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Structural estimation of the effect of out-of-stocks

dc.contributor.author Musalem, A
dc.contributor.author Olivares, M
dc.contributor.author Bradlow, ET
dc.contributor.author Terwiesch, C
dc.contributor.author Corsten, D
dc.date.accessioned 2011-06-21T17:31:00Z
dc.date.issued 2010-07-01
dc.identifier.issn 0025-1909
dc.identifier.uri https://hdl.handle.net/10161/4427
dc.description.abstract We develop a structural demand model that endogenously captures the effect of out-of-stocks on customer choice by simulating a time-varying set of available alternatives. Our estimation method uses store-level data on sales and partial information on product availability. Our model allows for flexible substitution patterns, which are based on utility maximization principles and can accommodate categorical and continuous product characteristics. The methodology can be applied to data from multiple markets and in categories with a relatively large number of alternatives, slow-moving products, and frequent out-of-stocks (unlike many existing approaches). In addition, we illustrate how the model can be used to assist the decisions of a store manager in two ways. First, we show how to quantify the lost sales induced by out-of-stock products. Second, we provide insights on the financial consequences of out-of-stocks and suggest price promotion policies that can be used to help mitigate their negative economic impact, which run counter to simple commonly used heuristics. © 2010 INFORMS.
dc.language.iso en_US
dc.relation.ispartof Management Science
dc.relation.isversionof 10.1287/mnsc.1100.1170
dc.title Structural estimation of the effect of out-of-stocks
dc.title.alternative
dc.type Journal article
dc.description.version Version of Record
duke.date.pubdate 2010-7-0
duke.description.issue 7
duke.description.volume 56
dc.relation.journal Management Science
pubs.begin-page 1180
pubs.end-page 1197
pubs.issue 7
pubs.organisational-group Duke
pubs.organisational-group Fuqua School of Business
pubs.publication-status Published
pubs.volume 56
dc.identifier.eissn 1526-5501


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