We focus on destination categories, so named because they have the greatest impact on where households choose to shop and, more generally, on how category positioning affects which store a household chooses. We propose a reduced-form model-based analytical approach to identify categories that...

Pricing is one of the most crucial determinants of sales. Besides the actual price, how the price offering is presented to consumers also affects consumer evaluation of the product offering. Many studies focus on “price framing,” i.e., how the offer is communicated to the consumer is the...

Recent industry studies suggest that customers routinely use multiple channels of the same retailer to make their purchases. However, most studies about the drivers of customer profitability only focus on customer behavior in a single channel. This research investigates customer channel...