Too much of a good thing: The impact of product variety on operations and sales performance

Journal of Operations Management

Volumn 30, Issue 4, 2012, Pages 316-324

  Wan, Xiang ^a   Evers, Philip T ^b   Dresner, Martin E ^b  

^a MARQUETTE UNIVERSITY   (United States)

^b UNIVERSITY OF MARYLAND   (United States)

Author keywords

Distributors; Fill rate; Product variety; Sales

Indexed keywords

DISTRIBUTION CENTERS; DISTRIBUTORS; FILL RATE; INDIRECT EFFECTS; PRODUCT VARIETY; SALES PERFORMANCE; SOFT DRINKS; TOTAL EFFECT;

BEVERAGES;

SALES;

EID: 84859705087     PISSN: 02726963     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.jom.2011.12.002     Document Type: Article

References (57)

1. J.C. Anderson, and J.A. Narus A model of the distributor's perspective of distributor-manufacturer working relationships The Journal of Marketing 48 4 1984 62 74
2. J.C. Anderson, and J.A. Narus A model of distributor firm and manufacturer firm working partnerships The Journal of Marketing 54 1 1990 42 58
3. T.W. Anderson, and H. Hsiao Estimation of dynamic models with error components Journal of the American Statistical Association 76 275 1981 598 606
4. T.W. Anderson, and H. Hsiao Formulation and estimation of dynamic models using panel data Journal of Econometrics 18 1982 47 82
5. J.A. Alfaro, and C.J. Corbett The value of SKU rationalization in practice: the pooling effect under suboptimal inventory policies and non-normal sales Production and Operations Management 12 1 2003 12 29 (Pubitemid 39374588)
6. M. Arellano A note on the Anderson-Hsiao estimator for panel data Economics Letters 31 4 1989 337 341
7. M. Arellano, and S. Bond Some tests of specification for panel data: Monte Carlo evidence and an application to employment equations The Review of Economic Studies 58 1991 277 297
8. B.L. Bayus, and W.P. Putsis Jr. Product proliferation: an empirical analysis of product line determinants and market outcomes Marketing Science 18 2 1999 137 153
9. N. Beck, and J.N. Katz What to do (and not to do) with time-series cross-section data American Political Science Review 89 3 1995 634 647
10. W.L. Berry, and M.C. Cooper Manufacturing flexibility: methods for measuring the impact of product variety on performance in process industries Journal of Operations Management 17 2 1999 163 178
11. S. Borle, P. Boatwright, J.B. Kadane, J.C. Nunes, and G. Shmueli The effect of product assortment changes on customer retention Marketing Science 24 4 2005 616 622 (Pubitemid 41817691)
12. K.K. Boyer, and G.T.M. Hult Extending the supply chain: integrating operations and marketing in the online grocery industry Journal of Operations Management 23 6 2005 642 661 (Pubitemid 41101373)
13. D.J. Bowersox, D.J. Closs, and M.B. Cooper Supply Chain Logistics Management 2006 McGraw-Hill New York
14. C.C. Bozarth, D.P. Warsing, B.B. Flynn, and E.J. Flynn The impact of supply chain complexity on manufacturing plant performance Journal of Operations Management 27 1 2009 78 93
15. B. Cassiman, and R. Veugelers In search of complementarily in innovation strategy: internal R&D and external knowledge acquisition Management Science 52 1 2006 68 82
16. Chandrasekaran, A., Linderman, K., Schroeder, R. Antecedents to ambidexterity competency in high technology organizations. Journal of Operations Management, forthcoming, doi:10.1016/j.jom.2011.10.002.
17. D.J. Closs, M.A. Jacobs, M. Swink, and G.S. Webb Toward a theory of competencies for the management of product complexity: six case studies Journal of Operations Management 26 5 2008 590 610
18. D.J. Closs, G.N. Nyaga, and M.D. Voss The differential impact of product complexity, inventory level, and configuration capacity on unit and order fill rate performance Journal of Operations Management 28 1 2010 47 57
19. The Coca-Cola Co. press center, 2011. http://www.thecoca-colacompany.com/ dynamic/press-center/global-filter/products/globalIndex.html. On January 01, 2011.
20. CNBC.com, 2010. Soft drink sales fall, but Dr Pepper gains share. On March 24, 2010.
21. R. Duray, P.T. Ward, G.W. Milligan, and W.L. Berry Approaches to mass customization: configurations and empirical validation Journal of Operations Management 18 6 2000 605 625
22. M.L. Fisher, and C.D. Ittner The impact of product variety on automobile assembly operations: empirical evidence and simulation analysis Management Science 45 6 1999 771 786
23. M.L. Fisher, K. Ramdas, and K. Ulrich Component sharing in the management of product variety: a study of automotive braking systems Management Science 45 3 1999 297 315
24. A. Fosfuri, and M.S. Giarratana Masters of war: Rivals' product innovation and new advertising in mature product markets Management Science 55 2 2009 181 191
25. J. Heckman Sample selection bias as specification error Econometrica 47 1 1979 153 161
26. H.S. Heese, and J.M. Swaminathan Product line design with component commonality and cost-reduction effort Manufacturing & Service Operations Management 8 2 2006 206 219 (Pubitemid 43666205)
27. T. Ho, and C.S. Tang Product Variety Management: Research Advances 1998 Kluwer Academic Publishers Norwell, MA
28. J. Jayaram, and M.K. Malhotra The differential and contingent impact of concurrency on new product development project performance: a holistic examination Decision Science 41 1 2010 147 196
29. B.G. Katz Territorial exclusivity in the soft drink industry The Journal of Industrial Economics 27 7 1978 85 96
30. S. Kekre, and K. Srinivasan Broader product line: a necessity to achieve success? Management Science 36 10 1990 1216 1231
31. A. King, and M. Lenox Exploring the locus of profitable pollution reduction Management Science 48 2 2002 289 299 (Pubitemid 34292398)
32. A.M. Lapre, and N. Tsikrisktsis Organizational learning curves for customer dissatisfaction: heterogeneity across airlines Management Science 52 3 2006 352 366
33. H.L. Lee, and C.S. Tang Modeling the cost and benefits of delayed product differentiation Management Science 43 1 1997 40 53 (Pubitemid 127575304)
34. D.P. MacKinnon, A.J. Fairchild, and M.S. Fritz Mediation analysis Annual Review of Psychology 58 1 2007 593 614
35. E. Osnos Too Many Choices? Firms Cut Back on New Products 1997 Philadelphia Inquirer pp. DI, D7
36. J. Park, and Y.K. Ro The impact of a firm's make, pseudo-make, or buy strategy on product performance Journal of Operations Management 29 4 2011 289 304
37. K. Ramdas Managing product variety: an integrative review and research directions Production and Operations Management 12 1 2003 79 101 (Pubitemid 39374592)
38. K. Ramdas, M.L. Fisher, and K. Ulrich Managing variety for assembled products: modeling component systems sharing Manufacturing & Service Operations Management 5 2 2003 142 156
39. T. Randall, and K. Ulrich Product variety, supply chain structure, and firm performance: analysis of the U. S bicycle industry Management Science 47 12 2001 1588 1604 (Pubitemid 34126289)
40. T. Randall, S. Netessine, and N. Rudi An empirical examination of the decision to invest in fulfillment capabilities: a study of internet retailers Management Science 52 4 2006 567 580
41. F. Salvador, C. Forza, and M. Rungtusanatham Modularity, product variety, production volume, and component sourcing: theorizing beyond generic prescription Journal of Operations Management 20 5 2002 549 575 (Pubitemid 34813935)
42. J.A. Siguaw, P.M. Simpson, and T.L. Baker Effects of supplier market orientation on distributor market orientation and the channel relationship: the distributor perspective Journal of Marketing 62 3 1998 99 111
43. J. Singhal, and K. Singhal Supply chains and compatibility among components in product design Journal of Operations Management 20 3 2002 289 302 (Pubitemid 34704330)
44. S.A. Smith, and N. Agrawal Management of multi-item retail inventory systems with demand substitution Operation Research 48 1 2000 50 64
45. M.E. Sobel Asymptotic confidence intervals for indirect effects in structural equation models Sociological Methodology 16 1982 290 312
46. B. Schwartz Self-determination: the tyranny of freedom American Psychologist 55 1 2000 79 88
47. J.M. Swaminathan, and S.R. Tayur Managing broader product line through delayed differentiation using vanilla boxes Management Science 44 12 1998 161 172
48. D.J. Thomas Measuring item fill-rate performance in a finite horizon Manufacturing & Service Operations Management 7 1 2005 74 80 (Pubitemid 41342321)
49. D.V. Thompson, R.W. Hamilton, and R.T. Rust Feature fatigue: when product capabilities become too much of a good thing Journal of Marketing Research 42 November 2005 431 442 (Pubitemid 41730318)
50. U.W. Thonemann, and J.R. Bradley The effect of product variety on supply-chain performance European Journal of Operational Research 143 3 2002 548 569
51. Z. Ton, and A. Raman The effect of product variety and inventory levels on retail store sales: a longitudinal study Production and Operations Management 19 5 2010 546 560
52. S.M. Wagner, and G. Friedl Supplier switching decisions European Journal of Operational Research 183 2 2007 700 717 (Pubitemid 46891124)
53. N. Xia, and S. Rajagopalan Standard vs. custom products: variety, lead time, and price competition Marketing Science 28 5 2009 887 900
54. A.J. Zahorik A nonhierarchical brand switching model for inferring market structure European Journal of Operational Research 76 2 1994 344 358
55. J. Zhang, M. Wedel, and R. Pieters Sales effects of attention to feature advertisements: a bayesian mediation analysis Journal of Marketing Research 46 5 2009 669 681
56. P.H. Zipkin Performance analysis of a multi-item production-inventory system under alternative policies Management Science 41 4 1995 690 703
57. W. Zinn, and P.C. Liu A comparison of actual and intended consumer behavior in response to retail stockouts Journal of Business Logistics 29 2 2008 141 160