change in a brand's purchase share after the SR. They also find that SRs lead to an increase in category purchase incidence and quantity for highly state-dependent consumers and frequent buyers but a decrease in category purchase and quantity for mildly state-dependent consumers and infrequent buyers. In addition, SRs tend to cause more changes in brand choice probabilities among consumers of lower state dependence and higher price and promotion sensitivity. These findings are of importance both to retailers wanting to make product assortment changes and to manufacturers affected by them.
    Type of Medium: Online Resource
    ISSN: 0022-2437 , 1547-7193
    URL: Article
    DOI: 10.1509/jmkr.44.4.545
    RVK:
    QA 10000
    Language: English
    Publisher: SAGE Publications
    Publication Date: 2007
    detail.hit.zdb_id: 2066604-4
    detail.hit.zdb_id: 218319-5
    SSG: 3,2
    Location Call Number Limitation Availability
    BibTip Others were also interested in ...
    Online Resource
Close ⊗
This website uses cookies and the analysis tool Matomo. More information can be found here...