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Long-Run Effects of Promotion Depth on New Versus Established Customers: Three Field Studies
16 references·16 citing·39 second hopsampled
Long-Run Effects of Promotion Depth on New Versus Established Customers: Three Field Studies (2004)Long-Run Effects of Promotion Depth on Ne…Mental Accounting and Consumer Choice (2008)Mental Accounting and Consume…The Long-Term Effects of Price Promotions on Category Incidence, Brand Choice, and Purchase Quantity (2002)The Long-Term Effects of Pric…The Category-Demand Effects of Price Promotions (2001)The Category-Demand Effects o…The Long-Term Impact of Promotion and Advertising on Consumer Brand Choice (1997)The Long-Term Impact of Promo…Decision-Making Under Uncertainty: Capturing Dynamic Brand Choice Processes in Turbulent Consumer Goods Markets (1996)Decision-Making Under Uncerta…How Promotions Work (1995)How Promotions WorkEmpirical Generalizations from Reference Price Research (1995)Empirical Generalizations fro…Sales Promotion: Concepts, Methods and Strategies (1990)Sales Promotion: Concepts, Me…Promotion Signal: Proxy for a Price Cut? (1990)Promotion Signal: Proxy for a…Theory of Industrial Organization. (1989)Theory of Industrial Organiza…The Theory of Industrial Organization (1988)The Theory of Industrial Orga…High and Declining Prices Signal Product Quality (1988)High and Declining Prices Sig…Price and Advertising Signals of Product Quality (1986)Price and Advertising Signals…Mental Accounting and Consumer Choice (1985)Mental Accounting and Consume…Mental Accounting and Consumer Choice / Теория ментального учета и потребительский выбор (1985)Mental Accounting and Consume…A Model of Advertising and Product Quality (1978)A Model of Advertising and Pr…The Long-term and Spillover Effects of Price Promotions on Retailing Platforms: Evidence from a Large Randomized Experiment on Alibaba (2019)The Long-term and Spillover E…Relating Online, Regional, and National Advertising to Firm Value (2016)Relating Online, Regional, an…The challenge of retaining customers acquired with free trials (2015)The challenge of retaining cu…The Benefit of Uniform Price for Branded Variants (2012)The Benefit of Uniform Price …How value and trust influence loyalty in wireless telecommunications industry (2012)How value and trust influence…Technology Usage and Online Sales: An Empirical Study (2010)Technology Usage and Online S…Price Stickiness and Customer Antagonism* (2010)Price Stickiness and Customer…Effect of price discount frames and levels on consumers' perceptions in low‐end service industries (2010)Effect of price discount fram…Customer Lifetime Value: Empirical Generalizations and Some Conceptual Questions (2009)Customer Lifetime Value: Empi…Building Brands (2008)Building BrandsCustomer Equity: Measurement, Management and Research Opportunities (2007)Customer Equity: Measurement,…Setting Quality Expectations When Entering a Market: What Should the Promise Be? (2006)Setting Quality Expectations …Dynamic Catalog Mailing Policies (2006)Dynamic Catalog Mailing Polic…Customer Acquisition Promotions and Customer Asset Value (2006)Customer Acquisition Promotio…Choice Models and Customer Relationship Management (2005)Choice Models and Customer Re…Emerging trends in retail pricing practice: implications for research (2004)Emerging trends in retail pri…A Reference Price Model of Brand Choice for Frequently Purchased Products (1986)Prospect theory: An analysis of decision under risk (1988)A Probabilistic Choice Model for Market Segmentation and Elasticity Structure (1989)Determining Where to Shop: Fixed and Variable Costs of Shopping (1998)The Theoretical Underpinnings of Customer Asset Management: A Framework and Propositions for Future Research (2004)Reference Price Research: Review and Propositions (2005)Information and Consumer Behavior (1970)Advertising as Information (1974)A Logit Model of Brand Choice Calibrated on Scanner Data (1983)Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines (2008)Integrating Marketing Communications: New Findings, New Lessons, and New Ideas (2016)Job Market Signaling (1973)Consumer Perceptions of Price, Quality, and Value: A Means-End Model and Synthesis of Evidence (1988)WHAT'S IN A NAME? REPUTATION BUILDING AND CORPORATE STRATEGY. (1990)Corporate social responsibility and access to finance (2013)The Theory of Buyer Behavior (1971)Patents as Options: Some Estimates of the Value of Holding European Patent Stocks (1984)How to improve Bayesian reasoning without instruction: Frequency formats. (1995)On narrow norms and vague heuristics: A reply to Kahneman and Tversky. (1996)On the reality of cognitive illusions. (1996)Prospect Theory: An Analysis of Decision under Risk (1979)The Framing of Decisions and the Psychology of Choice (1981)Time Discounting and Time Preference: A Critical Review (2002)A perspective on judgment and choice: Mapping bounded rationality. (2003)Negation in syntax: on the nature of functional categories and projections (1991)Autolexical syntax : A theory of parallel grammatical representations. By Jerrold M. Sadock Chicago: University of Chicago Press, 1991. Pp. 254. (1997)The Incumbent's Curse? Incumbency, Size, and Radical Product Innovation (2000)Organizational Knowledge Creation Theory: Evolutionary Paths and Future Advances (2006)Verb Movement, Universal Grammar, and the Structure of IP, 1989 (2013)A Model of Growth Through Creative Destruction (1992)General purpose technologies ‘Engines of growth’? (1995)International Norm Dynamics and Political Change (1998)Labor Supply of New York City Cabdrivers: One Day at a Time (1997)Are Investors Reluctant to Realize Their Losses? (1998)Investor Psychology and Asset Pricing (2001)Instructional manipulation checks: Detecting satisficing to increase statistical power (2009)Reason-based choice (1993)Earning the Right to Indulge: Effort as a Determinant of Customer Preferences toward Frequency Program Rewards (2002)New Products, Sales Promotions, and Firm Value: The Case of the Automobile Industry (2004)
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References

  • 1988The Theory of Industrial Organization8,578 cited
  • 1989Theory of Industrial Organization.5,142 cited
  • 1985Mental Accounting and Consumer Choice4,875 cited
  • 2008Mental Accounting and Consumer Choice3,415 cited
  • 1986Price and Advertising Signals of Product Quality2,284 cited
  • 1985Mental Accounting and Consumer Choice / Теория ментального учета и потребительский выбор1,250 cited
  • 1996Decision-Making Under Uncertainty: Capturing Dynamic Brand Choice Processes in Turbulent Consumer Goods Markets1,223 cited
  • 1990Sales Promotion: Concepts, Methods and Strategies846 cited
  • 1995Empirical Generalizations from Reference Price Research793 cited
  • 1997The Long-Term Impact of Promotion and Advertising on Consumer Brand Choice783 cited
  • 1988High and Declining Prices Signal Product Quality673 cited
  • 1995How Promotions Work655 cited
  • 2001The Category-Demand Effects of Price Promotions534 cited
  • 1990Promotion Signal: Proxy for a Price Cut?483 cited
  • 2002The Long-Term Effects of Price Promotions on Category Incidence, Brand Choice, and Purchase Quantity445 cited
  • 1978

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A Model of Advertising and Product Quality
437 cited

Cited by

  • 2004Emerging trends in retail pricing practice: implications for research189 cited
  • 2009Customer Lifetime Value: Empirical Generalizations and Some Conceptual Questions179 cited
  • 2005Choice Models and Customer Relationship Management178 cited
  • 2010Price Stickiness and Customer Antagonism*161 cited
  • 2006Setting Quality Expectations When Entering a Market: What Should the Promise Be?158 cited
  • 2006Customer Acquisition Promotions and Customer Asset Value157 cited
  • 2015The challenge of retaining customers acquired with free trials148 cited
  • 2007Customer Equity: Measurement, Management and Research Opportunities138 cited
  • 2019The Long-term and Spillover Effects of Price Promotions on Retailing Platforms: Evidence from a Large Randomized Experiment on Alibaba133 cited
  • 2008Building Brands126 cited
  • 2016Relating Online, Regional, and National Advertising to Firm Value125 cited
  • 2010Technology Usage and Online Sales: An Empirical Study122 cited
  • 2006Dynamic Catalog Mailing Policies119 cited
  • 2012How value and trust influence loyalty in wireless telecommunications industry112 cited
  • 2012The Benefit of Uniform Price for Branded Variants110 cited
  • 2010Effect of price discount frames and levels on consumers' perceptions in low‐end service industries106 cited