Resources Library by ANA

Cherry-pickers and store switchers

This paper studies the effects that consumers' adopted shopping patterns have on their responsiveness to price changes in a heavily contested FMCG category (i.e. coffee). Two dimensions of shopping behaviour inclination to switch stores, and...

Catalogue: ESOMAR Retailing Industry Conference 2005

Author: Bernhard Treiber

April 19, 2005

Foreseeing growth

In order to make informed growth decisions, it is helpful for retailers to be able to find consumers in the population who 'look like' their current customer base.Insight Research Group conducted this type of analysis for a Midwestern U.S. retailer...

Catalogue: ESOMAR Retailing Industry Conference 2005

Authors: Boaz Mourad, Stacey Matthias, Danielle Sarver

April 19, 2005

Private labels

Modern trade retail chains and their private labels are some of the most visible elements of the transformation in Central and Eastern European countries in the last 15 years.This paper describes the situation and the potential of private labels in...

Catalogue: ESOMAR Retailing Industry Conference 2005

Author: Roman Baszun

Company: Kinoulty & Partners Sp zoo SpK

April 19, 2005

Spot on

The paper presents a business case from the baby care category. It describes how the organization of the baby care shelf according to consumer/shopper needs leads to a win-win-win for the consumer, the retailer and manufacturers.These learnings were...

Catalogue: ESOMAR Retailing Industry Conference 2005

Author: Susanne Schlichting

Company: Procter & Gamble

April 19, 2005

Can you reduce product assortment?

A main feature of the category management process is the search for an optimal assortment. Improving the assortment is assumed to lead to faster turns, higher profits, and greater customer satisfaction.This paper presents a series of case studies...

Catalogue: ESOMAR Retailing Industry Conference 2005

Author: Stephen P. Needel

April 19, 2005

What drives the customer to visit a shop?

This paper describes the way to find the missions behind each shop trip. It is based on real shopping behaviour data from the consumer panel on a long-term basis.By classifying the shop trips of each household in shopping basket types and combining...

Catalogue: ESOMAR Retailing Industry Conference 2005

Author: Mark Hoffmann

Company: GfK

April 19, 2005

Through the shopper's eyes

This paper examines the impact and potential of in-store new media from the shopper perspective.There has been considerable press coverage in the United Kingdom of the in-store TV trials being conducted by a variety of retailers, and the claimed...

Catalogue: ESOMAR Retailing Industry Conference 2005

Author: Danielle Pinnington

April 19, 2005

Brands, be yourself!

This paper demonstrates that branding matters. While this seems to state the obvious, in the context of low involvement categories that are retailer brands strongholds this might be quite provocative.In some low involvement categories, retailer...

Catalogue: ESOMAR Retailing Industry Conference 2005

Author: Driss Farissi

Company: Procter & Gamble

April 19, 2005

The perfect mix

The paper describes a down-to-Earth approach to optimising a retailer's product assortment in key product categories by the combined analysis of the retailer's internal sales information and external market data.The method offers an alternative to...

Catalogue: ESOMAR Retailing Industry Conference 2005

Author: György Szilágyi

Company: MEMRB

April 19, 2005