Conventional wisdom in marketing holds that retailer forward buying (1) is a consequence of manufacturer trade promotions and (2) stockpiling units helps the retailer but hurts the manufacturer. This paper provides a deeper understanding of forward buying by analyzing it within the context of...

The ability to digitize information goods such as music and movies and the growing accessibility of the Internet has led to the emergence of a new class of retailers that specialize in digital downloads. The digital retailers have changed the dynamics of the information goods distribution...

Firms often have to make their production decisions under conditions of demand uncertainty. This is especially true for product categories such as automobiles and technology goods where the lead time needed for manufacturing forces firms to make production decisions well in advance of the...

People make a wide variety of choices as consumers, managers, employers, and regulators. Most of these choices are not made in a vacuum but rather in a context of strategic interactions that make individual payoffs interdependent across the decision makers. This payoff interdependence leads to...

This series of discussions presents commentaries and a rejoinder on strategic and managerial issues arising from Albuquerque and Bronnenberg (Albuquerque, P., B. J. Bronnenberg. 2012. Measuring the impact of negative demand shocks on car dealer networks. Marketing Sci. 31(1) 4-23)

When manufacturers do not have sufficient capacity to meet demand and they cannot increase prices, they have to determine other methods to allocate goods among retailers. A common allocation mechanism is based on a retailer's sales history: a retailer that has ordered larger quantities in the...