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Do High and Low Inventory Turnover Retailers Respond Differently to Demand Shocks?

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  • Saravanan Kesavan

    (Kenan-Flagler Business School, University of North Carolina, Chapel Hill, North Carolina 27599)

  • Tarun Kushwaha

    (Kenan-Flagler Business School, University of North Carolina, Chapel Hill, North Carolina 27599)

  • Vishal Gaur

    (Samuel Curtis Johnson Graduate School of Management, Cornell University, Ithaca, New York 14850)

Abstract

This paper examines the differences in the behaviors of high (HIT) and low inventory turnover (LIT) retailers in responding to demand shocks. We identify quantity and price responsiveness as two mediating mechanisms that distinguish how high and low inventory turnover retailers manage demand shocks. Using quarterly firm-level data of 183 U.S. retailers between 1985 and 2012, we find that HIT retailers are able to respond quickly by changing their purchase quantities in response to demand shocks, whereas LIT retailers primarily rely on price changes to manage demand shocks. In addition, we examine the differential implications of these mechanisms on the financial performance of HIT and LIT retailers. We find price responsiveness to be a less effective strategy, compared to quantity responsiveness, in reducing excesses and shortages of inventory. Finally, the negative financial impact of a given amount of excess and shortage of inventory is eight times more severe for LIT retailers compared to HIT retailers.

Suggested Citation

  • Saravanan Kesavan & Tarun Kushwaha & Vishal Gaur, 2016. "Do High and Low Inventory Turnover Retailers Respond Differently to Demand Shocks?," Manufacturing & Service Operations Management, INFORMS, vol. 18(2), pages 198-215, May.
    • Handle: RePEc:inm:ormsom:v:18:y:2016:i:2:p:198-215
    DOI: 10.1287/msom.2015.0571
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    2. Dbouk, Wassim & Moussawi-Haidar, Lama & Jaber, Mohamad Y., 2020. "The effect of economic uncertainty on inventory and working capital for manufacturing firms," International Journal of Production Economics, Elsevier, vol. 230(C).
    3. ZHANG Hongyong & DOAN Thi Thanh Ha, 2023. "Global Sourcing and Firm Inventory during the Pandemic," Discussion papers 23018, Research Institute of Economy, Trade and Industry (RIETI).
    4. Kroes, James R. & Manikas, Andrew S. & Gattiker, Thomas F., 2018. "Operational leanness and retail firm performance since 1980," International Journal of Production Economics, Elsevier, vol. 197(C), pages 262-274.
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    6. Woon Sau Leung & Jiong Sun, 2021. "Policy Uncertainty and Customer Concentration," Production and Operations Management, Production and Operations Management Society, vol. 30(5), pages 1517-1542, May.
    7. Karca D. Aral & Erasmo Giambona & Ye Wang, 2022. "Buyer’s Bankruptcy Risk, Sourcing Strategy, and Firm Value: Evidence from the Supplier Protection Act," Management Science, INFORMS, vol. 68(11), pages 7940-7957, November.

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