메뉴 건너뛰기




Volumn 5, Issue C, 1993, Pages 553-609

Sales Promotion Models

Author keywords

[No Author keywords available]

Indexed keywords


EID: 0042302860     PISSN: 09270507     EISSN: None     Source Type: Book Series    
DOI: 10.1016/S0927-0507(05)80035-0     Document Type: Review
Times cited : (42)

References (88)
  • 1
    • 0000486873 scopus 로고
    • PROMOTER: An automated promotion evaluation system
    • Abraham, M.M., Lodish, L.M., PROMOTER: An automated promotion evaluation system. Marketing Sci. 6:2 (1987), 101–123.
    • (1987) Marketing Sci. , vol.6 , Issue.2 , pp. 101-123
    • Abraham, M.M.1    Lodish, L.M.2
  • 2
    • 85023556984 scopus 로고
    • An implemented system for improving promotion productivity using store scanner data
    • The Wharton School, University of Pennsylvania Cambridge, MA
    • Abraham, M.M., Lodish, L.M., An implemented system for improving promotion productivity using store scanner data. Working Paper, 1992, The Wharton School, University of Pennsylvania, Cambridge, MA.
    • (1992) Working Paper
    • Abraham, M.M.1    Lodish, L.M.2
  • 3
    • 0001301854 scopus 로고
    • A unified approach to identifying, estimating and testing demand structures with aggregate scanner data
    • Allenby, G.M., A unified approach to identifying, estimating and testing demand structures with aggregate scanner data. Marketing Sci. 8 (1989), 265–280.
    • (1989) Marketing Sci. , vol.8 , pp. 265-280
    • Allenby, G.M.1
  • 4
    • 0015061624 scopus 로고
    • Quality perceptions and asymmetric switching between brands
    • (Summer)
    • (Summer)Allenby, G.M., Rossi, P.E., Quality perceptions and asymmetric switching between brands. Marketing Sci. 10 (1991), 185–205.
    • (1991) Marketing Sci. , vol.10 , pp. 185-205
    • Allenby, G.M.1    Rossi, P.E.2
  • 5
    • 85023460508 scopus 로고
    • Optimal order quantity under trade promotion: A model of forward buying and reduced retail price
    • Paper Presented at
    • Paper Presented at Armstrong, M.K., Bass, F.M., Rao, R.C., Optimal order quantity under trade promotion: A model of forward buying and reduced retail price. Marketing Science Conference, March 23, Wilmington, DE, 1991.
    • (1991) Marketing Science Conference, March 23, Wilmington, DE
    • Armstrong, M.K.1    Bass, F.M.2    Rao, R.C.3
  • 6
    • 0001636316 scopus 로고
    • The effects of a direct mail coupon on brand choice behavior
    • Bawa, K., Shoemaker, R.W., The effects of a direct mail coupon on brand choice behavior. J. Marketing Res. 24:4 (1987), 370–376.
    • (1987) J. Marketing Res. , vol.24 , Issue.4 , pp. 370-376
    • Bawa, K.1    Shoemaker, R.W.2
  • 7
    • 0001598406 scopus 로고
    • A theoretical and empirical evaluation of price deals for consumer nondurables
    • Blattberg, R.C., Eppen, G.D., Liberman, J., A theoretical and empirical evaluation of price deals for consumer nondurables. J. Marketing 45:1 (1981), 116–129.
    • (1981) J. Marketing , vol.45 , Issue.1 , pp. 116-129
    • Blattberg, R.C.1    Eppen, G.D.2    Liberman, J.3
  • 8
    • 0000783711 scopus 로고
    • Shrinkage estimation of price and promotional elasticities: Seemingly unrelated equations
    • Blattberg, R.C., George, E., Shrinkage estimation of price and promotional elasticities: Seemingly unrelated equations. J. Amer. Statist. Assoc. 86 (1991), 304–315.
    • (1991) J. Amer. Statist. Assoc. , vol.86 , pp. 304-315
    • Blattberg, R.C.1    George, E.2
  • 9
    • 0001166456 scopus 로고
    • Database models and managerial intuition: 50% model + 50% manager
    • Blattberg, R.C., Hoch, S.J., Database models and managerial intuition: 50% model + 50% manager. Management Sci. 36:8 (1990), 887–899.
    • (1990) Management Sci. , vol.36 , Issue.8 , pp. 887-899
    • Blattberg, R.C.1    Hoch, S.J.2
  • 10
    • 0001152366 scopus 로고
    • Modeling the effectiveness and profitability of trade promotions
    • Blattberg, R.C., Levin, A., Modeling the effectiveness and profitability of trade promotions. Marketing Sci. 6:2 (1987), 124–146.
    • (1987) Marketing Sci. , vol.6 , Issue.2 , pp. 124-146
    • Blattberg, R.C.1    Levin, A.2
  • 11
    • 0002526207 scopus 로고
    • Sales promotion: the long and the short of it
    • (December)
    • (December)Blattberg, R.C., Neslin, S.A., Sales promotion: the long and the short of it. Marketing Lett. 1 (1989), 81–97.
    • (1989) Marketing Lett. , vol.1 , pp. 81-97
    • Blattberg, R.C.1    Neslin, S.A.2
  • 12
    • 0003608762 scopus 로고
    • Sales Promotion Concepts, Methods, and Strategies
    • Prentice-Hall Philadelphia, PA
    • Blattberg, R.C., Neslin, S.A., Sales Promotion Concepts, Methods, and Strategies. 1990, Prentice-Hall, Philadelphia, PA.
    • (1990)
    • Blattberg, R.C.1    Neslin, S.A.2
  • 14
    • 0000902769 scopus 로고
    • Price-induced patterns of competition
    • Blattberg, R.C., Wisniewski, K.J., Price-induced patterns of competition. Marketing Sci. 8:4 (1989), 291–309.
    • (1989) Marketing Sci. , vol.8 , Issue.4 , pp. 291-309
    • Blattberg, R.C.1    Wisniewski, K.J.2
  • 15
    • 15844392716 scopus 로고
    • Pass-through of manufacturer trade promotions by grocery retailers
    • October Stanford University Englewood Cliffs, NJ
    • October Bucklin, R.E., Pass-through of manufacturer trade promotions by grocery retailers. Working Paper, 1987, Stanford University, Englewood Cliffs, NJ.
    • (1987) Working Paper
    • Bucklin, R.E.1
  • 16
    • 0002960927 scopus 로고
    • Assessing the profitability of retailer couponing with a low-cost field experiment
    • Chapman, R.G., Assessing the profitability of retailer couponing with a low-cost field experiment. J. Retailing 62:1 (1986), 19–40.
    • (1986) J. Retailing , vol.62 , Issue.1 , pp. 19-40
    • Chapman, R.G.1
  • 17
    • 0016996053 scopus 로고
    • Retail promotions as a function of trade promotions: A descriptive analysis
    • (Fall)
    • (Fall)Chevalier, M., Curhan, R.C., Retail promotions as a function of trade promotions: A descriptive analysis. Sloan Management Rev., 1976, 19–32.
    • (1976) Sloan Management Rev. , pp. 19-32
    • Chevalier, M.1    Curhan, R.C.2
  • 18
    • 0001052493 scopus 로고
    • Investigating heterogeneity in brand preferences in logit models for panel data
    • (November)
    • (November)Chintagunta, P.K., Jain, D.C., Vilcassim, N.J., Investigating heterogeneity in brand preferences in logit models for panel data. J. Marketing Res. 28 (1991), 417–528.
    • (1991) J. Marketing Res. , vol.28 , pp. 417-528
    • Chintagunta, P.K.1    Jain, D.C.2    Vilcassim, N.J.3
  • 19
    • 0011587501 scopus 로고
    • Factors influencing grocery retailers’ support of trade promotions
    • July Marketing Science Institute Stanford, CA
    • July Curhan, R.C., Kopp, R.J., Factors influencing grocery retailers’ support of trade promotions. Report No. 86-114, 1986, Marketing Science Institute, Stanford, CA.
    • (1986) Report No. 86-114
    • Curhan, R.C.1    Kopp, R.J.2
  • 20
    • 0002546605 scopus 로고
    • A taxonomy of consumer purchase strategies in a promotion intensive environment
    • Currim, I.S., Schneider, L.G., A taxonomy of consumer purchase strategies in a promotion intensive environment. Marketing Sci. 10:2 (1991), 91–110.
    • (1991) Marketing Sci. , vol.10 , Issue.2 , pp. 91-110
    • Currim, I.S.1    Schneider, L.G.2
  • 21
    • 0001590965 scopus 로고
    • Promotion has a negative effect on brand evaluations — or does it? Additional disconfirming evidence
    • (February)
    • (February)Davis, S., Inman, J.J., McAlister, L., Promotion has a negative effect on brand evaluations — or does it? Additional disconfirming evidence. J. Marketing Res. 29 (1992), 143–148.
    • (1992) J. Marketing Res. , vol.29 , pp. 143-148
    • Davis, S.1    Inman, J.J.2    McAlister, L.3
  • 22
    • 0001267914 scopus 로고
    • Developing models for planning retailer sales promotions: An application to automobile dealerships
    • Dhebar, A., Neslin, S.A., Quelch, J.A., Developing models for planning retailer sales promotions: An application to automobile dealerships. J. Retailing 63:4 (1987), 333–364.
    • (1987) J. Retailing , vol.63 , Issue.4 , pp. 333-364
    • Dhebar, A.1    Neslin, S.A.2    Quelch, J.A.3
  • 23
    • 0002729691 scopus 로고
    • The lead effect of marketing decisions
    • Doyle, P., Saunders, J., The lead effect of marketing decisions. J. Marketing Research 22:1 (1985), 54–65.
    • (1985) J. Marketing Research , vol.22 , Issue.1 , pp. 54-65
    • Doyle, P.1    Saunders, J.2
  • 24
    • 85023455448 scopus 로고
    • The after-effects of large scale consumer promotions
    • London Business School; Stern School, New York University Cambridge, MA
    • Ehrenberg, A.S.C., Hammond, K., Goodhardt, G.J., The after-effects of large scale consumer promotions. Working Paper, 1992, London Business School; Stern School, New York University, Cambridge, MA.
    • (1992) Working Paper
    • Ehrenberg, A.S.C.1    Hammond, K.2    Goodhardt, G.J.3
  • 25
    • 85023453721 scopus 로고
    • Integrating the Dirichlet-multinomial and multinomial logit models of brand choice
    • The Wharton School, University of Pennsylvania
    • Fader, P.S., Integrating the Dirichlet-multinomial and multinomial logit models of brand choice. Working Paper 91-013R, 1992, The Wharton School, University of Pennsylvania.
    • (1992) Working Paper 91-013R
    • Fader, P.S.1
  • 26
    • 85023449667 scopus 로고
    • Accounting for heterogeneity and nonstationarity in a cross-sectional model of consumer purchase behavior
    • The Wharton School, University of Pennsylvania Philadelphia, PA
    • Fader, P.S., Lattin, J.M., Accounting for heterogeneity and nonstationarity in a cross-sectional model of consumer purchase behavior. Working Paper 90-025R, 1992, The Wharton School, University of Pennsylvania, Philadelphia, PA.
    • (1992) Working Paper 90-025R
    • Fader, P.S.1    Lattin, J.M.2
  • 27
    • 85023459001 scopus 로고
    • Estimating nonlinear parameters in the multinomial logit model
    • The Wharton School, University of Pennsylvania Philadelphia, PA
    • Fader, P.S., Lattin, J.M., Little, J.D.C., Estimating nonlinear parameters in the multinomial logit model. Working Paper 90-030R, 1992, The Wharton School, University of Pennsylvania, Philadelphia, PA.
    • (1992) Working Paper 90-030R
    • Fader, P.S.1    Lattin, J.M.2    Little, J.D.C.3
  • 28
    • 0001491337 scopus 로고
    • A theory of channel price promotions
    • (September)
    • (September)Gerstner, E., Hess, J.D., A theory of channel price promotions. Amer. Econom. Rev. 81 (1991), 872–886.
    • (1991) Amer. Econom. Rev. , vol.81 , pp. 872-886
    • Gerstner, E.1    Hess, J.D.2
  • 29
    • 0000257156 scopus 로고
    • A logit model of brand choice calibrated on scanner data
    • Guadagni, P.M., Little, J.D.C., A logit model of brand choice calibrated on scanner data. Marketing Sci 2:3 (1983), 203–238.
    • (1983) Marketing Sci , vol.2 , Issue.3 , pp. 203-238
    • Guadagni, P.M.1    Little, J.D.C.2
  • 30
    • 0000912199 scopus 로고
    • Impact of Sales Promotions on When, What, and How Much to Buy
    • Gupta, S., Impact of Sales Promotions on When, What, and How Much to Buy. J. Marketing Res. 25:4 (1988), 342–355.
    • (1988) J. Marketing Res. , vol.25 , Issue.4 , pp. 342-355
    • Gupta, S.1
  • 31
    • 0001785136 scopus 로고
    • Stochastic models of interpurchase time with time-dependent covariates
    • (February)
    • (February)Gupta, S., Stochastic models of interpurchase time with time-dependent covariates. J. Marketing Res. 28 (1991), 1–15.
    • (1991) J. Marketing Res. , vol.28 , pp. 1-15
    • Gupta, S.1
  • 32
    • 85023448453 scopus 로고
    • Modeling loss aversion and reference dependence effects on brand choice
    • The Wharton School, University of Pennsylvania Philadelphia, PA
    • Hardie, B.S., Johnson, E.J., Fader, P.S., Modeling loss aversion and reference dependence effects on brand choice. Working Paper 91-025, 1991, The Wharton School, University of Pennsylvania, Philadelphia, PA.
    • (1991) Working Paper 91-025
    • Hardie, B.S.1    Johnson, E.J.2    Fader, P.S.3
  • 33
    • 0011637729 scopus 로고
    • Analyzing duration times in marketing research
    • Wharton School, University of Pennsylvania Philadelphia, PA
    • Helsen, K., Schmittlein, D.S., Analyzing duration times in marketing research. Working Paper, 1989, Wharton School, University of Pennsylvania, Philadelphia, PA.
    • (1989) Working Paper
    • Helsen, K.1    Schmittlein, D.S.2
  • 34
    • 4043173602 scopus 로고
    • Customer behavior as a markov process
    • Herniter, J.D., Magee, J.F., Customer behavior as a markov process. Oper. Res. 9 (1961), 105–122.
    • (1961) Oper. Res. , vol.9 , pp. 105-122
    • Herniter, J.D.1    Magee, J.F.2
  • 35
    • 34250379044 scopus 로고
    • The strategy of price deals
    • (July–August)
    • (July–August)Hinkle, C.L., The strategy of price deals. Harvard Business Rev. 43 (1965), 75–84.
    • (1965) Harvard Business Rev. , vol.43 , pp. 75-84
    • Hinkle, C.L.1
  • 36
    • 0001919169 scopus 로고
    • Promotion signal: Proxy for a price cut
    • (June)
    • (June)Inman, J.J., McAlister, L., Hoyer, W.D., Promotion signal: Proxy for a price cut. J. Consumer Res. 17 (1990), 74–81.
    • (1990) J. Consumer Res. , vol.17 , pp. 74-81
    • Inman, J.J.1    McAlister, L.2    Hoyer, W.D.3
  • 37
    • 0000595413 scopus 로고
    • Dealing — temporary price cuts — by seller as a buyer discrimination Mechanism
    • Jeuland, A.P., Narasimhan, C., Dealing — temporary price cuts — by seller as a buyer discrimination Mechanism. J. Business 58 (1985), 295–308.
    • (1985) J. Business , vol.58 , pp. 295-308
    • Jeuland, A.P.1    Narasimhan, C.2
  • 38
    • 0001786721 scopus 로고
    • Removing heterogeneity bias from logit model estimation
    • Jones, J.M., Landwehr, J.T., Removing heterogeneity bias from logit model estimation. Marketing Sci. 7:1 (1988), 41–59.
    • (1988) Marketing Sci. , vol.7 , Issue.1 , pp. 41-59
    • Jones, J.M.1    Landwehr, J.T.2
  • 39
    • 0000609274 scopus 로고
    • A price expectations model of customer brand choice
    • Kalwani, M.U., Rinne, H.J., Sugita, Y., A price expectations model of customer brand choice. J. Marketing Res. 27:3 (1990), 251–262.
    • (1990) J. Marketing Res. , vol.27 , Issue.3 , pp. 251-262
    • Kalwani, M.U.1    Rinne, H.J.2    Sugita, Y.3
  • 40
    • 0000917415 scopus 로고
    • A probabilistic choice model for market segmentation and elasticity structure
    • Kamakura, W.A., Russell, G.J., A probabilistic choice model for market segmentation and elasticity structure. J. Marketing Res. 26 (1989), 379–390.
    • (1989) J. Marketing Res. , vol.26 , pp. 379-390
    • Kamakura, W.A.1    Russell, G.J.2
  • 41
    • 0019079302 scopus 로고
    • The bargain value model and a comparison of managerial implications with the linear learning model
    • (November)
    • (November)Keon, J., The bargain value model and a comparison of managerial implications with the linear learning model. Management Sci. 26 (1980), 1117–1130.
    • (1980) Management Sci. , vol.26 , pp. 1117-1130
    • Keon, J.1
  • 42
    • 85023561683 scopus 로고
    • Estimating the intensity of preference for quality
    • Graduate School of Business, University of Chicago Philadelphia, PA
    • Kim, B.D., Estimating the intensity of preference for quality. Ph.D. Thesis, 1992, Graduate School of Business, University of Chicago, Philadelphia, PA.
    • (1992) Ph.D. Thesis
    • Kim, B.D.1
  • 43
    • 0001673110 scopus 로고
    • The normative impact of consumer price expectations for multiple brands on consumer choice behavior
    • (Summer)
    • (Summer)Krishna, A., The normative impact of consumer price expectations for multiple brands on consumer choice behavior. Marketing Sci. 11 (1992), 266–287.
    • (1992) Marketing Sci. , vol.11 , pp. 266-287
    • Krishna, A.1
  • 44
    • 0001900079 scopus 로고
    • A model of brand choice and purchase quantity price sensitivities
    • Krishnamurthi, L., Raj, S.P., A model of brand choice and purchase quantity price sensitivities. Marketing Sci. 7:1 (1988), 1–20.
    • (1988) Marketing Sci. , vol.7 , Issue.1 , pp. 1-20
    • Krishnamurthi, L.1    Raj, S.P.2
  • 46
    • 0001198418 scopus 로고
    • Measuring the effect of retail store promotions on brand and store substitutions
    • Kumar, V., Leone, R.P., Measuring the effect of retail store promotions on brand and store substitutions. J. Marketing Res. 25:2 (1988), 178–185.
    • (1988) J. Marketing Res. , vol.25 , Issue.2 , pp. 178-185
    • Kumar, V.1    Leone, R.P.2
  • 47
    • 0000168683 scopus 로고
    • Price promotions: limiting competitive encroachment
    • (Summer)
    • (Summer)Lal, R., Price promotions: limiting competitive encroachment. Marketing Sci. 9 (1990), 247–262.
    • (1990) Marketing Sci. , vol.9 , pp. 247-262
    • Lal, R.1
  • 48
    • 0000364464 scopus 로고
    • Manufacturer trade deals and retail price promotions
    • (November)
    • (November)Lal, R., Manufacturer trade deals and retail price promotions. J. Marketing Res. 27 (1990), 428–444.
    • (1990) J. Marketing Res. , vol.27 , pp. 428-444
    • Lal, R.1
  • 49
    • 0000374232 scopus 로고
    • Reference effects on price and promotion on brand choice behavior
    • Lattin, J.M., Bucklin, R.E., Reference effects on price and promotion on brand choice behavior. J. Marketing Res. 26:3 (1989), 299–310.
    • (1989) J. Marketing Res. , vol.26 , Issue.3 , pp. 299-310
    • Lattin, J.M.1    Bucklin, R.E.2
  • 50
    • 0003411445 scopus 로고
    • Statistical Models and Methods for Lifetime Data
    • Wiley Boston
    • Lawless, J.F., Statistical Models and Methods for Lifetime Data. 1982, Wiley, Boston.
    • (1982)
    • Lawless, J.F.1
  • 51
    • 38249038417 scopus 로고
    • Forecasting the effect of an environmental change on market performance: An intervention time-series approach
    • Leone, R.P., Forecasting the effect of an environmental change on market performance: An intervention time-series approach. Inter. J. Forecasting 3 (1987), 463–478.
    • (1987) Inter. J. Forecasting , vol.3 , pp. 463-478
    • Leone, R.P.1
  • 52
    • 67449150576 scopus 로고
    • An application of a modified linear learning model of buyer behavior
    • (August)
    • (August)Lilien, G.L., An application of a modified linear learning model of buyer behavior. J. Marketing Res. 11 (1974), 279–285.
    • (1974) J. Marketing Res. , vol.11 , pp. 279-285
    • Lilien, G.L.1
  • 53
    • 0348150724 scopus 로고
    • Models and managers: The concept of a decision calculus
    • Little, J.D.C., Models and managers: The concept of a decision calculus. Management Sci. 16:8 (1970), B466–B485.
    • (1970) Management Sci. , vol.16 , Issue.8 , pp. B466-B485
    • Little, J.D.C.1
  • 54
    • 0016532875 scopus 로고
    • BRANDAID: A marketing-mix model, Part 1: Structure; Part II: Implementation
    • Little, J., BRANDAID: A marketing-mix model, Part 1: Structure; Part II: Implementation. Oper. Res. 23:4 (1975), 628–673.
    • (1975) Oper. Res. , vol.23 , Issue.4 , pp. 628-673
    • Little, J.1
  • 55
    • 0001301707 scopus 로고
    • Decision support systems for marketing managers
    • (Summer)
    • (Summer)Little, J., Decision support systems for marketing managers. J. Marketing 43 (1979), 9–26.
    • (1979) J. Marketing , vol.43 , pp. 9-26
    • Little, J.1
  • 57
    • 24144485506 scopus 로고
    • A marketing decision support system for retailers
    • Lodish, L., A marketing decision support system for retailers. Marketing Sci. 1:1 (1982), 31–56.
    • (1982) Marketing Sci. , vol.1 , Issue.1 , pp. 31-56
    • Lodish, L.1
  • 58
    • 0042803953 scopus 로고
    • Brand preference and simple Markov processes
    • Maffai, R.B., Brand preference and simple Markov processes. Oper. Res. 8 (1960), 210–218.
    • (1960) Oper. Res. , vol.8 , pp. 210-218
    • Maffai, R.B.1
  • 59
    • 0003947410 scopus 로고
    • Forecasting: Methods and Applications
    • 2nd edition Wiley New York
    • Makridakis, S., Wheelwright, S.C., McGee, V.E., Forecasting: Methods and Applications. 2nd edition, 1983, Wiley, New York.
    • (1983)
    • Makridakis, S.1    Wheelwright, S.C.2    McGee, V.E.3
  • 60
    • 0038862441 scopus 로고
    • Coupon distribution and redemption patterns
    • Manufacturers Coupon Control Center New York
    • Manufacturers Coupon Control Center, Coupon distribution and redemption patterns. 1988, Manufacturers Coupon Control Center, New York.
    • (1988)
    • Manufacturers Coupon Control Center1
  • 61
    • 0002164779 scopus 로고
    • Retail promotional effects on intra- and interbrand sales performance
    • Moriarty, M., Retail promotional effects on intra- and interbrand sales performance. J. Retailing 61:3 (1985), 27–48.
    • (1985) J. Retailing , vol.61 , Issue.3 , pp. 27-48
    • Moriarty, M.1
  • 62
    • 0002865823 scopus 로고
    • Implicit price bundling of retail products: a multiproduct approach to maximizing store profitability
    • (October)
    • (October)Mulhern, F., Leone, R., Implicit price bundling of retail products: a multiproduct approach to maximizing store profitability. J. Marketing 55 (1991), 63–76.
    • (1991) J. Marketing , vol.55 , pp. 63-76
    • Mulhern, F.1    Leone, R.2
  • 63
    • 0001168691 scopus 로고
    • Competitive promotional strategies
    • Narasimhan, C., Competitive promotional strategies. J. Business 61 (1988), 427–450.
    • (1988) J. Business , vol.61 , pp. 427-450
    • Narasimhan, C.1
  • 64
    • 0000183179 scopus 로고
    • A market response model for coupon promotions
    • Neslin, S.A., A market response model for coupon promotions. Marketing Sci. 9:2 (1990), 125–145.
    • (1990) Marketing Sci. , vol.9 , Issue.2 , pp. 125-145
    • Neslin, S.A.1
  • 65
    • 0002642722 scopus 로고
    • Consumer promotions and the acceleration of product purchases
    • (Spring)
    • (Spring)Neslin, S.A., Henderson, C., Quelch, J., Consumer promotions and the acceleration of product purchases. Marketing Sci. 4 (1985), 147–165.
    • (1985) Marketing Sci. , vol.4 , pp. 147-165
    • Neslin, S.A.1    Henderson, C.2    Quelch, J.3
  • 66
    • 85023532229 scopus 로고
    • An optimization model for planning advertising and sales promotion
    • September Amos Tuck School of Business Administration, Dartmouth College Wilton, CT
    • September Neslin, S.A., Powell, S.G., Schneider, L., An optimization model for planning advertising and sales promotion. Working Paper, 1991, Amos Tuck School of Business Administration, Dartmouth College, Wilton, CT.
    • (1991) Working Paper
    • Neslin, S.A.1    Powell, S.G.2    Schneider, L.3
  • 67
    • 84860951144 scopus 로고
    • Consumer inventory sensitivity and the post-promotion ‘dip’
    • September Amos Tuck School of Business Administration, Dartmouth College Hanover, NH
    • September Neslin, S.A., Schneider, L.G., Consumer inventory sensitivity and the post-promotion ‘dip’. Working Paper, 1993, Amos Tuck School of Business Administration, Dartmouth College, Hanover, NH.
    • (1993) Working Paper
    • Neslin, S.A.1    Schneider, L.G.2
  • 68
    • 0001645993 scopus 로고
    • A model for evaluating the profitability of coupon promotions
    • Neslin, S.A., Shoemaker, R.W., A model for evaluating the profitability of coupon promotions. Marketing Sci. 2:4 (1983), 361–388.
    • (1983) Marketing Sci. , vol.2 , Issue.4 , pp. 361-388
    • Neslin, S.A.1    Shoemaker, R.W.2
  • 69
    • 0001718588 scopus 로고
    • An alternative explanation for lower repeat rates following promotion purchases
    • Neslin, S.A., Shoemaker, R.W., An alternative explanation for lower repeat rates following promotion purchases. J. Markeing Res. 26:2 (1989), 205–213.
    • (1989) J. Markeing Res. , vol.26 , Issue.2 , pp. 205-213
    • Neslin, S.A.1    Shoemaker, R.W.2
  • 70
    • 1542764389 scopus 로고
    • Coupon distribution and redemption patterns
    • Nielsen Clearing House Chicago
    • Nielsen Clearing House, Coupon distribution and redemption patterns. 1990, Nielsen Clearing House, Chicago.
    • (1990)
    • Nielsen Clearing House1
  • 71
    • 34249920034 scopus 로고
    • Brand experience as a moderator of the negative impact of promotions
    • Ortmeyer, G., Huber, J., Brand experience as a moderator of the negative impact of promotions. Marketing Lett. 2 (1991), 35–45.
    • (1991) Marketing Lett. , vol.2 , pp. 35-45
    • Ortmeyer, G.1    Huber, J.2
  • 72
    • 0001324742 scopus 로고
    • The effects of brand loyalty on competitive price promotions strategies
    • Raju, J., Srinivasan, S.V., Lal, R., The effects of brand loyalty on competitive price promotions strategies. Management Sci. 36 (1990), 276–304.
    • (1990) Management Sci. , vol.36 , pp. 276-304
    • Raju, J.1    Srinivasan, S.V.2    Lal, R.3
  • 73
    • 0015659328 scopus 로고
    • Dynamic models for sales promotion policies
    • Rao, V.R., Thomas, L.J., Dynamic models for sales promotion policies. Oper. Res. Quart. 24:3 (1973), 403–417.
    • (1973) Oper. Res. Quart. , vol.24 , Issue.3 , pp. 403-417
    • Rao, V.R.1    Thomas, L.J.2
  • 74
    • 0001822617 scopus 로고
    • Factors affecting coupon redemption rates
    • (Fall)
    • (Fall)Reibstein, D.J., Traver, P.A., Factors affecting coupon redemption rates. J. Marketing 46 (1982), 102–113.
    • (1982) J. Marketing , vol.46 , pp. 102-113
    • Reibstein, D.J.1    Traver, P.A.2
  • 75
    • 0003551836 scopus 로고
    • The relationship between advertising and promotion in brand strategy
    • Marketing Science Institute Cambridge, MA
    • Strang, R.A., The relationship between advertising and promotion in brand strategy. 1975, Marketing Science Institute Cambridge, MA.
    • (1975)
    • Strang, R.A.1
  • 76
    • 0000538440 scopus 로고
    • Mental accounting and consumer choice
    • Thaler, R., Mental accounting and consumer choice. Marketing Sci. 4:3 (1985), 199–214.
    • (1985) Marketing Sci. , vol.4 , Issue.3 , pp. 199-214
    • Thaler, R.1
  • 77
    • 0003969894 scopus 로고
    • Principles of Econometrics
    • Wiley
    • Theil, H., Principles of Econometrics. 1971, Wiley.
    • (1971)
    • Theil, H.1
  • 78
    • 85023449012 scopus 로고
    • Estimating the effects of consumer incentive programs on domestic auto sales
    • forthcoming
    • forthcoming Thompson, P., Noordewier, T., Estimating the effects of consumer incentive programs on domestic auto sales. J. Business Econom. Statist., 1991.
    • (1991) J. Business Econom. Statist.
    • Thompson, P.1    Noordewier, T.2
  • 79
    • 0000878787 scopus 로고
    • A Model of Sales
    • (September)
    • (September)Varian, H.R., A Model of Sales. Amer. Econom. Rev. 70 (1980), 651–659.
    • (1980) Amer. Econom. Rev. , vol.70 , pp. 651-659
    • Varian, H.R.1
  • 80
    • 0002523065 scopus 로고
    • Modeling purchase-timing and brand-switching behavior incorporate explanatory variables and unobserved heterogeneity
    • Vilcassim, N.J., Jain, D.C., Modeling purchase-timing and brand-switching behavior incorporate explanatory variables and unobserved heterogeneity. J. Marketing Res. 28:1 (1991), 29–41.
    • (1991) J. Marketing Res. , vol.28 , Issue.1 , pp. 29-41
    • Vilcassim, N.J.1    Jain, D.C.2
  • 81
    • 0000388661 scopus 로고
    • An empirical investigation into retailer response to manufacturer trade promotions
    • Walters, R.G., An empirical investigation into retailer response to manufacturer trade promotions. J. Retailing 65:2 (1989), 253–272.
    • (1989) J. Retailing , vol.65 , Issue.2 , pp. 253-272
    • Walters, R.G.1
  • 82
    • 0001867184 scopus 로고
    • Assessing the impact of retail price promotions on product substitution, complementary purchase, and interstore sales displacement
    • Walters, R.G., Assessing the impact of retail price promotions on product substitution, complementary purchase, and interstore sales displacement. J. Marketing 55 (1991), 17–28.
    • (1991) J. Marketing , vol.55 , pp. 17-28
    • Walters, R.G.1
  • 83
    • 0001842468 scopus 로고
    • A structural equations analysis of the impact of price promotions on store performance
    • Walters, R.G., MacKenzie, S.B., A structural equations analysis of the impact of price promotions on store performance. J. Marketing Res. 25:1 (1988), 51–63.
    • (1988) J. Marketing Res. , vol.25 , Issue.1 , pp. 51-63
    • Walters, R.G.1    MacKenzie, S.B.2
  • 84
    • 0001022219 scopus 로고
    • An empirical investigation into the impact of price promotions on retail store performance
    • Walters, R.G., Rinne, H.J., An empirical investigation into the impact of price promotions on retail store performance. J. Retailing 62:3 (1986), 237–266.
    • (1986) J. Retailing , vol.62 , Issue.3 , pp. 237-266
    • Walters, R.G.1    Rinne, H.J.2
  • 85
    • 0000793705 scopus 로고
    • A pooled cross-section time series model of coupon promotions
    • (November)
    • (November)Ward, R.W., Davis, J.E., A pooled cross-section time series model of coupon promotions. Amer. J. Agricul. Econom. 60 (1978), 393–401.
    • (1978) Amer. J. Agricul. Econom. , vol.60 , pp. 393-401
    • Ward, R.W.1    Davis, J.E.2
  • 86
    • 0000187620 scopus 로고
    • A reference price model of brand choice for frequently purchased products
    • (September)
    • (September)Winer, Russell S., A reference price model of brand choice for frequently purchased products. J. Consumer Res. 13 (1986), 250–256.
    • (1986) J. Consumer Res. , vol.13 , pp. 250-256
    • Winer, R.S.1
  • 87
    • 0042876282 scopus 로고
    • SCANPRO®: A model to measure short-term effects of promotional activities on brand sales, based on store-level scanner data
    • May Johnson Graduate School of Management, Cornell University New York
    • May Wittink, D.R., Addona, M.J., Hawkes, W.J., Porter, J.C., SCANPRO®: A model to measure short-term effects of promotional activities on brand sales, based on store-level scanner data. Working Paper, 1987, Johnson Graduate School of Management, Cornell University, New York.
    • (1987) Working Paper
    • Wittink, D.R.1    Addona, M.J.2    Hawkes, W.J.3    Porter, J.C.4
  • 88
    • 85023554866 scopus 로고
    • Biases in parameter estimates from a linearly aggregated data when the disaggregated model is nonlinear
    • Johnson Graduate School of Management, Cornell University Ithaca, NY
    • Wittink, D.R., Porter, J.C., Gupta, S., Biases in parameter estimates from a linearly aggregated data when the disaggregated model is nonlinear. Working Paper, 1993, Johnson Graduate School of Management, Cornell University, Ithaca, NY.
    • (1993) Working Paper
    • Wittink, D.R.1    Porter, J.C.2    Gupta, S.3


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.