Leigh McAlister

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This paper presents a model of individual consumer choice behavior for separate choice occasions. Contrary to the popular notion that each choice is essentially independent of its predecessors, that very dependence is proposed as the key to variety seeking behavior. From the consumption history one can infer which valued attributes the subject has recently(More)
I communications have long been recognized as an influential source of information for consumers. Internet-based media have facilitated information exchange among firms and consumers, as well as observability and measurement of such exchanges. However, much of the research addressing online communication focuses on ratings collected from online forums. In(More)
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J. Andrew Petersen a,∗, Leigh McAlister b, David J. Reibstein c, Russell S. Winer d, V. Kumar e, Geoff Atkinson f a Kenan-Flagler Business School, The University of North Carolina at Chapel Hill, Chapel Hill, NC 27599, United States b McCombs School of Business, University of Texas at Austin, Austin, TX 78712, United States c Wharton School, University of(More)
This research examines whether recommendation signage helps or hinders the consumer when faced with choosing from large product assortments. In spite of frequent usage and retailer intuition suggesting that providing recommendation signs (e.g., “Best Seller,” “Award Winner”) should help consumers in the choice process, we propose that signs can hinder(More)
Many retailers have collected large amounts of customer data using, for example, loyalty programs. We provide an overview of the extant literature on customer relationship management (CRM), with a specific focus on retailing. We discuss how retailers can gather customer data and how they can analyze these data to gain useful customer insights. We provide an(More)
Several different techniques have been proposed for Inferring competitive Interrelationships. An Important subset of those techniques Is based on the assumption that those brands most frequently switched between are the closest substitutes. In product classes In which variety seeking Is an Important determinant of consumer behavior, this assumption Is(More)