Demand Expansion and Cannibalization Effects from Retail Store Entry: A Structural Analysis of Multichannel Demand

In this paper, we investigate the demand response of a firm’s existing customers to retail store entry and which aspects of the response are demand-expanding and which cannibalize online sales. The empirical goal of the paper is to separately identify the effects of customer-to-store distance on pur...

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Bibliographic Details
Published in:Management science 2022-12, Vol.68 (12), p.8829-8856
Main Authors: Shriver, Scott K., Bollinger, Bryan
Format: Article
Language:English
Subjects:
Ascription
Brands
Budgets
channels of distribution
Clothing industry
Consumers
Counterfactual thinking
Customers
Demand
discrete-continuous models
Expansion
Expenditures
Experiments
market entry
pricing
Retail stores
Retailing industry
Sales
Segmentation
Structural analysis
Textile industry
Transport costs
Transportation
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