Product assortment and space allocation strategies to attract loyal and non-loyal customers

摘要

Assortment planning deserves much attention from practitioners and academics due to its direct impact on retailers' commercial success. In this paper we focus on the increasingly popular retail practice to use combined product assortments with both "standard" and more fashionable and short-lived "variable" products for building up store traffic of "loyal" and "non-loyal" heterogeneous customers and enlarging the sales due to the potential cross-selling effect.