Testing Behavioral Hypotheses Using an Integrated Model of Grocery Store Shopping Path and Purchase Behavior

Hui, Sam K.; Bradlow, Eric T.; Fader, Peter S.

doi:10.1086/599046

Cited by 236 publications

(165 citation statements)

References 53 publications

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“…Thus, future studies could investigate price promotion effects by accounting for the differences between purchases and actual consumption of relative virtue/vice products. In addition, the price promotion effects may vary between current and future choice behavior because buying virtues at time t may lead to buying vices at time t + 1 (Hui, Bradlow, and Fader 2009). Therefore, future studies could explore the degree to which price promotion effects vary from time t to time t + 1 according to consumers' previous choices between relative virtues and vices.…”

Section: Discussionmentioning

confidence: 99%

The vices and virtues of consumption choices: price promotion and consumer decision making

et al. 2017

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As consumers exhibit relatively more self-control over healthy products by limiting the purchase quantity of vice choices and buying more virtue choices to adhere to healthy-eating goals, a price promotion has a stronger effect on virtue than vice choices of healthy food. In contrast, consumers exhibit relatively less self-control over unhealthy products and evaluate price promotions as a persuasive temptation mechanism; thus, a price promotion has a stronger effect on vice than virtue choices of unhealthy food. The results of the empirical analyses provide support for these hypotheses.

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Section: Discussionmentioning

confidence: 99%

The vices and virtues of consumption choices: price promotion and consumer decision making

et al. 2017

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“…For example, imagine a retailer trying to understand how providing a discount, or changing the product location changes the flow of customers in the store, how long customers spend at a given store location, what they subsequently put into their shopping basket and in what order? A database that contains consumer in-store movements connected to their purchases (Hui et al 2009a(Hui et al , 2009b(Hui et al , 2009c) could now answer this question because of the time dimension that has been added. In addition, due to the continuous nature with which information now flows to a retailer, the historical daily decision making about inventory levels, re-stocking, orders, etc.…”

Section: Timementioning

confidence: 99%

The Role of Big Data and Predictive Analytics in Retailing

Bradlow

Gangwar

Kopalle

et al. 2017

Journal of Retailing

Self Cite

364

181

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The paper examines the opportunities in and possibilities arising from Big Data in retailing, particularly along five major data dimensions -data pertaining to customers, products, time, (geo-spatial) location and channel. Much of the increase in data quality and application possibilities comes from a mix of new data sources, a smart application of statistical tools and domain knowledge combined with theoretical insights. The importance of theory in guiding any systematic search for answers to retailing questions, as well as for streamlining analysis remains undiminished, even as the role of Big Data and predictive analytics in retailing is set to rise in importance, aided by newer sources of data and large-scale correlational techniques. The Statistical issues discussed include a particular focus on the relevance and uses of Bayesian analysis techniques (data borrowing, updating, augmentation and hierarchical modeling), predictive analytics using big data and a field experiment, all in a retailing context. Finally, the ethical and privacy issues that may arise from the use of big data in retailing are also highlighted.2

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“…Harrell et al (1980) find that perceived crowding negatively affects shopping behavior as consumers employ adaptation strategies. Hui et al (2009) study shoppers' path behavior and zone density, finding that consumers might be attracted to higher density zones but shop less in them. Argo et al (2005) demonstrate that increasing social presence tends to positively affect emotions initially and then to have a more negative effect as the presence gets larger.…”

Section: Literature Reviewmentioning

confidence: 99%

Optimal Timing of Sequential Distribution: The Impact of Congestion Externalities and Day-and-Date Strategies

2015

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The window between a film's theatrical and video releases has been steadily declining with some studios now testing day-and-date strategies (i.e., when a film is released across multiple channels at once). We present a model of consumer choice that examines trade-offs between substitutable products (theatrical and video forms), the possibility of purchasing both alternatives, a congestion externality affecting consumption at theaters with heterogeneous consumer groups, and a decay in the quality of the content over time. Our model permits a normative study of the impact of shorter release windows (0-3 months) for which there is a scarcity of relevant data. We characterize the market conditions under which a studio makes video release time and price selections indicative of direct-to-video, day-and-date, and delayed video release tactics. During seasons of peak congestion, we establish that day-and-date strategies are optimal for high quality films with high content durability (i.e., films whose content tends to lead consumers to purchase both alternatives) whereas prices are set to perfectly segment the consumer market for films with low content durability. We find that lower congestion effects provide studios with incentives to delay release and price the video to induce multiple purchasing behavior for films with higher content durability. However, an increase in congestion effects can, in certain cases, actually lead to higher studio profitability. We also show that, at the lower range of quality, an increase in movie quality should often be accompanied by a later video release time. Surprisingly, however, we observe the opposite result at the upper range of movie quality: an increase in quality can justify an earlier release of the video.

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Testing Behavioral Hypotheses Using an Integrated Model of Grocery Store Shopping Path and Purchase Behavior

Cited by 236 publications

References 53 publications

The vices and virtues of consumption choices: price promotion and consumer decision making

The vices and virtues of consumption choices: price promotion and consumer decision making

The Role of Big Data and Predictive Analytics in Retailing

Optimal Timing of Sequential Distribution: The Impact of Congestion Externalities and Day-and-Date Strategies

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