The following sections are included:IntroductionHistory of market structures using cross-elasticities in economicsHistory of market structures using cross-elasticities in marketingHistory of market structures based on asymmetric competitionHistory of market structures using multi-attribute...

Formal agreements can be used to achieve coordination among channel members. These agreements work by exerting explicit control over the members who make the agreements. However, implicit understandings can be used as a partial substitute for more formal agreements. In this paper, we show that...

Good metrics are well-defined formulae (often involving averaging) that transmute multiple measures of raw numerical performance (e.g., dollar sales, referrals, number of customers) to create informative summary statistics (e.g., average share of wallet, average customer tenure). Despite myriad...

Producers of super-premium ice cream, such as Häagen-Dazs, offer a smaller assortment of flavors than the producers of lesser quality ice cream. Examples of this phenomenon can be found in other industries as well. In many industries, the producers of higher-quality products offer a smaller...

We argue that research problems are only interesting relative to some external audience. Interesting academic research should impact, at least, that external audience. Hence, we should target our research toward specific external audiences. Several foreboding trends that exacerbate the urgency...

Remember James Boswell, ninth Laird of Auchinleck, author of the famous maxim that the road to hell is paved with good intentions? Trying to build realistic theories differs dramatically from having correct explanatory theories tested on objective criteria, e.g., verifiable prediction....

This paper analyzes how a firm should adjust its marketing expenditures and its price to defend its position in an existing market from attack by a competitive new product. Our focus is to provide usable managerial recommendations on the strategy of response. In particular we show that if...

Despite some misconceptions, consumer rationality is a property of the researcher rather than the consumer. Consumers become more rational as we are better able to predict their behavior or other important outcomes influenced by their behavior. Perfect rationality results when we achieve...

Advance selling occurs when sellers allow buyers to purchase at a time preceding consumption (Shugan and Xie 2000). Electronic tickets, smart cards, online prepayments, and other technological advances make advance selling possible for many, if not all, service providers. These technologies...

Channel coordination and, more generally, coordination of activities between interdependent economic agents is even more important today than when the paper was published more than 20 years ago. One reason is the trend toward globalization and outsourcing caused, in part, by the development of...