Consumer Fit Search, Retailer Shelf Layout, and Channel Interaction

Published Online:https://doi.org/10.1287/mksc.2013.0778

References

  • Agrawal NM, Smith SA. Retail Supply Chain Management: Quantitative Models and Empirical Studies (2009) (Springer Science + Business Media, New York) CrossrefGoogle Scholar
  • Anderson SP, Renault R. Pricing, product diversity, and search costs: A Bertrand-Chamberlin-Diamond model. RAND J. Econom. (1999) 30(4):719–735CrossrefGoogle Scholar
  • Armstrong M, Vickers J, Zhou J. Prominence and consumer search. RAND J. Econom. (2009) 40(2):209–233CrossrefGoogle Scholar
  • Bakos JY. Reducing buyer search costs: Implications for electronic marketplaces. Management Sci. (1997) 43(12):1676–1692LinkGoogle Scholar
  • Baumol WJ, Ide EA. Variety in retailing. Management Sci. (1956) 3(1):93–101LinkGoogle Scholar
  • Bell DR, Lattin JM. Shopping behavior and consumer preference for store price format: Why “large basket” shoppers prefer EDLP. Marketing Sci. (1998) 17(1):66–88LinkGoogle Scholar
  • Bellizzi JA, Hite RE. Environment color, consumer feelings, and purchase likelihood. Psych. Marketing (1992) 9(5):347–363CrossrefGoogle Scholar
  • Bester H, Petrakis E. The incentives for cost reduction in a differentiated industry. Internat. J. Indust. Organ. (1993) 11(4):519–534CrossrefGoogle Scholar
  • Bhatnagar A, Ratchford BT. A model of retail format competition for non-durable goods. Internat. J. Res. Marketing (2004) 21(1):39–59CrossrefGoogle Scholar
  • Bitner MJ. Servicescapes: The impact of physical surroundings on customer and employees. J. Marketing (1992) 56(2):57–71CrossrefGoogle Scholar
  • Branco F, Sun M, Villas-Boas JM. Optimal search for product information. Management Sci. (2012) 58(11):2037–2056LinkGoogle Scholar
  • Chen Y, Sudhir K. When shopbots meet emails: Implications for price competition on the Internet. Quant. Marketing Econom. (2004) 2(3):233–255CrossrefGoogle Scholar
  • Chen Y, Xie J. Online consumer review: Word-of-mouth as a new element of marketing communication mix. Management Sci. (2008) 54(3):477–491LinkGoogle Scholar
  • Chu W. Demand signaling and screening in channels of distribution. Marketing Sci. (1992) 11(4):327–347LinkGoogle Scholar
  • Davis S, Gerstner E, Hagerty M. Money back guarantees in retailing: Matching products to consumer tastes. J. Retailing (1995) 71(1):7–22CrossrefGoogle Scholar
  • Desai PS. Multiple messages to retain retailers: Signaling new product demand. Marketing Sci. (2000) 19(4):381–389LinkGoogle Scholar
  • Desai PS, Krishnamoorthy A, Sainam P. “Call for prices”: Strategic implications of raising consumers' costs. Marketing Sci. (2010) 29(1):158–174LinkGoogle Scholar
  • Diamond P. A model of price adjustment. J. Econom. Theory (1971) 3(2):156–168CrossrefGoogle Scholar
  • Donovan RJ, Rossiter JR. Store atmosphere: An environmental psychology approach. J. Retailing (1982) 58(1):34–57Google Scholar
  • Fox EJ, Montgomery AL, Lodish LM. Consumer shopping and spending across retail formats. J. Bus. (2004) 77(2):S25–S60CrossrefGoogle Scholar
  • Gu ZJ, Xie Y. Facilitating fit revelation in the competitive market. Management Sci. (2013) 59(5):1196–1212LinkGoogle Scholar
  • Guo L, Zhao Y. Voluntary quality provision and market interaction. Marketing Sci. (2009) 28(3):488–501LinkGoogle Scholar
  • Hansen K, Singh V. Market structure across retail formats. Marketing Sci. (2009) 28(4):656–673LinkGoogle Scholar
  • Heiman A, McWilliams B, Shen Z, Zilberman D. Demonstrations and money-back guarantees: Market mechanisms to reduce uncertainty. J. Bus. Res. (2001) 54(1):71–84CrossrefGoogle Scholar
  • Hui MK, Dube L, Chebat J-C. The impact of music on consumers' reactions to waiting for services. J. Retailing (1997) 73(1):87–104CrossrefGoogle Scholar
  • Jerath K, Zhang ZJ. Store within a store. J. Marketing Res. (2010) 47(4):748–763CrossrefGoogle Scholar
  • Kim SY, Staelin R. Manufacturer allowances and retailer pass-through rates in a competitive environment. Marketing Sci. (1999) 18(1):59–76LinkGoogle Scholar
  • Kuksov D. Buyer search costs and endogenous product design. Marketing Sci. (2004) 23(4):490–499LinkGoogle Scholar
  • Kuksov D, Lin Y. Information provision in a vertically differentiated competitive marketplace. Marketing Sci. (2010) 29(1):122–138LinkGoogle Scholar
  • Kuksov D, Pazgal A. The effects of costs and competition on slotting allowances. Marketing Sci. (2007) 26(2):259–267LinkGoogle Scholar
  • Kuksov D, Villas-Boas JM. When more alternatives lead to less choice. Marketing Sci. (2010) 29(3):507–524LinkGoogle Scholar
  • Kumar V, Karande K. The effect of retail store environment on retailer performance. J. Bus. Res. (2000) 49(2):167–181CrossrefGoogle Scholar
  • Lal R. Manufacturer trade deals and retail price promotion. J. Marketing Res. (1990) 27(4):428–444CrossrefGoogle Scholar
  • Lal R, Rao R. Supermarket competition: The case of every day low pricing. Marketing Sci. (1997) 16(1):60–80LinkGoogle Scholar
  • Lal R, Villas-Boas JM. Price promotions and trade deals with multiple-product retailers. Management Sci. (1998) 44(7):935–949LinkGoogle Scholar
  • Lal R, Little JDC, Villas-Boas JM. A theory of forward buying, merchandising, and trade deals. Marketing Sci. (1996) 15(1):21–37LinkGoogle Scholar
  • Lariviere AM, Padmanabhan V. Slotting allowances and new product introductions. Marketing Sci. (1997) 16(2):112–128LinkGoogle Scholar
  • Messinger PR, Narasimhan C. A model of retail formats based on consumers' economizing on shopping time. Marketing Sci. (1997) 16(1):1–23LinkGoogle Scholar
  • Messinger PR, Qiu C. Facilitating consumer learning: Used markets, buybacks, and rentals. (2007) . Working paper, University of Alberta, Edmonton, AB, CanadaGoogle Scholar
  • Moorthy S, Srinivasan K. Signaling quality with a money-back guarantee: The role of transaction costs. Marketing Sci. (1995) 14(4):442–466LinkGoogle Scholar
  • Narasimhan C. Competitive promotional strategies. J. Bus. (1988) 61(4):427–449CrossrefGoogle Scholar
  • Ofek E, Katona Z, Sarvary M. “Bricks and clicks”: The impact of product returns on the strategies of multichannel retailers. Marketing Sci. (2011) 30(1):42–60LinkGoogle Scholar
  • Robert J, Stahl DO. Informative price advertising in a sequential search model. Econometrica (1993) 61(3):657–686CrossrefGoogle Scholar
  • Rogers D. A review of sales forecasting models most commonly applied in retail site evaluation. Internat. J. Retail Distribution Management (1992) 20(4):3–11CrossrefGoogle Scholar
  • Russo JE. The value of unit price information. J. Marketing Res. (1977) 14(2):192–201CrossrefGoogle Scholar
  • Russo JE, Staelin R, Nolan CA, Russell GJ, Metcalf BL. Nutrition information in the supermarket. J. Consumer Res. (1986) 13(1):48–70CrossrefGoogle Scholar
  • Shaffer G. Slotting allowances and resale price maintenance: A comparison of facilitating practices. RAND J. Econom. (1991) 22(1):120–135CrossrefGoogle Scholar
  • Stahl DO. Oligopolistic pricing with sequential consumer search. Amer. Econom. Rev. (1989) 79(4):700–712Google Scholar
  • Subramanian U, Raju JS, Dhar SK, Wang Y. Competitive consequences of using a category captain. Management Sci. (2010) 56(10):1739–1765LinkGoogle Scholar
  • Sudhir K, Rao VR. Do slotting allowances enhance efficiency or hinder competition? J. Marketing Res. (2006) 43(2):137–155CrossrefGoogle Scholar
  • Sun M. Disclosing multiple product attributes. J. Econom. Management Strategy (2011) 20(1):195–224CrossrefGoogle Scholar
  • Titus PA, Everett PB. The consumer retail search process: A conceptual model and research agenda. J. Acad. Marketing Sci. (1995) 23(2):106–119CrossrefGoogle Scholar
  • Villas-Boas JM. Product variety and endogenous pricing with evaluation costs. Management Sci. (2009) 55(8):1338–1346LinkGoogle Scholar
  • Ward JC, Bitner MJ, Barnes J. Measuring the prototypicality and meaning of retail environment. J. Retailing (1992) 68(2):194–220Google Scholar
  • Weitzman ML. Optimal search for the best alternative. Econometrica (1979) 47(3):641–654CrossrefGoogle Scholar
  • Wolinsky A. True monopolistic competition as a result of imperfect information. Quart. J. Econom. (1986) 101(3):493–512CrossrefGoogle Scholar
INFORMS site uses cookies to store information on your computer. Some are essential to make our site work; Others help us improve the user experience. By using this site, you consent to the placement of these cookies. Please read our Privacy Statement to learn more.