The impact of brand equity and the hedonic level of products on consumer stock-out reactions

• Published in: Journal of retailing 2005, Vol.81 (1), p.15-34
• Main Authors: Sloot, Laurens M., Verhoef, Peter C., Franses, Philip Hans
• Format: Article
• Language: English
• Subjects: Assortment management; Brand equity; Category management; Consumer behavior; Consumers; Hedonic and utilitarian products; Liquor; Out-of-stock; Retailing; Studies
• ISSN: 0022-4359; 1873-3271
• DOI: 10.1016/j.jretai.2005.01.001

We investigate the impact of brand equity and the hedonic level of the product on consumer stock-out responses. We also examine whether the hedonic level of the product moderates the effect of brand equity. Using a sample of Dutch consumers divided over eight product groups and eight retail chains, we tested our hypotheses and found that consumers were more loyal to high-equity brands than to low-equity brands in the case of a stock-out situation. In hedonic product groups, consumers were more likely to switch to another store. Purchasers of high-equity brands in hedonic product groups were, compared to purchasers of high-equity brands in utilitarian product groups, less inclined to postpone the purchase but were more likely to switch to another item by that brand. In addition to these two main variables, we also investigate the effect of variables from prior research and some new variables, such as stockpiling and impulse buying. Finally, we discuss the theoretical and managerial implications of the findings.