0000000000014899
AUTHOR
Miguel-ángel Gómez-borja
Assessing the Impact of Temporary Retail Price Discounts Intervals Using SVM Semiparametric Regression
Although the marketing literature has found that temporary retail price discounts cause a significant sales increase, little is known about the specific characteristics of deals that influence the magnitude of the sales spike. In this paper, we analyse the impact of the length of temporary retail price discounts periods on the sales increase using scanner-store daily-sales data for two frequently purchased product categories: ground coffee (a storable category) and yogurt (a perishable category).Wedevelop a robust semiparametric regression model based on support vector statistical theory with several previously proposed predictors along with a daily time description. This model also makes i…
Application Of Social Web Tools To The Internationalization Of Retail Companies
The emergence and development of what is called the Social Web or Web 2.0 is marked by the appearance and development of new communication tools and applications such as blogs, chats, forums, social networks, etc., and interaction between users. As well as giving consumers emotional and practical benefits, these applications represent great communication opportunities for companies in a globalized context. For this reason, businessmen are increasingly using Social Web tools as instruments to get information and market knowledge, as well as for communication in an internationalization context. Taking the opportunities the use of Social Web tools in a global context represent for retail busin…
Using Daily Store-level Data to Understand Price Promotion Effects in a Semiparametric Regression Model
Though it has been widely reported in the marketing literature that temporary price discounts generate substantial short-term sales increase, the shape of the deal effect curve constitutes a key research topic, for which there are still limited empirical results. To address this issue, a semiparametric regression approach is used to model the complex nature of this phenomenon. Our model is developed at the brand level using daily store-level scanner-data, which allows the study of several nonreported promotional effects, such as the influence of the day of the week both in promotional and nonpromotional periods. The results show that the weekend is the most effective in increasing promotion…
Evaluating temporary retail price discounts using semiparametric regression
PurposeTo analyze the impact of temporary retail price discount on a consumer goods product category using semiparametric regression and considering different promotional price discount characteristics as well as brand characteristics.Design/methodology/approachA semiparametric regression model using Support Vector Machines, which aim to evaluate retailers' decisions about temporary price discounts, has been developed. The model is derived from the analysis of historical sales data, which provide precise evaluation of previous temporary price discounts periods. The model is also consistent with ample empirical evidence showing that historical retail sales data can be used to evaluate the im…
Perceived congruence and online loyalty as segmentation variables in multichannel retailing: a comparison between appparel and electronics
As the interest of the literature on congruity between offline and online stores is relatively recent, empirical evidence is required to help marketing managers choose the most effective ways of contributing to the formation of consistent offerings as well as their contribution to generate customer loyalty. This study examines whether congruity can help to identify segments of heterogeneous consumers that differ significantly regarding these variables as well as other constructs related to the customer relationship with the retailer. The study attempts to identify which congruity attribute(s) are most relevant for differentiating customers by their loyalty towards the online store, so that …