This paper describes two new data sets available to academic researchers (at <ext-link ext-link-type="uri" xmlns:xlink="http://www.w3.org/1999/xlink" xlink:href="http://www.informs.org/Community/ISMS">http://www.informs.org/Community/ISMS</ext-link>). The first is a panel data set containing the transactions of 19,936 households made over the period from December 1998 to November 2004 at a major U.S. consumer electronics...

Promotions affect sales after the immediate sales bump. In other words, they have dynamic effects on consumer purchase behavior outside the period of the promotional offer. The objective of this monograph is to present a comprehensive overview of the various dynamic effects of promotions. We...

One potential consequence of consumer promotions is the acceleration of consumer category purchases. Purchase acceleration can assume two forms: purchasing of a larger quantity or shortening of interpurchase time. This research presents an analytical framework for measuring purchase...

In the experience of the authors, most firms do not have good procedures for estimating the net profitability of coupon promotions. Instead, managers generally examine a number of subsidiary measures such as: redemption rates, market share and the direct costs of the coupon promotion. A...

This research uses Procter & Gamble's value pricing initiative as a context for testing whether actual competitor and retailer response to a major policy change can be predicted using a game-theoretic model. We first estimate demand functions for P&G and competitor brands from the period before...

An econometric market response model for measuring the effect of coupon promotions upon market share is developed and estimated. In addition to the brand's own couponing efforts, the model takes into account retailer promotions for the brand as well as competitive couponing activity. The model...

Negotiator preferences are a universal element of conflict resolution theories, but have posed problems of operationalization which have hampered empirical verification and development of the theories. Conjoint analysis is proposed as a method for assessing the preferences of negotiators and...

We examine the conditions that enhance the economic viability of frequency reward programs in a strategic competitive environment. We focus particularly on conditions related to consumer behavior, namely the extent to which consumers value the future benefits offered by the reward, the...

The following sections are included:IntroductionFrameworkHistorical development of the components of CRMAn illustrative history of CRM applicationsSummary and what nextReferences

The following sections are included:IntroductionThe origins of marketing scienceThe Marketing Science InstituteThe TIMS Marketing CollegeThe INFORMS society for marketing scienceLooking aheadThis bookReferences