Price-matching policies: An empirical case

Promises by retailers to match the prices of their competitors give an impression of fierce price competition. These policies, however, may deter rivals from cutting prices because the threat of price matching makes it more likely that market share will not be gained. This paper empirically tests these two conflicting theories using data collected from grocery stores in a market where several stores had announced that they would match the prices of the low-price supermarket. The evidence supports the theory that price-matching policies help supermarkets avoid price competition and therefore lead to generally higher prices.     

A nonsymmetric responding logistic model for forecasting technological substitution

This article presents a simple model of technological substitution termed as nonsymmetric responding logistic (NSRL). Based on the theory that substitution is an imitation process, the model can accommodate different patterns of technological substitution by allowing the imitation effect to vary over time systematically. It allows the S-curve to be symmetrical as well as nonsymmetrical, with the point of inflection responding to the substitution process. Data from four medical innovations are analyzed to illustrate the generality of the model.     

The benefits of being small: Duopolistic competition with market segmentation

Consider a duopolistic market in which consumers are not necessarily aware of the firms' existence. The market is characterized by the existence of four segments: a duopolistic segment which consists of consumers who are aware of both firms, a segment of consumers who are unaware of either firm and two captive market segments. We assume that by advertising, firms control the proportion of consumers who are aware of their existence. The relative sizes of the four segments affect the equilibrium of the duopolistic pricing game. We show that being large may be disadvantageous, and that even if gaining awareness is costless firms may wish to remain small.We would like to thank Paul Klemperer and an anonymous referee for valuable comments.     

Sales: Demand-supply variation or price discrimination?

The objective of this paper is to test the relative importance of price discrimination as an explanation for sales on major appliances. Using data on sales by Sears stores in San Diego, we conclude that for major appliance sales, price discrimination seems to be the most important explanation. The second section describes briefly the theoretical explanations for sales. The third section describes the test and the results. The fourth section presents more stylized facts about appliance sales. The last section presents the conclusion.     

Timing, diffusion, and substitution of successive generations of technological innovations: The IBM mainframe case

Based on the behavioral assumptions of diffusion theory, this article proposes an extension of the Bass diffusion model that simultaneously captures the substitution pattern for each successive generation of a durable technological innovation, and the diffusion pattern of the base technology. Normative guidelines based on the model suggest that a firm should either introduce a new generation as soon as it is available or delay its introduction to a much later date at the maturity stage of the preceding generation. The decision depends on a number of factors including the relative size of the market potentials, gross profit margins, the diffusion and substitution parameters, and the discount factor of the firm. This “now or at maturity” rule is thus an extension and generalization of the “now or never” rule of Wilson and Norton [25]. Empirical and normative implications of the proposed model are explored for four successive generations on IBM mainframe computers: first generation (vacuum tubes); second generation (transistors); 360 family (integrated circuits); and 370 family (silicon chips). The model describes the growth of these generations well. The application of normative guidelines suggests that IBM introduced the two successive generations of 360 and 370 families too late, i.e., their time to market should have been shorter. Limitations and further extensions of the model and the application are discussed.     

Sowing Doubt Optimally in Two-Person Repeated Games

Consider a two-person repeated game, where one of the players, P1, can sow doubt, in the mind of his opponent, as to what P1's payoffs are. This results in a two-person repeated game with incomplete information. By sowing doubt, P1 can sometimes increase his minimal equilibrium payoff in the original game. We prove that this minimum is maximal when only one payoff matrix, the negative of the payoff matrix of the opponent, is added (the opponent thus believes that he might play a zero-sum game). We obtain two formulas for calculating this maximal minimum payoff. Journal of Economic Literature Classification Numbers: C7, D8.     

National attachments,economic competition,and social exclusion of non-ethnic migrants in Israel: a mixed-methods approach

This paper provides a specific example of how mixed-methods can be used as a useful research design in the study of ethnic exclusionism. Specifically, we investigate the ways in which conceptions of national identity and nationalism and perceptions of socio-economic threat explain exclusionary attitudes of the majority group (Jews) towards labor migrants in Israel. We show how the implementation of the mixed-method approach to the study of discriminatory attitudes towards migrants not only provided evidence for convergence, but also improved our understanding of the complex nature of ethnic relations in modern societies.     

Controlling product returns in direct marketing

Many direct marketers offer price refunds to unsatisfied consumers, but as a result some consumers order products with no intention of keeping them. We show that such inappropriate returns can be controlled in a profitable way by imposing nonrefundable charges and that these charges increase with the value of the merchandise ordered. Data collected from clothing mail-order catalogs is consistent with our theory. The shipping and handling charges of these catalogs are usually nonrefundable and increase with the value of the merchandise ordered, even when the actual shipping and handling costs are constant.     

Double couponing: Pricing and consumer perspectives

Many supermarkets double manufacturer coupens. Are consumers' grocery bills lowered as a result? Our study of two double coupon supermarkets shows that for every ten cents of double-coupon value redeemed, the corresponding shelf price at a double coupon supermarket is higher by an estimated 3.5 cents compared to the price at other supermarkets. Given the higher shelf prices, the data also suggest that the majority of customers do not save money at double coupon stores, and adjust their shopping to account for the retail promotion.     

On the monetary impact of fashion design piracy

Whether to legally protect original fashion designs against piracy is an ongoing debate among legislators, industry groups, and legal academic circles, which has gained little exposure in the marketing literature. We combine data on the growth of fashion designs, price markups, and industry statistics to develop a formal analysis of the essential questions at the base of the debate. We distinguish between three effects: Acceleration, whereby the presence of a pirated design increases the awareness of the design; Substitution, which represents the loss of sales due to consumers who would have purchased the original design, yet instead buy the knockoff; and loss because of Overexposure of the design resulting from the design's ubiquity. Using data-driven simulation analysis, we find that for the items analyzed (handbags and apparel), overexposure emerged as having a stronger negative effect (on average) on the original's profitability than the positive effect of acceleration. Both effects are considerably larger than that of substitution. This result is of particular interest given that industry groups have consistently focused on the damage caused by substitution. We also show that the effect of a legally mandated postponement on the introduction of a knockoff is non-monotonic for short lag: A short time lag may not affect the original design's NPV, and in fact may even damage it. For the ranges we analyzed, the positive effect of the protection period is observed primarily for time lags of over one year.