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Three essays on retail management.

Li, Jia.

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Three essays on retail management.

Record Type:	Language materials, printed : Monograph/item
Title/Author:	Three essays on retail management./
Author:	Li, Jia.
Description:	130 p.
Notes:	Source: Dissertation Abstracts International, Volume: 71-09, Section: A, page: 3343.
Contained By:	Dissertation Abstracts International71-09A.
Subject:	Business Administration, Marketing. -
Online resource:	http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3413862
ISBN:	9781124154480

Three essays on retail management.
Li, Jia.

Three essays on retail management. - 130 p.

Source: Dissertation Abstracts International, Volume: 71-09, Section: A, page: 3343.

Thesis (Ph.D.)--Washington University in St. Louis, 2010.

This dissertation contains three essays studying several important issues on retail management. Essay 1 examines the effect of a retailing management change on retail price and sales in a large retailing store, which in recent years has switched many of its product categories from the retailer-managed to the manufacturer-managed system. I find that this change caused overall retail prices to decrease. However, there was significant heterogeneity in the response across brands. For the cell phone category that we study, brands with a high market share, inelastic demand and low demand variability have not changed prices. For another watch category, retail prices of low- and medium-tier brands have decreased, yet prices of high-tier brands have increased by 16 percent after the change. In addition to sales increases due to lower prices we find that the management change further causes the sales to increase by 9 - 10 percent for the cell phone category and 11 - 17 percent for the watch category, perhaps indicating an increased investment in selling effort from manufacturers. In the essay 2, I demonstrate some important new findings on how compensation systems impact peer effects by changing worker incentives to help and compete with peers within and across firms. First, high-ability workers improve peer productivity under team-based compensation while hurting peers under individual-based compensation. Second, I document peer effects across firm boundaries that also depend on compensation. Third, I find that compensation systems influence workers' strategic price discounting and customer focus in response to peers. My results suggest that heterogeneity in worker ability enhances team performance under team-based compensation while hurting individual-based firms. The essay 3 studies the impact of peers on coworker learning in a retail setting. Using four years of individual cosmetic sales data from a Chinese department store, I incorporate peer-based learning into a model with learning-by-doing and forgetting. I observe peer-based learning both within and across firm boundaries, identifying that the relative ability of coworkers impacts the learning rate of a salesperson. Using two sales tasks of different difficulty, I observe evidence consistent with the presence of both active teaching and learning through observation. This study shows that the inter-organizational knowledge spillovers observed in past studies have micro-foundations in the individual employees.

ISBN: 9781124154480Subjects--Topical Terms:

1017573
Business Administration, Marketing.

Three essays on retail management.
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100 1 $a Li, Jia. $3 1250927
245 1 0 $a Three essays on retail management.
300 $a 130 p.
500 $a Source: Dissertation Abstracts International, Volume: 71-09, Section: A, page: 3343.
500 $a Adviser: Tat Y. Chan.
502 $a Thesis (Ph.D.)--Washington University in St. Louis, 2010.
520 $a This dissertation contains three essays studying several important issues on retail management. Essay 1 examines the effect of a retailing management change on retail price and sales in a large retailing store, which in recent years has switched many of its product categories from the retailer-managed to the manufacturer-managed system. I find that this change caused overall retail prices to decrease. However, there was significant heterogeneity in the response across brands. For the cell phone category that we study, brands with a high market share, inelastic demand and low demand variability have not changed prices. For another watch category, retail prices of low- and medium-tier brands have decreased, yet prices of high-tier brands have increased by 16 percent after the change. In addition to sales increases due to lower prices we find that the management change further causes the sales to increase by 9 - 10 percent for the cell phone category and 11 - 17 percent for the watch category, perhaps indicating an increased investment in selling effort from manufacturers. In the essay 2, I demonstrate some important new findings on how compensation systems impact peer effects by changing worker incentives to help and compete with peers within and across firms. First, high-ability workers improve peer productivity under team-based compensation while hurting peers under individual-based compensation. Second, I document peer effects across firm boundaries that also depend on compensation. Third, I find that compensation systems influence workers' strategic price discounting and customer focus in response to peers. My results suggest that heterogeneity in worker ability enhances team performance under team-based compensation while hurting individual-based firms. The essay 3 studies the impact of peers on coworker learning in a retail setting. Using four years of individual cosmetic sales data from a Chinese department store, I incorporate peer-based learning into a model with learning-by-doing and forgetting. I observe peer-based learning both within and across firm boundaries, identifying that the relative ability of coworkers impacts the learning rate of a salesperson. Using two sales tasks of different difficulty, I observe evidence consistent with the presence of both active teaching and learning through observation. This study shows that the inter-organizational knowledge spillovers observed in past studies have micro-foundations in the individual employees.
590 $a School code: 0252.
650 4 $a Business Administration, Marketing. $3 1017573
690 $a 0338
710 2 $a Washington University in St. Louis. $b Business Administration. $3 1672853
773 0 $t Dissertation Abstracts International $g 71-09A.
790 1 0 $a Chan, Tat Y., $e advisor
790 1 0 $a Chen, Yuxin $e committee member
790 1 0 $a Jakiela, Pamela $e committee member
790 1 0 $a Kuksov, Dmitri $e committee member
790 1 0 $a Narasimhan, Chakravarthi $e committee member
790 1 0 $a Pierce, Lamar $e committee member
790 $a 0252
791 $a Ph.D.
792 $a 2010
856 4 0 $u http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=3413862