The Interrelationships Between Brand and Channel Choice

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The Interrelationships Between Brand and Channel Choice

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Title: The Interrelationships Between Brand and Channel Choice
Author: Neslin, Scott; Jerath, Kenshuk; Bodapati, Anand; Bradlow, Eric T.; Deighton, John Anthony; Gensler, Sonja; Lee, Leonard; Montaguti, Elisa; Telang, Rahul; Venkatesan, Raj; Verhoef, Peter C.; Zhang, Z. John

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Citation: Neslin, Scott, Kenshuk Jerath, Anand Bodapati, Eric T. Bradlow, John A. Deighton, Sonja Gensler, Leonard Lee, et al. "The Interrelationships Between Brand and Channel Choice." Marketing Letters 25, no. 3 (September 2014): 319–330.
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Abstract: We propose a framework for the joint study of the consumer's decision of where to buy and what to buy. The framework is rooted in utility theory where the utility is for a particular channel/brand combination. The framework contains firm actions, the consumer search process, the choice process, and consumer learning. We develop research questions within each of these areas. We then discuss methodological issues pertaining to the use of experimentation and econometrics. Our framework suggests that brand and channel choices are closely intertwined, and therefore studying them jointly will reveal a deeper understanding of consumer decision making in the modern marketing environment.
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