Moderating Factors of Immediate, Gross, and Net Cross-Brand Effects of Price Promotions
Published Online:30 Nov 2012https://doi.org/10.1287/mksc.1120.0748
References
- . Asymmetric price effects in the telecommunication services markets. J. Bus. Res. (2002) 55:671–677Crossref, Google Scholar
- . Asymmetric price competition and store vs. national brand choice. J. Product Brand Management (1998) 7:244–253Crossref, Google Scholar
- . Understanding retail branding: Conceptual insights and research priorities. J. Retailing (2004) 80:331–342Crossref, Google Scholar
- . Pursuing the value-conscious consumer: Store brands versus national brand promotions. J. Marketing (2001) 65:71–89Crossref, Google Scholar
- . Private-label use and store loyalty. J. Marketing (2008) 72:1–22Crossref, Google Scholar
- . Decomposition of the sales impact of promotion-induced stockpiling. J. Marketing Res. (2007) 44:450–467Crossref, Google Scholar
- . Quality perceptions and asymmetric switching between brands. Marketing Sci. (1991) 10:185–204Link, Google Scholar
- . A model for trade-up and change in considered brands. Marketing Sci. (2010) 29:40–56Link, Google Scholar
- . Why bundle discounts can be a profitable alternative to competing on price promotions. Marketing Sci. (2010) 29:624–638Link, Google Scholar
- . Consumer-level factors moderating the success of private label brands. J. Retailing (2000) 76:125–191Google Scholar
- . The effects of a direct mail coupon on brand choice behavior. J. Marketing Res. (1987) 24:370–376Crossref, Google Scholar
- . The decomposition of promotional response: An empirical generalization. Marketing Sci. (1999) 18:504–526Link, Google Scholar
- . New empirical generalizations on the determinants of price elasticity. J. Marketing Res. (2005) 42:141–156Crossref, Google Scholar
- . Sales promotion: The long and the short of it. Marketing Lett. (1989) 1:81–97Crossref, Google Scholar
- . Price-induced patterns of competition. Marketing Sci. (1989) 8:291–309Link, Google Scholar
- . A theoretical and empirical evaluation of price deals for consumer nondurables. J. Marketing (1981) 45:116–129Crossref, Google Scholar
- . Asymmetric promotion effects and brand positioning. Marketing Sci. (1996) 15:379–394Link, Google Scholar
- . The IRI marketing data set. Marketing Sci. (2008) 27:745–748Link, Google Scholar
- . The emergence of market structure in new repeat-purchase categories: The interplay of market share and retailer distribution. J. Marketing Res. (2000) 37:16–31Crossref, Google Scholar
- . Commercial use of UPC scanner data: Industry and academic perspectives. Marketing Sci. (1999) 18:247–273Link, Google Scholar
- . Understanding the Metropolis-Hastings algorithm. Amer. Statistician (1995) 49:327–335Google Scholar
- . Investigating purchase incidence, brand choice and purchase quantity decisions of households. Marketing Sci. (1993) 12:184–208Link, Google Scholar
- . A cognitive perspective on managers' perceptions of competition. J. Marketing Management (1993) 9:373–381Crossref, Google Scholar
- . Long-run effects of price promotions in scanner markets. J. Econometrics (1999) 89:269–291Crossref, Google Scholar
- . Why store brand penetration varies by retailer. Marketing Sci. (1997) 16:208–227Link, Google Scholar
- . Experience curves and dynamic demand models: Implications for optimal pricing strategies. J. Marketing (1981) 45:52–62Crossref, Google Scholar
- . Categorizing strategic issues: Links to organizational action. Acad. Management Rev. (1987) 12:76–90Crossref, Google Scholar
- . Double jeopardy revised. J. Marketing (1990) 54:82–91Crossref, Google Scholar
- . Performance of store brands: A cross-country analysis of consumer store-brand preferences, perceptions, and risk. J. Marketing Res. (2004) 41:86–100Crossref, Google Scholar
- . A hierarchical Bayes error correction model to explain dynamic effects of price changes. J. Marketing Res. (2006) 43:443–461Crossref, Google Scholar
- . A national customer satisfaction barometer: The Swedish experience. J. Marketing (1992) 56:6–21Crossref, Google Scholar
- . Applied Regression Analysis and Generalized Linear Models (2008) (Sage Publications, New York) Google Scholar
- . Antecedents of private label attitude and national brand promotion attitude: Similarities and differences. J. Retailing (2002) 78:91–99Crossref, Google Scholar
- . Incumbent defense strategies against new product entry. Internat. J. Res. Marketing (1997) 14:163–176Crossref, Google Scholar
- . Stochastic relaxations, Gibbs distributions, and the Bayesian restoration of images. IEEE Trans. Pattern Anal. Machine Intelligence (1984) 6:721–741Crossref, Google Scholar
- . Evaluating the accuracy of sampling-based approaches to the calculation of posterior moments. Bayesian Statistics (1992) 4(Oxford University Press, Oxford, UK) 169–193Google Scholar
- . Proliferating private-label portfolios: How introducing economy and premium private labels influences brand choice. J. Marketing Res. (2010) 47:791–807Crossref, Google Scholar
- . Understanding store-brand purchase behavior across categories. Marketing Sci. (2006) 25:75–90Link, Google Scholar
- . Modeling loss aversion and reference dependence effects on brand choice. Marketing Sci. (1993) 12:378–394Link, Google Scholar
- . Monte Carlo sampling methods using Markov chains and their applications. Biometrika (1970) 57:97–109Crossref, Google Scholar
- . The competitive implications of relevant-set/response analysis. J. Marketing Res. (1989) 26:391–405Crossref, Google Scholar
- . The effect of improper priors on Gibbs sampling in hierarchical linear mixed models. J. Amer. Statist. Assoc. (1996) 91:1461–1473Crossref, Google Scholar
- . Competitive reaction and feedback effects based on VARX models of pooled store data. Internat. J. Res. Marketing (2005) 22:415–426Crossref, Google Scholar
- . Managing advertising and promotion for long-run profitability. Marketing Sci. (1999) 18:1–22Link, Google Scholar
- . A probabilistic choice model for market segmentation and elasticity structure. J. Marketing Res. (1989) 26:379–390Crossref, Google Scholar
- . Conceptualizing, measuring, and managing customer-based brand equity. J. Marketing (1993) 57:1–22Crossref, Google Scholar
- . Strategic Brand Management (2008) 3rd ed.(Prentice-Hall, Upper Saddle River, NJ) Google Scholar
- . Dynamic effect of discounting on sales: Empirical analysis and normative pricing implications. Marketing Sci. (1999) 18:317–332Link, Google Scholar
- . Price promotions: Limiting competitive enchroachment. Marketing Sci. (1990) 9:247–262Link, Google Scholar
- . Diagnosing competitive reactions using aggregated scanner data. Internat. J. Res. Marketing (1992) 9:39–57Crossref, Google Scholar
- . Competitive reaction versus consumer response: Do managers overreact? Internat. J. Res. Marketing (1996) 13:103–119Crossref, Google Scholar
- . Explaining competitive reaction effects. Internat. J. Res. Marketing (2001) 18:119–137Crossref, Google Scholar
- . The determinants of pre- and postpromotion dips in sales of frequently purchased goods. J. Marketing Res. (2004) 41:339–350Crossref, Google Scholar
- . The theory of double jeopardy. J. Acad. Marketing Sci. (1973) 1:148–155Crossref, Google Scholar
- . Assessing long-term promotional influences on market structure. Internat. J. Res. Marketing (1998) 15:89–107Crossref, Google Scholar
- . The long-term impact of promotion and advertising on consumer brand choice. J. Marketing Res. (1997) 34:248–261Crossref, Google Scholar
- . Equation of state calculations by fast computing machines. J. Chem. Phys. (1953) 21(6):1087–1092Crossref, Google Scholar
- . Promotional elasticities and category characteristics. J. Marketing (1996) 60:17–30Crossref, Google Scholar
- . The category-demand effects of price promotions. Marketing Sci. (2001) 20:1–22Link, Google Scholar
- . How dynamic consumer response, competitor response, company support, and company inertia shape long-term marketing effectivenes. Marketing Sci. (2004) 23:596–610Link, Google Scholar
- . How retailer and competitor decisions drive the long-term effectiveness of manufacturer promotions for fast moving consumer goods. J. Retailing (2007) 83:297–308Crossref, Google Scholar
- . The long-term effect of price promotions on category incidence, brand choice, and purchase quality. J. Marketing Res. (2002) 39:421–439Crossref, Google Scholar
- . Striking a balance between brand popularity and brand loyalty. J. Marketing (1985) 49:53–59Crossref, Google Scholar
- . The effect of price promotions on variability in product category sales. Marketing Sci. (1992) 11:207–220Link, Google Scholar
- . The introduction and performance of store brands. Management Sci. (1995) 41:957–978Link, Google Scholar
- . Competitive marketing behavior in industrial markets. J. Marketing (1994) 58:45–55Crossref, Google Scholar
- . Pricing and promotions in asymmetric duopolies. Marketing Sci. (1991) 10:131–144Link, Google Scholar
- . Advertising/sales response functions. J. Advertising Res. (1975) 15:7–15Google Scholar
- . Game theory and empirical generalizations concerning competitive promotions. Marketing Sci. (1995) 14(Supplement):G89–G100Link, Google Scholar
- . Market share and distribution: A generalization, a speculation, and some implications. Marketing Sci. (1995) 14(Supplement):G190–G202Link, Google Scholar
- . Purchase behavior and brand choice determinants. J. Retailing (1973) 49:19–33Google Scholar
- . A model of latent symmetry in cross-price elasticities. Marketing Lett. (1992) 3:157–169Crossref, Google Scholar
- . Positioning of store brands. Marketing Sci. (2002) 21:378–397Link, Google Scholar
- . A meta-analysis of national brand and store brand cross-promotional price elasticities. Marketing Lett. (1995) 6:275–286Crossref, Google Scholar
- . Assessing the external validity of analytical results from national brand and store brand competition models. Marketing Sci. (2009) 28:759–781Link, Google Scholar
- . The asymmetric share effect: An empirical generalization on cross-price effects. J. Marketing Res. (2002) 61:71–84Google Scholar
- . Asymmetric and neighborhood cross-price effects: Some empirical generalizations. Marketing Sci. (1999) 18:23–41Link, Google Scholar
- . Price-tier competition: An integrative review. J. Product Brand Management (2000) 9:276–297Crossref, Google Scholar
- . Price-tier competition: Distinguishing between intertier competition and intratier competition. J. Bus. Res. (2003) 56:947–959Crossref, Google Scholar
- . Manifestations and measurement of asymmetric brand competition. J. Bus. Res. (2004) 57:813–820Crossref, Google Scholar
- . Asymmetric quality-tier competition: An alternative explanation. J. Product Brand Management (2007) 16:416–421Crossref, Google Scholar
- . Quality tier competition: How price change influences brand choice and category choice. J. Marketing (1997) 39:379–386Google Scholar
- . Market share response and competitive interaction: The impact of temporary, evolving and structural changes in prices. Internat. J. Res. Marketing (2000) 17:281–305Crossref, Google Scholar
- . What makes consumers willing to pay a price premium for national brands over private labels? J. Marketing Res. (2010) 47:1011–1024Crossref, Google Scholar
- . Competitive reactions to advertising and promotion attacks. Marketing Sci. (2005) 24:35–54Link, Google Scholar
- . The calculation of posterior distributions by data augmentation. J. Amer. Statist. Assoc. (1987) 82:528–550Crossref, Google Scholar
- . Is 75% of the sales promotion dump due to brand switching? no, only 33% is. J. Marketing Res. (2003) 40:481–491Crossref, Google Scholar
- . The impact of a product-harm crisis on marketing effectiveness. Marketing Sci. (2007) 26:230–245Link, Google Scholar
- . Estimating cannibalization rates for pioneering innovations. Marketing Sci. (2010) 29:1024–1039Link, Google Scholar
- . Situational price sensitivity: The role of consumption occasion, social context and income. J. Retailing (2003) 79:199–212Crossref, Google Scholar
- . Analyzing brand competition across subcategories. J. Marketing Res. (2004) 41:448–456Crossref, Google Scholar
- . An examination of selected marketing mix elements and brand equity. J. Acad. Marketing Sci. (2000) 28:195–211Crossref, Google Scholar
- . An Introduction to Bayesian Inference in Econometrics (1971) (John Wiley & Sons, New York) Google Scholar
- . The impact of marketing policy on promotional price elasticities and baseline sales. J. Retailing Consumer Services (1998) 5:25–32Crossref, Google Scholar

