Shelf sequence and proximity effects on online grocery choices
AbstractResearch 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
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Bibliographic InfoArticle provided by Springer in its journal Marketing Letters.
Volume (Year): 18 (2007)
Issue (Month): 1 (June)
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Web page: http://www.springerlink.com/link.asp?id=100312
Retailing; Shelf management; Assortment; Online shopping; Choice decision;
Other versions of this item:
- Breugelmans Els & Campo Katia & Gijsbrechts Els, 2005. "Shelf Sequence and Proximity Effects on Online Grocery Choices," Research Memorandum 052, Maastricht University, Maastricht Research School of Economics of Technology and Organization (METEOR).
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