Kinshuk Jerath

The Interrelationships between Brand and Channel Choice

Coauthor(s): Scott Neslin.

We propose a framework for the joint study of the consumer's decision of where to buy and what to buy. The framework is rooted in utility theory where the utility is for a particular channel/brand combination. The framework contains firm actions, the consumer search process, the choice process, and consumer learning. We develop research questions within each of these areas. We then discuss methodological issues pertaining to the use of experimentation and econometrics. Our framework suggests that brand and channel choices are closely intertwined, and therefore studying them jointly will reveal a deeper understanding of consumer decision making in the modern marketing environment.

Source: Marketing Letters
Exact Citation:
Neslin, Scott, and Kinshuk Jerath. "The Interrelationships between Brand and Channel Choice." Marketing Letters 25, no. 3 (2014): 319-330.
Volume: 25
Number: 3
Pages: 319-330
Date: 2014