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The effect of item reduction on assortment satisfaction—A consideration of the category of red wine in a controlled retail setting

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  • Beneke, Justin
  • Cumming, Alice
  • Jolly, Lindsey

Abstract

This study aims to investigate the effect of item reduction on assortment satisfaction within the red wine category. The study conducted an online experiment using a simulated online wine store. Lowest selling wines were removed after the first buying phase, and the respondents repeated the browsing process in the reduced assortment. A questionnaire measured the shift in perceptions. The results show that assortment perceptions can be maintained in the face of item reduction. There is also a strong association between category familiarity and assortment satisfaction, with differing levels of assortment satisfaction between high and low category familiarity groups. The presence of a favourite item also plays a role in maintaining assortment perceptions. The results suggest that retail managers can reduce assortments by removing low selling items while not affecting customers' assortment perceptions. Furthermore item reduction can be used to increase consumers' satisfaction if they are unfamiliar with the product category. This particular study is limited in the sense that the results were obtained exclusively in an online environment. Future studies may therefore be useful in validating these results in brick and mortar wine outlets.

Suggested Citation

  • Beneke, Justin & Cumming, Alice & Jolly, Lindsey, 2013. "The effect of item reduction on assortment satisfaction—A consideration of the category of red wine in a controlled retail setting," Journal of Retailing and Consumer Services, Elsevier, vol. 20(3), pages 282-291.
    • Handle: RePEc:eee:joreco:v:20:y:2013:i:3:p:282-291
    DOI: 10.1016/j.jretconser.2013.01.007
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    Cited by:

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    2. Gázquez-Abad, Juan Carlos & Martínez-López, Francisco J. & Sethuraman, Raj, 2021. "What factors moderate the effect of assortment reduction on store switching? Insights and implications for grocery brands," Journal of Business Research, Elsevier, vol. 133(C), pages 98-115.
    3. Verma, Pranay & Sharma, Anil Kumar, 2018. "Assortment satisfaction: The tale of online footwear sales," Technology in Society, Elsevier, vol. 54(C), pages 57-65.

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