Product line design for a distribution channel

Marketing Science

Volumn 17, Issue 2, 1998, Pages 156-169

  Villas Boas, J Miguel ^a  

^a UNIVERSITY OF CALIFORNIA   (United States)

Author keywords

Distribution channels; Pricing; Product line; Product policy; Segmentation

Indexed keywords

EID: 0032220739     PISSN: 07322399     EISSN: None     Source Type: Journal    
DOI: 10.1287/mksc.17.2.156     Document Type: Article

References (26)

1. Balachander, S., K. Srinivasan 1994. Selection of product line qualities and prices to signal competitive advantage. Management Sci. 40 824-841.
2. Chu, W., E. Gerstner, J. Hess 1995. Costs and benefits of hard-sell. J. Marketing Res. 32 97-102.
3. Dobson, G., S. Kalish 1988. Positioning and pricing a product line. Marketing Sci. 7 107-125.
4. Dolan, R. 1987. Quantity discounts: Managerial issues and research opportunities. Marketing Sci. 6 1-22.
5. Gerstner, E., J. Hess 1987. Why do hot dogs come in packs of 10 and buns in 8s or 12s? A demand side investigation. J. Business. 60 491-518.
6. Gerstner, E., J. Hess 1995. Pull promotions and channel coordination. Marketing Sci. 14 43-60.
7. Iyer, G. 1996. Retail differentiation and channel coordination in heterogenous markets, mimeo. Washington University at St. Louis, MO.
8. Jeuland, A., S. Shugan 1983. Managing channel profits. Marketing Sci. 2 239-272.
9. Kaufmann, P., F. Lafontaine 1994. Costs of control: The source of economic rents for McDonald's franchisees. J. Law and Economics 37 417-453.
10. Lal, R. 1990. Improving channel coordination through franchising. Marketing Sci. 9 299-318.
11. Moorthy, K. S. 1984. Market segmentation, self-selection, and product line design. Marketing Sci. 3 288-305.
12. Moorthy, K. S. 1987. Managing channel profits: Comment. Marketing Sci. 6 375-379.
13. Mussa, M., S. Rosen 1978. Monopoly and product quality. J. Economic Theory 18 141-168.
14. Narasimhan, C. 1988. Competitive promotional strategies. J. Business 61 427-450.
15. Oren, S., S. Smith, R. Wilson 1984. Pricing a product line. J. Business 57 73-100.
16. Rao, R., S. Srinivasan 1997. An analysis of advertising royalty in franchise contracts. mimeo. University of Texas, Dallas.
17. Reibstein, D., H. Gatignon 1984. Optimal product line pricing: The influence of elasticities and cross elasticities. J. Marketing Res. 21 259-267.
18. Shugan, S. 1984. Comments on pricing a product line. J. Business 57 23-26.
19. Shugan, S., R. Desiraju 1995. Pricing strategies for retail assortments. Paper presented at the Marketing Science Conference, Sydney, Australia.
20. Spengler, J. 1950. Vertical integration and anti-trust policy. J. Political Economy 58 347-352.
21. Sullivan, L. A. 1977. Handbook of Law and Antitrust. West Publishing, St. Paul, MN.
22. Tirole, J. 1988. The Theory of Industrial Organization. MIT Press, Cambridge, MA.
23. Vernon, J., D. Graham 1971. Profitability of monopolization by vertical integration. J. Political Economy 79 924-925.
24. Villas-Boas, J. M. 1996. Product line design for a distribution channel. mimeo, University of California, Berkeley.
25. Wernerfelt, B. 1994. On the function of sales assistance. Marketing Sci. 13 68-82.
26. Zenor, M. 1994. The profit benefits of category management. J. Marketing Res. 31 202-213.