The DOI matches its Crossref record; 28 of the 28 references it cites were found in a registry or an index.
The effect of product assortment on buyer preferences
Open accessAbstract
Using product assortment to gain a sustainable differentiation is becoming increasingly difficult in the current retail environment and is likely to become even more challenging as the importance of location continues to decline and the share of Internet-based retailing increases. Recent research, however, suggests that product assortment can play a key role, not only in satisfying wants, but also in influencing buyer wants and preferences. This article reviews and synthesizes empirical evidence indicating that (a) retailers can use the assortment subset that buyers consider to enhance the likelihood that a purchase will be made and to affect the specific option selected, (b) the manner in which the set of considered options are presented also affects buyer preferences and purchase decisions, and, (c) the effects of the considered options and presentation format interact with other elements of the marketing mix such as sales promotions. The implications of these findings for retailers, including ethical aspects of influencing buyer preferences, are discussed.
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Cites
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Cited by
The influence of online product recommendations on consumers' online choices
Senecal, S., & Nantel, J. (2004) · Journal of Retailing · doi:10.1016/j.jretai.2004.04.001 · Cited by 1,585
Chiu, C., Wang, E. T. G., Fang, Y., & Huang, H. (2014) · Information Systems Journal · doi:10.1111/j.1365-2575.2012.00407.x · Cited by 1,332
Choice overload: A conceptual review and meta-analysis
Chernev, A., Böckenholt, U., & Goodman, J. (2015) · Journal of Consumer Psychology · doi:10.1016/j.jcps.2014.08.002 · Cited by 858
Impact of store environment on impulse buying behavior
Mohan, G., Sivakumaran, B., & Sharma, P. (2013) · European Journal of Marketing · doi:10.1108/ejm-03-2011-0110 · Cited by 423
The Influence of Product Variety on Brand Perception and Choice
Berger, J., Draganska, M., & Simonson, I. (2007) · Marketing Science · doi:10.1287/mksc.1060.0253 · Cited by 290
Self-citation
Metadata
- Authors
- Simonson, I.
- Venue
- Journal of Retailing
- Publisher
- Elsevier BV
- Published
- 1999
- Volume
- 75
- Issue
- 3
- Pages
- 347-370
- ISSN
- 0022-4359 (ISSN-L)
- OpenAlex
- W1538402868
- Cited by
- 290
- References
- 28
- FWCI
- 2.73
- Type
- journal article
- Language
- en
- Open access
- hybrid
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
