Measuring the Impact of Promotions on Brand Switching when Consumers Are Forward Looking

Journal of Marketing Research

Volumn 40, Issue 4, 2003, Pages 389-405

  Sun, Baohong ^a   Neslin, Scott A ^b   Srinivasan, Kannan ^c  

^a UNIVERSITY OF NORTH CAROLINA   (United States)

^b DARTMOUTH COLLEGE   (United States)

^c CARNEGIE MELLON UNIVERSITY   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 0344496258     PISSN: 00222437     EISSN: None     Source Type: Journal    
DOI: 10.1509/jmkr.40.4.389.19392     Document Type: Article

References (50)

1. Abraham, Magid M. and Leonard M. Lodish (1987), "PROMOTER: An Automated Promotion Evaluation System," Marketing Science, 6 (2), 101-123.
2. Ailawadi, Kusum L., Karen Gedenk, and Scott A. Neslin (1999), "Heterogeneity and Purchase Event Feedback in Choice Models: An Empirical Analysis with Implications for Model Building," International Journal of Research in Marketing, 16 (3), 177-98.
3. _ and Scott A. Neslin (1998), "The Effect of Promotion on Consumption: Buying More and Consuming It Faster," Journal of Marketing Research, 35 (August), 390-98.
4. Allenby, Greg M. and Peter E. Rossi (1991), "Quality Perceptions and Asymmetric Switching Between Brands," Marketing Science, 10 (3), 185-204.
5. Amemiya, Takeshi (1985), Advanced Econometrics. Cambridge, MA: Harvard University Press.
6. Assunção, João L. and Robert Meyer (1993), "The Rational Effect of Price Promotions on Sales and Consumption," Management Science, 39 (5), 517-35.
7. Bell, David R., Jeongwen Chiang, and V. Padmanabhan (1999), "The Decomposition of Promotional Response: An Empirical Generalization," Marketing Science, 18 (4), 504-526.
8. Ben-Akiva, Moshe and Steven R. Lerman (1985), Discrete Choice Analysis. Cambridge: Massachusetts Institute of Technology Press.
9. Blattberg, Robert C., Gary Eppen, and Joshua Lieberman (1981), "A Theoretical and Empirical Evaluation of Price Deals for Consumer Nondurables," Journal of Marketing, 45 (January), 116-29.
10. Bucklin, Randolph E., Sunil Gupta, and S. Siddarth (1998), "Determining Segmentation in Sales Response Across Consumer Purchase Behaviors," Journal of Marketing Research, 35 (May), 189-97.
11. Chang, Kwangpil, S. Siddarth, and Charles B. Weinberg (1999), "The Impact of Heterogeneity in Purchase Timing and Price Responsiveness on Estimates of Sticker Shock Effect," Marketing Science, 18 (2), 178-92.
12. Chiang, Jeongwen (1991), "A Simultaneous Approach to the Whether, What, and How Much to Buy Questions," Marketing Science, 10 (4), 297-315.
13. _ (1995), "Competing Coupon Promotions and Category Sales," Marketing Science, 14 (1), 105-122.
14. Chintagunta, Pradeep K. (1993), "Investigating Purchase Incidence, Brand Choice, and Purchase Quantity Decisions of Households," Marketing Science, 12 (2), 184-208.
15. _, Dipak C. Jain, and Naufel J. Vilcassim (1991), "Investigating Heterogeneity in Brand Preferences in Logit Models for Panel Data," Journal of Marketing Research, 28 (November), 417-28.
16. Erdem, Tülin, Susumu Imai, and Michael P. Keane (2003), "Brand and Quantity Choice Dynamics Under Price Uncertainty," Quantitative Marketing and Economics, 1 (1), 5-64.
17. _ and Michael P. Keane (1996), "Decision-Making Under Uncertainty: Capturing Dynamic Brand Choice Processes in Turbulent Consumer Goods Markets," Marketing Science, 15 (1), 1-20.
18. _ and Baohong Sun (2002), "An Empirical Investigation of the Spillover Effects of Advertising and Sales Promotions in Umbrella Branding," Journal of Marketing Research, 39 (November), 408-420.
19. Golabi, Kamal (1985), "Optimal Inventory Policies When Ordering Prices Are Random," Operations Research, 33 (3), 575-88.
20. Gönül, Fusun and Kannan Srinivasan (1993), "Modeling Multiple Sources of Heterogeneity in Multinomial Logit Models: Methodological and Managerial Issues," Marketing Science, 12 (3), 213-29.
21. _ and _ (1996), "Impact of Consumer Expectations of Coupons on Purchase Behavior," Marketing Science, 15 (3), 262-79.
22. Guadagni, Peter M. and John D. Little (1983), "A Logit Model of Brand Choice Calibrated on Scanner Data," Marketing Science, 2 (3), 203-238.
23. Gupta, S. (1988), "Impact of Sales Promotions on When, What, and How Much to Buy," Journal of Marketing Research, 25 (November), 342-55.
24. Hanemann, W. Michael (1984), "Discrete/Continuous Models of Consumer Demand," Econometrica, 52 (3), 541-61.
25. Heckman, J. (1981), "Heterogeneity and State Dependence," in Studies in Labor Markets, S. Rosen, ed. Chicago: University of Chicago Press, 91-139.
26. Helsen, Kristian and David C. Schmittlein (1992), "Some Characterizations of Stockpiling Behavior Under Uncertainty," Marketing Letters, 3 (1), 5-17.
27. Hendel, Igal and Aviv Nevo (2002), "Measuring the Implications of Sales and Consumer," working paper, University of California, Berkeley.
28. Information Resources Inc. (1995), IRI Marketing Factbook. Chicago: Information Resources.
29. Kamakura, Wagner A. and Gary J. Russell (1989), "A Probabilistic Choice Model for Market Segmentation and Elasticity Structure," Journal of Marketing Research, 26 (November), 379-90.
30. Keane, Michael P. (1993), "Simulation Estimation for Panel Data Models with Limited Dependent Variables," in Handbook of Statistics, G.S. Maddala, C.R. Rao, and H.D. Vinod, eds. New York: Elsevier Science Publishers.
31. _ (1997a), "Current Issues in Discrete Choice Modeling," Marketing Letters, 8 (3), 307-322.
32. _ (1997b), "Modeling Heterogeneity and State Dependence in Consumer Choice Behavior," Journal of Business and Economic Statistics, 15 (3), 310-27.
33. _ and Kenneth I. Wolpin (1994), "Solution and Estimation of Dynamic Programming Models by Simulation," Review of Economics and Statistics," 76 (4), 648-72.
34. Kopalle, Praveen K., Carl F. Mela, and Lawrence Marsh (1999), "The Dynamic Effect of Discounting on Sales: Empirical Analysis and Normative Pricing Implications," Marketing Science, 18 (3), 317-32.
35. Krishna, Aradhna (1992), "The Normative Impact of Consumer Price Expectations for Multiple Brands on Consumer Purchase Behavior," Marketing Science, 11 (3), 266-87.
36. _ (1994a), "The Effect of Deal Knowledge on Consumer Purchase Behavior," Journal of Marketing Research, 31 (February), 76-91.
37. _ (1994b), "The Impact of Dealing Patterns on Purchase Behavior," Marketing Science, 13 (4), 351-73.
38. _, Imran C. Currim, and Robert W. Shoemaker (1989), "Consumer Perceptions of Promotional Activity," Journal of Marketing, 55 (April), 4-16.
39. Lucas, Robert, Jr. (1976), "Econometric Policy Evaluation: A Critique," in The Phillips Curve and Labor Market, Carnegie-Rochester Conference on Public Policy Series, Vol. 1, Karl Brunner and Allan H. Meltzer, eds. New York: American Elsevier, 19-46.
40. MCFadden, Daniel (1989), "A Method of Simulated Moments for Estimation of Discrete Response Models Without Numerical Integration," Econometrica, 57 (5), 995-1026.
41. Mela, Carl F., Kamel Jedidi, and Douglas Bowman (1998), "The Long-Term Impact of Promotions on Consumer Stockpiling Behavior," Journal of Marketing Research, 34 (May), 248-61.
42. Meyer, Robert J. and João Assunção (1990), "The Optimality of Consumer Stockpiling Strategies," Marketing Science, 9 (1), 18-41.
43. Mulhern, Francis J. and Robert P. Leone (1991), "Implicit Price Bundling of Retail Products: A Multiproduct Approach to Maximizing Store Profitability," Journal of Marketing, 55 (October), 63-76.
44. Neslin, Scott A., Caroline Henderson, and John Quelch (1985), "Consumer Promotions and the Acceleration of Product Purchases," Marketing Science, 4 (3), 147-65.
45. _ and Linda G. Schneider Stone (1996), "Consumer Inventory Sensitivity and the Postpromotion Dip," Marketing Letters, 7 (1), 77-94.
46. Pakes, Ariel (1986), "Patents as Options: Some Estimates of the Value of Holding European Patent Stocks," Econometrica, 54 (4), 755-84.
47. Seetharaman, P.B., Andrew Ainslie, and Pradeep K. Chintagunta (1999), "Investigating Household State Dependence Effects Across Categories," Journal of Marketing Research, 36 (November), 448-500.
48. Sun, Baohong (2003), "Promotion Effect on Endogenous Consumption," working paper, Kenan-Flagler Business School, University of North Carolina.
49. van Heerde, Harald J., Sachin Gupta, and Dick R. Wittink (2003), "Is 75% of the Sales Promotion Bump Due to Brand Switching? No, Only 33% Is," Journal of Marketing Research, 40 (November), 481-91.
50. _, Peter S.H. Leeflang, and Dick R. Wittink (2000), "The Estimation of Pre- and Postpromotion Dips with Store-Level Scanner Data," Journal of Marketing Research, 37 (August), 383-95.