Working Papers

The Short- and Long-term Impact of an Assortment Reduction on Category Sales

Laurens M. Sloot, Dennis Fok, and Peter C. Verhoef

Jan 1, 2006

With data from a Dutch retailer, analyzes the short- and long-term sales effects of reducing a category of products and differences between new and former buyers; also examines customer perceptions of assortment reduction.

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