Assessing the Selling Function in Retailing

Athanassopoulos, Antreas D.

doi:10.1007/1-4020-7798-x_16

Cited by 3 publications

(3 citation statements)

References 18 publications

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“…Concerning the objectives of the analysis, several studies focused on labour productivity because the retailing activity is labour intensive, and therefore personnel expenditures are of great importance (eg, Ratchford and Brown, 1985;Athanassopoulos, 2004). Examples of studies that analysed other aspects that may influence store productivity, such as merchandise assortment, location, behavioural outcomes and environmental conditions, include Mahajan et al (1985), Donthu and Yoo (1998) and Thomas et al (1998).…”

Section: Review Of Literature On Retailing Performancementioning

confidence: 99%

“…These may be called discretionary variables. However, often factors not subject to managerial control, called non-controllable variables, may also need to be considered in retailing performance assessments (Mahajan, 1991;Donthu and Yoo, 1998;Athanassopoulos, 2004). This is important to ensure fair comparisons, such that DMUs facing unfavourable conditions that they cannot influence are not penalised for producing less output or consuming more inputs than their peers.…”

Section: Deamentioning

confidence: 99%

“…Inputs are measured as the hours of labour employed, number of employees, wages, area of the store, inventory and advertising cost. According to Mahajan (1991), Donthu and Yoo (1998) and Athanassopoulos (2004), the inputs and outputs for retail productivity assessments should include controllable and uncontrollable factors (such as competitive conditions, population and per capita income). Although these factors are not subject to managerial control, they also need to be considered in the performance assessments to ensure fair comparisons.…”

Section: Model Specificationmentioning

confidence: 99%

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Performance comparison of retailing stores using a Malmquist-type index

Vaz

Camanho

2012

Journal of the Operational Research Society

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This study develops a framework that combines different management science methods to provide insights concerning the performance of retailing stores. First, the framework enables to specify appropriate targets for stores of a retail network using data envelopment analysis. This involves comparing stores within homogenous groups, that is, supermarkets and hypermarkets. Second, the framework compares the overall performance of these two groups. This requires the combined use of a Malmquist-type index and statistical tests. This index is decomposed into sub-indices for comparing the differences between groups in terms of the efficiency spread in each group of stores and the productivity differences between the best-practice frontiers spanned by the benchmark stores from each group. The hypothesis tests are used to verify if the differences between groups captured by the sub-indices are statistically significant.

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Section: Review Of Literature On Retailing Performancementioning

confidence: 99%

Section: Deamentioning

confidence: 99%

Section: Model Specificationmentioning

confidence: 99%

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Performance comparison of retailing stores using a Malmquist-type index

Vaz

Camanho

2012

Journal of the Operational Research Society

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Value-based DEA models: application-driven developments

Almeida¹,

Dias

2012

Journal of the Operational Research Society

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Data Envelopment Analysis (DEA) is an approach based on linear programming to assess the relative efficiency of peer Decision Making Units (DMUs). Typically, each DMU is free to choose the weights of the factors used in its evaluation.However, the evaluator's preferences may not warrant so much freedom. Several approaches have been proposed to allow the incorporation of managerial preferences in DEA, but few address the Additive DEA model specifically. This paper presents additive DEA models that use Multi-Criteria Decision Analysis concepts to incorporate managerial preferences, and presents the corresponding preference elicitation protocols. The models developed allow the incorporation of preferences at different levels: on valuing performance improvements, on introducing weight restrictions, and on finding adequate targets.These were application-driven developments, resulting from discussing modelling options and preliminary results with the top-level management of a retail chain in the context of an assessment of stores' performance, also described in this paper.

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Efektywność przedsiębiorstw handlu zbożem a ich lokalizacja względem rynków zaopatrzenia

Stańko,

Bezat

2011

Rocz. Nauk Rol., G Ekon. Rol.

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W pracy podjęto problem określenia zależności między efektywnością przedsiębiorstw handlu zbożem a ich lokalizacją względem rynków zaopatrzenia. W badaniu jako główną metodę parametryczną zastosowano stochastyczną metodę SFA (bazującą na funkcji translogarytmicznej), jako weryfikacyjną metodę nieparametryczną - deterministyczną metodę DEA. Przyjęcie zintegrowanego podejścia - łączącego zalety obu metod przy ograniczeniu ich słabych stron - umożliwiło zachowanie analogii podczas porównywania wyników i formułowanie wiarygodnych wniosków. W celu weryfikacji zależności między efektywnością a lokalizacją przedsiębiorstw uzyskane wskaźniki efektywności technicznej, zarówno w podejściu stochastycznym (modele S1-S5), jak i deterministycznym (modele D1-D5), odniesiono do lokalizacji względem rynków zaopatrzenia. Na podstawie otrzymanych wyników stwierdzono występowanie zależności między dwiema analizowanymi zmiennymi.

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Assessing the Selling Function in Retailing

Cited by 3 publications

References 18 publications

Performance comparison of retailing stores using a Malmquist-type index

Performance comparison of retailing stores using a Malmquist-type index

Value-based DEA models: application-driven developments

Efektywność przedsiębiorstw handlu zbożem a ich lokalizacja względem rynków zaopatrzenia

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