Assessing the Impact of Price Promotions on Consumer Response to Online Stockouts

Peinkofer, Simone T.; Esper, Terry L.; Smith, Ronn J.; Williams, Brent D.

doi:10.1111/jbl.12095

Cited by 60 publications

(102 citation statements)

References 64 publications

(150 reference statements)

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“…Peinkofer et al. , ; Davis‐Sramek et al. ), we hope our presentation will spur their greater application.…”

Section: Directions For Future Researchmentioning

confidence: 79%

“…Using the model from Peinkofer et al. (), letting X represent Inventory Availability Level , Y represent Satisfaction , M represent Expected Customer Competition , W represent Sales Proneness , and Z represent In‐Stock , Out‐of‐Stock condition, their model is specified as:

M = {italicα}_{0} + {italicα}_{1} X + {italicα}_{2} W + {italicα}_{3} X W + {italicε}_{M}

Y = {italicβ}_{0} + {italicβ}_{1} X + {italicβ}_{2} M + {italicβ}_{3} Z + {italicβ}_{4} M Z + {italicε}_{Y}

…”

Section: Overview Of Mediation Moderation and Moderated Mediationmentioning

confidence: 99%

“…At the time of writing this article, integrated moderated mediation analyses are relatively rare in the L&SCM literature, with Peinkofer et al. (, ) and Davis‐Sramek et al. () representing recent examples.…”

Section: Overview Of Mediation Moderation and Moderated Mediationmentioning

confidence: 99%

“…For example, Peinkofer et al. () examine how the indirect effect of inventory availability level on satisfaction through expected customer competition was contingent on sales proneness and a measure of item stock availability. Testing moderated mediation hypotheses provides one way for scholars to push the boundaries of L&SCM knowledge by probing both the processes through which relationships arise (Rungtusanatham et al.…”

Section: Introductionmentioning

confidence: 99%

See 3 more Smart Citations

A Primer on Moderated Mediation Analysis: Exploring Logistics Involvement in New Product Development

Calantone

Whipple

Wang

et al. 2017

J of Business Logistics

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Theorizing and empirically testing moderated mediation hypotheses allows logistics and supply chain management (L&SCM) scholars to extend the boundaries of our current understanding by examining how, when, and why relationships arise between constructs central to our theories. However, while moderated mediation analyses can enrich theory in L&SCM, they are few in number, likely due to the complexities associated with their execution. In this article, we provide a didactic treatment for executing moderated mediation analysis. We do so using primary data regarding logistics involvement in new product development. In the hopes of spurring greater application of moderated mediation in L&SCM, we devise a series of recommendations that guide scholars through the process of conducting such analyses. These recommendations extend prior treatments by explaining how to address challenges associated with devising theories to undergird moderated mediation hypotheses, measuring constructs using multiple indicators, providing guidance for detecting influential cases that can unduly affect results, and integrating what results should be reported.

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“…Peinkofer et al. , ; Davis‐Sramek et al. ), we hope our presentation will spur their greater application.…”

Section: Directions For Future Researchmentioning

confidence: 79%

M = {italicα}_{0} + {italicα}_{1} X + {italicα}_{2} W + {italicα}_{3} X W + {italicε}_{M}

Y = {italicβ}_{0} + {italicβ}_{1} X + {italicβ}_{2} M + {italicβ}_{3} Z + {italicβ}_{4} M Z + {italicε}_{Y}

…”

Section: Overview Of Mediation Moderation and Moderated Mediationmentioning

confidence: 99%

Section: Overview Of Mediation Moderation and Moderated Mediationmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

See 2 more Smart Citations

A Primer on Moderated Mediation Analysis: Exploring Logistics Involvement in New Product Development

Calantone

Whipple

Wang

et al. 2017

J of Business Logistics

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show abstract

“…; Pizzi and Scarpi ; Peinkofer et al. ). This body of work has firmly established that stockouts within an online retail setting have a negative effect on consumer satisfaction (Pizzi and Scarpi ) and repatronage behavior (Kim and Lennon ).…”

Section: Literature Reviewmentioning

confidence: 99%

Hurry! Sale Ends Soon: The Impact of Limited Inventory Availability Disclosure on Consumer Responses to Online Stockouts

Peinkofer

Esper²,

Howlett³

2016

J of Business Logistics

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A prevalent challenge for online retail supply chain managers is maintaining and managing adequate inventory levels to support and fulfill consumer orders and purchases. Interestingly, this challenge is not only about maintaining inventory availability, but also how to effectively disclose and communicate inventory availability, particularly if a stockout occurs. This article investigates a conceptual model that explores the impact of online inventory availability disclosure on consumer perceptions in the context of a stockout. Based on expectation disconfirmation theory, the core of the model is the notion that limited inventory availability would stimulate expected consumer competition, which in turn, causes consumers to not be as negatively impacted by stockouts. Contrary to this prediction, however, the results of this experimental study show that consumers are actually more dissatisfied when low inventory availability items are out‐of‐stock. This is likely due to the combined impacts of a stockout encounter and a “loss” of a competitive shopping scenario. Thus, implications of these findings for future research and supply chain practice are offered accordingly.

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Supply chain transparency: Consumer reactions to incongruent signals

Mollenkopf

Peinkofer

Chu

2022

J of Ops Management

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In response to consumers' growing interest in how products are sourced, produced, and distributed, organizations are increasingly transparent about their supply chain sustainability practices. Supply chain transparency (SCT) efforts are intended to signal positive information about the company to consumers but the benefits are often unclear, especially when consumers receive multiple, but mixed signals that include negative events. We draw on signaling theory to explore how consumers develop impressions of a company's products based on different evaluative dimensions: the positive integrity signal of SCT and the negative capability signal of a product recall. The incongruent signal set creates ambiguity for consumers in assessing product quality and subsequent purchase decisions. We develop two scenario‐based experiments to test aspects of interdimensional signal incongruence. Experiment 1 investigates the magnitude of signal incongruity by considering combinations of different levels of SCT and product recall severity. Experiment 2 investigates the temporal effect of the incongruent signals, considering the restorative effect of SCT after a product recall signal has been received. While product recall signals are salient for consumers in shaping perceptions of product quality and purchase intentions across both experiments, we demonstrate the strategic value of SCT as a positive integrity signal to consumers.

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Assessing the Impact of Price Promotions on Consumer Response to Online Stockouts

Cited by 60 publications

References 64 publications

A Primer on Moderated Mediation Analysis: Exploring Logistics Involvement in New Product Development

A Primer on Moderated Mediation Analysis: Exploring Logistics Involvement in New Product Development

Hurry! Sale Ends Soon: The Impact of Limited Inventory Availability Disclosure on Consumer Responses to Online Stockouts

Supply chain transparency: Consumer reactions to incongruent signals

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