Asymmetrisch überlegene Stockouts als Phantomprodukte

Heribert Gierl and Christina Eleftheriadou
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Heribert Gierl: Universität Augsburg
Christina Eleftheriadou: Universität Augsburg

Schmalenbach Journal of Business Research, 2005, vol. 57, issue 6, 475-502

Abstract: Summary In this article we describe possibilities to benefit from stockouts. We define positions of stockouts which can be regarded as phantom alternatives. In our theoretical framework we discuss possible effects of range or frequency increasing phantoms on preferences for different available options. In an empirical study we prove the relevance of the phantom’s positions successfully. Finally we recommend to use known phantoms and to avoid unrecognized phantoms if preferences among the remaining products shall be influenced significantly by stockouts. Furthermore we offer guidelines how to position a stockout as an optimal known phantom alternative.

Keywords: M31; Context Effects; Phantoms; Preference Reversals; Stock-Outs; Kontexteffekte; Nicht verfügbare Wahlmöglichkeiten; Phantome; Präferenzumkehrungen (search for similar items in EconPapers)
Date: 2005
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DOI: 10.1007/BF03372771

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