Access the full text.
Sign up today, get DeepDyve free for 14 days.
Loading next page...
/lp/sage/when-wal-mart-enters-how-incumbent-retailers-react-and-how-this-258YW2pwLT
References (43)
-
P. Leeflang, D. Wittink (1996)
Competitive Reaction versus Consumer response: Do Managers Overreact?International Journal of Research in Marketing, 13
-
Ken Smith, C. Grimm, M. Gannon, Ming-Jer Chen (1991)
Organizational Information Processing, Competitive Responses, and Performance in the U.S. Domestic Airline IndustryAcademy of Management Journal, 34
-
(2007)
Consumer Benefits from Increased Competition in Shopping Outlets: Measuring the Effect of Wal-Mart -
R. Rosenthal (1984)
Meta-analytic procedures for social research -
Katrijn Gielens, Linda Gucht, J. Steenkamp, M. Dekimpe (2008)
Dancing with a Giant: The Effect of Wal-Mart's Entry into the United Kingdom on the Performance of European RetailersJournal of Marketing Research, 45
-
Prokriti Mukherji, Alina Sorescu, Jaideep Prabhu, Rajesh Chandy (2011)
Behemoths at the Gate: How Incumbents Take on Acquisitive Entrants (and why some do Better than Others)Journal of Marketing, 75
-
J. Steenkamp, M. Dekimpe (1997)
The increasing power of store brands: Building loyalty and market shareLong Range Planning, 30
-
I. Geyskens, Katrijn Gielens, M. Dekimpe (2002)
The Market Valuation of Internet Channel AdditionsJournal of Marketing, 66
-
I. MacMillan, M. McCaffery, G. Wijk (1985)
Competitors' responses to easily imitated new products—exploring commercial banking product introductionsSouthern Medical Journal, 6
-
(2006)
Local Competition and Impact of Entry by a Discount Retailer, -
Emek Basker (2005)
Selling a Cheaper Mousetrap: Wal-Mart's Effect on Retail PricesIO: Empirical Studies of Firms & Markets
-
S. Dhar, Stephen Hoch, Nanda Kumar (2001)
Effective category management depends on the role of the categoryJournal of Retailing, 77
-
M. Lieberman, Shigeru Asaba (2006)
Why Do Firms Imitate Each OtherAcademy of Management Review, 31
-
The Nation's Retail Power Players -
Sabine Kuester, Christian Homburg, T. Robertson (1999)
Retaliatory Behavior to New Product EntryJournal of Marketing, 63
-
C. Horváth, P. Leeflang, J. Wieringa, D. Wittink, D. Wittink (2005)
Competitive reaction- and feedback effects based on VARX models of pooled store dataInternational Journal of Research in Marketing, 22
-
H. Gatignon, E. Anderson, Kristiaan Helsen (1989)
Competitive Reactions to Market Entry: Explaining Interfirm DifferencesJournal of Marketing Research, 26
-
Emek Basker (2005)
Job Creation or Destruction? Labor-Market Effects of Wal-Mart ExpansionLabor: Supply & Demand
-
J. Steenkamp, V. Nijs, D. Hanssens, M. Dekimpe (2005)
Competitive Reactions to Advertising and Promotion AttacksMarketing Science, 24
-
Lung-fei Lee (1999)
STATISTICAL INFERENCE WITH SIMULATED LIKELIHOOD FUNCTIONSEconometric Theory, 15
-
H. Gatignon, T. Robertson, Adam Fein (1997)
Incumbent Defense Strategies Against New Product EntryInternational Journal of Research in Marketing, 14
-
Kusum Ailawadi, K. Pauwels, J. Steenkamp (2008)
Private-Label Use and Store LoyaltyJournal of Marketing, 72
-
Vishal Singh, Karsten Hansen, Robert Blattberg (2006)
Market Entry and Consumer Behavior: An Investigation of a Wal-Mart SupercenterMarketing Science, 25
-
Venkatesh Shankar (1999)
New Product Introduction and Incumbent Response Strategies: Their Interrelationship and the Role of Multimarket ContactJournal of Marketing Research, 36
-
V. Ramaswamy, H. Gatignon, D. Reibstein (1994)
Competitive Marketing Behavior in Industrial MarketsJournal of Marketing, 58
-
C. Narasimhan, S. Neslin, Subrata Sen (1996)
Promotional Elasticities and Category CharacteristicsJournal of Marketing, 60
-
Ming-Jer Chen, Danny Miller (1994)
Competitive attack, retaliation and performance: An expectancy-valence frameworkStrategic Management Journal, 15
-
Max Chen (1996)
Competitor analysis and interfirm riva-lry: toward a theoretical integration -
Ting Zhu, Vishal Singh (2007)
Spatial competition with endogenous location choices: An application to discount retailingQME, 7
-
K. Pauwels (2004)
How Dynamic Consumer Response, Competitor Response, Company Support, and Company Inertia Shape Long-Term Marketing EffectivenessMarketing Science, 23
-
G. Gröndal (1993)
Meta-analytic procedures for social researchEvaluation Practice, 14
-
Panle Jia (2005)
What Happens When Wal-Mart Comes to Town : An Empirical Analysis of the Discount Industry ∗ -
D. Bowman, H. Gatignon (1995)
Determinants of Competitor Response Time to a New Product IntroductionJournal of Marketing Research, 32
-
Kathleen Cleeren, F. Verboven, M. Dekimpe, Katrijn Gielens (2008)
Intra- and Inter-Format Competition Among Discounters and SupermarketsCEPR Discussion Paper Series
-
Panle Jia (2008)
What Happens When Wal‐Mart Comes to Town: An Empirical Analysis of the Discount Retailing IndustryEconometrica, 76
-
H. White (1980)
A Heteroskedasticity-Consistent Covariance Matrix Estimator and a Direct Test for HeteroskedasticityEconometrica, 48
-
Emek Basker, M. Noel (2007)
The Evolving Food Chain: Competitive Effects of Wal-Mart's Entry into the Supermarket IndustrySEIN Social Impacts of Business eJournal
-
S. Bell, Gregory Carpenter (1992)
Optimal multiple-objective marketing strategiesMarketing Letters, 3
-
Kusum Ailawadi, Bari Harlam (2004)
An Empirical Analysis of the Determinants of Retail Margins: The Role of Store-Brand ShareJournal of Marketing, 68
-
(1992)
A Model of Product Category Competition Among Grocery Retailers -
(1995)
Impact of Wal-Mart Stores on Iowa Communities: 1983-1993, -
M. Debruyne, D. Reibstein (2005)
Competitor See, Competitor Do: Incumbent Entry in New Market NichesMarketing Science, 24
-
J. Inman, Venkatesh Shankar, Rosellina Ferraro (2004)
The Roles of Channel-Category Associations and Geodemographics in Channel PatronageJournal of Marketing, 68
- Publisher
- SAGE
- Copyright
- © 2010 American Marketing Association
- ISSN
- 0022-2437
- eISSN
- 1547-7193
- DOI
- 10.1509/jmkr.47.4.577
- Publisher site
- See Article on Publisher Site
Abstract
The authors examine incumbent retailers' reactions to a Wal-Mart entry and the impact of these reactions on the retailers' sales. They compile a unique data set that consists of incumbent supermarkets, drugstores, and mass merchandisers in the vicinity of seven Wal-Mart entries, as well as control stores not exposed to the entries. The data set includes weekly store movement data for 46 product categories before and after each entry and allows the authors to measure reactions and sales outcomes using a before-and-after-with-control-group analysis. They find that, overall, incumbents suffer significant sales losses as a result of a Wal-Mart entry, but there is substantial variation across retail formats, stores, and categories both in incumbent reactions and in their sales outcomes. Moreover, they find that a retailer's sales outcomes are significantly affected by its reactions, and the relationship between reactions and sales outcomes varies across retail formats. These findings provide valuable insights into how retailers in different formats can adjust their marketing mix to mitigate the impact of a Wal-Mart entry.
Journal
Journal of Marketing Research – SAGE
Published: Aug 1, 2010