LEADER 04653 am 22006493u 450 001 9910297041003321 005 20200114 010 $a3-631-75387-X 024 7 $a10.3726/b13906 035 $a(CKB)4100000007276987 035 $a(OAPEN)1003173 035 $a(WaSeSS)IndRDA00125044 035 $a(oapen)https://directory.doabooks.org/handle/20.500.12854/34606 035 $a(MiAaPQ)EBC30686000 035 $a(Au-PeEL)EBL30686000 035 $a(EXLCZ)994100000007276987 100 $a20200629d2009 uy 0 101 0 $aeng 135 $auuuuu---auuuu 181 $ctxt$2rdacontent 182 $cc$2rdamedia 183 $acr$2rdacarrier 200 10$aMultichannel management $ea normative model towards optimality /$fGottfried Gruber 205 $a1st ed. 210 $aBern$cPeter Lang International Academic Publishing Group$d2018 210 1$aFrankfurt am Main, Germany :$cPeter Lang,$d2009. 215 $a1 online resource (204) 225 1 $aForschungsergebnisse der Wirtschaftsuniversita?t Wien ;$vBand 36 311 $a3-631-59445-3 320 $aIncludes bibliographical references. 327 $aCover -- 1 Introduction -- 2 Literature Review -- 2.1 Price Levels -- 2.2 Price Elasticity -- 2.3 Price Dispersion -- 2.4 Search Costs -- 2.5 Transactions Costs -- 2.6 Pricing Strategies -- 2.7 Task Definitions -- 2.7.1 Physical Surroundings -- 2.7.2 Social Surroundings -- 2.7.3 Temporal Aspects -- 2.7.4 Task Definitions -- 2.7.5 Antecedent States -- 2.8 Reservation Prices -- 3 Research Scope -- 3.1 Discussion of Conditions -- 3.2 Discussion of Strategic Decisions -- 3.3 Market Model -- 4 Conceptual Consumer Model -- 4.1 Demographics -- 4.2 Product -- 4.3 Shopping Goal -- 4.4 Latent Demand -- 4.5 Formation of Reservation Prices -- 4.6 The Product-Shopping Goal Link -- 5 Basic Model -- 5.1 Reservation Prices -- 5.2 Intra-Firm Switching -- 5.3 Inter-Firm Switching -- 5.4 Assembling the Model -- 5.5 Expected Value -- 5.6 Price Elasticity -- 6 Basic Model - Refined -- 6.1 Influence of Marketing -- 6.1.1 Strategic Scope -- 6.1.2 Product Policy -- 6.1.3 Communication Policy -- 6.1.4 Distribution Policy -- 7 Simulation Model -- 7.1 The Firm Side -- 7.2 The Consumer Side -- 7.3 Scenarios -- 7.4 The Beta Distribution -- 7.5 Estimating Beta Distributions with Maximum Likelihood -- 8 Methodology -- 8.1 Survey -- 8.2 Sample Constitution -- 9 Results Books -- 9.1 Marketing Strategies -- 9.2 Elasticity -- 9.3 Mean and Variance -- 9.4 Consumer Drift Dynamics -- 9.5 Pricing -- 10 Results Clothes -- 10.1 Marketing Strategies -- 10.2 Elasticity -- 10.3 Mean and Variance -- 10.4 Consumer Drift Dynamics -- 10.5 Pricing -- 11 Results Digital Cameras -- 11.1 Marketing Strategies -- 11.2 Elasticity -- 11.3 Mean and Variance -- 11.4 Consumer Drift Dynamics -- 11.5 Pricing -- 12 Cross-Comparison -- 13 Conclusion and Limitations -- 13.1 Conclusion -- 13.2 Limitations -- A Detailed Tables -- A.1 Books -- A.2 Clothes -- A.3 Digital Cameras -- B Questionnaire. 327 $aB.1 Internet Usage -- B.2 Shopping Behaviour -- B.3 Personality Traits -- B.4 Purchase Behavior -- B.5 Demographic. 330 $aA company operating various sales channels, e.g. the Internet and a traditional shop, inevitably faces a tricky coordination problem. As prevalent approaches often do not lead to a satisfying solution, the author suggests a normative model to offer directions for the optimal channel coordination. The model is based on stochastic purchase and switching probabilities, given certain conditions like prices and supportive marketing activities (like delivery time or shop environment). A company can fit its consumer base to the model and simulate various effects on its earnings by altering prices or marketing activities. The model is a market-based playground to develop new holistic strategies for a multichannel company without affecting the market. 410 0$aForschungsergebnisse der Wirtschaftsuniversita?t Wien ;$vBand 36. 606 $aSales management 606 $aMarketing$xManagement 610 $aConsumer Behaviour 610 $aE-Commerce 610 $aGruber 610 $aManagement 610 $aModel 610 $aMultichannel 610 $aNormative 610 $aOptimality 610 $aPricing 610 $aStochastic Modelling 610 $aTowards 615 0$aSales management. 615 0$aMarketing$xManagement. 676 $a658.81 700 $aGruber$b Gottfried$0913831 801 0$bWaSeSS 801 1$bWaSeSS 906 $aBOOK 912 $a9910297041003321 996 $aMultichannel management$92047479 997 $aUNINA