Purpose: Consumers may shop under an experiential or a task-focused shopping orientation. The present research examines whether interindividual differences in consumers’ shopping orientations reflect a stable consumer disposition (i.e., chronic shopping orientation). Furthermore, it examines whether this disposition influences consumers’ evaluations of retailer communication. Design/methodology...

Revenue management techniques, practiced for many years in the airline and hotel industries, have gained popularity with retailers. One such technique — dynamic pricing — refers to the intelligent process of controlling prices over a course of a sales season in a way that maximizes expected revenues. In this paper, we consider a retailer who sells a fashionable good during a short sales season,...

Consider a retailer announces both the regular price and the post-season clearance price at the beginning of the selling season. Throughout the season, customers arrive in accord with a Poisson process. In this paper we analyze the impact of two types of customer purchasing behavior and two common in-store display formats on the retailer’s optimal expected profit and optimal order quantity. We ...

Abstract To stay competitive against e-commerce, many retailers started to adopt a digital retail strategy, leveraging myriad of online and offline touchpoints increase their customer experience and, as result, sales. However, currently, no guidelines exist on how can identify, evaluate, influence sales impacting along the journey. Hence, this study derives key elements conversion rate optimiza...

We consider a retailer with limited inventories of identically priced, substitutable products. Customers arrive sequentially and the firm decides which subset of products to offer to each arriving customer depending on the customer’s preferences, the inventory levels, and the remaining time in the season. We show that the optimal assortment policy is to offer all available products if the custo...

In this study a supplier-retailer-customer supply chain of deteriorating item has been proposed where the supplier adopt full credit policy for retailer to enhance retailer's order volume. This facility influences provide period his/her customers on portion purchased amount boost market demand. These are named as partial and customers. For opportunity adopted by retailer, he/she always faces ri...

Many firms operate customer communities online. This is motivated by the belief that customers who join the community become more engaged with the firm and/or its products, and as a result, increase their economic activity with the firm. We describe this potential economic benefit as “social dollars.” This paper contributes evidence for the existence and source of social dollars using data from...

We consider the problem of “hyper-localizing” product assortments at a fashion retailer—that is, customizing the offerings to the particular preferences of customers visiting the store, so that customers can easily find the products that fit their tastes and purchase more. To make this decision, the firm must accurately predict the demand for each style at each store—a challenging task because ...

Abstract Multichannel retailers need to understand how allocate marketing budgets customer segments and online offline sales channels. We propose an integrated methodological approach assess email direct mail effectiveness vary by channel value segment. apply this international beauty retailer in six countries apparel the United States. estimate multi-equation hierarchical linear models find th...