同时考虑消费者偏好和销售商收入是一种明智的零售销售和管理策略

IF 4.2 Q2 BUSINESS
Sina Ahmadi Kaliji, Seyed Mojtaba Mojaverian, Hamid Amirnejad, Maurizio Canavari
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引用次数: 0

摘要

PurposeThe authors propose a dairy bundle, integrating strategies to jointly maximise producer revenue and consumer utility according to the latter'spreferences.Design/methodology/approachAn algorithm based on a nested logit model identifies the bundle maximising producer revenue based onfactors affecting consumer purchase behaviour. The data are drawn from a mall-intercept survey administered in Iran, with consumers stating ahypothetical choice among a comprehensive set of dairy products.FindingsDemographic characteristics and marketing mix elements significantlyaffect consumers' preferences. An algorithm based on the estimated dissimilarity parameter determines the best bundle of dairy products,simultaneously obtaining the highest utility and the highest expected revenue.Originality/valueConsumer preference and maximum producer or retailseller income are considered simultaneously. The bundling promotion strategy is widely used for food offerings and fresh foods and can be extended toother products.研究目的我們擬根據消費者偏好,提出一個整合了多個策略的捆綁包,以使生產製作者得到最高的收入和最佳的消費者效用。研究設計/方法/理念研究人員根據巢式Logit 模型的演算法確認了一個捆綁包,以使生產製作者能得到最高的收入,而這均建基於會影響消費者購買行為的各個因素。有關的數據取自於伊朗的商場內進行的攔截調查,而回應的消費者須假想他們從一整套乳製品中選擇他們會購買的產品。研究結果研究結果顯示,人口特徵和市場營銷組合元素均會顯著地影響消費者的偏好,一個基於估算的相異性參數而建立的演算法可確認最佳的乳製品捆綁包,這演算法同時也可取得最佳的裨益和最高的預期收入。研究的原創性/價值於本研究中,研究人員同時考慮消費者的偏好和生產製作者或零售賣家的最高收入。捆綁式的促銷策略在食物供品和新鮮食品方面被廣泛使用,這策略可擴展至其他產品。關鍵詞乳製品捆綁包、消費者偏好、最佳化演算法、巢式Logit 模型.
本文章由计算机程序翻译,如有差异,请以英文原文为准。
Simultaneous consideration of consumer preferences and seller revenue as a smart retail sales and management strategy

Purpose

The authors propose a dairy bundle, integrating strategies to jointly maximise producer revenue and consumer utility according to the latter's preferences.

Design/methodology/approach

An algorithm based on a nested logit model identifies the bundle maximising producer revenue based on factors affecting consumer purchase behaviour. The data are drawn from a mall-intercept survey administered in Iran, with consumers stating a hypothetical choice among a comprehensive set of dairy products.

Findings

Demographic characteristics and marketing mix elements significantly affect consumers' preferences. An algorithm based on the estimated dissimilarity parameter determines the best bundle of dairy products, simultaneously obtaining the highest utility and the highest expected revenue.

Originality/value

Consumer preference and maximum producer or retail seller income are considered simultaneously. The bundling promotion strategy is widely used for food offerings and fresh foods and can be extended to other products.

研究目的

我們擬根據消費者偏好,提出一個整合了多個策略的捆綁包,以使生產製作者得到最高的收入和最佳的消費者效用。

研究設計/方法/理念

研究人員根據巢式Logit 模型的演算法確認了一個捆綁包,以使生產製作者能得到最高的收入,而這均建基於會影響消費者購買行為的各個因素。有關的數據取自於伊朗的商場內進行的攔截調查,而回應的消費者須假想他們從一整套乳製品中選擇他們會購買的產品。

研究結果

研究結果顯示,人口特徵和市場營銷組合元素均會顯著地影響消費者的偏好,一個基於估算的相異性參數而建立的演算法可確認最佳的乳製品捆綁包,這演算法同時也可取得最佳的裨益和最高的預期收入。

研究的原創性/價值

於本研究中,研究人員同時考慮消費者的偏好和生產製作者或零售賣家的最高收入。捆綁式的促銷策略在食物供品和新鮮食品方面被廣泛使用,這策略可擴展至其他產品。

關鍵詞

乳製品捆綁包、消費者偏好、最佳化演算法、巢式Logit 模型.

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来源期刊
CiteScore
6.90
自引率
0.00%
发文量
21
审稿时长
24 weeks
期刊介绍: European Journal of Management and Business Economics is interested in the publication and diffusion of articles of rigorous theoretical, methodological or empirical research associated with the areas of business economics, including strategy, finance, management, marketing, organisation, human resources, operations, and corporate governance, and tourism. The journal aims to attract original knowledge based on academic rigour and of relevance for academics, researchers, professionals, and/or public decision-makers.
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