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Essential marketing: frameworks and concepts ; a reference guide to marketing analysis
In: The marketing toolbox
When More is Less and Less is More: The Psychology of Managing Product Assortments
In: Marketing intelligence review. [Englische Ausgabe], Band 3, Heft 1, S. 8-15
Abstract
The strategy of giving customers what they want can backfire when it comes to designing and managing product assortments. Not only does offering more options lead to higher costs for the company, larger assortments often lead to lower probability of purchase and decreased satisfaction due to choice overload. Surprisingly, most consumers (as well as many managers) are unaware of the drawbacks of larger assortments, displaying preference for the greater variety of options even in cases when such variety makes consumers less confident in their decisions and lowers their satisfaction with choice. Understanding the psychology of choice gives managers a competitive advantage, allowing them to design assortments and product lines that create value for both the company and its customers
Semantic Anchoring in Sequential Evaluations of Vices and Virtues
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 37, Heft 5, S. 761-774
ISSN: 1537-5277
Jack of All Trades or Master of One? Product Differentiation and Compensatory Reasoning in Consumer Choice
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 33, Heft 4, S. 430-444
ISSN: 1537-5277
Articulation Compatibility in Eliciting Price Bids
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 33, Heft 3, S. 329-341
ISSN: 1537-5277
Differentiation and Parity in Assortment Pricing
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 33, Heft 2, S. 199-210
ISSN: 1537-5277
Decision Focus and Consumer Choice among Assortments
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 33, Heft 1, S. 50-59
ISSN: 1537-5277
Context Effects without a Context: Attribute Balance as a Reason for Choice
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 32, Heft 2, S. 213-223
ISSN: 1537-5277
Feature Complementarity and Assortment in Choice
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 31, Heft 4, S. 748-759
ISSN: 1537-5277
Goal Orientation and Consumer Preference for the Status Quo
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 31, Heft 3, S. 557-565
ISSN: 1537-5277
Extremeness Aversion and Attribute-Balance Effects in Choice
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 31, Heft 2, S. 249-263
ISSN: 1537-5277
Extremeness Aversion and Attribute-Balance Effects in Choice
In: Chernev, Alexander. "Extremeness aversion and attribute-balance effects in choice." Journal of consumer research 31.2 (2004): 249-263.
SSRN
When More Is Less and Less Is More: The Role of Ideal Point Availability and Assortment in Consumer Choice
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 30, Heft 2, S. 170-183
ISSN: 1537-5277