Product differentiation, store differentiation, and assortment depth

Stephen F. Hamilton, Timothy Richards

Research output: Contribution to journalArticle

18 Citations (Scopus)

Abstract

This paper considers the relationship between product differentiation, store differentiation, and the equilibrium depth of the product assortment. We find an inverted U-shaped relationship between product differentiation and assortment depth, with the depth of the assortment rising at first and then falling with the degree of product differentiation. For product categories that consist of relatively nondifferentiatied variants, a positive relationship arises between assortment depth and category sales, whereas a negative relationship emerges between assortment depth and sales in categories with more differentiated variants. Both the extent and manner in which store differentiation changes has important implications for assortment depth. If retailer market power is augmented following the closure of rival retailers, product assortments become deeper; however, if retailers gain market power by investing in store attributes that facilitate customer loyalty, product assortments become shallower.

Original languageEnglish (US)
Pages (from-to)1368-1376
Number of pages9
JournalManagement Science
Volume55
Issue number8
DOIs
StatePublished - Aug 2009
Externally publishedYes

Fingerprint

Product differentiation
Assortment
Product assortment
Retailers
Market power
Investing
Inverted-U
Closure
Customer loyalty
Store attributes
Product category

Keywords

  • Multiproduct firms
  • Product differentiation

ASJC Scopus subject areas

  • Strategy and Management
  • Management Science and Operations Research

Cite this

Product differentiation, store differentiation, and assortment depth. / Hamilton, Stephen F.; Richards, Timothy.

In: Management Science, Vol. 55, No. 8, 08.2009, p. 1368-1376.

Research output: Contribution to journalArticle

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