How off-line retailers can fight back

For retailers, the era of the online marketplace brings previously unimaginable opportunity and risk: on one hand, the universe of customers has expanded exponentially, and with it the amount of information available on individuals' ...

Where's the beef on the loss leader strategy?

Deep discounting by retailers, accompanied by a blitz of promotions, is a long-established and well-accepted strategy for boosting brand and category sales. But relatively few studies have analyzed store-level data in an ...

To sell more healthy food, keep it simple

Despite extensive research on how to persuade consumers to improve their diets, academicians have largely failed to present food retailers with easy-to-use suggestions. Brian Wansink, director of Cornell's Food and Brand ...

A survival guide for retail startups

Nothing gets a new retail venture off the ground and likely to stay there more surely than effective inventory management and well-trained employees. That's the bottom line of new research conducted on almost 16,000 small, ...

Surveiling the consumer for loyalty and profit

Surveillance may be a dirty word when it comes to domestic politics, but understanding what interests the consumer and how technology may provide insights is a legitimate concern of retailers. Exactly which technologies yield ...

Size doesn't matter (to everyone) when discounting pre-orders

Introducing new products through pre-order price promotions is a time-honored strategy, but how deep should those discounts be and what factors induce consumers to make the leap of faith needed to plunk down money for a brand-new ...

Gaining an edge in head-to-head competition

Pairs of dominant retailers in direct competition - Macy's and Gimbel's, Saks and Bloomingdale's, Dick's and Sports Authority - are always trying to find an edge over their rival. Money back guarantees, or MBGs, and personalized ...

Are we actually affected by the music in stores?

The ubiquitous music heard across shopping centres, clothing stores, supermarkets, coffee shops and bars is widely thought to have positive effects on customer mood and behaviour, however a new study has found this may not ...

Different strokes for different folks

People use different criteria when they're searching for a gift than when they are buying for themselves. New research identifies the cues that encourage purchases in each situation.

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