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Prices, promotions, and channel profitability: Was the conventional wisdom mistaken?
16 references·1 citing·56 second hop
Prices, promotions, and channel profitability: Was the conventional wisdom mistaken? (2011)Prices, promotions, and channel profitabi…Mental Accounting and Consumer Choice (2008)Mental Accounting and Consume…Shelf-space allocation of national and private brands (2006)Shelf-space allocation of nat…$1,000 Cash Back: The Pass-Through of Auto Manufacturer Promotions (2006)$1,000 Cash Back: The Pass-Th…Promotion Effect on Endogenous Consumption (2005)Promotion Effect on Endogenou…Long-Run Effects of Promotion Depth on New Versus Established Customers: Three Field Studies (2004)Long-Run Effects of Promotion…Do Promotions Benefit Manufacturers, Retailers, or Both? (2004)Do Promotions Benefit Manufac…Retail promotions with negative brand image effects: Is cooperation possible? (2003)Retail promotions with negati…The retail power-performance conundrum (2001)The retail power-performance …The Category-Demand Effects of Price Promotions (2001)The Category-Demand Effects o…Dynamic cooperative advertising in a channel (2000)Dynamic cooperative advertisi…The “Shopping Basket”: A Model for Multicategory Purchase Incidence Decisions (1999)The “Shopping Basket”: A Mode…Managing Advertising and Promotion for Long-Run Profitability (1999)Managing Advertising and Prom…Vertical Strategic Interaction: Implications for Channel Pricing Strategy (1997)Vertical Strategic Interactio…Has Power Shifted in the Grocery Channel? (1995)Has Power Shifted in the Groc…A Theory of Channel Price Promotions (1991)A Theory of Channel Price Pro…A Price Discrimination Theory of Coupons (1984)A Price Discrimination Theory…Joint advertising of complementary products sold through an independent retailer (2017)Joint advertising of compleme…Optimal Advertising Policy under Dynamic Conditions (1962)Dynamic Noncooperative Game Theory (1982)Managing Channel Profits (1983)Cooperative Advertising and Pricing in a Dynamic Stochastic Supply Chain: Feedback Stackelberg Strategies (2009)A game theoretic approach to coordinate pricing and vertical co-op advertising in manufacturer–retailer supply chains (2010)A survey of game-theoretic models of cooperative advertising (2014)Multimarket Oligopoly: Strategic Substitutes and Complements (1985)Price Competition in a Channel Structure with a Common Retailer (1991)Structural Analysis of Manufacturer Pricing in the Presence of a Strategic Retailer (2001)A comparative analysis of greening policies across supply chain structures (2011)Channel leadership, performance and coordination in closed loop supply chains (2013)Sales Promotion: Concepts, Methods and Strategies (1990)Do Better Schools Matter? Parental Valuation of Elementary Education (1999)Big losses in ecosystem niches: how core firm decisions drive complementary product shakeouts (2008)Salience and Taxation: Theory and Evidence (2009)Gut Liking for the Ordinary: Incorporating Design Fluency Improves Automobile Sales Forecasts (2011)Online Display Advertising: Targeting and Obtrusiveness (2011)CAPITAL ASSET PRICES: A THEORY OF MARKET EQUILIBRIUM UNDER CONDITIONS OF RISK* (1964)THE VALUATION OF RISK ASSETS AND THE SELECTION OF RISKY INVESTMENTS IN STOCK PORTFOLIOS AND CAPITAL BUDGETS**This paper is another in a series of interrelated theoretical and statistical studies of corporate financial and investment policies being made under grants from the Rockefeller Foundation, and more recently the Ford Foundation, to the Harvard Business School. The generous support for this work is most gratefully acknowledged. The author is also much indebted to his colleagues Professors Bishop, Christenson, Kahr, Raiffa, and (especially) Schlaifer, for extensive discussion and commentary on an earlier draft of this paper; but responsibility for any errors or imperfections remains strictly his own.[Professor Sharpe's paper, “Capital Asset Prices: A Theory of Market Equilibrium Under Conditions of Risk” (Journal of Finance, September 1964) appeared after this paper was in final form and on its way to the printers. My first section, which parallels the first half of his paper (with corresponding conclusions), sets the algebraic framework for sections II, III and VI, (which have no counterpart in his paper) and for section IV on the equilibrium prices of risk assets, concerning which our results differ significantly for reasons which will be explored elsewhere. Sharpe does not take up the capital budgeting problem developed in section V below.] (1975)Competitive Strategy: Techniques for Analyzing Industries and Competitors (1980)Historical Method in Marketing Research with New Evidence on Long-Term Market Share Stability (2000)Impacts of Power Structure on Supply Chains with Uncertain Demand (2013)Limited-dependent and qualitative variables in econometrics (1983)Managing brand equity : capitalizing on the value of a brand name. (1991)Who Benefits from Store Brand Entry? (2004)The Impact of a Product-Harm Crisis on Marketing Effectiveness (2007)What Makes Consumers Willing to Pay a Price Premium for National Brands over Private Labels? (2010)Advances in Consumer Research (2025)Distribution of the Estimators for Autoregressive Time Series with a Unit Root (1979)Macroeconomics and Reality (1980)The Great Crash, the Oil Price Shock, and the Unit Root Hypothesis (1989)The Long-Term Effect of Marketing Strategy on Brand Sales (2010)From Generic to Branded: A Model of Spillover in Paid Search Advertising (2011)Happiness Begets Money: Emotion and Engagement in Live Streaming (2021)Hedonic Prices and Implicit Markets: Product Differentiation in Pure Competition (1974)Consumer Promotions and the Acceleration of Product Purchases (1985)A Price Expectations Model of Customer Brand Choice (1990)The effects of framing price promotion messages on consumers' perceptions and purchase intentions (1998)Prospect Theory: An Analysis of Decision under Risk (1979)The Framing of Decisions and the Psychology of Choice (1981)Prospect theory: An analysis of decision under risk (1988)Are Investors Reluctant to Realize Their Losses? (1998)Time Discounting and Time Preference: A Critical Review (2002)A perspective on judgment and choice: Mapping bounded rationality. (2003)Handbook of consumer behavior (1991)Store atmosphere and purchasing behavior (1994)The Value of Purchase History Data in Target Marketing (1996)E-Customization (2003)A multiple discrete–continuous extreme value model: formulation and application to discretionary time-use decisions (2004)Creating Enduring Customer Value (2016)A Paradigm for Developing Better Measures of Marketing Constructs (1979)Statistical analysis of cointegration vectors (1988)MAXIMUM LIKELIHOOD ESTIMATION AND INFERENCE ON COINTEGRATION — WITH APPLICATIONS TO THE DEMAND FOR MONEY (1990)Explaining intention to use mobile chat services: moderating effects of gender (2005)Effects of Word-of-Mouth versus Traditional Marketing: Findings from an Internet Social Networking Site (2009)Social Media and Firm Equity Value (2012)
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References

  • 2008Mental Accounting and Consumer Choice3,415 cited
  • 2001The Category-Demand Effects of Price Promotions534 cited
  • 1984A Price Discrimination Theory of Coupons491 cited
  • 1999The “Shopping Basket”: A Model for Multicategory Purchase Incidence Decisions478 cited
  • 1999Managing Advertising and Promotion for Long-Run Profitability406 cited
  • 1997Vertical Strategic Interaction: Implications for Channel Pricing Strategy358 cited
  • 2004Do Promotions Benefit Manufacturers, Retailers, or Both?302 cited
  • 1995Has Power Shifted in the Grocery Channel?290 cited
  • 2000Dynamic cooperative advertising in a channel249 cited
  • 2006$1,000 Cash Back: The Pass-Through of Auto Manufacturer Promotions241 cited
  • 2001The retail power-performance conundrum223 cited
  • 2004Long-Run Effects of Promotion Depth on New Versus Established Customers: Three Field Studies208 cited
  • 2003Retail promotions with negative brand image effects: Is cooperation possible?203 cited
  • 2005Promotion Effect on Endogenous Consumption165 cited
  • 1991A Theory of Channel Price Promotions152 cited
  • 2006

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Shelf-space allocation of national and private brands
123 cited

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  • 2017Joint advertising of complementary products sold through an independent retailer17 cited