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...