Accounting Profits Versus Marketing Profits: A Relevant Metric for Category Management

Published Online:https://doi.org/10.1287/mksc.18.3.208

References

  • Ainlie Andrew , Rossi Peter E. Similarities in choice behavior across product categories. Marketing Sci. (1998) 17 2 91 106 LinkGoogle Scholar
  • Balachander Subramanian , Farquhar Peter H. Gaining more by stocking less: A competitive analysis of product availability. Marketing Sci. (1994) 13 3 22 LinkGoogle Scholar
  • Bell David R. , Ho Teck-Hua , Tang Christopher S. Balachander, Determining where to shop: Fixed and variable costs of shopping. J. Marketing Res. (1998) 35 352 370 CrossrefGoogle Scholar
  • Blattberg Robert , Neslin Scott . Sales Promotion Concepts, Methods, and Strategies (1990) (Prentice-Hall, Englewood Cliffs, NJ) Google Scholar
  • Bliss Christopher . A theory of retail pricing. J. Indust. Econom. (1988) 36 375 391 CrossrefGoogle Scholar
  • Borin Norm , Farris Paul . An empirical comparison of direct product profit and existing measures of SKU productivity. J. Retailing (1990) 66 297 314 Google Scholar
  • Borin Norm , Farris Paul , Freeland James R. A model for determining retail product category assortment and shelf-space allocation. Decision Sci. (1994) 25 359 384 CrossrefGoogle Scholar
  • Bucklin Randolph E. , Lattin James M. A model of product category competition among grocery retailers. J. Retailing (1992) 68 Fall 271 293 Google Scholar
  • Bultez A. , Naert P. SH.A.R.P.: Shelf allocation for retail profits. Marketing Sci. (1988) 7 211 231 LinkGoogle Scholar
  • Chiang Jeongwen , Wilcox Ronald T. Across-category analysis of shelf-space allocation, product variety and retail margins. Marketing Lett. (1997) 8 183 191 CrossrefGoogle Scholar
  • Chu Wujin . Demand signaling and screening in the channels of distribution. Marketing Sci. (1992) 11 327 347 LinkGoogle Scholar
  • Corstjens Marcel , Doyle Peter . A model for optimizing retail space allocation. Management Sci. (1981) 27 822 833 LinkGoogle Scholar
  • Corstjens Marcel , Doyle Peter . A dynamic model for strategically allocating retail space. J. Oper. Res. Soc. (1983) 34 943 951 CrossrefGoogle Scholar
  • Dreze Xavier , Hoch Stephen J. , Purk Mary E. Shelf management and space elasticity. J. Retailing (1994) 7 301 326 CrossrefGoogle Scholar
  • Food Marketing Institute Direct Product Profit Manual (1986) (Food Marketing Institute, Washington, DC) Google Scholar
  • Kahn Barbara , McAlister Leigh . Grocery Revolution: The New Focus on the Consumer (1997) (Addison-Wesley, Reading, MA) Google Scholar
  • Koselka Rita . It's my favorite statistic. Forbes (1994) 162 164 . Sept. 12 Google Scholar
  • Hess James D. , Gerstner Eitan . Loss leader pricing and rain check policy. Marketing Sci. (1987) 6 358 374 LinkGoogle Scholar
  • IRI Information resources incorporated. (1995) (Chicago) . The Marketing Factbook Google Scholar
  • Lal Rajiv , Matutes Carmen . Retail pricing and advertising strategies. J. Bus. (1994) 67 345 370 CrossrefGoogle Scholar
  • Levy Michael , Weitz Barton A. Retailing Management (1998) (Irwin/McGraw Hill, Boston, MA) Google Scholar
  • Little John D. C. , Shapiro Jeremy F. A theory for pricing non-featured products in supermarkets. J. Bus. (1980) 53 S199 S209 CrossrefGoogle Scholar
  • Messenger Paul , Narasimhan C. Has power shifted in the grocery channel. Marketing Sci. (1995) 14 189 223 LinkGoogle Scholar
  • Mogelonsky Marcia . Product overload? Amer. Demographic (1998) 20 August 64 69 Google Scholar
  • How consumers shop. (1992a) 62 64 . Progressive Grocer. (December) Google Scholar
  • The real power of promotion. (1992b) 36 39 . Progressive Grocer. (December) Google Scholar
  • Profitability: Where it's really at. (1992c) 26 31 . Progressive Grocer. (December) Google Scholar
  • Seeing is believing. (1993) 57 62 . Progressive Grocer. (January) Google Scholar
  • Spotlight on produce. (1996a) 133 136 . Progressive Grocer. (April) Google Scholar
  • Finding a slot. (1996b) 14 . Progressive Grocer. (August) Google Scholar
  • Moving to customer category management. (1997a) 69 73 . Progressive Grocer. (April) Google Scholar
  • The media as the message. (1997b) 28 30 . Progressive Grocer. (December) Google Scholar
  • Shermach Kelly . Study: Most shoppers notice P-O-P material. Marketing News (1995) 29 January 2 27 Google Scholar
  • Urban Glen L. , Hauser John R. Design and Marketing of New Products (1993) (Prentice-Hall, Englewood Cliffs, NJ) Google 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.