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16
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Introduction
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August 2008 - present
Publications
Publications (16)
The fast-paced growth of e-commerce is impacting the type and variety of products consumers purchase across channels. A commonly held theory, known as long tail theory, posits that online sales are less concentrated at the top of the sales distribution than offline sales, and that more variety is bought online, making the tails of the overall sales...
This study develops a model for pricing seasonal goods, helping retailers better cope with demand uncertainty. Specifically, to improve price markdown policies for fashion apparel retailers, we uncover the relationship between fashion product characteristics and consumers’ within-season product adoption behavior. We develop an aggregate demand mode...
The fast-paced growth of e-commerce is rapidly changing consumers’ shopping habits and shaping the future of the retail industry. While online retailing has allowed companies to overcome geographic barriers to selling and helped them achieve operational efficiencies, offline retailers have struggled to compete with online retailers, and many retail...
This research highlights the importance of retailer-consumer identity congruence – the match between the retail brand identity and the consumers’ identity. Retailers can leverage identity congruence to forge meaningful consumer-brand relationships which will result in enhanced engagement, brand loyalty, and willingness to pay. The paper discusses h...
In this paper, we investigate how consumers derive value from having the option to use physical stores for their transactions focusing on the DVD rental market. We analyze data from consumers who subscribed to an online‐offline video rental service from a leading company that closed a large number of physical store locations during our study period...
We investigate how adoption of a retailer's factory outlet channel impacts customers' spending in the retailer's traditional retail store channel. In recent years, many retailers have added exclusively sourced factory outlet stores into their channel mix to achieve market expansion and customer segmentation. However, the impact of adoption of this...
We investigate how adoption of a retailer’s factory outlet channel impacts customers’ spending in the retailer’s traditional retail store channel. We find that although customers who adopt the outlet channel spend less with the retailer compared to store-only customers, the difference cannot be attributed to the impact of adoption of the outlet cha...
This paper uses household-level panel data from three large apparel retailers to examine how e-commerce affects the concentration of sales across products. In our data there are remarkable differences between the products that are popular in online versus offline channels. When the relative popularity of products differs by channel, as in our data,...
This study develops and estimates a dynamic model of consumer choice behavior in markets for seasonal goods, where products are sold over a finite season and availability is limited. In these markets, retailers often use dynamic markdown policies in which an initial retail price is announced at the beginning of the season and the price is subsequen...
This study develops and estimates a model of multi-channel customer purchase behavior in a vertically differentiated channel structure. In recent years many retailers have added exclusively sourced factory outlet stores into their channel mix to achieve market expansion and customer segmentation. However, there are two main concerns for retailers w...