Optimizing Retail Assortments

Robert P. Rooderkerk (), Harald J. van Heerde () and Tammo H. A. Bijmolt ()
Additional contact information
Robert P. Rooderkerk: TiasNimbas Business School and Tilburg School of Economics and Management, Tilburg University, 5000 LE Tilburg, The Netherlands; and Tuck School of Business at Dartmouth, Hanover, New Hampshire 03755
Harald J. van Heerde: School of Communication, Journalism, and Marketing, Massey University, Auckland 0745, New Zealand; and CentER, Tilburg University, 5000 LE Tilburg, The Netherlands
Tammo H. A. Bijmolt: Faculty of Economics and Business, University of Groningen, 9700 AB Groningen, The Netherlands

Marketing Science, 2013, vol. 32, issue 5, 699-715

Abstract: Retailers face the problem of finding the assortment that maximizes category profit. This is a challenging task because the number of potential assortments is very large when there are many stock-keeping units (SKUs) to choose from. Moreover, SKU sales can be cannibalized by other SKUs in the assortment, and the more similar SKUs are, the more this happens. This paper develops an implementable and scalable assortment optimization method that allows for theory-based substitution patterns and optimizes real-life, large-scale assortments at the store level. We achieve this by adopting an attribute-based approach to capture preferences, substitution patterns, and cross-marketing mix effects. To solve the optimization problem, we propose new very large neighborhood search heuristics. We apply our methodology to store-level scanner data on liquid laundry detergent. The optimal assortments are expected to enhance retailer profit considerably (37.3%), and this profit increases even more (to 43.7%) when SKU prices are optimized simultaneously.

Keywords: retail assortments; optimization; product attributes; substitution; similarity; endogeneity; heuristics; micromarketing; pricing; hierarchical Bayes; Gibbs sampling (search for similar items in EconPapers)
Date: 2013
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (24)

Downloads: (external link)
http://dx.doi.org/10.1287/mksc.2013.0800 (application/pdf)

Related works:
This item may be available elsewhere in EconPapers: Search for items with the same title.

Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text

Persistent link: https://EconPapers.repec.org/RePEc:inm:ormksc:v:32:y:2013:i:5:p:699-715

Access Statistics for this article

More articles in Marketing Science from INFORMS Contact information at EDIRC.
Bibliographic data for series maintained by Chris Asher ().