Competitive one-to-one promotions

Management Science

Volumn 48, Issue 9, 2002, Pages 1143-1160

  Shaffer, Greg ^b   John Zhang, Z ^a  

^a UNIVERSITY OF ROCHESTER   (United States)

^b UNIVERSITY OF PENNSYLVANIA   (United States)

Author keywords

Database marketing; Game theory; Price discrimination; Strategy

Indexed keywords

COMPETITION; CUSTOMER SATISFACTION; DATABASE SYSTEMS; GAME THEORY; INDUSTRY; MATHEMATICAL MODELS; QUALITY ASSURANCE; SALES;

DATABASE MARKETING; ONE-TO-ONE PROMOTIONS; PRICE DISCRIMINATION; STRATEGY;

MARKETING;

EID: 0036755357     PISSN: 00251909     EISSN: None     Source Type: Journal    
DOI: 10.1287/mnsc.48.9.1143.172     Document Type: Article

References (23)

1. Banks, J., S Moorthy. 1999. A model of price promotions with consumer search. Internat. J. Indust. Organ. 17 371-398.
2. Bessen, J. 1993. Riding the marketing information wave. Harvard Bus. Rev. (September-October) 150.
3. Bester, H., E. Petrakis. 1996. Coupons and oligopolistic price discrimination. Internat. J. Indust. Organ. 14 227-242.
4. Blattberg, R., J. Deighton. 1991. Interactive marketing: Exploiting the age of addressability. Sloan Management Rev. 33(1) 5.
5. Business Week. 1999. Privacy: Special report (April 5) 84-88.
6. Cane, A. 1999. Industry frets over its fickle friends: CHURN RATES. Financial Times (June 9) 14.
7. Chen, Y. 1997. Paying customers to switch. J. Econom. Management Strategy 6 877-897.
8. Corts, K. 1998. Third-degree price discrimination in oligopoly: All-out competition and strategic commitment. Rand J. Econom. 29 306-323.
9. Fudenberg, D., J. Tirole. 2000. Customer poaching and brand switching. Rand J. Econom. 31 634-657.
10. Hof, R. D. 1998. Now it's your web. Business Week (October 5) 164.
11. Lawyer, Gail. 1998. Rate games exact a price. Telecom 3(3) 19.
12. Lederer, P., A. P. Hurter, Jr. 1986. Competition of firms: Discriminatory pricing and location. Econometrica 54(3) 623-640.
13. McCollum, T. 1998. Tools for targeting customer service. Nation's Bus. (November) 49.
14. Mills, L. 1999. The main front: Direct marketing is the key battle-ground in the phone wars as the telcos shift decisively away from mass marketing. Marketing Magazine 104(17) MD2.
15. Narasimhan, C. 1998. Competitive promotional strategies. J. Bus. 61 427-449.
16. Peppers, D., M. Rogers. 1993. The One to One Future. Currency/Doubleday New York.
17. Rao, R. 1991. Pricing and promotions in asymmetric duopolies. Marketing Sci. 10 131-144.
18. Schultz, D. 1994. Driving integration is what IT is all about. Marketing News (October 10) 12.
19. Taylor, C. 1999. Supplier surfing: Competition and consumer behavior in subscription markets. Mimeo, Duke University, Durham, NC.
20. Shapiro, C., H. Varian. 1999. Information Rules. HBS Press, Boston, MA, 40-43.
21. Shaffer, G., Z. John Zhang. 1995. Competitive coupon targeting. Marketing Sci. 14 395-416.
22. ____, ____. 2000. Pay to switch or pay to stay: Preference-based price discrimination in markets with switching costs. J. Econom. Management Strategy 9 397-424.
23. Turco, F. 1993. Call is on to switch long-distance firms: Pennies, $100 checks among lures. Arizona Republic (April 7) A1.