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Villas-Boas, Sofia Berto; Villas-Boas, J. Miguel - In: Management Science 54 (2008) 11, pp. 1951-1960

Sellers of almost any product or service rarely keep their prices constant through time and frequently offer price discounts or sales. This paper investigates an explanation of sales as a way for uninformed consumers to be willing to experience the product, and learn about its fit, and where...

Persistent link: https://www.econbiz.de/10009214049

A Periodic Review Inventory Model with Demand Influenced by Promotion Decisions

Cheng, Feng; Sethi, Suresh P. - In: Management Science 45 (1999) 11, pp. 1510-1523

In this paper, we use a Markov decision process (MDP) to model the joint inventory-promotion decision problem. The … state variable of the MDP represents the demand state brought about by changing environmental factors as well as promotion … promotion decision policies in the finite horizon problem are obtained via dynamic programming. Under certain conditions, we …

Persistent link: https://www.econbiz.de/10009214483

An Investigation of Earnings Management Through Marketing Actions

Chapman, Craig J.; Steenburgh, Thomas J. - In: Management Science 57 (2011) 1, pp. 72-92

% depending on the depth and duration of promotion. However, there is a price to pay, with the cost in the following period being …

Persistent link: https://www.econbiz.de/10009214669

A Modeling Framework for Coordinating Promotion and Production Decisions within a Firm

Sogomonian, Aram G.; Tang, Christopher S. - In: Management Science 39 (1993) 2, pp. 191-203

This paper presents a modeling framework for evaluating the benefits of coordinating promotion and production decisions … over a finite planning horizon within a firm. These decisions include the timing and level of promotion, and the level of … (integrated) model, the firm would consider those promotion and production decisions separately (jointly). For each of the models …

Persistent link: https://www.econbiz.de/10009214698

The Effects of Retailer and Consumer Response on Optimal Manufacturer Advertising and Trade Promotion Strategies

Neslin, Scott A.; Powell, Stephen G.; Stone, Linda Schneider - In: Management Science 41 (1995) 5, pp. 749-766

promotion plans. We develop a dynamic optimization model which considers the actions of the manufacturer, retailers, and … deal discounts to the retailer in the hope that the retailer will in turn "pass through" a retailer promotion to the … carrying costs and promotion wearout play a central role in constraining expenditures on trade promotions. We predict that as …

Persistent link: https://www.econbiz.de/10009214820

Consumer Privacy and Marketing Avoidance: A Static Model

Hann, Il-Horn; Hui, Kai-Lung; Lee, Sang-Yong T.; Png, … - In: Management Science 54 (2008) 6, pp. 1094-1103

We introduce the concept of marketing avoidance--consumer efforts to conceal themselves and to deflect marketing. The setting is one in which sellers market some item through solicitations to potential consumers, who differ in their benefit from the item and suffer harm from receiving...

Persistent link: https://www.econbiz.de/10009217998

The Effects of Brand Loyalty on Competitive Price Promotional Strategies

Raju, Jagmohan S.; Srinivasan, V.; Lal, Rajiv - In: Management Science 36 (1990) 3, pp. 276-304

This paper analyzes the role played by brand loyalty in determining optimal price promotional strategies used by firms in a competitive setting. (Loyalty is operationalized as the minimum price differential needed before consumers who prefer one brand switch to another brand.) Our objective is...

Persistent link: https://www.econbiz.de/10009204196

The Rational Effect of Price Promotions on Sales and Consumption

Assunção, João L.; Meyer, Robert J. - In: Management Science 39 (1993) 5, pp. 517-535

We explore the rational effect of price variation on sales and consumption in markets where consumers are uncertain about the future price of goods. We first derive an optimal ordering policy which expresses the amount a consumer should purchase and consume in a given period as a function of the...

Persistent link: https://www.econbiz.de/10009208799

Short- or Long-Duration Coupons: The Effect of the Expiration Date on the Profitability of Coupon Promotions

Krishna, Aradhna; Zhang, Z. John - In: Management Science 45 (1999) 8, pp. 1041-1056

United States firms collectively spend over $6.5 billion annually on coupon promotions and are becoming increasingly concerned with their profitability. FSI (free-standing-insert) data show that coupon duration varies across brands. In this paper, we show how coupon duration can affect coupon...

Persistent link: https://www.econbiz.de/10009208864

Brand and Price Advertising in Online Markets

Baye, Michael R.; Morgan, John - In: Management Science 55 (2009) 7, pp. 1139-1151

We model an environment where e-retailers sell similar products and endogenously engage in both brand advertising (to create loyal customers) and price advertising (to attract "shoppers"). In contrast to models where loyalty is exogenous, endogenizing the creation of loyal customers by allowing...

Persistent link: https://www.econbiz.de/10009191647