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Estimation of Consumer Demand with Stock-Out Based Substitution: An Application to Vending Machine Products

Anupindi, Ravi; Dada, Maqbool; Gupta, Sachin - In: Marketing Science 17 (1998) 4, pp. 406-423

The occurrence of temporary stock-outs at retail is common in frequently purchased product categories. Available empirical evidence suggests that when faced with stock-outs, consumers are often willing to buy substitute items. An important implication of this consumer behavior is that observed...

Persistent link: https://www.econbiz.de/10008787827

Bidding Behavior in Descending and Ascending Auctions

Cheema, Amar; Chakravarti, Dipankar; Sinha, Atanu R. - In: Marketing Science 31 (2012) 5, pp. 779-800

This research examines how individual differences and institutional practices influence consumer bidding in auctions. Bidders may be motivated by different goals, e.g., <i>thrill</i> (of winning the item, with minimal attention to what they pay for it) versus <i>prudence</i> (winning the item at a price at or...

Persistent link: https://www.econbiz.de/10010990386

Consumer Mental Accounts and Implications to Selling Base Products and Add-ons

Erat, Sanjiv; Bhaskaran, Sreekumar R. - In: Marketing Science 31 (2012) 5, pp. 801-818

penetration pricing strategies (such as loss leader pricing) suboptimal. Furthermore, the identified bias leads the firm to spend …

Persistent link: https://www.econbiz.de/10010990394

Profitability of the Name-Your-Own-Price Channel in the Case of Risk-Averse Buyers

Shapiro, Dmitry - In: Marketing Science 30 (2011) 2, pp. 290-304

price. Second, I consider a more competitive framework where buyers with rejected bids have access to an alternative option … profitable than the posted price. Finally, I study whether adding the posted-price option to the NYOP will further increase the … presence of an alternative option, the answer depends on whether buyers consider the posted-price option and the alternative …

Persistent link: https://www.econbiz.de/10009218480

The Design of Durable Goods

Koenigsberg, Oded; Kohli, Rajeev; Montoya, Ricardo - In: Marketing Science 30 (2011) 1, pp. 111-122

The use of a durable good is limited by both its physical life and usable life. For example, an electric-car battery can last for five years (physical life) or 100,000 miles (usable life), whichever comes first. We propose a framework for examining how a profit-maximizing firm might choose the...

Persistent link: https://www.econbiz.de/10009218483

An Industry Equilibrium Analysis of Downstream Vertical Integration

McGuire, Timothy W.; Staelin, Richard - In: Marketing Science 27 (2008) 1, pp. 115-130

This paper investigates the effect of product substitutability on Nash equilibrium distribution structures in a duopoly where each manufacturer distributes its goods through a single exclusive retailer, which may be either a franchised outlet or a factory store. Static linear demand and cost...

Persistent link: https://www.econbiz.de/10008787505

Raising Awareness and Signaling Quality to Uninformed Consumers: A Price-Advertising Model

Zhao, Hao - In: Marketing Science 19 (2000) 4, pp. 390-396

The objective of this paper is to investigate the firm's optimal advertising and pricing strategies when introducing a …

Persistent link: https://www.econbiz.de/10008787513

Defensive Marketing Strategies

Hauser, John R.; Shugan, Steven M. - In: Marketing Science 27 (2008) 1, pp. 88-110

This paper analyzes how a firm should adjust its marketing expenditures and its price to defend its position in an existing market from attack by a competitive new product. Our focus is to provide usable managerial recommendations on the strategy of response. In particular we show that if...

Persistent link: https://www.econbiz.de/10008787524

Manufacturer's Return Policies and Retail Competition

Padmanabhan, V.; Png, I. P. L. - In: Marketing Science 16 (1997) 1, pp. 81-94

Manufacturers' returns policies are a common feature in the distribution of many products. The obvious rationale for returns policies is insurance. Practitioners, not surprisingly, have a different perspective and view returns as a cost of doing business. In this paper, we study the strategic...

Persistent link: https://www.econbiz.de/10008787529

Reply to “Do Returns Policies Intensify Retail Competition?”

Padmanabhan, V.; Png, I. P. L. - In: Marketing Science 23 (2004) 4, pp. 614-618

Returns policies are common in many sectors of retail distribution. Padmanabhan and Png (1997) showed that with demand uncertainty, a returns policy could improve manufacturer profitability under certain conditions. Wang (2004) showed that returns policies do not change manufacturer...

Persistent link: https://www.econbiz.de/10008787532

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