The pharmaceutical industry invests its sales force in contacts with doctors, making visits and publicizing its drugs, in order for them to prescribe these products to their patients. This work discusses the structure of the pharmaceutical market and how marketing strategies are used by...

Consumers often have to decide whether to go to a remote store for a lower price. Only the absolute price difference between the stores should be relevant in this case, but several experiments showed that people exhibit "relative thinking": they are affected also by the relative savings...

This paper provides an overview of recent research on estimating competitive interaction in food product categories. In particular, the focus of this review is on research using scanner data conducted at the disaggregate (e.g., store, chain or local market) level, including empirical studies of...

Formulating theoretical models inevitably requires various simplifications that assist in making analysis tractable and that facilitate deriving closed form solutions. While the strategic insights gained from theoretical models of market phenomena are often quite valuable, testing the...

Formulating theoretical models inevitably requires various simplifications that assist in making analysis tractable and that facilitate deriving closed form solutions. While the strategic insights gained from theoretical models of market phenomena are often quite valuable, testing the...

This paper provides an overview of recent research on estimating competitive interaction in food product categories. In particular, the focus of this review is on research using scanner data conducted at the disaggregate (e.g., store, chain or local market) level, including empirical studies of...

The aim of this work was to assess the milking process in an agricultural cooperative in Lavras, Minas Gerais state. The study was done between August and November/2004, employing a qualitative research methodology that involved the researchers and the cooperative’s employees. Process...