A Price Discrimination Model of Trade Promotions

Published Online:https://doi.org/10.1287/mksc.1070.0314

References

  • ACNielsen Fourteenth annual survey of trade promotion practices. (2004) (ACNielsen, New York) Google Scholar
  • Agrawal D. Effect of brand loyalty on advertising and trade promotions: A game-theoretic analysis with empirical evidence. Marketing Sci. (1996) 15(1):86–108LinkGoogle Scholar
  • Ailawadi K. L., Farris P., Shames E. Trade promotion: Essential to selling through resellers. Sloan Management Rev. (1999) 41(1):83–92Google Scholar
  • Blattberg R. C., Eppen G. D., Lieberman J. A theoretical and empirical evaluation of price deals for consumer nondurables. J. Marketing (1981) 45(1):116–129CrossrefGoogle Scholar
  • Bruce N., Desai P. S., Staelin R. The better they are, the more they give: Trade promotions of consumer durables. J. Marketing Res. (2005) 42(1):54–66CrossrefGoogle Scholar
  • Buzzell R. D., Quelch J. A., Salmon W. J. The costly bargain of trade promotion. Harvard Bus. Rev. (1990) 68(2):141–149Google Scholar
  • Cannondale Associates Trade promotion spending and merchandising industry study. (2002) (Cannondale Associates, Wilton, CA) Google Scholar
  • Cannondale Associates Trade promotion spending and merchandising industry study. (2003) (Cannondale Associates, Wilton, CA) Google Scholar
  • Chen Y., Xie J. Cross-market network effect with asymmetric customer loyalty: Implications for competitive advantage. Marketing Sci. (2007) 26(1):52–66LinkGoogle Scholar
  • Drèze X., Bell D. R. Creating win—Win trade promotions: Theory and empirical analysis of scan-back trade deals. Marketing Sci. (2003) 22(1):16–39LinkGoogle Scholar
  • Dukes A. J., Gal-Or E., Srinivasan K. Channel bargaining with retailer asymmetry. J. Marketing Res. (2006) 43(1):84–97CrossrefGoogle Scholar
  • Frank R., Mihas E. A., Narasimhan L. Value-driven shopping. McKinsey Quart. (2003) 3):23–24Google Scholar
  • Geylani T., Dukes A. J., Srinivasan K. Strategic manufacturer response to a dominant retailer. Marketing Sci. (2007) 26(2):164–178LinkGoogle Scholar
  • Gómez M. I., Rao V. R., McLaughlin E. W. Empirical analysis of budget and allocation of trade promotions in the U.S. supermarket industry.. J. Marketing Res. (2007) 44(3):410–424CrossrefGoogle Scholar
  • Jeuland A. P., Narasimhan C. Dealing—Temporary price cuts—By seller as a buyer discrimination mechanism. J. Bus. (1985) 58(3):295–308CrossrefGoogle Scholar
  • Jeuland A. P., Shugan S. M. Managing channel profits. Marketing Sci. (1983) 2(3):239–272LinkGoogle Scholar
  • Jewell W. S. Markov-renewal programming. II: Infinite return models, example. Oper. Res. (1963) 11(6):949–971LinkGoogle Scholar
  • Kahn B. E., McAlister L.Grocery Revolution (1997) (Addison-Wesley, Reading, MA) Google Scholar
  • Kuksov D., Pazgal A. The effects of costs and competition on slotting allowances. Marketing Sci. (2007) 26(2):259–267LinkGoogle Scholar
  • Lal R. Manufacturer trade deals and retail price promotions. J. Marketing Res. (1990) 27(4):428–444CrossrefGoogle Scholar
  • Lal R., Little J. D. C., Villas-Boas J. M. A theory of forward buying, merchandising, and trade deals. Marketing Sci. (1996) 15(1):21–37LinkGoogle Scholar
  • Levy D., Bergen M., Dutta S., Venable R. The magnitude of menu costs: Direct evidence from large U.S. supermarket chains. Quart. J. Econom. (1997) 112(3):791–825CrossrefGoogle Scholar
  • Liu Y., Zhang Z. J. The benefits of personalized pricing in a channel. Marketing Sci. (2006) 25(1):97–105LinkGoogle Scholar
  • Orler V., Singer G. The daunting dilemma of trade promotion: Why most companies continue to lose the battle–And how some are winning the war. (2001) (Accenture Global Services, New York) Google Scholar
  • Progressive Grocer Standoff at the shelf: Big chains are happier with their treatment than small independents, but not that happy. Progressive Grocer (2002) 81(6):S14Google Scholar
  • Progressive Grocer Annual Report1981, 2000, 2003, New York, www.progressivegrocer.comGoogle Scholar
  • Raju J. S., Zhang Z. J. Channel coordination in the presence of a dominant retailer. Marketing Sci. (2005) 24(2):254–262LinkGoogle Scholar
  • Samuelson P. A., Nordhaus W.Economics (1989) 13th ed.(McGraw-Hill, New York) Google Scholar
  • Sayman S., Hoch S. J., Raju J. S. Positioning of store brands. Marketing Sci. (2002) 21(4):378–397LinkGoogle Scholar
  • Sellers P. The dumbest marketing ploy. Fortune (1992) 126(5):88Google Scholar
  • U.S. Distribution Journal Relations at the crossroads. (1992) December 17):16Google Scholar
  • U.S. Distribution Journal Quarter of wholesaler's income tied to trade promo funds: Study. (1993a) April 15):7Google Scholar
  • U.S. Distribution Journal Wholesalers under the microscope: A study of the wholesale industry. (1993b) May 15):27Google Scholar
  • Zwiebach E. Fair distribution sought for trade promo funds. Supermarket News (1990) 40(51):1December 17Google Scholar
INFORMS site uses cookies to store information on your computer. Some are essential to make our site work; Others help us improve the user experience. By using this site, you consent to the placement of these cookies. Please read our Privacy Statement to learn more.