Manufacturer-retailer channel interactions and implications for channel power: An empirical investigation of pricing in a local market

Marketing Science

Volumn 19, Issue 2, 2000, Pages 127-148

  Kadiyali, Vrinda ^a   Chintagunta, Pradeep ^b   Vilcassim, Naufel ^c  

^a SC Johnson College of Business   (United States)

^b UNIVERSITY OF CHICAGO   (United States)

^c UNIVERSITY OF SOUTHERN CALIFORNIA   (United States)

Author keywords

Channel power; Competitive games; Private labels

Indexed keywords

EID: 0034146850     PISSN: 07322399     EISSN: None     Source Type: Journal    
DOI: 10.1287/mksc.19.2.127.11805     Document Type: Article

References (33)

1. Besanko, D., S. Gupta, D. Jain. 1999. Logit demand estimation under competitive pricing behavior: An equilibrium framework. Management Sci. 38 1732-1749.
2. Bresnahan, T. F. 1989. Industries and market power. Handbook of Industrial Organization. R. Schmalensee and R. Willig (eds.), North Holland, Amsterdam.
3. Borin, N., P. Farris. 1990. An empirical comparison of direct product profit and existing measures of SKU productivity. J. Retailing 66(3) 297-314.
4. Choi, S. 1991. Price competition in a channel structure with a common retailer. Marketing Sci. 10(4) 271-296.
5. Connor, J., E. Peterson. 1992. Market structure determinants of national brand-private label price difference of manufactured food products. J. Indust. Econom. 40 157-171.
6. Cotterill, R., R. Dhar, B. Putsis. 1997. Market share and price-setting behavior for private label and branded food products: An empirical analysis. Working paper, Yale School of Management, New Haven, CT.
7. Coughlan, A. 1985. Competition and cooperation in marketing channel choice: Theory and application. Marketing Sci. 4 110-129.
8. -, B. Wernerfelt. 1989. On credible delegation by oligopolists: A discussion of distribution channel management. Management Sci. 35 226-239.
9. Farris, P., K. Ailawadi. 1992. Retailer power: Monster or mouse? J. Retailing 68(4) 351-369.
10. Gelfand, M., P. Spiller. 1987. Entry barriers and multiproduct firms: Do they forebear or spoil? Internat. J. Indust. Organ. 5 101-113.
11. Greene, W. 1990. Econometric Analysis, MacMillan Publishing Company, NY.
12. Hausman, J. 1978. Specification tests in econometrics. Econometrica 46 1251-1272.
13. Hoch, S. 1996. How should national brands think about private labels? Sloan Management Rev., 37(2) 89-102.
14. -, S. Banerjee. 1993. When do private labels succeed? Sloan Management Rev. 34(4) 57-67.
15. Jeuland, A., S. Shugan. 1988. Channels of distribution profits when channel members form conjectures. Marketing Sci. 2 161-190.
16. Johnson, W. C. 1988. Sales promotions: It comes down to push marketing. Marketing News February 8.
17. Jones, J. P. 1990. The double jeopardy of sales promotions. Harvard Bus. Rev. September-October 145-152.
18. Karunakaran, S. 1998. Structural analysis of manufacturer pricing in the presence of a strategic retailer. Working paper, Stern School, New York University, NY.
19. Krishnan, T., H. Soni. 1997. Guaranteed profit margins: A demonstration of retailer power. Internat. J. Res. Marketing 14(1) 35-56.
20. Lee, Eunkyu, R. Staelin. 1997. Vertical strategic interaction: Implications for channel pricing strategy. Marketing Sci. 16(3) 185-207.
21. McGuire, T., R. Staelin. 1983. An industry equilibrium analysis of downstream vertical integration. Marketing Sci. 2 161-190.
22. Messinger, P., C. Narasimhan. 1995. Has power shifted in the grocery channel? Marketing Sci. 14(2) 189-223.
23. Narasimhan C., R. Wilcox. 1996. Private labels and the channel relationship: A cross-category analysis. Working paper, Olin School of Business, Washington University, St. Louis, MO.
24. Parker, P., N. Kim. 1996. National versus private label brands: An empirical study of competition, advertising and collusion. Working paper, INSEAD, Fontainebleau, France.
25. L. Roller. 1997. Collusive conduct in duopolies: Multimarket contact and cross-ownership in the mobile telephone industry. Rand J. Econom.
26. Raju, J., S. Dhar, R. Sethuraman. 1995. The introduction and performance of store brands. Management Sci. 41(6) 957-978.
27. Roberts, M., L. Samuelson. 1988. An empirical analysis of dynamic, nonprice competition in an oligopolistic industry. Rand J. Econom. 19(2) 200-220.
28. Salmon, W., K. Cmar. 1987. Private labels are back in fashion. Harvard Bus. Rev. 63(3) 99-106.
29. Slade, M. 1995. Product rivalry with multiple strategic weapons: An analysis of price and advertising competition. J. Econom. Management Strategy 4(3) 445-476.
30. Spencer, D., K. Berk. 1981. A limited information specification test. Econometrica 49 1079-1085.
31. Spiller, P., E. Favaro. 1984. The effects of entry regulation on oligopolistic interaction: The Uruguan banking sector. Rand J. Econom. 15(4) 244-254.
32. Stern, L., A. El-Ansary, A. Coughlan. 1996. Marketing Channels. 5th Edition, Prentice Hall, Upper Saddle River, NJ.
33. Vuong, Q. H. 1989. Likelihood ratio tests for model selection and non-nested hypotheses. Econometrica 57(2) 307-333.