In recent years, it has increasingly been recognized that developing an appropriate pricing
strategy is both crucial and highly complex. The marketing literature reflects this point of view …

Publisher Summary Modeling has a place in the understanding and planning of sales
promotion, and much progress has been recently made. However, there are still many …

By synthesizing findings across the sales promotion literature, this article helps the reader
understand how promotions work. We identify and explain empirical generalizations related …

This article analyzes the equilibrium-pricing strategies of brands engaged in a pricing game.
Each brand has a monopoly market (loyal consumers) and competes with others in a …

How do consumers decide how many units to buy? Whereas prior research on individual
consumers' purchases has focused primarily on purchase incidence and brand choice, the …

Advance selling occurs when sellers allow buyers to purchase at a time preceding
consumption (Shugan and Xie 2000). Electronic tickets, smart cards, online prepayments …

With the advent of panel data on household purchase behavior, and the development of
statistical procedures to utilize this data, firms can now target coupons to selected …

This paper analyzes the role played by brand loyalty in determining optimal price
promotional strategies used by firms in a competitive setting.(Loyalty is operationalized as …

The authors examine the viability of an “everyday low price”(EDLP) strategy in the
supermarket grocery industry. In two series of field experiments in 26 product categories …

The authors study the relationships between product category characteristics and average
brand promotional elasticity within the category. They present a framework for …