Demand Expansion and Cannibalization Effects from Retail Store Entry: A Structural Analysis of Multichannel Demand

References

• Ansari A, Mela C, Neslin S (2008) Customer channel migration. J. Marketing Res. 45(1):60–76.Crossref, Google Scholar
• Avery J, Steenburgh TJ, Deighton J, Caravella M (2012) Adding bricks to clicks: Predicting the patterns of cross-channel elasticities over time. J. Marketing 76(3):96–111.Crossref, Google Scholar
• Bell DR, Lattin JM (1998) Shopping behavior and consumer preference for store price format: Why large basket shoppers prefer EDLP. Marketing Sci. 17(1):66–88.Link, Google Scholar
• Bell DR, Gallino S, Moreno A (2017) Offline showrooms in omnichannel retail: Demand and operational benefits. Management Sci. 64(4):1629–1651.Link, Google Scholar
• Bell DR, Ho T-H, Tang CS (1998) Determining where to shop: Fixed and variable costs of shopping. J. Marketing Res. 35(3):352–369.Crossref, Google Scholar
• Bhat CR (2008) The multiple discrete-continuous extreme value (MDCEV) model: Role of utility function parameters, identification considerations, and model extensions. Transportation Res. Part B Methodological 42(3):274–303.Crossref, Google Scholar
• Biyalogorsky E, Naik P (2003) Clicks and mortar: The effect of on-line activities on off-line sales. Marketing Lett. 14(1):21–32.Crossref, Google Scholar
• Bronnenberg BJ (2018) Retailing and consumer demand for convenience. Gielens K, Gijsbrechts E, eds. Handbook of Research on Retailing (Edward Elgar Publishing, Northampton, MA), 17–43. https://www.elgaronline.com/view/edcoll/9781786430274/9781786430274.00008.xmlCrossref, Google Scholar
• Brynjolfsson E, Hu Y, Rahman MS (2009) Battle of the retail channels: How product selection and geography drive cross-channel competition. Management Sci. 55(11):1755–1765.Link, Google Scholar
• Chevalier JA, Kashyap AK, Rossi PE (2003) Why don’t prices rise during periods of peak demand? Evidence from scanner data. Amer. Econom. Rev. 93(1):15–37.Crossref, Google Scholar
• Deleersnyder B, Geyskens I, Gielens K, Dekimpe M (2002) How cannibalistic is the internet channel? A study of the newspaper industry in the United Kingdom and the Netherlands. Internat. J. Res. Marketing 19(4):337–348.Crossref, Google Scholar
• Forman C, Ghose A, Goldfarb A (2009) Competition between local and electronic markets: How the benefit of buying online depends on where you live. Management Sci. 55(1):47–57.Link, Google Scholar
• Gentzkow M (2007) Valuing new goods in a model with complementarity: Online newspapers. Amer. Econom. Rev. 97(3):713–744.Crossref, Google Scholar
• Geyskens I, Gielens K, Dekimpe M (2002) The market valuation of internet channel additions. J. Marketing 66(2):102–119.Crossref, Google Scholar
• Gil R, Korkmaz E, Sahin O (2020) Can free-shipping hurt online retailers? Quant. Marketing Econom. 18(3):305–342.Crossref, Google Scholar
• Gordon BR, Goldfarb A, Li Y (2013) Does price elasticity vary with economic growth? A cross-category analysis. J. Marketing. Res. 50(1):4–23.Crossref, Google Scholar
• Hanemann WM (1984) Discrete/continuous models of consumer demand. Econometrica 54(3):541–561.Crossref, Google Scholar
• Huang Y, Bronnenberg BJ (2020) Gains from convenience and the value of e-commerce. Technical report, University of Rochester, NY.Google Scholar
• Kim J, Allenby GM, Rossi PE (2002) Modeling consumer demand for variety. Marketing Sci. 21(3):229–250.Link, Google Scholar
• Kim Y, Telang R, Vogt WB, Krishnan R (2010) An empirical analysis of mobile voice service and SMS: A structural model. Management Sci. 56(2):234–252.Link, Google Scholar
• Kireyev P, Kumar V, Ofek E (2017) Match your own price? Self-matching as a retailer’s multichannel pricing strategy. Marketing Sci. 36(6):908–930.Link, Google Scholar
• Lemon KN, Verhoef PC (2016) Understanding customer experience throughout the customer journey. J. Marketing 80(6):69–96.Crossref, Google Scholar
• Li KT (2020) Statistical inference for average treatment effects estimated by synthetic control methods. J. Amer. Statist. Assoc. 115(532):2068–2083.Crossref, Google Scholar
• Neslin SA, Shankar V (2009) Key issues in multichannel customer management: Current knowledge and future directions. J. Interactive Marketing 23(1):70–81.Crossref, Google Scholar
• Pauwels K, Neslin SA (2015) Building with bricks and mortar: The revenue impact of opening physical stores in a multichannel environment. J. Retailing 91(2):182–197.Crossref, Google Scholar
• Pinjari AR, Bhat C (2010) An efficient forecasting procedure for Kuhn-Tucker consumer demand model systems. Technical report, University of Texas, Austin.Google Scholar
• Thomassen Ø, Smith H, Seiler S, Schiraldi P (2017) Multi-category competition and market power: A model of supermarket pricing. Amer. Econom. Rev. 107(8):2308–2351.Crossref, Google Scholar
• Van Nierop J, Leeflang P, Teerling M, Huizingh K (2011) The impact of the introduction and use of an informational website on offline customer buying behavior. Internat. J. Res. Marketing 28(2):155–165.Crossref, Google Scholar
• Venkatesh R, Chatterjee R (2006) Bundling, unbundling, and pricing of multiform products: The case of magazine content. J. Interactive Marketing 20(2):21–40.Crossref, Google Scholar
• Verhoef PC, Kannan PK, Inman JJ (2015) From multi-channel retailing to omni-channel retailing: Introduction to the special issue on multi-channel retailing. J. Retailing 91(2):174–181.Crossref, Google Scholar
• Wang K, Goldfarb A (2017) Can offline stores drive online sales? J. Marketing Res. 54(5):706–719.Crossref, Google Scholar
• Yoo WS, Lee E (2011) Internet channel entry: A strategic analysis of mixed channel structures. Marketing Sci. 30(1):29–41.Link, Google Scholar
• Zettelmeyer F (2000) Expanding to the internet: Pricing and communication strategies when firms compete on multiple channels. J. Marketing Res. 37(3):292–308.Crossref, Google Scholar
• Zhang DJ, Dai H, Dong L, Wu Q, Guo L, Liu X (2019) The value of pop-up stores on retailing platforms: Evidence from a field experiment with Alibaba. Management Sci. 65(11):5142–5151.Link, Google Scholar