Promotional elasticities and category characteristics

Journal of Marketing

Volumn 60, Issue 2, 1996, Pages 17-30

  Narasimhan, Chakravarthi ^a   Neslin, Scott A ^a   Sen, Subrata K ^a  

^a NONE

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0030560178     PISSN: 00222429     EISSN: None     Source Type: Journal    
DOI: 10.2307/1251928     Document Type: Article

References (36)

1. Abraham, Magid M. and Leonard M. Lodish (1993), "An Implemented System for Improving Promotion Productivity Using Store Scanner Data," Marketing Science, 12 (Summer), 248-69.
2. Assael, Henry (1995), Consumer Behavior and Marketing Action, 5th ed. Cincinnati, OH: South-Western College Publishing.
3. Assuncao, Joao L. and Robert J. Meyer (1993), "The Rational Effect of Price Promotions on Sales and Consumption," Management Science, 39 (May), 517-35.
4. Bawa, Kapil, Jane T. Landwehr, and Aradhna Krishna (1989), "Consumer Response to Retailers' Marketing Environments: An Analysis of Coffee Purchase Data," Journal of Retailing, 65 (Winter), 471-95.
5. _ and Robert W. Shoemaker (1987), "The Effects of a Direct Mail Coupon on Brand Choice Behavior," Journal of Marketing Research, 24 (August), 370-76.
6. Blattberg, Robert C., Gary D. Eppen, and Joshua Lieberman (1981), "A Theoretical and Empirical Evaluation of Price Deals for Consumer Nondurables," Journal of Marketing, 45 (Winter), 116-29.
7. _ and Scott A. Neslin (1990), Sales Promotion: Concepts, Methods, and Strategies. Englewood Cliffs, NJ: Prentice-Hall.
8. _ and _ (1993), "Sales Promotion Models," in Handbooks in Operations Research and Management Science: Marketing Models, Jehoshua Eliashberg and Gary Lilien, eds. Amsterdam: North-Holland, 553-609.
9. _ and Kenneth J. Wisniewski (1989), "Price-Induced Patterns of Competition," Marketing Science, 9 (Fall), 291-309.
10. Bolton, Ruth N. (1989), "The Relationship Between Market Characteristics and Promotional Price Elasticities," Marketing Science, 8 (Spring), 153-69.
11. Cobb, Cathy J. and Wayne D. Hoyer (1986), "Planned Versus Impulse Purchase Behavior," Journal of Retailing, 62 (Winter) 384-409.
12. Curhan, R. C. and R. J. Kopp (1986), "Factors Influencing Grocery Retailers' Support of Trade Promotions," Report No. 86-114. Cambridge, MA: Marketing Science Institute.
13. Deshpandé, Rohit and Wayne D. Hoyer (1983), "Consumer Decision Making: Strategies, Cognitive Effort, and Perceived Risk," in 1983 AMA Educators' Proceedings, P. E. Murphy et al., eds. Chicago: American Marketing Association, 88-91.
14. Dhar, Sanjay K. and Stephen J. Hoch (1996), "Price Discrimination Using In-Store Merchandising," Journal of Marketing, 60 (January), 17-30.
15. Fader, Peter and Leonard M. Lodish (1990), "A Cross-Category Analysis of Category Structure and Promotional Activity for Grocery Products," Journal of Marketing, 54 (October), 52-65.
16. Gupta, Sunil (1988), "Impact of Sales Promotions on When, What, and How Much to Buy," Journal of Marketing Research, 25 (May), 342-55.
17. Hoch, Stephen J., Xavier Dreze, and Mary Purk (1994), "EDLP, Hi-Lo, and Margin Arithmetic," Journal of Marketing, 58 (October), 16-27.
18. Information Resources, Inc. (1987), The Marketing Factbook Annual Report, January - December 1986. Chicago: Information Resources, Inc.
19. Inman, J. Jeffrey, Leigh McAlister, and Wayne. D. Hoyer (1990), "Promotion Signal: Proxy for a Price Cut?" Journal of Consumer Research, 17 (June), 74-81.
20. Jeuland, Abel P. and Chakravarthi Narasimhan (1985), "Dealing-Temporary Price Cuts-By Seller as a Buyer Discrimination Mechanism," Journal of Business, 58 (3), 295-308.
21. Kumar, V. and Robert P. Leone (1988), "Measuring the Effect of Retail Store Promotions on Brand and Store Substitution," Journal of Marketing Research, 25 (May) 178-85.
22. Lehmann, Donald R. (1975), "Validity and Goodness of Fit in Data Analysis," in Advance in Consumer Research, Vol. 2, Mary Jane Schlinger, ed. Provo, UT: Association for Consumer Research, 741-49.
23. Litvack, David S., Roger J. Calantone, and Paul R. Warshaw (1985) "An Examination of Short-Term Retail Grocery Price Effects," Journal of Retailing, 61 (Fall), 9-25.
24. McCann, John, Ali Tadlaoui, and John Gallagher (1990), "Knowledge Systems in Merchandising: Advertising Design," Journal of Retailing, 66 (Fall) 257-77.
25. Neslin, Scott A., Caroline Henderson, and John Quelch (1985), "Consumer Promotions and the Acceleration of Product Purchases," Marketing Science, 4 (Spring) 147-65.
26. _, Stephen G. Powell, and Linda Schneider Stone (1995), "The Effects of Retailer and Consumer Response on Optimal Advertising and Trade Promotion Strategies," Management Science, 41 (May), 749-66.
27. Park, C. Whan, Easwar S. Iyer, and Daniel C. Smith (1989), "The Effects of Situational Factors on In-Store Grocery Shopping Behavior: The Role of Store Environment and Time Available for Shopping," Journal of Consumer Research, 15 (March), 422-33.
28. P-O-P Times (1991) "Latest IRI Data Confirm the Effectiveness of P-O-P," (July/August), 37-42.
29. Raju, Jagmohan S. (1992), "The Effect of Price Promotions on Variability in Product Category Sales," Marketing Science, 11 (Summer), 207-20.
30. _, V. Srinivasan, and Rajiv Lal (1990), "The Effects of Brand Loyalty on Competitive Price Promotion Strategies," Management Science, 36 (March) 276-304.
31. Rook, Dennis W. (1987), "The Buying Impulse," Journal of Consumer Research, 14 (September) 189-99.
32. _ and Robert J. Fisher (1995), "Normative Influences or Impulsive Buying Behavior," Journal of Consumer Research, 22 (December), 305-13.
33. Walters, Rockney G. (1989), "An Empirical Investigation into Retailer Response to Manufacturer Trade Promotions," Journal of Retailing, 65 (Summer), 253-72.
34. _ (1991), "Assessing the Impact of Retail Price Promotion on Product Substitution, Complementary Purchase, and Interstore Sales Displacement," Journal of Marketing, 55 (April) 17-28.
35. Wansink, Brian and Rohit Deshpandé (1994), "Out of Sight, Out of Mind: Pantry Stockpiling and Brand-Usage Frequency," Marketing Letters, 5 (January) 91-100.
36. White, Halbert (1980), "A Heteroskedasticity-Consistent Covariance Matrix Estimator and a Direct Test for Heteroskedasticity," Econometrica, 48 (4), 817-38.