Pay-What-You-Want (PWYW) is a participative pricing mechanism which is characterizedby the fact that consumers have maximum control over the price they pay. We discuss thebusiness relevance of PWYW and extend the findings of Kim et al. (2009) using latentclass regression. Two different classes...

Free sampling and price discounts are important, popular promotional tools used to attract new customers by reducing their risk of trial. The authors investigate pay-what-you-want (PWYW) as an alternative promotional tool to free sampling and price discounts in two field experiments. The authors...

Geographical Information Systems (GISs) are often used to assist marketing planners inidentifying suitable retail locations, regionally distributing advertising campaigns, or targetingdirect marketing activities. GIS–thematic maps facilitate the visual assessment of mapregions.A broad set of...

The main objective of this report is to describe a decision-support system for dynamic retailpricing and promotion planning. Our weekly demand model incorporates price, referenceprice effects, seasonality, article availability information, features and discounts. Building onprevious research, we...

Brand-nonspecific retailer coupons that entitle customers to assortment-wide discounts appeal in similar ways to national brand (NB) and private label (PL) users. The latter may be considered an attractive target group because they express high levels of deal proneness. However, it is unclear...

Preference maps provide a visual representation of market structure, usually depicting brand or product alternatives, product attributes, and customers in a single graphic. Using measures of consideration and attribute sets to establish criterion validity, we develop a set of metrics that can be...

Fierce competition and rapid technological progress have considerablyreduced the life cycle length for mobile phones in the last decade. Once a newmobile phone is launched, providers on the market under consideration practice amarkdown strategy. Profits of the providers are generated mainly via...

The valuation of Flexible Manufacturing Systems is one of the most frequently undertaken productivity improvementactivities. In practice, the introduction of an FMS into industry must be done on the basis of cost justification.Recently developed techniques for the evaluation of the value of...

We compare the performance of a specifically designed feedforward artificial neural network with one layer ofhidden units to the K-means clustering technique in solving the problem of cluster-based market segmentation. Thedata set analyzed consists of usages of brands (product category:...

The main contribution of this paper is a method that allows one to study the effects of different degrees ofcompetition.We find that optimal prices and profits are more sensitive to cooperative than to aggressive behavioron the part of competitors. With more aggressive policies, the average...