Title: Dynamics in consumer response to product unavailability: Do stock-out reactions signal response to permanent assortment reductions?
Authors: Campo, Katia ×
Gijsbrechts, Els
Nisol, Patricia #
Issue Date: Aug-2004
Publisher: Elsevier science inc
Series Title: Journal of Business Research vol:57 issue:8 pages:834-843
Abstract: This paper investigates consumer reactions to out-of-stocks (OOS)-which are unexpected and temporary in nature-as opposed to permanent assortment reductions (PAR). We discuss similarities and differences between OOS and PAR reactions as well as their underlying factors, and empirically test our propositions in two product categories. Our results indicate that retailer losses incurred in case of a PAR may be substantially larger than those in case of a stock-out for the same item. This suggests that retailers (i) should be cautious in extrapolating consumer response to stock-outs to PAR situations, (ii) should keep a minimum of variation in the assortment even if this implies a higher stock-out risk, (iii) may wish to explicitly signal the temporary character of a stock-out by leaving the shelf space of the OOS item unused. The results further suggest that stock-out losses may disproportionately grow with OOS frequency and duration, emphasizing the need to keep their occurrence and length within limits. (C) 2002 Elsevier Inc. All rights reserved.
ISSN: 0148-2963
Publication status: published
KU Leuven publication type: IT
Appears in Collections:Faculty of Economics and Business (FEB), Campus Carolus Antwerp - miscellaneous
× corresponding author
# (joint) last author

Files in This Item:
File Status SizeFormat
dynamicsinconsumer.pdf Published 215KbAdobe PDFView/Open Request a copy

These files are only available to some KU Leuven Association staff members


All items in Lirias are protected by copyright, with all rights reserved.

© Web of science