My dissertation examines the effect of several changes occurring in the retail environment. In the first essay, I study competition among retail formats. I examine the phenomenon retailers call channel blurring: consumers moving their purchases from channels traditionally associated with that...

The pattern of market penetration of an innovation and the factors underlying the diffusion process have been an important subject of study in marketing. This dissertation develops an analytical model of the innovation diffusion process in a heterogeneous population, applicable for...

This paper presents a multidimensional scaling (MDS) methodology (vector model) for the spatial analysis of preference data that explicitly models the effects of unfamiliarity on evoked preferences. Our objective is to derive a joint space map of brand locations and consumer preference vectors...

This dissertation examines consumer response to one aspect of logo redesign: shape. Relatively little research has focused exclusively on logos and even less attention has been given to logo redesign. Reaction to change in logo shape is hypothesized to be a function of the degree of change (from...

My dissertation examines the impact of in-store slack on shoppers spending. In my first essay, I propose that consumers mental budgets for grocery trips are typically comprised of both an itemized portion and in-store slack. I conceptualize the itemized portion as the amount that the consumer...

Many firms introduce electronic channels in addition to their traditional sales channels and observe increasing buyer adoption rates immediately after the introduction but subsequent declines. Firms must understand the factors that drive channel adoption decisions and how these factors change...

Advances in information technology increasingly allow firms to identify expensive, high-cost customers, who are not only individually less profitable for firms but also raise the average marginal cost incurred by firms and thus impose a negative externality on inexpensive customers. Should...

Recently fixed pricing and auctions have been brought together in a new pricing format that offers bidders the option of prematurely ending an auction at a fixed price. eBay calls this a “Buy-it- Now” auction, uBid calls this “UBuy it” and Yahoo auctions refer to this as a “Buy Now”....