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Home | Events Archive | Brand Store Entry in a Grocery Setting: The Impact on Supermarket, Online Direct and Overall Firm Performance.

Brand Store Entry in a Grocery Setting: The Impact on Supermarket, Online Direct and Overall Firm Performance.

  • Series
    Brown Bag in Business Economics - Marketing
  • Speaker
    Michiel van Crombrugge
  • Field
    Organizations and Markets, Marketing
  • Location
    Campus Erasmus University, Polak 3-09
  • Date and time

    June 02, 2022
    12:00 - 13:00

For catering purposes, please let us know if you will be joining us by filling in the online form.


This article is the first to investigate the cross-channel impact of a manufacturer brand store on the sales performance of both the incumbent retail supermarkets and the manufacturer’s own online direct channel in a grocery setting.

It also incorporates brand store sales and costs to study the entry effects on the manufacturer’s total top- and bottom-line performance. Our framework based on shopping motivation and congruity theory, tested on the entry of ten brand stores of a national brand manufacturer, reveals significantly higher cannibalization of own online direct channel sales than supermarket sales in the vicinity of the store.

Further decompositions reveal that customer characteristics that define hedonic motivations help explain these losses in online direct channel sales. Despite its cannibalizing impact, the brand store generates an influx of own sales that compensates for lost incumbent sales.

Nevertheless, taking into account the operational costs of the brand store reveals that top-line growth not always suffices to preserve the bottom line.