Manufacturer Allowances and Retailer Pass-Through Rates in a Competitive Environment
Published Online:1 Feb 1999https://doi.org/10.1287/mksc.18.1.59
References
- Effect of brand loyalty on advertising and trade promotions: A game theoretic analysis with empirical evidence. Marketing Sci. (1996) 15(1):86–108Link, Google Scholar
- Market power and performance: A cross industry analysis of manufacturers and retailers. (1995) . Working paper, Dartmouth College, Hanover, NHGoogle Scholar
- Retail responses to trade promotion: An incremental analysis of forward buying and retail promotion. (1991) . Unpublished Ph.D. dissertation, University of Texas, Dallas, TXGoogle Scholar
- Determinant attributes in retail patronage: Seasonal, temporal, regional and international comparisons. J. Marketing Res. (1983) 29:149–157Crossref, Google Scholar
- The decomposition of promotional response: An empirical generalization. Marketing Sci. (1999) . ForthcomingGoogle Scholar
- How promotions work. Marketing Sci. (1995) 14(3–2):G122–G132Link, Google Scholar
- Mastering the mix: Do advertising, promotion, and sales force activities lead to differentiation? J. Marketing Res. (1994) 31:159–172Crossref, Google Scholar
- A model of product category competition among grocery retailers. J. Retailing (1992) 68(3):271–293Google Scholar
- The effect of common features on brand choice: Moderating effect of attribute importance. J. Consumer Res. (1997) 23(4):304–311Crossref, Google Scholar
- . Price competition in a channel structure with a common retailer. Marketing Sci. (1991) 10(Fall):271–296Link, Google Scholar
- Long-run effects of price promotions in scanner markets. J. Econometrics (1997) 89(1–2):269–292Crossref, Google Scholar
- Price knowledge at the supermarket point of purchase. J. Advertising Res. (1990) 27(December):51–60Google Scholar
- Retail power: Monster or mouse? J. Retailing (1992) 68(Winter):351–369Google Scholar
- Pull promotions and channel coordination. Marketing Sci. (1995) 14(1):43–60Link, Google Scholar
- Evaluating the effects of retail promotions in segmented markets. (1989) . Working paper #1059, Stanford University, Stanford, CAGoogle Scholar
- A logit model of brand choice calibrated on scanner data. Marketing Sci. (1983) 2(Summer):203–238Link, Google Scholar
- Impact of sales promotions on when, what, and how much to buy. J. Marketing Res. (1988) 25(Nov.):342–355Crossref, Google Scholar
- Promotional signal: Proxy for a price cut? J. Consumer Res. (1990) 17(June):74–81Crossref, Google Scholar
- A retailer promotion policy model considering promotion signal sensitivity. Marketing Sci. (1993) 12(Fall):339–356Link, Google Scholar
- Channel of distribution dynamics under conditions of imperfect information. (1992) . Unpublished Ph.D. dissertation, Duke University, Durham, NCGoogle Scholar
- Channel of distribution profits when channel members form conjectures. Marketing Sci. (1988) 7(Spring):202–210Link, Google Scholar
- Demand functions for product line pricing: A comment on Reibstein and Gatignon. (1988) . Working paper, Duke University, Durham, NCGoogle Scholar
- Patterns of store choice. J. Marketing Res. (1984) 21(November):399–409Crossref, Google Scholar
- Empirical generalizations about the impact of advertising on price sensitivity and price. Marketing Sci. (1995) 14(3). Special Issue, part 2 of 2Google Scholar
- Measuring the effect of retail store promotions on brand and store substitution. J. Marketing Res. (1988) 25(May):178–185Crossref, Google Scholar
- Retail pricing and advertising strategies. J. Bus. (1994) 67(3):345–370Crossref, Google Scholar
- The inverse relationship between manufacturer and retailer margin: A theory. Marketing Sci. (1996) 15(2):132–151Link, Google Scholar
- Competitive response and equilibria. Marketing Sci. (1995) 14(3). Special Issue, part 2 of 2Google Scholar
- Supermarket competition: The case of every day low pricing. Marketing Sci. (1997) 1b(1):60–80Link, Google Scholar
- Toward the general theory of channel management strategy. Marketing Sci. (1997) 1b(3):185–207Link, Google Scholar
- Trade marketing vs. trade spending: The new marketing chic. Promo (1992) Nov.:56Google Scholar
- Promotion signal: Proxy for a price cut? J. Consumer Res. (1990) 17(June):74–81Google Scholar
- An industry equilibrium analysis of downstream vertical integration. Marketing Sci. (1983) 2(Spring):161–192Link, Google Scholar
- Has power shifted in the grocery channel? Marketing Sci. (1995) 14(2):189–223Link, Google Scholar
- Toward a reconciliation of market power and information theories of advertising effects on price elasticity. J. Consumer Res. (1995) 21(March):644–659Crossref, Google Scholar
- , Luca Pellegrini, Reddy Srinvas K. Strategic interaction within a channel. Retail and Marketing Channels: Economic and Marketing Perspectives on Producer Distributor Relationship (1990) (Routedge, New York) Google Scholar
- Retail promotional advertising. J. Bus. Res. (1990) 21:179–194Crossref, Google Scholar
- An experiment in price generalization and discrimination. J. Marketing Res. (1975) 12:177–181Crossref, Google Scholar
- Advertising repetition: A critical review of wearin and wearout. MSI Report (1990) (Cambridge, MA). 90–106Google Scholar
- Rentals, sales and paybacks: Managing secondary distribution channels. J. Marketing Res. (1994) 31(August):325–338Crossref, Google Scholar
- Implicit understandings in channels of distribution. Management Sci. (1985) 31(April):435–460Link, Google Scholar
- Marketing Channels (1996) 5th ed.(Prentice Hall, Englewood Cliffs, NJ) Google Scholar
- The price elasticity of selective demand: A metaanalysis of econometric models of sales. J. Marketing Res. (1988) 24(Nov.):331–341Crossref, Google Scholar
- Features of similarity. Psych. Rev. (1977) 84:327–352Crossref, Google Scholar
- The cross shopping illusion and market discipline in retail markets. (1997) . Working paper, University of Notre Dame, Notre Dame, INGoogle Scholar
- Assessing the impact of retail price promotions on product substitution, complementary purchase, and interstore sales displacement. J. Marketing (1991) 55(April):17–28Crossref, Google Scholar
- Assessing the impact of retailer price promotions on product substitution, complementary purchase, and interstore sales displacement. J. Marketing (1988) 55:17–28Crossref, Google Scholar
- The profit benefits of category management. J. Marketing Res. (1994) 31(May):202–221Crossref, Google Scholar

