This paper investigates consumer reactions to out-of-stocks (OOS) – which are unexpected and temporary in nature – as opposed to permanent assortment reductions (PAR). We discuss similarities and differences between OOS and PAR reactions as well as their underlying factors, and empirically...

This paper examines the impact of store format on the benefits that retailers can obtain from micromarketing strategies. Retail chains adopting a micromarketing strategy, tailor their marketing mix to the characteristics of the local market in which each store outlet operates. The present...

This paper investigates the impact of an online retailer’s stock-out policy on purchase incidence and choice. We make a distinction between three policies: (1) stock-outs are immediately visible and there are no suggestions, (2) stock-outs are only visible after clicking and (3) a replacement...

This paper provides an in-depth, qualitative analysis of the physician’s prescription decision process. The research approach is designed to meet the full complexity and sensitive nature of the physician’s choice behavior, which appears to be more hybrid and less rational in nature than is...