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We study the implications of assortment variety on customer choice. Specifically, we are interested in characterizing and quantifying the effects of assortment variety on customer choice by proposing and operationalizing a novel representation of an assortment that measures variety along multiple dimensions. Moreover, we investigate potential moderating effects of assortment variety on customer choice, namely customer segments and seasonality. We test our model on a large clickstream data set.
Optimizing inventory availability disclosures for brick-and-mortar stores
Dung Nguyen1,2, Kai Hoberg1, Walid Klibi2
1Kühne Logistics University, Germany; 2Kedge Business School, France
Retailers often provide store inventory information on their websites, and it can influence customers' decisions to visit the store. For instance, when a customer wants to buy three units of a product and the website indicates three units are available, concerns about inventory insufficiency or inaccuracy may still arise. This paper investigates the impact of website inventory information on customer behavior and how retailers can optimize the displayed inventory information to maximize profits.
Does size matter for loyalty points redemptions?
Yang Chen, Anton Ovchinnikov, Nicole Robitaille
Queen's University, Canada
Prior research on loyalty programs typically finds rewards increase loyalty, without considering the impact of redemption size and consumer habits. We demonstrate these factors are significant predictors in fostering long-term loyalty, with smaller redemptions often outperforming larger ones. Our results demonstrate redemption is a key lever in loyalty program optimization.
