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Optimal Strategic Pricing of Reproducible Consumer Products
Nascimento, Fernando; Vanhonacker, Wilfried R. - In: Management Science 34 (1988) 8, pp. 921-937
This paper investigates the strategic pricing of consumer durable products which can be acquired through either purchase or reproduction (e.g., computer software). As copy piracy results in an opportunity loss, its adverse effect on profits needs to be incorporated in strategic decisions such as...
Persistent link: https://www.econbiz.de/10009208995
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Market Share Rewards to Pioneering Brands: An Empirical Analysis and Strategic Implications
Urban, Glen L.; Carter, Theresa; Gaskin, Steven; Mucha, … - In: Management Science 32 (1986) 6, pp. 645-659
An empirical analysis indicates that the order of entry of a brand into a consumer product category is inversely related to its market share. Market share is modeled as a log linear function of order of entry, time between entries, advertising, and positioning effectiveness. The coefficients of...
Persistent link: https://www.econbiz.de/10009209320
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Introduction Strategy for New Products with Positive and Negative Word-of-Mouth
Mahajan, Vijay; Muller, Eitan; Kerin, Roger A. - In: Management Science 30 (1984) 12, pp. 1389-1404
Existing innovation diffusion models assume that individual experience with the product is always communicated positively through word-of-mouth. For certain innovations, however, this assumption is tenuous since communicators of the product experience may transfer favorable, unfavorable, or...
Persistent link: https://www.econbiz.de/10009213974
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Durable Products, Time Inconsistency, and Lock-in
Gilbert, Stephen M.; Jonnalagedda, Sreelata - In: Management Science 57 (2011) 9, pp. 1655-1670
Many durable products cannot be used without a contingent consumable product, e.g., printers require ink, iPods require songs, razors require blades, etc. For such products, manufacturers may be able to lock in consumers by making their products incompatible with consumables that are produced by...
Persistent link: https://www.econbiz.de/10009293066
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A New Product Adoption Model with Price, Advertising, and Uncertainty
Kalish, Shlomo - In: Management Science 31 (1985) 12, pp. 1569-1585
This paper introduces a framework for modeling innovation diffusion that includes price and advertising. The adoption of a new product is characterized by two steps: awareness and adoption. Awareness is the stage of being informed about the product search attributes. The process of becoming...
Persistent link: https://www.econbiz.de/10009204241
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Lead Users: A Source of Novel Product Concepts
Hippel, Eric von - In: Management Science 32 (1986) 7, pp. 791-805
Accurate marketing research depends on accurate user judgments regarding their needs. However, for very novel products … this paper I explore the problem and propose a solution: Marketing research analyses which focus on what I term the "lead … serve as a need-forecasting laboratory for marketing research. Moreover, since lead users often attempt to fill the need …
Persistent link: https://www.econbiz.de/10009204493
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An Empirical Analysis of Scarcity Strategies in the Automobile Industry
Balachander, Subramanian; Liu, Yan; Stock, Axel - In: Management Science 55 (2009) 10, pp. 1623-1637
Recent product introductions such as the Xbox 360, Sony Playstation 2, and PT Cruiser have been characterized by shortage of these products. Some experts have suggested that such scarcity can be a deliberate strategy for making the product more desirable. In this paper, we empirically examine...
Persistent link: https://www.econbiz.de/10009208677
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Forecasting with a Repeat Purchase Diffusion Model
Rao, Ambar G.; Yamada, Masataka - In: Management Science 34 (1988) 6, pp. 734-752
A methodology for forecasting the sales of an ethical drug as a function of marketing effort before any sales data are … of a drug's own and competitive marketing efforts and of word of mouth. The model is first validated in this paper via …
Persistent link: https://www.econbiz.de/10009208802
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A Market Entry Timing Model for New Technologies
Kalish, Shlomo; Lilien, Gary L. - In: Management Science 32 (1986) 2, pp. 194-205
A central issue in new product development and planning is the market timing/entry decision. An entry too early may risk pushing an under-developed product into the marketplace, with possible negative results; however, a product/technology may sacrifice sales if entry is delayed too long. A...
Persistent link: https://www.econbiz.de/10009208849
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Barter Markets for Conjoint Analysis
Ding, Min; Park, Young-Hoon; Bradlow, Eric T. - In: Management Science 55 (2009) 6, pp. 1003-1017
We propose a new alternative preference measurement method, barter conjoint, to contrast with traditional choice-based conjoint (CBC) approaches. Barter conjoint collects a substantially larger amount of data compared to CBC and allows for information diffusion among respondents. We conducted...
Persistent link: https://www.econbiz.de/10009191115