The effect of variety on consumer choice has been studied extensively, with some stream of literature showing the positive effects on choice and others arguing that too many alternatives may result in negative consequences (i.e., choice deferral or no purchase at all), often referred to as...

To influence demand, some online retailers post messages (e.g., “5 units or less left in stock”) on their product pages to signal impending stockouts. These “scarcity” messages provide consumers “partial” inventory information, revealing only an upper bound on the number of units...

This paper analyzes drivers of compulsive buying behavior induced by store based promotion through empirical investigation in Mexico. The buying behavior in reference to point of sales promotions offered by retailing firms and determinants of sensitivity towards stimulating shopping arousal and...

The purpose of this study is to investigate the impact of store flyer characteristics on store performance for different formats (hypermarket and supermarket) and customer segments (additional and regular shoppers). Specifically, the paper tests propositions on how flyer duration, variety of...

This provides a test of Kashyap’s speculation that branded goods are discounted less often when private label goods have a high market share. This was tested by (1) looking at a cross section across a large set of packaged goods categories and (2) looking at twelve product categories...

This paper develops and estimates a structural model of differentiated-products demand in an environment with in-store displays and costly consumer price search. This investigation is motivated by two stylized facts on retail markets. First, the prevalence of retail “sales” means that...

I explore US consumer retail behavior during the proliferation of broadband internet from 2004 to 2018. Using household and retail scanner data, I capture consumer behavior using seven outcomes: (1) trip frequency, (2) total spending, (3) unique chains visited, (4) unique brands purchased, (5)...

How does users’ freedom of choice, or the lack thereof, affect interface preferences? The research reported in this article approaches this question from two theoretical perspectives. The first of these argues that an interface with a dominant market share benefits from the absence of...

While many studies have investigated consumer purchase behavior in reward programs, a better understanding of customer redemption behavior is lacking, particularly when promotions affect a core aspect of reward programs—free rewards. In this paper, we examine the impact of a promotion on...

This paper provides a new and complementary explanation for a pricing puzzle for seasonal products, namely, counter-cyclical pricing, drawing on the category-expansion effects of price promotions. Our study emphasizes the seasonal fluctuation in promotion frequency rather than the change in...