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An Approach for Developing an Optimal Discount Pricing Policy

Lal, Rajiv; Staelin, Richard - In: Management Science 30 (1984) 12, pp. 1524-1539

This paper addresses the problem of why and how a seller should develop a discount pricing structure even if such a pricing structure does not alter ultimate demand. The situation modeled is most appropriate where the seller's product does not represent a major component of the buyer's final...

Persistent link: https://www.econbiz.de/10009189588

Erratum to "Optimal Pilfering Policies for Dynamic Continuous Thieves"

Sethi, Suresh P. - In: Management Science 26 (1980) 3, pp. 342-342

The following typographical errors appeared in my paper "Optimal Pilfering Policies for Dynamic Continuous Thieves," Management Sci., Vol. 25, No. 6 (1979), pp. 535-542.

Persistent link: https://www.econbiz.de/10009189705

Barter Markets for Conjoint Analysis

Ding, Min; Park, Young-Hoon; Bradlow, Eric T. - In: Management Science 55 (2009) 6, pp. 1003-1017

We propose a new alternative preference measurement method, barter conjoint, to contrast with traditional choice-based conjoint (CBC) approaches. Barter conjoint collects a substantially larger amount of data compared to CBC and allows for information diffusion among respondents. We conducted...

Persistent link: https://www.econbiz.de/10009191115

Reply to "When Does Lag Structure Really Matter ... Indeed?"

Magat, Wesley A.; McCann, John M.; Morey, Richard C. - In: Management Science 34 (1988) 7, pp. 917-918

Bultez and Naert (Bultez, A. V., P. A. Naert. 1988. When does lag structure really matter ... indeed? Management Sci. 34(July).) provide an analytical example and several simulations that show profits to be more sensitive to advertising lag structure misspecification the higher the advertising...

Persistent link: https://www.econbiz.de/10009191140

A Generalization of the Nerlove-Arrow Model to Multi-Firms Advertising under Uncertainty

Tapiero, Charles S. - In: Management Science 25 (1979) 9, pp. 907-915

This paper considers a multi-firms advertising model under uncertainty of the Nerlove-Arrow type. It is shown (under a Markovian assumption of the advertising process) that the probability of sales for a firm in a multi-firms setting is given by a Poisson distribution with a parameter given by...

Persistent link: https://www.econbiz.de/10009191175

Technical Note--Exact Distribution of Visiting Rates

Nadarajah, Saralees; Kotz, Samuel - In: Management Science 54 (2008) 4, pp. 860-862

The exact distribution of visiting rates does not appear to be widely known in the marketing literature. Here …

Persistent link: https://www.econbiz.de/10009191242

A Note on Multi-Regional Marketing

Ingene, Charles A.; Parry, Mark E. - In: Management Science 41 (1995) 7, pp. 1194-1201

distinct regions. A pair of alternative managerial decision scenarios are considered. In one scenario, all marketing mix … variables are manipulated at the regional level, so that each region may choose different levels of each marketing variable. In … the second scenario, one marketing variable is manipulated "globally," so that its level is identical in all regions. The …

Persistent link: https://www.econbiz.de/10009191318

A Diffusion Theory Model of Adoption and Substitution for Successive Generations of High-Technology Products

Norton, John A.; Bass, Frank M. - In: Management Science 33 (1987) 9, pp. 1069-1086

This study deals with the dynamic sales behavior of successive generations of high-technology products. New technologies diffuse through a population of potential buyers over time. Therefore, diffusion theory models are related to this demand growth. Furthermore, successive generations of a...

Persistent link: https://www.econbiz.de/10009191321

On Credible Delegation by Oligopolists: A Discussion of Distribution Channel Management

Coughlan, Anne T.; Wernerfelt, Birger - In: Management Science 35 (1989) 2, pp. 226-239

Several papers in the recent marketing literature have suggested that delegation in distribution (e.g., the use of …

Persistent link: https://www.econbiz.de/10009191430

Estimating Loyalty and Switching with an Application to the Automobile Market

McCarthy, Patrick S.; Kannan, P. K.; Chandrasekharan, Radha - In: Management Science 38 (1992) 10, pp. 1371-1393

Associates provides insights into several interesting marketing phenomena including: (1) the competitiveness of domestic versus …

Persistent link: https://www.econbiz.de/10009191471