High technology product sales are positively associated with performance of retailers and distributors in terms of customer service quality, growth in sales and increase in market share. This paper aims at analyzing the impact of retail sales strategies and performance of customer services on...

The role of customer value has been largely recognized over time by the firms as an instrument towards stimulating market share and profit optimization. The customer values for a new product of firm in competitive markets are shaped more by habits, reinforcement effects, and situational...

In a viral marketing campaign an organization develops a marketing message, and stimulates customers to forward this message to their contacts. Despite its increasing popularity, there are no models yet that help marketers to predict how many customers a viral marketing campaign will reach, and...

This study contributes to the retail adoption literature by explicitly focusing on the role of both profit-related and relationship variables in explaining new product adoption decisions by retailers, instead of considering either one of these groups of variables in isolation as has been done by...

Marketing literature has long recognized that brand price elasticity need not be monotonic and symmetric, but has yet to provide generalizable market-level insights on threshold-based price elasticity, asymmetric thresholds, and the sign and magnitude of elasticity transitions. This paper...

In this contribution, we discuss a facility location model to maximize firms' patronage, while demand is determined by a multinomial logit model (MNL). We account for customer segmentation based on customer characteristics. Hence, we are able to reduce the bias to the objective, which is due to...

Abstract Staffing decisions typically account for a large portion of a retailer's operational costs. The effectiveness of these decisions has often been analyzed by relating staffing levels to revenues. However, such approach does not explicitly consider the mechanisms by which the staff can...

In most western countries, grocery retailers are faced with maturing domestic markets with a year-to-year sales growth close to zero. Moreover, most Western-European markets are characterized by a high concentration rate, with a combined market share of the top five players easily exceeding 70%....

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...