The short-term effect of store-level promotions on store choice, and the moderating role of individual variables

Volle, Pierre

doi:10.1016/s0148-2963(99)00074-0

Cited by 55 publications

(46 citation statements)

References 52 publications

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“…They have been used to analyze and predict consumer choice behavior in a wide variety of contexts, such as related to shopping destination, store or channel choices and their choices between different products and product types (e.g., Timmermans et al, 1991;Volle, 2001;Kaplan et al, 2011;Oppewal et al, 2013) to name just a few of the abundant body of available examples published in this journal. Practically without exception, these choice models are rooted in the Nobel-prize winning concept of Random Utility Maximization or RUM (McFadden, 1973;Ben-Akiva & Lerman, 1985;Train, 2009).…”

Section: Introductionmentioning

confidence: 99%

Random regret minimization for consumer choice modeling: Assessment of empirical evidence

Chorus

Cranenburgh

Dekker

2014

Journal of Business Research

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This paper introduces to the field of marketing a regret-based discrete choice model for the analysis of multi-attribute consumer choices from multinomial choice sets. This random regret minimization model (RRM), which has recently been introduced in the field of transport, forms a regret-based counterpart of the canonical random utility maximization paradigm (RUM). This paper assesses empirical results based on 43 comparisons reported in peer-reviewed journal articles and book chapters, with the aim of finding out to what extent, when, and how RRM can form a viable addition to the consumer choice toolkit. The paper shows that RRM and hybrid RRM-RUM models outperform RUM counterparts in a majority of cases, in terms of model fit and predictive ability. Although differences in performance are quite small, the two paradigms often result in markedly different managerial implications due to considerable differences in, for example, market share forecasts.

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Section: Introductionmentioning

confidence: 99%

Random regret minimization for consumer choice modeling: Assessment of empirical evidence

Chorus

Cranenburgh

Dekker

2014

Journal of Business Research

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“…(1) Typology of flyer: Distinguishing between traffic flyers and thematic flyers, according to targeted customer (Chetochine, 1994) and the categories that make it up (Volle, 2001);…”

Section: Methodsmentioning

confidence: 99%

Retail Brand Building Through Promotional Communication: A Study That Focuses on Category Killers Promotional Flyers

2011

CBR

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Strong competition in retail distribution and the development of new purchasing options for the consumer generate a growing need to strengthen the retailers' brand image using all the communication elements, with promotional flyers being one of the most important ways to do this. Promotional flyers make-up 5.1% of the money spent on communication and rank third place in terms of importance for retailers. The aim of this investigation work is to focus on analysing the utility of a promotional tool, such as a flyer, to fulfil a strategic objective, like creating a retail brand image, within a modern dynamic sector that is growing fast, such as Category Killers. Two sources of information have been used to carry out the research. On the one hand, a survey conducted on those responsible for the definition and execution of the promotional plan, and on the other hand, the accumulation and analysis of all the flyers issued into the market thought-out a year by those retailers which belong to this format, in order to conduct a study of seven defined image indicators. This information has been largely analyzed using multidimensional scaling method and chi-square test. As a result, we have managed to gather the differential elements in flyers execution between those retailers that prize the communications of image attributes and those retailers which concentrate on communicating price. The first group makes greater use of promotional theme related flyers, and shows greater differentiation in both product assortment and the depth of the range being communicated.

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“…(Kenhove, Wulf & Waterschoot, 1999). Store-level promotions influence store choice, but adapting store-level promotions to shopper characteristics is not relevant (Volle, 2001). …”

Section: Review Of Literaturementioning

confidence: 99%

Influence of Purchase Characteristics in “MORE” Supermarket Outlets at Kadapa-An Emerging Market

Poornima¹,

Ashok²

2013

ASS

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We have entered the 21st century at a time when the demography of our small town and rural population is changing significantly to drive organized retail growth. Thus, 85 per cent of the retail boom which was focused only in the metros has started to infiltrate towards smaller cities and towns. These smaller cities and towns where organized retail is still in its early stages are classified as emerging Indian markets (Ali et al., 2010). Literature indicates that store choice has been widely studied across the world. Interestingly Sinha et al. (2002) identified that it would be interesting to study the influence of purchase characteristics of shoppers on store choice. Even after 10 years, research publications related to this area are very little. Recently Ali et al. (2010) indicated that emerging markets especially where organized retail is still in its early stages are less researched. Hence in this research paper we have studied the influence of purchase characteristics on store choice in Kadapa where organized retail is still in its early stages.

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The short-term effect of store-level promotions on store choice, and the moderating role of individual variables

Cited by 55 publications

References 52 publications

Random regret minimization for consumer choice modeling: Assessment of empirical evidence

Random regret minimization for consumer choice modeling: Assessment of empirical evidence

Retail Brand Building Through Promotional Communication: A Study That Focuses on Category Killers Promotional Flyers

Influence of Purchase Characteristics in “MORE” Supermarket Outlets at Kadapa-An Emerging Market

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