Consumer Stockpiling and Competitive Promotional Strategies

References

• Anton JJ, Das Varma GD (2005) Storability, market structure, and demand-shifts incentives. RAND J. Econom. 36(3):520–543.Google Scholar
• Baye MR, Kovenock D, de Vries C (1992) It takes two to tango: Equilibria in a model of sales. Games Econom. Behav. 4(4):493–510.Crossref, Google Scholar
• Bell DR, Iyer G, Padmanabhan V (2002) Price competition under stockpiling and flexible consumption. J. Marketing Res. 39(3):292–303.Crossref, Google Scholar
• Blattberg R, Neslin S (1990) Sales Promotions: Concepts, Methods and Strategies (Prentice-Hall, Englewood Cliffs, NJ).Google Scholar
• Bronnenberg BJ, Kruger MW, Mela CF (2008) The IRI marketing data set. Marketing Sci. 27(4):745–748.Link, Google Scholar
• Dillon WR, Gupta S (1996) A segment-level model of category volume and brand choice. Marketing Sci. 15(1):38–59.Link, Google Scholar
• Gangwar M, Kumar N, Rao RC (2012) Unintended consequences of promotions: Stockpiling by loyal consumers. Working paper, Indian School of Business, Hyderabad, India.Google Scholar
• Guo L, Villas-Boas JM (2007) Consumer stockpiling and price competition in differentiated markets. J. Econom. Management Strategy 16(4):827–858.Crossref, Google Scholar
• Heerde HJV, Gupta S, Wittink DR (2003) Is 75% of the sales promotion bump due to brand switching? No, only 33% is. J. Marketing Res. 40(4):481–491.Crossref, Google Scholar
• Hong P, McAfee RP, Nayyar A (2002) Equilibrium price dispersion with consumer inventories. J. Econom. Theory 105(2):503–517.Crossref, Google Scholar
• Narasimhan C (1988) Competitive promotional strategies. J. Bus. 61(4):427–449.Crossref, Google Scholar
• Niraj R, Padmanabhan V, Seetharaman PB (2008) A cross-category model of households' incidence and quantity decision. Marketing Sci. 27(2):225–235.Link, Google Scholar
• Pesendorfer M (2002) Retail sales: A study of pricing behavior in supermarkets. J. Bus. 75(1):33–66.Crossref, Google Scholar
• Raju JS, Srinivasan V, Lal R (1990) The effects of brand loyalty on competitive price promotional strategies. Management Sci. 36(3):276–304.Link, Google Scholar
• Rao RC (1991) Pricing and promotions in asymmetric duopolies. Marketing Sci. 10(2):131–144.Link, Google Scholar
• Rao RC, Arjunji RV, Murthi BPS (1995) Game theory and empirical generalizations concerning competitive promotions. Marketing Sci. 14(3, Part 2 of 2):G89–G100.Link, Google Scholar
• Salop S, Stiglitz J (1982) The theory of sales: A simple model of equilibrium price distribution with identical agents. Amer. Econom. Rev. 72(5):1121–1130.Google Scholar
• Shilony Y (1977) Mixed pricing in oligopoly. J. Econom. Theory 14:373–388.Crossref, Google Scholar
• Steenburgh TJ (2007) Measuring consumer and competitive impact with elasticity decompositions. J. Marketing Res. 44(4):636–646.Crossref, Google Scholar
• Varian HR (1980) A model of sales. Amer. Econom. Rev. 70(4):651–659.Google Scholar