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Experiments show that adding extra search costs to find discounted items can improve gross margins and sales by increasing the number of items inspected and serving as a self-selecting price discrimination mechanism among customers.
Encouraging consumers to purchase a more sustainable product or use resources more responsibly is a key challenge for society.
In both cases, the marketing specialist has to deal with the practical needs of a buyer or organization and his/her emotional and personal needs.
The importance of motivation in consumer behavior is known around the world.
For example, patients may be asked to use kiosks to check themselves into hospitals.
This study finds that customer anxiety during SST transactions can reduce customers’ trust in the service provider. This paper challenges the logic that making it easier for consumers to search across a wide assortment of products is the best strategy for online retailers.Consumers are less sensitive to shipping fees than to product prices, but free shipping for orders above the minimum is a strong motivator for increasing average basket sizes.How should we learn to discriminate a fine wine or chocolate?Enthusiasts perform more like experts when they abandon language and just “draw the shape” of the taste.For multichannel retailers, pricing strategy can be difficult to execute and confusing to shoppers.Access to society journal content varies across our titles.If you have access to a journal via a society or association membership, please browse to your society journal, select an article to view, and follow the instructions in this box.This paper discusses experiments involving more than 7,000 participants to shed light on how information and its presentation regarding sustainable performance can be a tool for enhancing sustainable choices in practice.Target is one big-brand retailer that seems to have survived and even thrived in the apocalyptic retail landscape. Srikant Datar discusses the company's relentless focus on online data.Open for comment; Is it time to throw out the creative director and rely on big data to predict what consumers want to wear next?Assistant Professor Ayelet Israeli discusses how Gap CEO Art Peck considers a bold idea to boost sales.