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1.
Timothy J. Richards 《Quantitative Marketing and Economics》2007,5(1):63-91
This paper presents a test of the nature of the pricing and promotion game played by supermarket retailers in a large, U.S.
market. Using a nested-logit modeling approach, the results show that retailers set discount depth and promotional frequency
in a manner that is less competitive than Bertrand. We also find that the elasticity of substitution among competing stores
is lower than among products within each store, but not equal to zero. Therefore, sales do cannibalize existing products,
but can also build a significant amount of store-traffic. Relative to strategic factors, price promotions have their greatest
impact on store-conditional product demand.
相似文献
Timothy J. RichardsEmail: |
2.
Firms can approach advertising competition either by setting advertising budgets (as in the percentage of sales method) or
target sales levels (as in the objective and task approach). We study firms’ incentives to adopt one or the other posture
using a two-stage model of duopolistic competition. In the first stage, each firm chooses to commit either to an advertising
budget, letting its sales follow from the market response function, or to a desired sales level, promising to adjust its advertising
spending accordingly. In the second stage, firms choose the actual levels of their advertising budget or sales target. When
prices are exogenous, we show that, due to strategic effects, if a firm benefits from its rival’s advertising (as when advertising
increases awareness of the product category) then setting an advertising budget dominates setting a sales target. On the other
hand, if a firm is harmed by its rival’s advertising (as when advertising increases the firm’s share of a fixed market), then
committing to a sales level dominates. We extend these results in several directions and show that when firms engage in price
competition as well as advertising the nature of advertising and product-market competition interact to determine whether
setting an advertising budget or sales target dominates.
相似文献
Amit Pazgal (Corresponding author)Email: |
3.
Michaela Draganska Michael Mazzeo Katja Seim 《Quantitative Marketing and Economics》2009,7(2):105-146
This paper investigates empirically the product assortment strategies of oligopolistic firms. We develop a framework that
integrates product choice and price competition in a differentiated product market. The present model significantly improves
upon the reduced-form profit functions typically used in the entry and location choice literature, because the variable profits
that enter the product-choice decision are derived from a structural model of demand and price competition. Given the heterogeneity
in consumers’ product valuations and responses to price changes, this is a critical element in the analysis of product assortment
decisions. Relative to the literature on structural demand models, our results show that incorporating endogenous product
choice is essential for policy simulations and may entail very different conclusions from settings where product assortment
choices are held fixed.
相似文献
Katja SeimEmail: |
4.
Leonard F. S. Wang Ya-Chin Wang Lihong Zhao 《Journal of Industry, Competition and Trade》2009,9(1):49-56
Strategic delegation analysis has been limited to sales delegation cases, until Jansen et al. (International Journal of Industrial
Organization 25:531–539, 2007) presented the case of market share delegation. In international trade theory, export rivalry
and import protection have always attracted considerable attention. This paper assesses the influence upon optimal trade policy
of introducing market share delegation in a trade duopoly context. It shows that delegation matters, and different forms of
delegation coupled with asymmetric costs will imply different degrees of government intervention.
相似文献
Leonard F. S. WangEmail: |
5.
Business Ethics Training: Insights from Learning Theory 总被引:1,自引:3,他引:1
John A. Weber 《Journal of Business Ethics》2007,70(1):61-85
This paper explores research in educational psychology and learning theory in a search for insights to enhance business ethics
training Useful educational principles uncovered are then applied to the development of an ethics training initiative for
sales professionals. The paper concludes with suggestions for future research to help enrich business ethics training.
相似文献
John A. WeberEmail: |
6.
Malte Brettel Andreas Engelen Florian Heinemann 《Journal of International Entrepreneurship》2009,7(2):88-110
The present study examines the performance consequences of a market orientation for new entrepreneurial ventures in a globalized
world. We show that market orientation indeed positively impacts the performance of new entrepreneurial ventures, regardless
of their geographical setting. While market orientation turns out to be a general success factor in a globalized world, the
strength of the performance relationship however is contingent to the national culture as one major differentiator between
geographical settings. The effect turns out to be stronger in collectivist and high uncertainty avoidance cultures. Findings
are derived based on large samples with German and Thai new entrepreneurial ventures. Partial least square is applied as the
method of analysis.
相似文献
Florian HeinemannEmail: |
7.
The study investigates how an organization’s entrepreneurial orientation moderates the interplay between market orientation
and marketing subunit influence on firm performance. The hypothesized model predicts that the positive interaction between
market orientation and marketing subunit influence has a weaker effect on firm performance under conditions of high entrepreneurial
orientation. The regression and supplementary analyses provide support for most predictions and, most importantly, for a negative
three-way interaction effect: At higher levels of entrepreneurial orientation, the positive moderating effect of marketing
subunit influence on the market orientation–business performance relationship is reduced. The authors discuss the managerial
and theoretical implications of their findings and provide a number of directions for further research.
相似文献
Seigyoung AuhEmail: |
8.
E-commerce has siphoned sales away from bricks-and-mortar channels in many industries. Taking a principal-agent perspective,
this article analyzes how the increasing volume of e-sales influences offline incentive schemes and firm profitability. According
to the proposed model, moderate channel cannibalization can be a blessing in disguise if it decreases incentive intensity
and lowers expected wage payments. Whether a larger volume of e-sales is blessing or curse depends (among other things) on
the relative magnitude of cannibalization versus market enlargement and the degree to which the increase changes the composition
of offline customers’ types with respect to service costs.
相似文献
Christian M. PfeilEmail: |
9.
Grey Power: An Empirical Investigation of the Impact of Parallel Imports on Market Prices 总被引:1,自引:0,他引:1
Steve Thompson 《Journal of Industry, Competition and Trade》2009,9(3):219-232
The persistence of price discrimination across international markets with falling costs of unofficial importing is both paradox
and policy concern. E-commerce facilitates a “grey” market in parallel imports, particularly for high-value goods such as
electronics. This paper explores the impact of unofficial imports on price using a panel of product markets mediated via an
Internet shopbot. It finds the presence of an import model lowers prices across the market. However, unlike the refurbished
model it is not simply an inferior substitute. The import price discount increases over the model life cycle, suggesting that
model-specific preferences fall as each model ages.
相似文献
Steve ThompsonEmail: |
10.
The authors review the foundation for incorporating market concentration directly into consumer utility functions, and develop
a general equilibrium model to derive welfare-maximizing principles for optimal enforcement of antitrust policies toward concentrated
market structures, including merger policy. An intriguing result is that increased market concentration can fail to maximize
economic welfare even if a proposed merger might generate positive net efficiencies.
相似文献
Norman P. ObstEmail: |
11.
Avoiding aggregation bias in demand estimation: A multivariate promotional disaggregation approach 总被引:1,自引:0,他引:1
Steven Tenn 《Quantitative Marketing and Economics》2006,4(4):383-405
Demand models produce biased results when applied to data aggregated across stores with heterogeneous promotional activity. We show how to modify extant aggregate demand frameworks to avoid this problem. First a consumer-level model is developed, which is then integrated over the heterogeneous stores to arrive at aggregate demand. Our approach is highly practical since it requires only standard scanner data of the type produced by the major vendors. Using data for super-premium ice cream, we apply the proposed methodology to the random coefficients logit demand framework.
相似文献
Steven TennEmail: |
12.
Using local market employment rates as our measure of economic performance, we find a positive and significant correlation
between the average annual level of employment in a local market and the level of SBA guaranteed lending in that local market.
Furthermore, the intensity of this correlation is much larger in low-income markets. Indeed, our results suggest that this
correlation is positive and significant only in low-income markets. This result has important implications for public policy in general and SBA guaranteed lending in particular.
相似文献
William E. Jackson III (Corresponding author)Email: |
13.
Anticipating the speed of market entry can help the feature pioneer and me-too brands develop more informed product launch
strategies. This paper explains imitation speed, broken down into the incidence and timing of imitation, across 144 imitators
and 847 nonimitators in 22 consumer packaged goods subcategories. On average, it takes 85 weeks for a me-too brand to introduce
its feature imitation. Increasing category market share increases the incidence of imitation and, conditional on their occurrence,
decreases the time to market of feature imitators. Faster entry arises for store brands as they are more likely to imitate
and tend to take shorter times to market. Price premium does not have a significant effect on the incidence or timing of a
me-too brand as it tends to dissipate after the first year. Brands imitate innovative features more often than noninnovative
features. Some evidence indicates these imitators can take a longer time to enter the market. New product managers may benefit
from the direction as well as the magnitude of these results.
相似文献
William T. RobinsonEmail: |
14.
Janine Frauendorf Elena Kähm Michael Kleinaltenkamp 《Journal of Business Market Management》2007,1(1):7-40
As a phenomenon of modified value-chain structures the economic importance of business-to-business markets has been growing
immensely during the past decades. This paper delivers a quantified overview of the market dimensions in terms of transactional
volume. In addition, it explains the causes for this market development such as an increased service orientation in business
transactions, higher degrees of customization, and influential factors on a macro level. In this context, future trends in
this sector will be outlined as well.
相似文献
Michael KleinaltenkampEmail: |
15.
The existing literature on channel coordination typically models markets where used goods are not sold, or are sold outside
the standard channel. However, retailers routinely sell used goods for a profit in markets like textbooks. Further, such markets
are characterized by a renewable consumer population over time, rather than the static consumer population often assumed in
prior literature. We show that accounting for these market characteristics alters the optimal contract form as compared to
the contracts derived in prior research. In particular, when new goods are sold in both the first and second periods of our
model, the optimal contract differs from those in prior literature in that it can exhibit a negative fixed fee in the second
period and requires contracting over the resale price in the second period. The model shows that the manufacturer makes higher
profits from allowing used-good sales alongside new-good sales than from shutting down the retailer-profitable secondary market,
and that unit sales expand with a profitable secondary market over those achievable without a secondary market. Furthermore,
in contrast to previous investigations of durable goods markets that ignore the possibility of a retailer-profitable secondary
market, we show conditions under which the manufacturer would optimally choose to sell no new goods in the second period, ceding the market entirely to the used-goods retailer. This research thus expands our knowledge
of how durable goods markets work by incorporating the profitable operation of a retailer-run resale market.
Electronic supplementary material Supplementary material is available in the online version of this article at (doi:) and is accessible for authorized users.
相似文献
Electronic supplementary material Supplementary material is available in the online version of this article at (doi:) and is accessible for authorized users.
Anne T. CoughlanEmail: |
16.
Ching-I Huang 《Quantitative Marketing and Economics》2008,6(4):371-413
Cellular phone carriers typically offer complicated nonlinear tariffs. Consumers make a discrete choice among several rate
plans. Each plan has a nonlinear price schedule, and price is usually lower for in-network calls. I present an empirical framework
to estimate demand under such nonlinear pricing schemes by using parsimonious carrier-level data and apply the estimation
method to analyze the market in Taiwan. I evaluate the impacts of termination-based pricing schemes on the market structure
by counterfactual simulations. There is no evidence showing that the network effect resulting from termination-based pricing
has significant effects on market structure.
相似文献
Ching-I HuangEmail: |
17.
The French opposition to the war in Iraq in early 2003 prompted calls for a boycott of French wine in the US. We measure the
magnitude of consumers’ participation in the boycott, and look at basic evidence of who participates. Conservative estimates
indicate that the boycott resulted in 26% lower weekly sales at its peak, and 13% lower sales over the 6 months period that
we estimate the boycott lasted. Although theory suggests consumers would not participate in boycotts due to a free-rider problem,
these findings indicate that businesses should be concerned that consumers may boycott their products. We also find that neither
political preferences nor media attention are important determinants of boycott participation.
相似文献
Phillip Leslie (Corresponding author)Email: |
18.
This article studies the relationship between company size and performance for small and medium-sized Portuguese companies.
Using dynamic panel estimators, we conclude that performance is related positively to size. This relationship suggests the
greater relevance of scale effects, diversification and the greater ability of larger companies to cope with market changes.
Furthermore, our empirical results show that performance is persistent, not showing discontinuity, suggesting that small and
medium-sized Portuguese companies are relatively successful in coping with possible scenarios of aggressive competition. Debt
and level of fixed assets influence performance negatively, and separation of management and ownership influence performance
positively. Liquidity, risk and ownership control are not relevant in explaining the performance of small and medium-sized
Portuguese companies.
相似文献
Zélia Silva SerrasqueiroEmail: |
19.
Patrick Bajari Jeremy T. Fox Stephen P. Ryan 《Quantitative Marketing and Economics》2008,6(4):299-338
The US mobile phone service industry has dramatically consolidated over the last two decades. One justification for consolidation
is that merged firms can provide consumers with larger coverage areas at lower costs. We estimate the willingness to pay for
national coverage to evaluate this justification for past consolidation. As market level quantity data are not publicly available,
we devise an econometric procedure that allows us to estimate the willingness to pay using market share ranks collected from
the popular online retailer Amazon. Our semiparametric maximum score estimator controls for consumers’ heterogeneous preferences
for carriers, handsets and minutes of calling time. We find that national coverage is strongly valued by consumers, providing
an efficiency justification for across-market mergers. The methods we propose can estimate demand for other products using
data from online retailers where product ranks, but not quantities, are observed.
相似文献
Stephen P. RyanEmail: |
20.
Helmut Fryges 《Small Business Economics》2009,33(2):165-187
Based on longitudinal data, this article examines empirically the long-term export behaviour of German and British technology-oriented
firms founded between 1987 and 1996. Applying logit models, the results show that firms can overcome high entry costs by acquiring
firm-specific assets. Similarly, firm-specific resources prevent high-tech companies from exiting the international market.
The strategic role of investment in R&D is stressed in particular by the data.
相似文献
Helmut FrygesEmail: |