메뉴 건너뛰기




Volumn 21, Issue 4-5, 2005, Pages 367-378

The implementation challenge of pricing decision support systems for retail managers

Author keywords

Decision support system; Marketing; Price optimization; Retailing; Scanner data

Indexed keywords

COMPUTER SOFTWARE; INFORMATION ANALYSIS; MANAGERS; MARKETING; MATHEMATICAL MODELS; OPTIMIZATION; RETAIL STORES; STATISTICAL METHODS;

EID: 24144434705     PISSN: 15241904     EISSN: None     Source Type: Journal    
DOI: 10.1002/asmb.572     Document Type: Article
Times cited : (19)

References (60)
  • 3
    • 0009243660 scopus 로고    scopus 로고
    • From decision support to decision automation: A 2020 vision
    • Bucklin RE, Lehmann DR, Little JDC. From decision support to decision automation: a 2020 vision. Marketing Letters 1998; 9(3):235-246.
    • (1998) Marketing Letters , vol.9 , Issue.3 , pp. 235-246
    • Bucklin, R.E.1    Lehmann, D.R.2    Little, J.D.C.3
  • 4
    • 0348150724 scopus 로고
    • Models and managers: The concept of a decision calculus
    • Little JDC. Models and managers: the concept of a decision calculus. Management Science 1970; 16(8):B466-B485.
    • (1970) Management Science , vol.16 , Issue.8
    • Little, J.D.C.1
  • 6
    • 84985748270 scopus 로고
    • The determinants of DSS success - An integrated model
    • Guimaraes T, Igbaria M, Lu MT. The determinants of DSS success - an integrated model. Decision Sciences 1992; 23(2):409-430.
    • (1992) Decision Sciences , vol.23 , Issue.2 , pp. 409-430
    • Guimaraes, T.1    Igbaria, M.2    Lu, M.T.3
  • 7
    • 0031184875 scopus 로고    scopus 로고
    • Marketing decision support systems: Adoption, use, and satisfaction
    • Wierenga B, Ophuis P. Marketing decision support systems: adoption, use, and satisfaction. International Journal of Research in Marketing 1997; 14(3):275-290.
    • (1997) International Journal of Research in Marketing , vol.14 , Issue.3 , pp. 275-290
    • Wierenga, B.1    Ophuis, P.2
  • 8
    • 0001166456 scopus 로고
    • Database models and managerial intuition: 50% model + 50% manager
    • Blattberg RC, Hoch SJ. Database models and managerial intuition: 50% model + 50% manager. Management Science 1990; 36(8):887-899.
    • (1990) Management Science , vol.36 , Issue.8 , pp. 887-899
    • Blattberg, R.C.1    Hoch, S.J.2
  • 9
    • 0002037611 scopus 로고    scopus 로고
    • A psychological approach to decision support systems
    • Hoch SJ, Schkade DA. A psychological approach to decision support systems. Management Science 1996; 42(1): 51-64.
    • (1996) Management Science , vol.42 , Issue.1 , pp. 51-64
    • Hoch, S.J.1    Schkade, D.A.2
  • 10
    • 0032074640 scopus 로고    scopus 로고
    • Improving decision making by means of a marketing decision support system
    • Van Bruggen GH, Smidts A, Wierenga B. Improving decision making by means of a marketing decision support system. Management Science 1998; 44(5):645-658.
    • (1998) Management Science , vol.44 , Issue.5 , pp. 645-658
    • Van Bruggen, G.H.1    Smidts, A.2    Wierenga, B.3
  • 11
    • 0001301707 scopus 로고
    • Decision support systems for marketing managers
    • Little JDC. Decision support systems for marketing managers. Journal of Marketing 1979; 43(3):9-26.
    • (1979) Journal of Marketing , vol.43 , Issue.3 , pp. 9-26
    • Little, J.D.C.1
  • 12
    • 33645585787 scopus 로고    scopus 로고
    • Price optimization is hot, but it's just the beginning
    • August
    • Girard G. Price optimization is hot, but it's just the beginning. AMR Research Report on Retail, August 2002.
    • (2002) AMR Research Report on Retail
    • Girard, G.1
  • 13
    • 17544379989 scopus 로고    scopus 로고
    • The price is really right with a web-savvy system, companies can figure out just what the market will bear
    • Keenan F. The price is really right with a web-savvy system, companies can figure out just what the market will bear. Business Week 2003; (3826):62.
    • (2003) Business Week , Issue.3826 , pp. 62
    • Keenan, F.1
  • 14
    • 33645584721 scopus 로고    scopus 로고
    • Retailers slow to adopt analytics software
    • Reda S. Retailers slow to adopt analytics software. Stores (KhiMetrics, Inc.) 2002; 84(6):22.
    • (2002) Stores (KhiMetrics, Inc.) , vol.84 , Issue.6 , pp. 22
    • Reda, S.1
  • 16
    • 33645602250 scopus 로고    scopus 로고
    • Despite early positive results, retailers haven't jumped on analytics bandwagon
    • Reda S. Despite early positive results, retailers haven't jumped on analytics bandwagon. Stores (KhiMetrics, Inc.) 2003; 85(3):34.
    • (2003) Stores (KhiMetrics, Inc.) , vol.85 , Issue.3 , pp. 34
    • Reda, S.1
  • 17
    • 0000257156 scopus 로고
    • A logit model of brand choice calibrated on scanner data
    • Guadagni PM, Little JDC. A logit model of brand choice calibrated on scanner data. Marketing Science 1983; 1(2):203-238.
    • (1983) Marketing Science , vol.1 , Issue.2 , pp. 203-238
    • Guadagni, P.M.1    Little, J.D.C.2
  • 21
    • 0033235397 scopus 로고    scopus 로고
    • Commercial use of UPC scanner data: Industry and academic perspectives
    • Bucklin RE, Gupta S. Commercial use of UPC scanner data: industry and academic perspectives. Marketing Science 1999; 18(3):247-273.
    • (1999) Marketing Science , vol.18 , Issue.3 , pp. 247-273
    • Bucklin, R.E.1    Gupta, S.2
  • 22
    • 0142231525 scopus 로고    scopus 로고
    • Bayesian statistics and marketing
    • Rossi PE, Allenby GM. Bayesian statistics and marketing. Marketing Science 2003; 22(3):304-328.
    • (2003) Marketing Science , vol.22 , Issue.3 , pp. 304-328
    • Rossi, P.E.1    Allenby, G.M.2
  • 23
    • 0030299447 scopus 로고    scopus 로고
    • The value of purchase history data in target marketing
    • Rossi PE, McCulloch RE, Allenby GM. The value of purchase history data in target marketing. Marketing Science 1996; 15(4):321-340.
    • (1996) Marketing Science , vol.15 , Issue.4 , pp. 321-340
    • Rossi, P.E.1    McCulloch, R.E.2    Allenby, G.M.3
  • 24
    • 0031283666 scopus 로고    scopus 로고
    • Creating micro-marketing pricing strategies using supermarket scanner data
    • Montgomery AL. Creating micro-marketing pricing strategies using supermarket scanner data. Marketing Science 1997; 16(4):315-337.
    • (1997) Marketing Science , vol.16 , Issue.4 , pp. 315-337
    • Montgomery, A.L.1
  • 25
    • 0000783711 scopus 로고
    • Shrinkage estimation of price and promotional elasticities: Seemingly unrelated equations
    • Blattberg RC, George E. Shrinkage estimation of price and promotional elasticities: seemingly unrelated equations. Journal of the American Statistical Association 1991; 86:304-315.
    • (1991) Journal of the American Statistical Association , vol.86 , pp. 304-315
    • Blattberg, R.C.1    George, E.2
  • 26
    • 0442325132 scopus 로고    scopus 로고
    • Account-level modeling for trade promotion: An application of a constrained parameter hierarchical model
    • Boatwright P, Rossi PE, McCulloch RE. Account-level modeling for trade promotion: an application of a constrained parameter hierarchical model. Journal of the American Statistical Association 1999; 94:1063-1073.
    • (1999) Journal of the American Statistical Association , vol.94 , pp. 1063-1073
    • Boatwright, P.1    Rossi, P.E.2    McCulloch, R.E.3
  • 27
    • 33645603212 scopus 로고    scopus 로고
    • Hierarchical Bayes models for micro-marketing strategies
    • Constantine Gatsonis et al. (eds). Springer: New York
    • Montgomery AL. Hierarchical Bayes models for micro-marketing strategies. Case Studies in Bayesian Statistics. Constantine Gatsonis et al. (eds). Springer: New York, 1997; 95-141.
    • (1997) Case Studies in Bayesian Statistics , pp. 95-141
    • Montgomery, A.L.1
  • 28
    • 0030522225 scopus 로고    scopus 로고
    • Do household scanner data provide representative inferences from brand choices: A comparison with store data
    • Gupta S, Chintagunta P, Kaul A, Wittink DR. Do household scanner data provide representative inferences from brand choices: a comparison with store data. Journal of Marketing Research 1996; 33(4):383-398.
    • (1996) Journal of Marketing Research , vol.33 , Issue.4 , pp. 383-398
    • Gupta, S.1    Chintagunta, P.2    Kaul, A.3    Wittink, D.R.4
  • 29
    • 45249128876 scopus 로고
    • Combining forecasts: A review and annotated bibliography
    • Clemen RT. Combining forecasts: a review and annotated bibliography. International Journal of Forecasting 1989; 5:559-583.
    • (1989) International Journal of Forecasting , vol.5 , pp. 559-583
    • Clemen, R.T.1
  • 30
    • 21144459694 scopus 로고
    • Estimating nonlinear parameters in the multinomial logit model
    • Fader PS, Lattin JM, Little JDC. Estimating nonlinear parameters in the multinomial logit model. Marketing Science 1992; 11(4):372-385.
    • (1992) Marketing Science , vol.11 , Issue.4 , pp. 372-385
    • Fader, P.S.1    Lattin, J.M.2    Little, J.D.C.3
  • 31
    • 21844508175 scopus 로고
    • Making the cut: Modeling and analyzing choice set restriction in scanner panel data
    • Siddarth S, Bucklin RE, Morrison DG. Making the cut: modeling and analyzing choice set restriction in scanner panel data. Journal of Marketing Research 1995; 32(3):255-266.
    • (1995) Journal of Marketing Research , vol.32 , Issue.3 , pp. 255-266
    • Siddarth, S.1    Bucklin, R.E.2    Morrison, D.G.3
  • 35
    • 33645608442 scopus 로고    scopus 로고
    • Assortment planning in the presence of consumer search
    • University of Pennsylvania, Wharton School, Operations and Information Management
    • Cachon T, Xu Y. Assortment planning in the presence of consumer search. Working Paper, University of Pennsylvania, Wharton School, Operations and Information Management, 2002.
    • (2002) Working Paper
    • Cachon, T.1    Xu, Y.2
  • 36
    • 0007247651 scopus 로고    scopus 로고
    • The effect of product assortment on buyer preferences
    • Simonson I. The effect of product assortment on buyer preferences. Journal of Retailing 1999; 75(3):347-370.
    • (1999) Journal of Retailing , vol.75 , Issue.3 , pp. 347-370
    • Simonson, I.1
  • 37
    • 0001301854 scopus 로고
    • A unified approach to identifying, estimating, and testing demand structures with aggregate scanner data
    • Allenby GM. A unified approach to identifying, estimating, and testing demand structures with aggregate scanner data. Marketing Science 1989; 8(3):265-280.
    • (1989) Marketing Science , vol.8 , Issue.3 , pp. 265-280
    • Allenby, G.M.1
  • 38
    • 35448960486 scopus 로고    scopus 로고
    • Reflecting uncertainty about economic theory when estimating consumer demand
    • Franses PH, Montgomery AL (eds). Elsevier: New York
    • Montgomery AL. Reflecting uncertainty about economic theory when estimating consumer demand. In Econometric Models in Marketing, vol. 16, Franses PH, Montgomery AL (eds). Elsevier: New York, 2002; 257-294.
    • (2002) Econometric Models in Marketing , vol.16 , pp. 257-294
    • Montgomery, A.L.1
  • 39
    • 0030305926 scopus 로고    scopus 로고
    • Pricing decisions under demand uncertainty: A Bayesian mixture model approach
    • Kalyanam K. Pricing decisions under demand uncertainty: a Bayesian mixture model approach. Marketing Science 1996; 15(3):207-221.
    • (1996) Marketing Science , vol.15 , Issue.3 , pp. 207-221
    • Kalyanam, K.1
  • 40
    • 0033233939 scopus 로고    scopus 로고
    • Why analyst overconfidence about the functional form of demand can lead to overpricing
    • Montgomery AL, Bradlow ET. Why analyst overconfidence about the functional form of demand can lead to overpricing. Marketing Science 1999; 18(4):569-583.
    • (1999) Marketing Science , vol.18 , Issue.4 , pp. 569-583
    • Montgomery, A.L.1    Bradlow, E.T.2
  • 41
    • 0347712338 scopus 로고    scopus 로고
    • Relative price level of 99-ending prices: Image versus reality
    • Schindler RM. Relative price level of 99-ending prices: image versus reality. Marketing Letters 2001; 12(3):239-247.
    • (2001) Marketing Letters , vol.12 , Issue.3 , pp. 239-247
    • Schindler, R.M.1
  • 42
    • 0032330670 scopus 로고    scopus 로고
    • Estimating irregular pricing effects: A stochastic spline regression approach
    • Kalyanam K, Shively TS. Estimating irregular pricing effects: a stochastic spline regression approach. Journal of Marketing Research 1998; 35:16-29.
    • (1998) Journal of Marketing Research , vol.35 , pp. 16-29
    • Kalyanam, K.1    Shively, T.S.2
  • 44
    • 0000486873 scopus 로고
    • Promoter - An automated promotion evaluation system
    • Abraham MM, Lodish LM. Promoter - an automated promotion evaluation system. Marketing Science 1987; 6(2): 101-123.
    • (1987) Marketing Science , vol.6 , Issue.2 , pp. 101-123
    • Abraham, M.M.1    Lodish, L.M.2
  • 45
    • 21144480566 scopus 로고
    • An implemented system for improving promotion productivity using store scanner data
    • Abraham MM, Lodish LM. An implemented system for improving promotion productivity using store scanner data. Marketing Science 1993; 12(3):248-269.
    • (1993) Marketing Science , vol.12 , Issue.3 , pp. 248-269
    • Abraham, M.M.1    Lodish, L.M.2
  • 46
    • 0033235405 scopus 로고    scopus 로고
    • A decision support system for planning manufacturers' sales promotion calendars
    • Silva-Risso JM, Bucklin RE, Morrison DG. A decision support system for planning manufacturers' sales promotion calendars. Marketing Science 1999; 18(3):274-300.
    • (1999) Marketing Science , vol.18 , Issue.3 , pp. 274-300
    • Silva-Risso, J.M.1    Bucklin, R.E.2    Morrison, D.G.3
  • 49
    • 0037412961 scopus 로고    scopus 로고
    • Creating win-win trade promotions: Theory and empirical analysis of scan-back trade deals
    • Drèze X, Bell DR. Creating win-win trade promotions: theory and empirical analysis of scan-back trade deals. Marketing Science 2003; 22(1): 16-29.
    • (2003) Marketing Science , vol.22 , Issue.1 , pp. 16-29
    • Drèze, X.1    Bell, D.R.2
  • 50
    • 21844502135 scopus 로고
    • The influence of prior beliefs, frequency cues, and magnitude cues on consumers' perceptions of comparative price data
    • Alba JW, Broniarczyk SM, Shimp TA, Urbany JE. The influence of prior beliefs, frequency cues, and magnitude cues on consumers' perceptions of comparative price data. Journal of Consumer Research 1994; 21(2):219-235.
    • (1994) Journal of Consumer Research , vol.21 , Issue.2 , pp. 219-235
    • Alba, J.W.1    Broniarczyk, S.M.2    Shimp, T.A.3    Urbany, J.E.4
  • 51
    • 0042436354 scopus 로고    scopus 로고
    • The grocery empire strikes back
    • Wellman D. The grocery empire strikes back. Supermarket Business 2000; 55(4):77, 82, 84, 88.
    • (2000) Supermarket Business , vol.55 , Issue.4 , pp. 77
    • Wellman, D.1
  • 52
    • 0002536181 scopus 로고
    • Retailer reactions to competitive price changes
    • Dickson PR, Urbany JE. Retailer reactions to competitive price changes. Journal of Retailing 1994; 70(1): 1-20.
    • (1994) Journal of Retailing , vol.70 , Issue.1 , pp. 1-20
    • Dickson, P.R.1    Urbany, J.E.2
  • 53
    • 0032220741 scopus 로고    scopus 로고
    • Similarities in choice behavior across product categories
    • Ainslie A, Rossi PE. Similarities in choice behavior across product categories. Marketing Science 1998; 17(2):91-106.
    • (1998) Marketing Science , vol.17 , Issue.2 , pp. 91-106
    • Ainslie, A.1    Rossi, P.E.2
  • 54
    • 0037298879 scopus 로고    scopus 로고
    • A Bayesian model for prelaunch sales forecasting of recorded music
    • Lee J, Boatwright P, Kamakura WA. A Bayesian model for prelaunch sales forecasting of recorded music. Management Science 2003; 49(2): 179-196.
    • (2003) Management Science , vol.49 , Issue.2 , pp. 179-196
    • Lee, J.1    Boatwright, P.2    Kamakura, W.A.3
  • 55
    • 0033236260 scopus 로고    scopus 로고
    • Estimating price elasticities with theory-based priors
    • Montgomery AL, Rossi PE. Estimating price elasticities with theory-based priors. Journal of Marketing Research 1999; 36(4):413-423.
    • (1999) Journal of Marketing Research , vol.36 , Issue.4 , pp. 413-423
    • Montgomery, A.L.1    Rossi, P.E.2
  • 56
    • 0001315083 scopus 로고
    • A theory for pricing nonfeatured products in supermarkets
    • Little JDC, Shapiro JF, Avery RB. A theory for pricing nonfeatured products in supermarkets. Journal of Business 1980; 53(3):S199-S209.
    • (1980) Journal of Business , vol.53 , Issue.3
    • Little, J.D.C.1    Shapiro, J.F.2    Avery, R.B.3
  • 58
    • 0000836564 scopus 로고
    • Optimal product line pricing: The influence of elasticities and cross-elasticities
    • Reibstein DJ, Gatignon H. Optimal product line pricing: the influence of elasticities and cross-elasticities. Journal of Marketing Research 1984; 21(3):259-267.
    • (1984) Journal of Marketing Research , vol.21 , Issue.3 , pp. 259-267
    • Reibstein, D.J.1    Gatignon, H.2
  • 59
    • 0036003921 scopus 로고    scopus 로고
    • Using multimarket data to predict brand performance in markets for which no or poor data exist
    • Bronnenberg BJ, Sismeiro C. Using multimarket data to predict brand performance in markets for which no or poor data exist. Journal of Marketing Research 2002; 39(1):1-17.
    • (2002) Journal of Marketing Research , vol.39 , Issue.1 , pp. 1-17
    • Bronnenberg, B.J.1    Sismeiro, C.2
  • 60
    • 24144485506 scopus 로고
    • A marketing decision support system for retailers
    • Lodish LM. A marketing decision support system for retailers. Marketing Science 1982; 1(1):31-56.
    • (1982) Marketing Science , vol.1 , Issue.1 , pp. 31-56
    • Lodish, L.M.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.