La décision d’allocation d’espace aux rayons repose aujourd’hui sur un savoir-faire essentiellement empirique des enseignes. Elle gagnerait à intégrer la notion d’élasticité des ventes à l’espace des rayons. Dans cet article, nous définissons dans un premier temps...

In order to improve the shelf-space allocation decision-making, we investigate the impact of space allocated on sales at the department level. A conceptual framework has been estimated on data coming from Monoprix.

Since a long time, companies have tried to involve the consumer in the production of service. These approaches are highly increasing and advocate a new view of consumers, not as passive receptacles for offerings but as true market partners. This participation is a relatively recent area of...

Nowadays retailers manage a portfolio of private label product lines, in order to improve customer satisfaction and to make difference with competitors. An exploratory study, based on a retail store chain customer database, demonstrates that premium private labels and mainstream private labels...

Retailers hold portfolios of complex and structured private labels (PL) brands from low cost positioning to premium. In addition, in recent years, the competition between these various brands with national brands invite to use many quality cues with the aim of improving the quality perceived by...

Self-checkout technologies (self-checkout or self-scanning systems) enjoy rapid development since the end of the 2000’s. Through qualitative interviews with retailers’ clients, this paper analyses their perception and usage of these new technologies. It helps to understand the process of...

PurposeUsing a classification of benefits and costs of promotional offers (Raghubir et al., 2004) along three routes – economic, informational and affective – this paper aims at evaluating, from the consumer's point of view, the relative perceptual disadvantages of separate-item bundles...

The evolution of distribution channels evolves towards a complex multi-channel form, through the increasing importance of the Internet. Along this line, consumer online reviews (COR) platforms rise in order to provide information about the quality of products and services. Despite a growing...

Signaling effect of a promotional price reduction: concept and experimentation Abstract Sales promotion has often positive effects on short term demand effects due to the benefits provided and to the signaling effect of the communication. If information is missing (regular price, price...

Virtual bundling is a promotional offer in which obtaining free product or money discount is linked to the purchase of a certain number of products presented separately. As a promotional technique offering numerous advantages to retailers and manufacturers, virtual bundling is more and more used...