Grocery retail dynamics and store choice

Research output: ThesisDoctoral ThesisScientific

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Abstract

In response to maturing markets and declining growth, retailers in Europe and the United States alike have been forced to rethink their business. In this dissertation, two recent phenomena are studied that are increasingly being used by retailers in response to this trend: store acquisitions and channel blurring. The first essay posits that, when patronizing stores, consumers may not only exhibit loyalty to a retail chain, but also to a specific outlet. It derives the extent to which consumers exhibit such outlet loyalty, and tests how the positioning of the acquiring chain alters consumers’ adherence to the acquired outlet. The second essay goes one step further and studies how the geo-temporal pattern of store conversion after a large-scale acquisition, affects consumers’ store choice
process and, hence, the performance of the acquiring fi rm. In the third essay, the focus lies on across- rather than within-channel competition. It explores promotion-based competition between supermarkets and drug chains, for categories where their assortments overlap, and compares the effect of price promotions on category sales, both within and across channels. Overall, this dissertation sheds light on the dynamics in the retail marketplace and their impact on store choice – insights that retail managers can put to proper use.
Original languageEnglish
QualificationDoctor of Philosophy
Awarding Institution
  • Tilburg University
Supervisors/Advisors
  • Gijsbrechts, Els, Promotor
Award date18 Jun 2014
Place of PublicationTilburg
Publisher
Print ISBNs9789056683894
Publication statusPublished - 18 Jun 2014

Fingerprint

Retail
Store choice
Dynamic choice
Grocery
Retailers
Loyalty
Adherence
Positioning
Supermarkets
Managers
Drugs
Assortment
Retail chain
Channel competition
Price promotions

Cite this

van Lin, A. (2014). Grocery retail dynamics and store choice. Tilburg: CentER, Center for Economic Research.
van Lin, Arjen. / Grocery retail dynamics and store choice. Tilburg : CentER, Center for Economic Research, 2014. 214 p.
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van Lin, A 2014, 'Grocery retail dynamics and store choice', Doctor of Philosophy, Tilburg University, Tilburg.

Grocery retail dynamics and store choice. / van Lin, Arjen.

Tilburg : CentER, Center for Economic Research, 2014. 214 p.

Research output: ThesisDoctoral ThesisScientific

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AU - van Lin, Arjen

PY - 2014/6/18

Y1 - 2014/6/18

N2 - In response to maturing markets and declining growth, retailers in Europe and the United States alike have been forced to rethink their business. In this dissertation, two recent phenomena are studied that are increasingly being used by retailers in response to this trend: store acquisitions and channel blurring. The first essay posits that, when patronizing stores, consumers may not only exhibit loyalty to a retail chain, but also to a specific outlet. It derives the extent to which consumers exhibit such outlet loyalty, and tests how the positioning of the acquiring chain alters consumers’ adherence to the acquired outlet. The second essay goes one step further and studies how the geo-temporal pattern of store conversion after a large-scale acquisition, affects consumers’ store choiceprocess and, hence, the performance of the acquiring fi rm. In the third essay, the focus lies on across- rather than within-channel competition. It explores promotion-based competition between supermarkets and drug chains, for categories where their assortments overlap, and compares the effect of price promotions on category sales, both within and across channels. Overall, this dissertation sheds light on the dynamics in the retail marketplace and their impact on store choice – insights that retail managers can put to proper use.

AB - In response to maturing markets and declining growth, retailers in Europe and the United States alike have been forced to rethink their business. In this dissertation, two recent phenomena are studied that are increasingly being used by retailers in response to this trend: store acquisitions and channel blurring. The first essay posits that, when patronizing stores, consumers may not only exhibit loyalty to a retail chain, but also to a specific outlet. It derives the extent to which consumers exhibit such outlet loyalty, and tests how the positioning of the acquiring chain alters consumers’ adherence to the acquired outlet. The second essay goes one step further and studies how the geo-temporal pattern of store conversion after a large-scale acquisition, affects consumers’ store choiceprocess and, hence, the performance of the acquiring fi rm. In the third essay, the focus lies on across- rather than within-channel competition. It explores promotion-based competition between supermarkets and drug chains, for categories where their assortments overlap, and compares the effect of price promotions on category sales, both within and across channels. Overall, this dissertation sheds light on the dynamics in the retail marketplace and their impact on store choice – insights that retail managers can put to proper use.

M3 - Doctoral Thesis

SN - 9789056683894

T3 - CentER Dissertation Series

PB - CentER, Center for Economic Research

CY - Tilburg

ER -

van Lin A. Grocery retail dynamics and store choice. Tilburg: CentER, Center for Economic Research, 2014. 214 p. (CentER Dissertation Series).