Quotation Aastrup, Jesper, Kotzab, Herbert, Grant, David B., Teller, Christoph, Bjerre, Mogens. 2008. A Model for Structuring Efficient Consumer Response Measures. International Journal of Retail and Distribution Management 36 (8): 590-606.




Purpose – The purpose of this paper is to propose a model which structures and links different types of efficient consumer response (ECR) measures; it does so by considering the use of both quantitative or “hard” and qualitative or “soft” measures in ECR, emphasizing the importance and causal role of “soft” measures throughout the ECR process. Design/methodology/approach – This paper reviews the ECR and performance measurement literature and proposes a model that explains linkages from intra-organizational, inter-organizational and industry prerequisites through ECR activities to ECR outcomes; and highlights the role of performance, behavioural, attitude and capability measures. Two extant studies from Austria and Denmark are examined in the context of the model to exemplify some of its features. Findings – Similarities regarding issues of inter-organizational and intra-organizational prerequisites were found, but the two studies also demonstrated variety in the use of measures in ECR research. Research limitations/implications – The proposed model is presented for primarily future investigation; thus there is no empirical study in this paper other than a comparison of the two extant studies to support some constructs and variables. However, the model represents a structure that can guide future research on more specific ECR elements. Practical implications – The model makes a practical contribution by providing a structure from which measurement or scorecard systems can be established. Originality/value – The model makes a theoretical contribution by providing an overall structure to link different areas of ECR research such as barriers for ECR implementation, and specific ECR concepts, activities, and their outcomes. Keywords Distribution channels and markets, Vertical marketing, Austria, Denmark


Press 'enter' for creating the tag

Publication's profile

Status of publication Published
Affiliation WU
Type of publication Journal article
Journal International Journal of Retail & Distribution Management
Citation Index SSCI
WU-Journal-Rating new MAR-C, STRAT-C
Language English
Title A Model for Structuring Efficient Consumer Response Measures
Volume 36
Number 8
Year 2008
Page from 590
Page to 606
Reviewed? Y


Kotzab, Herbert (Former researcher)
Teller, Christoph (Former researcher)
Aastrup, Jesper (Copenhagen Business School, Denmark)
Bjerre, Mogens (Copenhagen Business School, Denmark)
Grant, David B. (Heriot-Watt University, United Kingdom)
Retailing and Marketing IN (Details)
Google Scholar: Search