TY  - JOUR
A1  - Han, Simeng
A1  - Reinartz, Werner J.
A1  - Skiera, Bernd
T1  - Capturing retailers' brand and customer focus
T2  - Journal of retailing
N2  - This article uses information from two data sources, Compustat and Nexis Uni, and textual analysis to measure and validate the brand focus and customer focus of 109 U.S. listed retailers. The results from an analysis of their 853 earnings calls in 2010 and 2018 outline that on average, both foci increased over time. Although both foci vary substantially, brand focus varies more widely across retailers than their customer focus. Both foci are independent of each other. Specialty retailers have the highest brand focus, and internet & direct marketing retailers have the highest customer focus. A positive correlation exists between a retailer’s customer focus and its profitability, but not between a retailer’s brand focus and its profitability. The authors use the results to generate a research agenda that can direct future research in further systematically exploring firms’ brand and customer focus.
KW  - Brand focus
KW  - Customer focus
KW  - Text analysis
KW  - Earnings call
KW  - Content analysis
Y1  - 2021
UR  - http://publikationen.ub.uni-frankfurt.de/frontdoor/index/index/docId/77985
UR  - https://nbn-resolving.org/urn:nbn:de:hebis:30:3-779851
SN  - 0022-4359
VL  - 97
IS  - 4
SP  - 582
EP  - 596
PB  - Elsevier
CY  - Amsterdam
ER  -