Country: United States

Found 17049 papers in total
Consumption flexibility, product configuration, and market competition
Consumption flexibility, product configuration, and market competition
2006,
When purchase and consumption decisions are separated in time and when future utility...
Evaluating promotions in shopping environments: Decomposing sales response into attraction, conversion, and spending effects
Evaluating promotions in shopping environments: Decomposing sales response into attraction, conversion, and spending effects
2001,
Retailers' marketing objectives can be classified into three broad categories:...
Designing optimal sales contests: A theoretical perspective
Designing optimal sales contests: A theoretical perspective
2001,
Sales contests are commonly used by firms as a short-term motivational device to...
Delegating pricing decisions
Delegating pricing decisions
2001,
An outstanding problem in marketing is why some firms in a competitive market delegate...
Are sales less effective when more products have them?
Are sales less effective when more products have them?
2001,
We analyze data from a variety of sources, including historical data from a women's...
Reward programs and tacit collusion
Reward programs and tacit collusion
2001,
Reward programs, a promotional tool to develop customer loyalty, offer incentives to...
Customer referral management: Optimal reward programs
Customer referral management: Optimal reward programs
2001,
Sellers who plan to capitalize on the lifetime value of customers need to manage the...
Equilibrium price communication and unadvertised specials by competing supermarkets
Equilibrium price communication and unadvertised specials by competing supermarkets
2001,
This paper is concerned with how retailers, supermarkets in particular, communicate...
Competitive pricing behavior in the auto market: A structural analysis
Competitive pricing behavior in the auto market: A structural analysis
2001,
In a competitive marketplace, the effectiveness of any element of the marketing mix is...
Individual marketing with imperfect targetability
Individual marketing with imperfect targetability
2001,
Our research investigates the competitive ramifications of individual marketing and...
The category-demand effects of price promotions
The category-demand effects of price promotions
2001,
Although price promotions have increased in both commercial use and quantity of...
Raising awareness and signaling quality to uninformed consumers: A price–advertising model
Raising awareness and signaling quality to uninformed consumers: A price–advertising model
2000,
The objective of this paper is to investigate the firm's optimal advertising and...
Multiple messages to retain retailers: Signaling new product demand
Multiple messages to retain retailers: Signaling new product demand
2000,
With the increase in new product introductions in consumer packaged goods categories,...
New product diffusion acceleration: Measurement and analysis
New product diffusion acceleration: Measurement and analysis
2000,
It is a popular contention that products launched today diffuse faster than products...
Experimental evidence for agency models of salesforce compensation
Experimental evidence for agency models of salesforce compensation
2000,
Academic work on sales compensation plans features agency models prominently, and...
A hierarchical Bayesian methodology for treating heterogeneity in structural equation models
A hierarchical Bayesian methodology for treating heterogeneity in structural equation models
2000,
Structural equation models are widely used in marketing and psychometric literature to...
Market entry strategy under firm heterogeneity and asymmetric payoffs
Market entry strategy under firm heterogeneity and asymmetric payoffs
2000,
How should a firm decide whether or not to enter an untested market when a competing...
Eye fixations on advertisements and memory for brands: A model and findings
Eye fixations on advertisements and memory for brands: A model and findings
2000,
The number of brands in the marketplace has vastly increased in the 1980s and 1990s,...
Parallel imports: Challenges from unauthorized distribution channels
Parallel imports: Challenges from unauthorized distribution channels
2000,
We examine the problem of parallel imports: unauthorized flows of products across...
Accurate retail testing of fashion merchandise: Methodology and application
Accurate retail testing of fashion merchandise: Methodology and application
2000,
In a merchandise depth test, a retail chain introduces new products at a small sample...
The impact of discrete bidding and bidder aggressiveness on sellers' strategies in open English auctions: Reserves and covert shilling
The impact of discrete bidding and bidder aggressiveness on sellers' strategies in open English auctions: Reserves and covert shilling
2000,
In practice, the rules in most open English auctions require participants to raise...
MOVIEMOD: An implementable decision support system for prerelease market evaluation of motion pictures
MOVIEMOD: An implementable decision support system for prerelease market evaluation of motion pictures
2000,
In spite of the high financial stakes involved in marketing new motion pictures,...
Markets for product modification information
Markets for product modification information
2000,
An important product strategy for firms in mature markets is value-adding...
Looking for loss aversion in scanner panel data: The confounding effect of price response heterogeneity
Looking for loss aversion in scanner panel data: The confounding effect of price response heterogeneity
2000,
Recent work in marketing has drawn on behavioral decision theory to advance the notion...
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