Capturing retailers' brand and customer focus
- 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.
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| Author: | Simeng HanGND, Werner J. ReinartzORCiDGND, Bernd SkieraORCiDGND |
|---|---|
| URN: | urn:nbn:de:hebis:30:3-779851 |
| DOI: | https://doi.org/10.1016/j.jretai.2021.01.001 |
| ISSN: | 0022-4359 |
| Parent Title (English): | Journal of retailing |
| Publisher: | Elsevier |
| Place of publication: | Amsterdam |
| Document Type: | Article |
| Language: | English |
| Date of Publication (online): | 2021/12/15 |
| Date of first Publication: | 2021/01/31 |
| Publishing Institution: | Universitätsbibliothek Johann Christian Senckenberg |
| Release Date: | 2023/11/24 |
| Tag: | Brand focus; Content analysis; Customer focus; Earnings call; Text analysis |
| Volume: | 97 |
| Issue: | 4 |
| Page Number: | 15 |
| First Page: | 582 |
| Last Page: | 596 |
| HeBIS-PPN: | 515069426 |
| Institutes: | Wirtschaftswissenschaften / Wirtschaftswissenschaften |
| Dewey Decimal Classification: | 3 Sozialwissenschaften / 33 Wirtschaft / 330 Wirtschaft |
| Sammlungen: | Universitätspublikationen |
| Licence (German): |  Creative Commons - CC BY - Namensnennung 4.0 International |
