Key factors influencing retail store expansion decisions: case study of combining evidence- and data- driven approach

Himanshu Pahuja, Pari Delir Haghighi, Yuan-Fang Li, Prem Prakash Jayaraman

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The traditional brick-and-mortar retail stores seek options to expand when they reach a certain point of growth. Such expansions can be in the form of a bigger retail store or opening additional retail stores. Most businesses leverage heuristics-based decisions to expand (often driven by financial performance). Existing literature on retail store expansion decisions fails to provide a complete view of factors that can influence the decision-making process. To address this gap in literature, this paper aims to identify the key factors that influence retail store expansion decisions. Our case study-based methodology is developed around a decade of data collected from 500 service-based brick-and-mortar retail stores operating in Australia and New-Zealand. Through an in-depth analysis of the literature and insights drawn from 10 years of operational data, we establish a list of factors that need to be considered to support retail store expansion decisions and drill down on the key factors that influence the decision-making process. Lessons learnt from the analysis of the data concludes the paper.

Original languageEnglish
Title of host publicationThe 23rd International Conference on Information Integration and Web Intelligence (iiWAS2021)
EditorsEric Pardede, Maria-Indrawan Santiago, Pari Delir Haghighi, Matthias Steinbauer, Ismail Khalil, Gabriele Kotsis
Place of PublicationNew York NY USA
PublisherAssociation for Computing Machinery (ACM)
Number of pages8
ISBN (Electronic)9781450395564
Publication statusPublished - 2021
EventInformation Integration and Web-based Applications and Services 2021 - Online, Linz, Austria
Duration: 29 Nov 20211 Dec 2021
Conference number: 23rd (Proceedings)


ConferenceInformation Integration and Web-based Applications and Services 2021
Abbreviated titleiiWAS 2021
Internet address


  • classification
  • correlation
  • data analytics
  • data-driven
  • decision support
  • retail store expansions

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