We present an econometric technique for modeling endogenous selectivity in households’ quantity outcomes as observed in scanner panel data. Simultaneous models of incidence, brand choice and quantity, that treat quantity outcomes as count data, ignore such self-selectivity considerations in...

Purpose – Achieving high level of customer satisfaction (CS) involves spending marketing resources in terms of money, managerial time, and focus. Consistent with the return on quality framework this paper aims to look at both the costs and benefits of a satisfaction program....

Retailers introduce private labels in a category not only to gain profits directly from the private label but also to use as a strategic weapon to elicit concessions from the national brand manufacturers. The authors show that, in certain categories, the retailer can gain better terms of trade...

Among the array of direct and indirect methods of motivation and control available to the sales manager is sales-force compensation. In this article, the authors summarize theoretical predictions from the economics, marketing, finance, and accounting literatures on the structure of optimal...

Behavioral decision researchers have documented a number of anomalies that seem to run counter to established theories of consumer behavior from microeconomics that are often at the core of analytical models in marketing. A natural question therefore is how equilibrium behavior and strategies...

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 common market called brand switchers. In the case of a duopoly, it is shown that the behavior of the brand switchers...