Michael Levy

Michael Levy
Babson College

About

30
Publications
53,364
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5,245
Citations

Publications

Publications (30)
Article
The global marketplace is continually shaped by changing realities, including the recent economic downturn and ever-increasing adoption of new technologies. The results of these changing realities affect every element of consumers’ shopping behavior, as well as their value perceptions. This article examines how recent changes in the environment and...
Article
Full-text available
Purpose – In this brief paper, the aim is to highlight three important pricing areas: the business strategies and pricing models that have evolved over the past 20 years of research, the customers that have been targeted, and the role of the internet on pricing. The advent of social media, mobile marketing and display technologies are likely to enc...
Chapter
Full-text available
The global retail landscape is changing in some dramatic ways. Retail sales are currently improving. At the same time, competitiveness of both the U.S. retail and global marketplace is escalating. Whereas category dominant retailers were once the store of choice for a variety of products, chains like Wal-Mart, Carrefour, METRO Group, Tesco and Targ...
Article
Retailing practice and the research resulting have experienced significant changes in recent years. This article reflects on Journal of Retailing articles published during our editorial tenure (2002–2007). Although Journal of Retailing publishes articles on many retailing topics, they have chosen four categories that they believe has had the larges...
Article
Full-text available
When retailers conduct product assortment planning (PAP), they determine (1) The variety of merchandise, (2) The depth of merchandise, and (3) Service level or the amount of inventory to allocate to each stock-keeping unit (SKU). Despite longstanding recognition of its importance, no dominant PAP solution exists, and theoretical and decision suppor...
Article
Survival in today's economic climate and competitive retail environment requires more than just low prices and innovative products. To compete effectively, businesses must focus on the customer's shopping experience. To manage a customer's experience, retailers should understand what “customer experience” actually means. Customer experience include...
Article
Full-text available
Marketing scientists and practitioners devote consider-able attention to services marketing strategies and tactics, buttheir focus recently has intensified with the dual realizationthat all businesses are service businesses and that “compet-ing through service” provides new perspectives and optionsfor organizations that are striving to create value...
Article
The field of retailing has experienced significant changes in recent years. In this article, we review articles published in Journal of Retailing over the 2002–2007 time span, classified into ten broad topic categories: price, promotion, brand/product, service, loyalty, consumer behavior, channel, organizational, Internet, and other. Some areas hav...
Article
After overseeing the review process of almost 1000 manuscripts over the course of 6 years, we, as editors, would like to synthesize some of the factors that we consider to be important to successfully publish in Journal of Retailing or other similar academic publications. Specifically, we discuss choosing an appropriate journal, topic, and the inte...
Article
Researchers and service providers have realized that a disproportionate share of a firm’s sales and profits come from a relatively small number of loyal customers that repeatedly purchase the firm’s services. In many service settings, such as health care, repeated interactions between the service provider and the client are necessary for service de...
Article
Employee courtesy is recognized as an important dimension of customer service. This paper presents and tests a model suggesting that employee courtesy affects attitudes toward a service firm. Employee courtesy, the physical environment, and locus of causality are three important elements of a service experience that might affect attitude toward a s...
Article
Although several hypotheses have been proffered to explain changes in the structure and evolution of retailing institutions, none provides a comprehensive explanation of how and why retail institutions evolve. This editorial first introduces the concept of the "Big Middle," the marketspace in which the largest retailers compete in the long run. It...
Article
This article represents the first of several editorials to appear in the Journal of Retailing designed to examine the nexus between retail practice and research, with the goal of stimulating further research. This essay on emerging trends in pricing discusses recent advances in retail pricing optimization. We begin with a review of how retailers ty...
Article
Despite a tremendous and enthusiastic reception for Internet retailing in the last few years, this new channel has not performed as anticipated, nor has its acceptance been as pervasive as originally expected. This paper details the many inherent structural and functional weaknesses of Internet retailing. Various strategies designed to improve the...
Article
Many factors, both obvious and subtle, influence customers’ store patronage intentions. Using videotape technology that enabled us to experimentally manipulate the number of visible store employees, number of customers, and music, we test the relative importance of wait expectations and store atmosphere evaluations on patronage intentions. These co...
Article
The influence of salespeople's characteristics on their performance has been an area of extensive research interest. This article examines a potentially important area — the influence of salespeople's affect toward customers on their performance. Previous research has suggested that if customers perceive salespeople to have a positive affect toward...
Article
Internet retailing has significantly changed the character of retail competition. More and more often, ordinary consumers, not just the technologically savvy ones, are making purchases over the Internet. The extent to which e-tailers can build trust will significantly influence the willingness of consumers to make purchases over the Internet. As a...
Article
Despite the proliferation of Internet usage both by retailers and by retail customers, little is know about the impact of the Internet on the retail salesperson's ability to add value to customer encounters. This article identifies and discusses Internet-related factors that potentially enable and/or limit the salesperson's successful execution of...
Article
Retailers are constantly trying to improve the performance of their salespeople. In this research, we suggest that elements of knowledge structures held by salespeople enhance their understanding of the antecedents to retail sales effectiveness. These structures also provide information that can help retail sales managers select, train and supervis...
Article
The last decade has fundamentally changed the face of retailing. The genesis has been increased customer fragmentation, enabling technologies such as the internet and increased competition. In this era of “hypercompetition,” retailers need to have a better understanding of the performance of individual stores so they can more accurately plan their...
Article
Relationships are very important in developing and maintaining effective marketing strategies. Due to the emphasis on relationships, there is increasing recognition that positive evaluations of business salespeople by their customers should be an important component of salespeople's evaluation process and compensation programs. For example, 40% of...
Article
Retailers should be interested in the way their salespeople categorize customers. Sales-people's descriptions of customer categories contain information about the nature of customers and how salespeople sell to customers. Customer category information can be used by retailers to aid in their selling, positioning, and promotion efforts. Using a surv...
Article
There is increasing evidence that the degree to which salespeople practice adaptive selling positively affects their performance. Adaptive selling is the altering of sales presentations across and during customer interactions in response to the perceived nature of the sales situation. This study examines several antecedents to adaptive selling: gen...
Article
A lack of understanding of the relationships among measures of salesperson performance exists in practice and in the retailing/sales management literature. This article examines the relationships among three commonly used measures—one outcome (sales volume) and two judgmental measures (managerial evaluations and salesperson self-evaluations). We em...

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