Competitive Reactions to Advertising and Promotion Attacks
Published Online:1 Feb 2005https://doi.org/10.1287/mksc.1040.0069
References
- The perils of high-growth markets. Strategic Management J. (1986) 7(5):409–421Crossref, Google Scholar
- Predicting competitive response to a major policy change: Combining game-theoretic and empirical analyses. Marketing Sci. (2005) 24(1):12–24Link, Google Scholar
- Market response to a major policy change in the marketing mix: Learning from Procter and Gamble's value pricing strategy. J. Marketing (2001) 65(January):44–61Crossref, Google Scholar
- . Consumer Behavior and Marketing Action (1998) 6th ed.(SouthWestern College Publishing, Cincinnati, OH) Google Scholar
- Bargaining: Power, Tactics, and Outcomes (1981) (Jossey-Bass, San Francisco, CA) Google Scholar
- Analyzing variation in advertising and promotional expenditures: Key correlates in consumer, industrial and service market. J. Marketing (1990) 54(April):57–68Crossref, Google Scholar
- The decomposition of promotional response: An empirical generalization. Marketing Sci. (1999) 18(4):504–526Link, Google Scholar
- Sales Promotion, Concepts, Methods and Strategies (1990) (Prentice Hall, Englewood Cliffs, NJ) Google Scholar
- The relationship between market characteristics and promotional price elasticities. Marketing Sci. (1989) 8(2):153–169Link, Google Scholar
- . Mastering the mix: Do advertising, promotion, and sales force activities lead to differentiation? J. Marketing Res. (1994) 31(2):159–172Crossref, Google Scholar
- . Do managers overreact to each others' promotional activity? Further empirical evidence. Internat. J. Res. Marketing (1996) 13(4):379–387Crossref, Google Scholar
- The emergence of market structure in new repeat-purchase categories: The interplay of market share and retailer distribution. J. Marketing Res. (2000) 37(February):16–31Crossref, Google Scholar
- . The periodicity of competitor pricing. (2005) . Submitted, J. Marketing Res.Google Scholar
- Introduction to Industrial Organization (2000) (MIT Press, Cambridge, MA) Google Scholar
- Modeling asymmetric competition. Marketing Sci. (1988) 7(4):393–412Link, Google Scholar
- . Competitor analysis and interfirm rivalry: Toward a theoretical integration. Acad. Management Rev. (1996) 21(1):100–134Crossref, Google Scholar
- Nonresponse and delayed response to competitive moves: The roles of competitor dependence and action irreversibility. Acad. Management J. (1992) 35(3):539–570Crossref, Google Scholar
- . Competitive attack, retaliation and performance: An expectancy-valence framework. Strategic Management J. (1994) 15(2):85–102Crossref, Google Scholar
- Action characteristics as predictors of competitive response. Management Sci. (1992) 38(March):439–455Link, Google Scholar
- Using market-level data to understand promotion effects in a nonlinear model. J. Marketing Res. (1997) 34(3):322–334Crossref, Google Scholar
- Power, equity and commitment in exchange networks. Amer. Sociological Rev. (1978) 43:721–739Crossref, Google Scholar
- . Store Wars, The Battle for Mindspace and Shelfspace (1995) (John Wiley and Sons, Chichester, U.K.) Google Scholar
- Sustained spending and persistent response: A new look at long-term marketing profitability. J. Marketing Res. (1999) 36(November):397–412Crossref, Google Scholar
- Time series models in marketing: Past, present and future. Internat. J. Res. Marketing (2000) 17(2–3):183–193Crossref, Google Scholar
- . Socially relevant science: Reflections on some studies of interpersonal conflict. Amer. Psychologist (1969) 24:1076–1092Crossref, Google Scholar
- Marketing Research in a Marketing Environment (1994) 3rd ed.(Burr Ridge, Irwin, IL) Google Scholar
- Categorizing strategic issues: Links to organizational action. Acad. Management Rev. (1987) 12(1):76–90Crossref, Google Scholar
- . Applied Econometric Time Series (1995) (John Wiley, New York) Google Scholar
- . An alternative approach to simulating VAR models. Econom. Lett. (1983) 12(1):23–29Crossref, Google Scholar
- Varying-parameter models to accommodate dynamic promotion effects. J. Econometrics (1999) 89(1/2):249–268Google Scholar
- Time Series Models for Business and Economic Forecasting (1998) (Cambridge University Press, Cambridge, U.K.) Google Scholar
- , Day George S., Reibstein David J. Creative strategies for responding to competitive actions. Wharton on Dynamic Competitive Strategy (1997) (Wiley, New York) 237–255Google Scholar
- . Brand introduction strategies and competitive environments. J. Marketing Res. (1990) 27(November):390–401Crossref, Google Scholar
- Market Response Models (2001) 2nd ed.(Kluwer Academic Publishers, Boston, MA) Google Scholar
- Defensive marketing strategies. Marketing Sci. (1983) 3(Fall):327–351Google Scholar
- . Toward an understanding of price wars: Their nature and how they erupt. Internat. J. Res. Marketing (2001) 18(1–2):83–98Crossref, Google Scholar
- . Grocery Revolution (1997) (Addison-Wesley, Reading, MA) Google Scholar
- The impact of business objectives and the time horizon of performance evaluation on pricing behavior. Internat. J. Res. Marketing (2001) 18(1–2):67–81Crossref, Google Scholar
- . Reputation and imperfect information. J. Econom. Theory (1982) 27:253–279Crossref, Google Scholar
- Interdependence, punitive capability, and the reciprocation of punitive actions in channel relationships. J. Marketing Res. (1998) 35(May):225–235Crossref, Google Scholar
- Diagnosing competitive reactions using (aggregated) scanner data. Internat. J. Res. Marketing (1992) 9(1):39–57Crossref, Google Scholar
- Competitive reaction versus consumer response: Do managers overreact? Internat. J. Res. Marketing (1996) 13(2):103–119Crossref, Google Scholar
- Explaining competitive reaction effects. Internat. J. Res. Marketing (2001) 18(1–2):119–137Crossref, Google Scholar
- Building Models for Marketing Decisions (2000) (Kluwer Academic Publishers, Boston, MA) Crossref, Google Scholar
- . Industrial Organization: An Analysis of Competitive Markets (2001) (Pearson, Reading, MA) Google Scholar
- . How T.V. advertising works: A meta-analysis of 389 real world split cable T.V. advertising experiments. J. Marketing Res. (1995) 32(May):125–139Crossref, Google Scholar
- Structure, action, and outcomes: The dynamics of power in social exchange. Amer. Sociological Rev. (1990) 55(3):427–447Crossref, Google Scholar
- Reasoning about competitive reactions: Evidence from executives. Marketing Sci. (2005) 24(1):138–149Link, Google Scholar
- Promotional elasticities and category characteristics. J. Marketing (1996) 60(2):17–30Crossref, Google Scholar
- Sales Promotion (2002) (Marketing Science Institute, Cambridge, MA) Crossref, Google Scholar
- The category demand effects of price promotions. Marketing Sci. (2001) 21(1):1–22Link, Google Scholar
- The long-term effects of price promotions on category incidence, brand choice and purchase quantity. J. Marketing Res. (2002) 39(November):421–439Crossref, Google Scholar
- . Generalized impulse response analysis in linear multivariate models. Econom. Lett. (1998) 58(1):17–29Crossref, Google Scholar
- . The many faces of competition. Marketing Lett. (1998) 9(3):269–284Crossref, Google Scholar
- Competitive marketing behavior in industrial markets. J. Marketing (1994) 58(April):45–55Crossref, Google Scholar
- Game theory and empirical generalizations concerning competitive promotions. Marketing Sci. (1995) 14(3):G89–Link, Google Scholar
- Market share and distribution: A generalization, a speculation, and some implications. Marketing Sci. (1995) 14(3):G190–Link, Google Scholar
- Marketing mix reactions to entry. Marketing Sci. (1988) 7(4):368–385Link, Google Scholar
- . In search of the lemmus lemmus: An investigation into convergent competition. British J. Management (2000) 11:S81–Crossref, Google Scholar
- . New product introduction and incumbent response strategies: Their interrelationship and the role of multimarket contact. J. Marketing Res. (1999) 36(August):327–344Crossref, Google Scholar
- Do promotions benefit manufacturers, retailers, or both? Management Sci. (2002) 50(5):617–629Link, Google Scholar
- The increasing power of store brands: Building loyalty and market share. Long Range Planning (1997) 30(6):917–930Crossref, Google Scholar
- . Consumer and market drivers of the trial rate of new consumer products. J. Consumer Res. (2003) 30(December):368–384Crossref, Google Scholar
- Brand capital and incumbent firms' positions in evolving markets. Rev. Econom. Statist. (1995) 77(August):522–534Crossref, Google Scholar
- Semiparametric analysis to estimate the deal effect curve. J. Marketing Res. (2001) 38(May):197–215Crossref, Google Scholar
- Decomposing the sales promotion bump with store data. Marketing Sci. (2004) 23(3):317–334Link, Google Scholar
- . The management and use of advertising research. J. Advertising Res. (1989) 28(January):11–18Google Scholar

