Individual Marketing with Imperfect Targetability

References

  • Bakos Y. J. Reducing buyer search costs: Implications for electronic marketplaces. Management Sci. (1997) 43(December):1676–1692LinkGoogle Scholar
  • Balasubramanian S. Mail vs. mall: A strategic analysis of competition between direct marketers and conventional retailers. Marketing Sci. (1998) 17(3):181–195LinkGoogle Scholar
  • Blattberg R. C., Deighton J. Interactive marketing: Exploiting the age of addressability. Sloan Management Rev. (1991) 5(14Google Scholar
  • Brandenburger M. A., Nalebuff B. J.Co-opetition (1996) (Doubleday, New York) Google Scholar
  • Bult J. R., Wansbeek T. Optimal selection for direct mail. Marketing Sci. (1995) 14(4):378–394LinkGoogle Scholar
  • Bult J. R. Database Marketing--A Potent New Tool for Selling. Business Week (1994) September5Google Scholar
  • Bult J. R. Lists and Database (Mailing List versus Database Marketing). Catalog Age (1996) August1Google Scholar
  • Bult J. R. To Exchange or Not to Exchange. Catalog Age (1997) December1Google Scholar
  • Chen Y.Targetability and individual-marketing competition (1999) (Washington University, St. Louis, MO) . Unpublished doctoral dissertationGoogle Scholar
  • Colombo R. A., Morrison D. G. Note: A brand switching model with implications for marketing strategies. Marketing Sci. (1989) 8(1):89–99LinkGoogle Scholar
  • Colombo R. A. Dying for Credit Cards. Credit Card Management (1997) May1Google Scholar
  • Deighton J., Peppers D., Rogers M., Glazer, Little Blattberg. Consumer transaction databases: present status and prospects. The Marketing Information Revolution (1994) (Harvard Business School Press, >Boston, MA) Google Scholar
  • Deighton J. Next Generation Marketing: Data Sharing. Direct Marketing (1996) MarchGoogle Scholar
  • Deighton J. The Year of Self-Regulation. DM News (1998) February3Google Scholar
  • Deighton J. A Price on the Priceless. The Economist (1999) June12:61–62Google Scholar
  • Gal-Or E. Information sharing in oligopoly. Econometrica (1985) 53(2):329–343CrossrefGoogle Scholar
  • Gerstner E., Holthausen D. Profitable pricing when market segments overlap. Marketing Sci. (1986) 5(1):55–69LinkGoogle Scholar
  • Kotler P.Marketing Management (1997) 9th ed.(Prentice-Hall, Upper Saddle River, NJ) Google Scholar
  • Lal R., Little J. D. C., Villas-Boas J. M. A theory of forward buying, merchandising, and trade deals. Marketing Sci. (1996) 15:21–37LinkGoogle Scholar
  • Lal R., Sarvary M. When and how is the Internet likely to decrease price competition?. Marketing Sci. (1999) 18:485–503LinkGoogle Scholar
  • Lederer J. P., Hurter A. P. Competition of firms: Discriminatory pricing and location. Econometrica (1986) 54(3):623–640CrossrefGoogle Scholar
  • Lohr Steve. Seizing the Initiative on Privacy: On-Line Industry Presses Its Case for Self-Regulation. The New York Times (1999) October11Google Scholar
  • Lohr Steve. Small Long-Distance Carriers Are Chipping Away at the ‘Big Three’. Los Angeles Times (1997) February3Google Scholar
  • McCorkell G.Direct and Database Marketing (1997) (Kogan Page Limited, London) Google Scholar
  • McGahan A. M., Ghemawat P. Competition to retain customers. Marketing Sci. (1994) 13(2):165–176LinkGoogle Scholar
  • Montgomery A. L. Creating micro-marketing pricing strategies using supermarket scanner data. Marketing Sci. (1997) 16(4):315–337LinkGoogle Scholar
  • Narasimhan C. Competitive promotional strategies. J. Bus. (1988) 61(4):427–449CrossrefGoogle Scholar
  • Petrison L. A., Blattberg R. C., Wang P. Database marketing: Past, present, and future. J. Direct Marketing (1997) 11(4):109–125CrossrefGoogle Scholar
  • Porter M. E.Competitive Advantage: Creating and Sustaining Superior Performance (1985) (Free Press, New York) Google Scholar
  • Porter M. E. Using database to seek out the (brand) loyal shoppers. Progressive Grocers74(2):10Google Scholar
  • Rockwell M. Carriers Combat Costly Customer Churn--Locking in Users by Offering a Package of Multiple Services Is One Preferred Strategy. InternetWeek (1997) October6:T21Google Scholar
  • Rossi P. E., Allenby G. M. A Baysian approach to estimating household parameters. J. Marketing Res. (1993) 30(May):171–182CrossrefGoogle Scholar
  • Rossi P. E., McCulloch R. E., Allenby G. M. The value of purchase history data in target marketing. Marketing Sci. (1996) 15(4):321–340LinkGoogle Scholar
  • Sarvary M., Parker P. M. Marketing information: A competitive analysis. Marketing Sci. (1997) 16(1):24–38LinkGoogle Scholar
  • Shaffer G., Zhang Z. J. Competitive Coupon Targeting. Marketing Sci. (1995) 14(4):395–416LinkGoogle Scholar
  • Shaffer G., Zhang Z. J.Micromarketing in the Information Age: Optimal pricing and promotional strategies (1996) . Working paperGoogle Scholar
  • Thisse J-F., Vives X. On the strategic choice of spatial price policy. Amer. Econom. Rev. (1988) 78(1):122–137Google Scholar
  • Varian R. H. A model of sales. Amer. Econom. Rev. (1980) 70(4):651–659Google Scholar
  • Villas-Boas J. M. Sleeping with the enemy: Should competitors share the same advertising agency?. Marketing Sci. (1994) 13(2):190–202LinkGoogle Scholar
  • Vives X. Duopoly information equilibrium: Cournot and Bertrand. J. Econom. Theory (1984) 34:71–94CrossrefGoogle Scholar
  • Vives X. Trade associations disclosure rules, incentives to share information, and welfare. Rand J. Econom. (1990) 21(3, Autumn):409–430CrossrefGoogle Scholar
  • Vives X. New policy to require marketers to disclose private-data sharing. The Wall Street Journal (1999) July7Google Scholar
  • Young S. AT&T marketing reaches out and touches the wrong someone. Dow Jones News Service (1997) August15Google Scholar
  • Zettelmeyer F.The strategic use of consumer search cost (1996) (MIT, Cambridge, MA) . Working paperGoogle 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.