This paper examines the relationship between price changes and customer defection levels in a ‘subscription' type market, namely car insurance. Two regression models are constructed to estimate this relationship, one model for younger customers and another for older customers. The regression...

This study examines the extent to which temporary price cuts – called ‘price promotions' in grocery markets – are bought by consumers who already buy the brand. The study extends research by Ehrenberg, Goodhardt and Hammond (1994) that found the majority of promotion buyers had bought the...

This study examines the association between market orientation and company profitability. It incorporates two methodological approaches that have generally not been used in previous research. First, it uses lagged company and environmental control variables in the data analysis, to better...

The concept of competitive advantage is argued to be not very useful to managers. At best it is an aspirational goal. Books that claim to present a route to competitive advantage give false hope – multiple competing firms in an industry cannot (each) realistically set out to build a...

Many studies discuss the proliferation of brand extensions (eg. Romeo, 1991; Han, 1998; Milberg, Whan Park and McCarthy, 1997), but there is a lack of academic research to show how common they really are. The present study documents the incidence of brand extensions in three geographic consumer goods...

This study analyzes the extent to which the top 8 brands in the US OTC pain relief tablet market share their buyers with each other. The study uses the Duplication of Purchase Analysis method. It shows that brands in this market overall follow the Duplication of Purchase Law, namely that each...

It is a common belief that users of a brand in one category are more likely to purchase brand extensions than non-users of the brand. This study examines whether extensions actually do facilitate purchase of the brand in a second category. We analyze one year of household purchasing data for...