IDEAS home Printed from https://ideas.repec.org/a/kap/mktlet/v18y2007i1p117-133.html
   My bibliography  Save this article

Shelf sequence and proximity effects on online grocery choices

Author

Listed:
  • Els Breugelmans
  • Katia Campo
  • Els Gijsbrechts

Abstract

Research on shelf effects in traditional grocery stores shows that a product's absolute and relative shelf position may strongly affect consumer choices. The authors examine whether and how such shelf effects translate to an online grocery context. We find that a product's choice probability increases when presented on the first screen or located near focal items, especially when the latter are out-of-stock. These primacy and proximity effects have stronger impacts on choice decisions when assortments are more difficult to evaluate and when a clear shelf organization facilitates the use of shelf-based choice heuristics. Copyright Springer Science + Business Media, LLC 2007

Suggested Citation

  • Els Breugelmans & Katia Campo & Els Gijsbrechts, 2007. "Shelf sequence and proximity effects on online grocery choices," Marketing Letters, Springer, vol. 18(1), pages 117-133, June.
    • Handle: RePEc:kap:mktlet:v:18:y:2007:i:1:p:117-133
    DOI: 10.1007/s11002-006-9002-x
    as

    Download full text from publisher

    File URL: http://hdl.handle.net/10.1007/s11002-006-9002-x
    Download Restriction: Access to full text is restricted to subscribers.
    File URL: https://libkey.io/10.1007/s11002-006-9002-x?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Burke, Raymond R, et al, 1992. "Comparing Dynamic Consumer Choice in Real and Computer-Simulated Environments," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 19(1), pages 71-82, June.
    2. Daniel McFadden & Kenneth Train, 2000. "Mixed MNL models for discrete response," Journal of Applied Econometrics, John Wiley & Sons, Ltd., vol. 15(5), pages 447-470.
    3. repec:dau:papers:123456789/1757 is not listed on IDEAS
    4. Hoyer, Wayne D, 1984. "An Examination of Consumer Decision Making for a Common Repeat Purchase Product," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 11(3), pages 822-829, December.
    5. Stephen J. Hoch & Eric T. Bradlow & Brian Wansink, 1999. "The Variety of an Assortment," Marketing Science, INFORMS, vol. 18(4), pages 527-546.
    6. Jie Zhang & Lakshman Krishnamurthi, 2004. "Customizing Promotions in Online Stores," Marketing Science, INFORMS, vol. 23(4), pages 561-578, June.
    7. Rohm, Andrew J. & Swaminathan, Vanitha, 2004. "A typology of online shoppers based on shopping motivations," Journal of Business Research, Elsevier, vol. 57(7), pages 748-757, July.
    8. Bhat, Chandra R., 2001. "Quasi-random maximum simulated likelihood estimation of the mixed multinomial logit model," Transportation Research Part B: Methodological, Elsevier, vol. 35(7), pages 677-693, August.
    9. Pierre Desmet & Valérie Renaudin, 1998. "Estimation of Product Category Sales Responsiveness to Allocated Shelf Space," Post-Print halshs-00143451, HAL.
    10. Joffre Swait & Rick L. Andrews, 2003. "Enriching Scanner Panel Models with Choice Experiments," Marketing Science, INFORMS, vol. 22(4), pages 442-460, September.
    11. Simonson, Itamar & Winer, Russell S, 1992. "The Influence of Purchase Quantity and Display Format on Consumer Preference for Variety," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 19(1), pages 133-138, June.
    12. Katia Campo & Els Gijsbrechts, 2005. "Retail assortment, shelf and stockout management: issues, interplay and future challenges," Applied Stochastic Models in Business and Industry, John Wiley & Sons, vol. 21(4‐5), pages 383-392, July.
    13. Jianan Wu & Arvind Rangaswamy, 2003. "A Fuzzy Set Model of Search and Consideration with an Application to an Online Market," Marketing Science, INFORMS, vol. 22(3), pages 411-434, March.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Xue Pan & Lei Hou & Kecheng Liu, 2022. "The effect of product distance on the eWOM in recommendation network," Electronic Commerce Research, Springer, vol. 22(3), pages 901-924, September.
    2. Elisa Monnot & Fanny Reniou & Béatrice Parguel & Leila Elgaaied-Gambier, 2019. "“Thinking Outside the Packaging Box”: Should Brands Consider Store Shelf Context When Eliminating Overpackaging?," Journal of Business Ethics, Springer, vol. 154(2), pages 355-370, January.
    3. Gould, Stephen & Goldsmith, Emily & Lee, Michael, 2020. "The choice polarity effect: An investigation of evolutionary-based trait handedness and perceived magnitudes on laterally displayed choices," Journal of Business Research, Elsevier, vol. 120(C), pages 627-637.
    4. H. Holly Wang & Yu Jiang & Shaosheng Jin & Qiujie Zheng, 2022. "New online market connecting Chinese consumers and small farms to improve food safety and environment," Canadian Journal of Agricultural Economics/Revue canadienne d'agroeconomie, Canadian Agricultural Economics Society/Societe canadienne d'agroeconomie, vol. 70(4), pages 305-324, December.
    5. Ali Aouad & Danny Segev, 2021. "Display Optimization for Vertically Differentiated Locations Under Multinomial Logit Preferences," Management Science, INFORMS, vol. 67(6), pages 3519-3550, June.
    6. Paul, J. & Agatz, N.A.H. & Fransoo, J.C., 2021. "Towards Profitable Growth in E-Grocery Retailing - the Role of Store and Household Density," ERIM Report Series Research in Management ERS-2021-009-LIS, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
    7. Breugelmans, Els & Campo, Katia, 2011. "Effectiveness of In-Store Displays in a Virtual Store Environment," Journal of Retailing, Elsevier, vol. 87(1), pages 75-89.
    8. Pantano, Eleonora & Servidio, Rocco, 2012. "Modeling innovative points of sales through virtual and immersive technologies," Journal of Retailing and Consumer Services, Elsevier, vol. 19(3), pages 279-286.
    9. Chan, Eugene Y. & Northey, Gavin, 2021. "Luxury goods in online retail: How high/low positioning influences consumer processing fluency and preference," Journal of Business Research, Elsevier, vol. 132(C), pages 136-145.
    10. Yu Tian & Sebastian Lautz & Alisdiar O. G. Wallis & Renaud Lambiotte, 2021. "Extracting Complements and Substitutes from Sales Data: A Network Perspective," Papers 2103.02042, arXiv.org, revised Aug 2021.
    11. Huang, Bo & Juaneda, Carolane & Sénécal, Sylvain & Léger, Pierre-Majorique, 2021. "“Now You See Me”: The Attention-Grabbing Effect of Product Similarity and Proximity in Online Shopping," Journal of Interactive Marketing, Elsevier, vol. 54(C), pages 1-10.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Kasper, J.D.P., 2005. "The culture of market oriented organisations," Research Memorandum 052, Maastricht University, Maastricht Research School of Economics of Technology and Organization (METEOR).
    2. Eisend, Martin, 2014. "Shelf space elasticity: A meta-analysis," Journal of Retailing, Elsevier, vol. 90(2), pages 168-181.
    3. Hübner, Alexander H. & Kuhn, Heinrich, 2012. "Retail category management: State-of-the-art review of quantitative research and software applications in assortment and shelf space management," Omega, Elsevier, vol. 40(2), pages 199-209, April.
    4. Paleti, Rajesh, 2018. "Generalized multinomial probit Model: Accommodating constrained random parameters," Transportation Research Part B: Methodological, Elsevier, vol. 118(C), pages 248-262.
    5. Partha Deb & Chenghui Li & Pravin K. Trivedi & David M. Zimmer, 2006. "The effect of managed care on use of health care services: results from two contemporaneous household surveys," Health Economics, John Wiley & Sons, Ltd., vol. 15(7), pages 743-760, July.
    6. Martey, E., 2018. "Heterogeneous Demand for Quality Soybean in Northern Ghana," 2018 Conference, July 28-August 2, 2018, Vancouver, British Columbia 277013, International Association of Agricultural Economists.
    7. Atella, Vincenzo & Deb, Partha, 2008. "Are primary care physicians, public and private sector specialists substitutes or complements? Evidence from a simultaneous equations model for count data," Journal of Health Economics, Elsevier, vol. 27(3), pages 770-785, May.
    8. Amoroso, Salvatore & Migliore, Marco & Catalano, Mario & Castelluccio, Francesco, 2012. "Vertical take-off and landing air transport to provide tourist mobility," Journal of Air Transport Management, Elsevier, vol. 24(C), pages 49-53.
    9. Staus, Alexander, 2008. "Standard and Shuffled Halton Sequences in a Mixed Logit Model," Working Papers 93856, Universitaet Hohenheim, Institute of Agricultural Policy and Agricultural Markets.
    10. Xi, Nannan & Hamari, Juho, 2021. "Shopping in virtual reality: A literature review and future agenda," Journal of Business Research, Elsevier, vol. 134(C), pages 37-58.
    11. Reema Bera & Bhargab Maitra, 2021. "Analyzing Prospective Owners’ Choice Decision towards Plug-in Hybrid Electric Vehicles in Urban India: A Stated Preference Discrete Choice Experiment," Sustainability, MDPI, vol. 13(14), pages 1-24, July.
    12. Grigolon, Anna B. & Borgers, Aloys W.J. & Kemperman, Astrid D.A.M. & Timmermans, Harry J.P., 2014. "Vacation length choice: A dynamic mixed multinomial logit model," Tourism Management, Elsevier, vol. 41(C), pages 158-167.
    13. von Haefen, Roger H., 2003. "Incorporating observed choice into the construction of welfare measures from random utility models," Journal of Environmental Economics and Management, Elsevier, vol. 45(2), pages 145-165, March.
    14. Berger, A. & Grigoriev, A. & van Loon, J., 2008. "Price strategy implementation," Research Memorandum 035, Maastricht University, Maastricht Research School of Economics of Technology and Organization (METEOR).
    15. Goic, Marcel & Rojas, Andrea & Saavedra, Ignacio, 2021. "The Effectiveness of Triggered Email Marketing in Addressing Browse Abandonments," Journal of Interactive Marketing, Elsevier, vol. 55(C), pages 118-145.
    16. Ida, Takanori, 2010. "Anomaly, impulsivity, and addiction," Journal of Behavioral and Experimental Economics (formerly The Journal of Socio-Economics), Elsevier, vol. 39(2), pages 194-203, April.
    17. Campbell, Danny & Hutchinson, W. George & Scarpa, Riccardo, 2006. "Lexicographic Preferences in Discrete Choice Experiments: Consequences on Individual-Specific Willingness to Pay Estimates," Sustainability Indicators and Environmental Valuation Working Papers 12224, Fondazione Eni Enrico Mattei (FEEM).
    18. Yang, Chih-Wen & Sung, Yen-Ching, 2010. "Constructing a mixed-logit model with market positioning to analyze the effects of new mode introduction," Journal of Transport Geography, Elsevier, vol. 18(1), pages 175-182.
    19. Ida, Takanori & Goto, Rei, 2009. "Interdependency among addictive behaviours and time/risk preferences: Discrete choice model analysis of smoking, drinking, and gambling," Journal of Economic Psychology, Elsevier, vol. 30(4), pages 608-621, August.
    20. Partha Deb & Pravin K. Trivedi, 2006. "Maximum simulated likelihood estimation of a negative binomial regression model with multinomial endogenous treatment," Stata Journal, StataCorp LP, vol. 6(2), pages 246-255, June.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:kap:mktlet:v:18:y:2007:i:1:p:117-133. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Sonal Shukla or Springer Nature Abstracting and Indexing (email available below). General contact details of provider: http://www.springer.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.