Working Papers

Retail promotional activities such as temporary price cuts, coupons and newspaper features produce multiple effects: increases in market share for the promoted brand, increased switching to the promoting store, and increases in category volume.…

A laboratory experiment examined the effects of quantitative (i.e., number) and qualitative (i.e., valence) dimensions of competitive advertising on consumer memory and evaluations. Print ads were developed to elicit predominately either a…

In this paper, we explore the role of franchising arrangements in improving the coordination between channel members. In particular we focus on two elements of the franchising contract, namely, the royalty structure and the monitoring technology…

The authors present a diffusion model in which individual consumers adopt an innovation if its risk-adjusted utility exceeds a reservation utility threshold. This threshold may be a function of innovativeness and existing product holdings. As the…

This paper studies markets with free entry and costless capacity in which firms are allowed to set their prices (or quantities) after observing the capacities of other firms. It finds that in these markets with free entry, no sunk costs, no entry…

In this paper we analyze pricing strategies of firms that compete for the demand of an assortment of goods. In particular, we model the competition between two symmetric firms in a market that consists of two types of consumers, each of which may…

This paper presents an approach for determining unidimensional scale estimates that are relatively insensitive to limited inconsistencies in paired comparisons data. The solution procedure, shown to be a minimum cost network flow problem, is…

The agency theory approach to understanding salesforce compensation plans is extended to incorporate the intertemporal nature of the salesperson’s efforts decision, e.e., the effort can potentially change depending on the sales performance up to…

This research examines the nature of dynamic consumer response to point-of-purchase pricing and promotional activity. The authors begin with the premise that consumers form expectations about future pricing and promotion based on their exposure…

In this research, we examine the nature of promotional pricing activity by manufacturer and retailer. We analyze the relationship as a single period sequential game between a manufacturer offering a single brand A and an independent retailer who…

This paper examines the bundling strategy for a firm which sells an indusrial system. Such a system consists of several distinct components which must be used together in order for the overall system to be operational. Examples include computer,…

Most approaches to examining the effects of marketing variables on market shares treat the market as a single aggregate. It would be managerially more useful to examine the marketing effects at the segment level. A market segment is defined in…

This paper examines the advertising-sales relationship in the framework of the Koyck model. We note that if only macro (e.g., annual) data are available then it is necessary to approximate micro (e.g., monthly) data in order to minimize the “data…

This paper analyzes the role played by brand loyalty in determining optimal price promotional strategies used by firms in a competitive setting. Our objective is to explain how loyalties toward the competing brands influence whether or not firms…

This article surveys the theoretical and empirical literature on mechanisms that confer advantages and disadvantages on first-mover firms. Major conceptual issues are addressed, and recommendations are given for future research. Managerial…

Organizations facing complex, ambiguous, and dynamic environments find adaptive learning a key to survival and success. This study proposes three models of organization response in such environments. 1) A model of how aspiration levels or goals…

The authors have provided an excellent and readable review of the Negative Binominal Distribution (NBD) model and how various violations of its assumptions may impact inferences which may be drawn from the model. They provide a theory of the…

Abstract not available.

The authors examine the nature of dynamic consumer response to promotional price discounts. The approach begins with the promise that consumers form expectations about future price discounting based on their exposure to such activity at the point…

Traditional conjoint analysis techniques do not take account of the fact that consumers often rule out from consideration products that have totally unacceptable attribute levels. This paper proposes a data collection and analysis technique that…