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An Empirical Analysis of the Extreme Cherry Picking Behavior of Consumers in the Frequently Purchased Goods Market

Debabrata Talukdar, Dinesh K. Gauri and Dhruv Grewal

Journal of Retailing, 2010, vol. 86, issue 4, 336-354

Abstract: Extreme cherry pickers are customers who seek price deals and excessively avail themselves of deep discount offers, which generates negative profits for retailers. This study uses market transaction and primary consumer survey data to provide insights into the determinants, prevalence, and profit impacts of such behavior in the frequently purchased goods market. We find that the extreme cherry picking segment is small (about 2% of all shoppers), but its relative value varies across stores, and consumers manifest this behavior only in secondary stores. An inverse U-shaped relationship marks consumers’ opportunity costs for cross-store price search and likelihood of extreme cherry picking behavior. Finally, we also find that a loss leader promotional strategy adds to retailers’ bottom lines, despite the pure loss generated by extreme cherry pickers.

Keywords: Price search; Loss leader promotions; Profit impact; Shopping trip incidence models (search for similar items in EconPapers)
Date: 2010
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