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- Title
The interrelationships between brand and channel choice.
- Authors
Neslin, Scott; Jerath, Kinshuk; Bodapati, Anand; Bradlow, Eric; Deighton, John; Gensler, Sonja; Lee, Leonard; Montaguti, Elisa; Telang, Rahul; Venkatesan, Raj; Verhoef, Peter; Zhang, Z.
- Abstract
We propose a framework for the joint study of the consumer's decision of where to buy and what to buy. The framework is rooted in utility theory where the utility is for a particular channel/brand combination. The framework contains firm actions, the consumer search process, the choice process, and consumer learning. We develop research questions within each of these areas. We then discuss methodological issues pertaining to the use of experimentation and econometrics. Our framework suggests that brand and channel choices are closely intertwined, and therefore studying them jointly will reveal a deeper understanding of consumer decision making in the modern marketing environment.
- Subjects
BRAND choice; MARKETING channels; CONSUMER behavior; ECONOMETRICS; UTILITY theory; CONSUMER education
- Publication
Marketing Letters, 2014, Vol 25, Issue 3, p319
- ISSN
0923-0645
- Publication type
Article
- DOI
10.1007/s11002-014-9305-2