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Channel Performance and Incentives for Retail Cost Misrepresentation.
Amir, Rabah; Leiber, Thierry; Maret, Isabelle - Bureau d'Économie Théorique et Appliquée (BETA), … - 2006
This paper investigates the price decision making and channel performance under cost misrepresentation at the retail stage. In the standard double marginalization game, we introduce a preliminary stage, where the retailer can misrepresent her constant marginal cost. We give respective sufficient...
Persistent link: https://www.econbiz.de/10005422856
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A Retailer Promotion Policy Model Considering Promotion Signal Sensitivity
Inman, J. Jeffrey; McAlister, Leigh - In: Marketing Science 12 (1993) 4, pp. 339-356
Recent research suggests that the signal (e.g., sign or marker) with a point of purchase promotion will stimulate a … retailer profitability that incorporates this “promotion signal sensitivity.” In a field test, the profitability of the … promotion policy prescribed by this model is compared to the profitability of two other promotion policy-setting paradigms: a …
Persistent link: https://www.econbiz.de/10008787828
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Evaluating Promotions in Shopping Environments: Decomposing Sales Response into Attraction, Conversion, and Spending Effects
Lam, Shun Yin; Vandenbosch, Mark; Hulland, John; … - In: Marketing Science 20 (2001) 2, pp. 194-215
information and promotion literatures is proposed. These hypotheses relate the presence of various promotions (price, clearance …, and new product), promotion scope, and the type of out-of-store communication vehicle used by retailers to each of the … purchase. The effect of price promotion on consumers' spending in a store is also significant, but varies in sign with the type …
Persistent link: https://www.econbiz.de/10008789706
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—Cross-Brand Pass-Through: Fact or Artifact?
McAlister, Leigh - In: Marketing Science 26 (2007) 6, pp. 876-898
Cross-brand pass-through implies that a retailer responds to wholesale promotional support from a target brand by changing the retail prices of competitive brands. Besanko et al. (2005) model a target brand's retail price as a function of its own and other brands' wholesale prices using 780...
Persistent link: https://www.econbiz.de/10008789771
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How targeting affects customer search : a field experiment
Fong, Nathan M. - In: Management science : journal of the Institute for … 63 (2017) 7, pp. 2353-2364
Persistent link: https://www.econbiz.de/10011729388
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Buy-one-get-one promotions in a two-echelon supply chain
Li, Yuefeng; Khouja, Moutaz J.; Pan, Jingming; Zhou, Jing - In: Management science : journal of the Institute for … 69 (2023) 9, pp. 5234-5255
Persistent link: https://www.econbiz.de/10014392907
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Analyzing Duration Times in Marketing: Evidence for the Effectiveness of Hazard Rate Models
Helsen, Kristiaan; Schmittlein, David C. - In: Marketing Science 12 (1993) 4, pp. 395-414
Some statistical methods developed recently in the biometrics and econometrics literature show great promise for improving the analysis of duration times in marketing. They incorporate the right censoring that is prevalent in duration times data, and can be used to make a wide variety of useful...
Persistent link: https://www.econbiz.de/10008788281
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Asymmetric Reference Price Effects and Dynamic Pricing Policies
Kopalle, Praveen K.; Rao, Ambar G.; Assunção, João L. - In: Marketing Science 15 (1996) 1, pp. 60-85
We consider a group of frequently purchased consumer brands which are partial substitutes and examine two situations; the first where the group of brands is managed by a retailer, and second where the brands compete in an oligopoly. We assume that demand is a function of actual prices and...
Persistent link: https://www.econbiz.de/10008789654
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Optimal criteria for selecting price discrimination metrics when buyers have log-normally distributed willingness-to-pay
Huang, Ke-Wei - In: Quantitative Marketing and Economics 7 (2009) 3, pp. 321-341
Persistent link: https://www.econbiz.de/10005048577
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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