کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
10153210 1666197 2018 19 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
On consumer choice patterns and the net impact of feature promotions
ترجمه فارسی عنوان
الگوهای انتخاب مصرف کننده و تاثیرات خالص تبلیغات ویژگی
کلمات کلیدی
تبلیغات ویژه؛ الگوهای انتخاب مصرف کننده؛ تولید کننده و توزیع کننده خرده فروشی
موضوعات مرتبط
علوم انسانی و اجتماعی مدیریت، کسب و کار و حسابداری بازاریابی و مدیریت بازار
چکیده انگلیسی
Even in the digital age, feature promotions continue to receive significant investments from CPG manufacturers and retailers. Whether this is money well spent depends on consumers' (heterogeneous) tendency to switch brands or stores in response to features. This study proposes a 'Mixed-pattern Random-effects Nested Logit' (MRNL) model to analyse the effect of feature promotions in a multi-retailer multi-brand setting. Across 16 different CPG categories, our results reveal that in all cases a mixture of choice patterns prevails: about half of households exhibit a brand focus (i.e. rather substitute between stores offering that brand), the remaining half show evidence of a store focus (i.e. rather substitute brand offers within a visited store). We find that the size of the promotion lift and its underlying sources differ substantially between patterns. Brand-focused consumers are generally more responsive to feature ads than store-focused consumers - especially in low-concentration categories; while they imply much stronger cannibalization for the manufacturer, and much weaker cannibalization for the retailer. It follows that retailers reap much higher benefits in the brand-focused segment, while manufacturers may not prefer that segment in terms of net gains and must be wary of subsidizing those consumers. We identify household and category characteristics that underlie the choice patterns and offer opportunities for targeting.
ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: International Journal of Research in Marketing - Volume 35, Issue 3, September 2018, Pages 490-508
نویسندگان
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