Examines the roots of bargaining power in the nature of market structure, financial resources, sub‐situation possibilities and the innate skills of those doing the bargaining. Looks at the effects of these in pricing strategy. Concludes that, although highly “visible” bargaining is not the...

Provides an examination of the marketing mix budgeting procedure. Gives a model information framework which acts as a basis for data search in the corporate marketing activity, and investigates the effect of data imperfection.

Multidimensional products, such as telecommunications, often distinguish themselves by a considerable number of spillovers. The creator of the spillovers wants to commercialize the spillovers but cannot if the parameters on which the ability to charge is proprietary to another firm in the...

The failure to understand the mistakes of the past is causing many US retailers, with their “narrow areas of expertise”, not to commit sufficient resources to monitoring how changes in the demographic, technological, political, and economic environments have affected and will continue to...

Five years ago, Budgens plc, Britain’s tenth largest grocery retailer, established an alliance with REWE of Germany to develop a discount format in the south of England ‐ Budgens’ heartland ‐ to exploit what was perceived as a growth area in the UK as the other multiples had tended to...

Studies the theory of vertical integration, and examines the benefits both to the firm and to society. Looks at the reasons which might precipitate an increase in integration: technical economies of scope; economics of internal production resulting from market failure; and pursuit of...

Studies the impact of search cost and prior knowledge on consumer search at different price points in a market price distribution for telecommunications products. In an experiment it is found that buyers search differently on premium price products than they do on moderate and low price...

The nature of competition between different tiers (e.g. high‐tier vs low‐tier brands) has become an important research domain for academic researchers and marketing managers. Although research on inter‐tier competition is growing at an increasing rate, there has not been a comprehensive...

During the last decade, we have witnessed a steady stream of research focusing on the nature of competition between different brand tiers (e.g. high‐priced brands vs low‐priced brands, national brands vs store label brands). Several interesting research findings have been reported in the...

In September 2000, Amazon.com attempted to implement a differential pricing structure that would track online purchasing behaviors to charge loyal customers higher prices for the same product. Amazon’s customers met this new pricing initiative with extreme displeasure, forcing the company to...