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A Reply to “A Comment on ‘Is Having More Channels Really Better? A Model of Competition Among Commercial Television Broadcasters' ”

Liu, Yong; Putler, Daniel S.; Weinberg, Charles B. - In: Marketing Science 25 (2006) 5, pp. 543-546

Liu et al. [Liu, Y., D. S. Putler, C. B. Weinberg. 2004. Is having more channels really better? A model of competition among commercial television broadcasters. (1) 120–133] examine the television broadcast industry using a model in which profit-maximizing broadcasters seek to gain viewers by...

Persistent link: https://www.econbiz.de/10008787752

Limited Edition Products: When and When Not to Offer Them

Balachander, Subramanian; Stock, Axel - In: Marketing Science 28 (2009) 2, pp. 336-355

Many brands today introduce limited edition (LE) products as part of their product line. However, little is known about the conditions under which a brand should introduce an LE product or the competitive implications of doing so. We investigate this issue using a game theoretic model of a...

Persistent link: https://www.econbiz.de/10008787758

Reward Programs and Tacit Collusion

Kim, Byung-Do; Shi, Mengze; Srinivasan, Kannan - In: Marketing Science 20 (2001) 2, pp. 99-120

Reward programs, a promotional tool to develop customer loyalty, offer incentives to consumers on the basis of cumulative purchases of a given product or service from a firm. Reward programs have become increasingly common in many industries. The best-known examples include frequent-flier...

Persistent link: https://www.econbiz.de/10008787783

Information Provision in a Vertically Differentiated Competitive Marketplace

Kuksov, Dmitri; Lin, Yuanfang - In: Marketing Science 29 (2010) 1, pp. 122-138

This paper examines the interaction of information provision, product quality, and pricing decisions by competitive firms to explore the following question: in a competitive market where consumers face uncertainty about product quality and/or their preference for quality, which firms—those...

Persistent link: https://www.econbiz.de/10008787785

Channel Coordination Mechanisms for Customer Satisfaction

Chu, Wujin; Desai, Preyas S. - In: Marketing Science 14 (1995) 4, pp. 343-359

We consider two broad categories of incentives by which a manufacturer can motivate its retailers to provide high customer satisfaction: (1) manufacturer assistance that reduces the retailer's cost of providing customer satisfaction (CS assistance); and (2) customer satisfaction index (CSI)...

Persistent link: https://www.econbiz.de/10008787808

Innovation and the Durable Goods Monopolist: The Optimality of Frequent New-Version Releases

Sankaranarayanan, Ramesh - In: Marketing Science 26 (2007) 6, pp. 774-791

could face a commitment problem and offer the new version, even if doing so lowers her overall profit. Profit is hurt … consumers the right to receive the new version for free for a limited period, can solve her commitment problem. This is a new …

Persistent link: https://www.econbiz.de/10008787809

On the Function of Sales Assistance

Wernerfelt, Birger - In: Marketing Science 13 (1994) 1, pp. 68-82

The paper provides a formal rationale for the common practice of using sales assistance. The argument is made in a model where a consumer's situation determines his needs. The products are differentiated and the map identifying the best match between a consumer's situation and a product is known...

Persistent link: https://www.econbiz.de/10008787815

Try It, You Will Like It—Does Consumer Learning Lead to Competitive Price Promotions?

Freimer, Marshall; Horsky, Dan - In: Marketing Science 27 (2008) 5, pp. 796-810

periodic price promotions, most of the existing theories do not attribute this phenomenon to underlying consumer learning. Yet … promotion on a brand. This paper examines the connection between consumer learning and the offering of price promotions. The … consumer model specified is Markovian in nature and encompasses in addition to consumer learning other empirical findings such …

Persistent link: https://www.econbiz.de/10008787819

Supermarket Competition: The Case of Every Day Low Pricing

Lal, Rajiv; Rao, Ram - In: Marketing Science 16 (1997) 1, pp. 60-80

Every Day Low Pricing (EDLP) strategy has proved to be a successful innovation resulting in higher profits to supermarkets adopting it in competition with Promotional Pricing (PROMO). Conventional wisdom attributes this success either to lower costs or to EDLP better serving time constrained...

Persistent link: https://www.econbiz.de/10008787873

—How Much Should You Invest in Each Customer Relationship? A Competitive Strategic Approach

Musalem, Andrés; Joshi, Yogesh V. - In: Marketing Science 28 (2009) 3, pp. 555-565

We analyze firms' decisions to invest in customer relationship management (CRM) initiatives such as acquisition and retention in a competitive context, a topic largely ignored in past CRM research. We characterize each customer by her intrinsic preference towards each firm, the contribution...

Persistent link: https://www.econbiz.de/10008787891