Trade Promotion Decisions Under Demand Uncertainty: A Market Experiment Approach

References

• Ailawadi KL. The retail power-performance conundrum: What have we learned? J. Retailing (2001) 77(4):299–318Crossref, Google Scholar
• Ailawadi KL, Farris P, Shames E. Trade promotion: Essential to selling through resellers. Sloan Management Rev. (1999) 41(1):83–92Google Scholar
• Ailawadi KL, Beauchamp JP, Donthu N, Gauri DK, Shankar V. Communication and promotion decisions in retailing: A review and directions for future research. J. Retailing (2009) 85(1):42–55Crossref, Google Scholar
• Amaldoss W, Rapoport A. Collaborative product and market development: Theoretical implications and experimental evidence. Marketing Sci. (2005) 24(3):396–414Link, Google Scholar
• Brown JR, Dant RP. Scientific method and retailing research: A retrospective. J. Retailing (2008) 84(1):1–13Crossref, Google Scholar
• Drèze X, Bell DR. Creating win-win trade promotions: Theory and empirical analysis of scan-back trade deals. Marketing Sci. (2003) 22(1):16–39Link, Google Scholar
• Dwyer RF. Channel-member satisfaction: Laboratory insights. J. Retailing (1980) 56(2):45–65Google Scholar
• Dwyer RF, Walker OC. Bargaining in an asymmetrical power structure. J. Marketing (1981) 45(1):104–115Crossref, Google Scholar
• Eyuboglu N, Buja A. Dynamics of channel negotiations: Contention and reciprocity. Psych. Marketing (1993) 10(1):47–65Crossref, Google Scholar
• Fischbacher U. z-tree: Zurich toolbox for ready-made economic experiments. Experiment. Econom. (2007) 10(2):171–178Crossref, Google Scholar
• Gómez MI, Maratou LM, Just DR. Factors affecting the allocation of trade promotions in the U.S. food distribution system. Rev. Agricultural Econom. (2007a) 29(1):119–130Crossref, Google Scholar
• Gómez MI, Rao VR, McLaughlin EW. Empirical analysis of budget and allocation of trade promotions in the U.S. supermarket industry. J. Marketing Res. (2007b) 44(3):410–424Crossref, Google Scholar
• Ho T-H, Zhang J. Designing pricing contracts for boundedly rational customers: Does the framing of the fixed fee matter? Management Sci. (2008) 54(4):686–700Link, Google Scholar
• Joyce KM. Riding the tide. Chief Marketer (2005) April 1). http://chiefmarketer.com/archive/riding-tideGoogle Scholar
• Katok E, Wu DY. Contracting in supply chains: A laboratory investigation. Management Sci. (2009) 55(12):1953–1968Link, Google Scholar
• Keser C, Paleologo GA. Experimental investigation of supplier-retailer contracts: The wholesale price contract. (2004) . Working Paper 2004s-57, CIRANO, Montreal, CanadaGoogle Scholar
• Kopp RJ, Greyser SA. Packaged goods marketing—“Pull” companies look to improved “push”. J. Consumer Marketing (1987) 4(2):13–22Crossref, Google Scholar
• Lim N, Ho T-H. Designing price contracts for boundedly rational customers: Does the number of blocks matter? Marketing Sci. (2007) 26(3):312–326Link, Google Scholar
• Loch CH, Wu Y. Social preferences and supply chain performance: An experimental study. Management Sci. (2008) 54(11):1835–1849Link, Google Scholar
• Mela CF, Gupta S, Jedidi K. Assessing long-term promotional influences on market structure. Internat. J. Res. Marketing (1998) 15(2):89–107Crossref, Google Scholar
• Petruzzi NC, Dada M. Pricing and the newsvendor problem: A review with extensions. Oper. Res. (1999) 47(2):183–194Link, Google Scholar
• Skibo JE. Corporate compliance with FASB and EITF: The continuing effects of trade promotion allowance income. Advanced Management J. (2007) 72(2):15–25Google Scholar
• Srinivasan S, Koen P, Hansenns DM, Dekimpe MG. Do promotions benefit manufacturers, retailers, or both? Marketing Sci. (2004) 50(5):617–629Abstract, Google Scholar
• The Hale Group Elevating your game from trade spend to trade investment. (2010) . Accessed January 11, 2013, http://www.halegroup.com/~halegrou/wp-content/uploads/2012/05/Elevating-Your-Game.pdfGoogle Scholar
• White H. A heteroskedasticity-consistent covariance matrix estimator and a direct test for heteroskedasticity. Econometrica (1980) 48(4):817–838Crossref, Google Scholar
• Zellner A. An efficient method of estimating seemingly unrelated regressions and tests for aggregation bias. J. Amer. Statist. Assoc. (1960) 57(298):348–368Crossref, Google Scholar
• Zwick R, Chen X-P. What price fairness? A bargaining study. Management Sci. (1999) 45(6):804–823Link, Google Scholar