This research develops and implements a dyad-level procedure for testing whether the outcomes of buyer-seller negotiations correspond to settlements prescribed by Nash's theory of cooperative games. The procedure entails a multivariate statistical test in which some parameters are estimated by...

This research examines how retailer and consumer responses influence a manufacturer's optimal advertising and trade promotion plans. We develop a dynamic optimization model which considers the actions of the manufacturer, retailers, and consumers. The manufacturer attempts to maximize its...

We develop and test an optimization model for maximizing response rates for online marketing research survey panels. The model consists of (1) a decision tree predictive model that classifies panelists into "states" and forecasts the response rate for panelists in each state and (2) a linear...