New product development under channel acceptance

Marketing Science

Volumn 26, Issue 2, 2007, Pages 149-163

  Luo, Lan ^a   Kannan, P K ^b   Ratchford, Brian T ^c  

^a UNIVERSITY OF SOUTHERN CALIFORNIA   (United States)

^b UNIVERSITY OF MARYLAND   (United States)

^c UNIVERSITY OF TEXAS AT DALLAS   (United States)

Author keywords

Big box retailers; Conjoint model; Distribution channel; Game theory; Home depot; New product forecasting; Product positioning; Retailer acceptance; Wal mart

Indexed keywords

EID: 34247516086     PISSN: 07322399     EISSN: 1526548X     Source Type: Journal    
DOI: 10.1287/mksc.1060.0240     Document Type: Review

References (64)

1. Addelman, S. 1962. Symmetrical and asymmetrical fractional factorial plans. Technometrics 4(February) 47-58.
2. Allenby, G. M., N. Arora, J. L. Ginter. 1995. Incorporating prior knowledge into the analysis of conjoint studies. J. Marketing Res. 32(2) 152-162.
3. Anderson, S. P., A. de Palma, J.-F. Thisse. 1992. Discrete Choice Theory of Product Differentiation. The MIT Press, Cambridge, MA.
4. Balakrishnan, P. V., V. S. Jacob. 1996. Genetic algorithms for product design. Management Sci. 42(8) 1105-1117.
5. Betancourt, R. 2004. The Economics of Retailing and Distribution. Edward Elgar Press, Camberley, UK.
6. Betancourt, R., D. A. Gautschi. 1998. Distribution services and economic power in a channel. J. Retailing 74(1) 37-60.
7. Bounds, G. 2005. The long road to Wal-Mart. Wall Street J. (September 19).
8. Bounds, G. 2006. Wrench wins awards, but is it priced too high to be a hit? Wall Street J. (March 21).
9. Bucksot, S., M. Eads. 2004. Making a commitment: Hartville Hardware's tools assortment stands up to the big boxes. Do It Yourself Retailing (July) 23.
10. Caplin, A., B. Nalebuff. 1991a. Aggregation and imperfect competition: On the existence of equilibrium. Econometrica 59(1) 25-59.
11. Caplin, A., B. Nalebuff. 1991b. Aggregation and social choice: A mean vector theorem. Econometrica 59(1) 1-23.
12. Cappo, J. 2003. How retailer power changes marketing. Advertising Age 72(29) 16-17.
13. Carpenter, G. S. 1989. Perceptual positioning and competitive brand strategy in a two-dimensional, two-brand market. Management Sci. 35(9) 1029-1044.
14. Chintagunta, P. K., J.-P. Dube, V. Singh. 2003. Balancing profitability and customer welfare in a supermarket chain. Quant. Marketing Econom. 1(1) 111-147.
15. Choi, S. C., W. S. DeSarbo. 1993. Game theoretic derivations of competitive strategies in conjoint analysis. Marketing Lett. 4(4) 337-348.
16. Chung, J., V. R. Rao. 2003. A general choice model for bundles with multiple-category products: Application to market segmentation and optimal pricing for bundles. J. Marketing Res. 40(2) 115-130.
17. Corstjens, J., M. Corstjens. 1995. Store Wars: The Battle for Mindspace and Shelfspace. John Wiley & Sons, New York.
18. Coughlan, A. T., B. Wernerfelt. 1989. On credible delegations by oligopolists: A discussion of distribution channels. Management Sci. 35(2) 226-239.
19. Cui, D., D. Curry. 2005. Prediction in marketing using the support vector machine. Marketing Sci. 24(4) 595-615.
20. Desai, P. 2000. Multiple messages to retain retailers: Signaling new product demand. Marketing Sci. 19(4) 381-389.
21. Desai, P., O. Koenigsberg, D. Purohit. 2004. Strategic decentralization and channel coordination. Quant. Marketing Econom. 2(1) 5-22.
22. Divakar, S., B. T. Ratchford, V. Shankar. 2005. CHAN4CAST: A multichannel, multiregion sales forecasting model and decision support system for consumer packaged goods. Marketing Sci. 24(3) 334-350.
23. Evgeniou, T., C. Boussios, G. Zacharia. 2005. Generalized robust conjoint estimation. Marketing Sci. 24(3) 415-429.
24. Felgner, B. H. 1989. Retailers grab power, control marketplace. Marketing News 23(2) 1-2.
25. Glicksberg, I. L. 1952. A further generalization of the Kakutani fixed point theorem with application to Nash equilibrium points. Proc. Amer. Math. Soc. 38 170-174.
26. Goldfeld, S. M., R. E. Quandt. 1972. Nonlinear Methods in Econometrics. North Holland, Amsterdam, The Netherlands.
27. Green, P. E., A. M. Krieger. 2004. Using conjoint analysis to view competitive interaction through the customer's eyes. Wharton on Dynamic Competitive Strategy. John Wiley & Sons, Inc., Hoboken, NJ, 343-367.
28. Greene, W. H. 2000. Econometric Analysis, 4th ed. Prentice Hall, Englewood Cliffs, NJ.
29. Haaijer, R., W. Kamakura, M. Wedel. 2001. The "no-choice" alternative in conjoint choice experiments. Internat. J. Market Res. 43(1) 93-106.
30. Hanson, W., K. Martin. 1996. Optimizing multinomial logit profit functions. Management Sci. 42(7) 992-1003.
31. Hauser, J. R. 1988. Competitive price and pricing strategies. Marketing Sci. 7(1) 76-91.
32. Hauser, J. R., S. M. Shugan. 1983. Defensive marketing strategies. Marketing Sci. 2(4) 319-360.
33. Hauser, J. R., O. Toubia. 2005. The impact of utility balance and endogeneity in conjoint analysis. Marketing Sci. 24(3) 498-507.
34. Horsky, D., P. Nelson. 1992. New brand positioning and pricing in an oligopolistic market. Marketing Sci. 11(2) 133-153.
35. Huber, J., K. Zwerina. 1996. The importance of utility balance in efficient choice design. J. Marketing Res. 33(3) 307-317.
36. Iyer, G., J. M. Villas-Boas. 2003. A bargaining theory of distribution channels. J. Marketing Res. 40(1) 80-100.
37. Kullback, S., M. Kupperman, H. H. Ku. 1962. Tests for contingency tables and Markov chains. Technometrics 4(4) 573-608.
38. Lariviere, M. A., V. Padmanabhan. 1997. Slotting allowances and new product introductions. Marketing Sci. 16(2) 112-128.
39. Lucas, A. 1996. Shelf wars. Sales Marketing Management (March) 121.
40. McCormack, K. 1997. Casualties of war. Financial World 166(5) 45-58.
41. McLaughlin, E. W., V. R. Rao. 1991. Decision Criteria for New Product Acceptance and Success. Quorum Books, New York.
42. Moorthy, K. S. 1988. Product and price competition in a duopoly. Marketing Sci. 7(2) 141-168.
43. Orme, B. K. 1998. The benefits of accounting for respondent heterogeneity in choice modeling. Sawtooth Software Research Paper Series, Sawtooth Software, Inc., Sequim, WA.
44. Pfeffermann, D. 1993. The role of sampling weights when modeling survey data. Internat. Statist. Rev. 16(2) 317-337.
45. Rao, A. R., K. B. Monroe. 1989. The effect of price, brand name, and store name on buyers' perceptions of product quality: An integrative review. J. Marketing Res. 26(3) 351-357.
46. Rao, A. R., K. B. Monroe. 1996. Causes and consequences of price premiums. J. Bus. 69(4) 511-535.
47. Rao, V. R. 1997. Resources for research and pedagogy on new product development processes. J. Marketing Res. 32(1) 185-192.
48. Rao, V. R., H. Sattler. 2000. Measurement of price effects with conjoint analysis: Separating informational and allocative effects of price. Conjoint Measurement: Methods and Applications. Springer-Verlag, Berlin, Germany, 47-66.
49. Roberts, J. H., C. J. Nelson, P. D. Morrison. 2005. A prelaunch diffusion model for evaluating market defense strategies. Marketing Sci. 24(1) 150-164.
50. Schiller, Z., W. Zellner, R. Stodghill, II, M. Maremont. 1992. Clout! More and more, retail giants rule the marketplace. Bus. Week, (December 21) 66-73.
51. Schmalensee, R., J. F. Thisse. 1988. Perceptual maps and the optimal location of new products: An integrative essay. Internat. J. Res. Marketing 5(4) 225-250.
52. Shaffer, G. 1991. Capturing strategic rent: Full-line forcing, brand discounts, aggregate rebates, and maximum resale price maintenance. J. Indust. Econom. 39(September) 557-575.
53. Shaffer, G., F. Zettelmeyer. 2002. When good news about your rival is good for you: The effect of third-party information on the division of channel profits. Marketing Sci. 21(3) 273-293.
54. Simester, D. 1995. Signaling price image using advertised prices. Marketing Sci. 14(2) 166-188.
55. Sinha, A., J. Inman, Y. Wang, J. Park. 2005. Attribute drivers: A factor analytic choice map approach for understanding choices among SKUs. Marketing Sci. 24(3) 351-366.
56. Sudhir, K. 2001a. Structural analysis of manufacturer pricing in the presence of a strategic retailer. Marketing Sci. 20(3) 244-264.
57. Sudhir, K. 2001b. Competitive pricing behavior in the auto market: A structural analysis. Marketing Sci. 20(1) 42-60.
58. Sudhir, K., V. R. Rao. 2006. Are slotting allowances efficiency enhancing or anti-competitive? J. Marketing Res. 43(2) 137-155.
59. Train, K. E. 2003. Discrete Choice Methods with Simulation. Cambridge University Press, Cambridge, UK.
60. Ulrich, K. T., S. Pearson. 1998. Assessing the importance of design through product archaeology. Management Sci. 44(3) 352-369.
61. Urban, G. L., J. R. Hauser. 1993. Design and Marketing of New Products, 2nd ed. Prentice Hall, Englewood Cliffs, NJ.
62. Villas-Boas, J. M. 1998. Product line design for a distribution channel. Marketing Sci. 17(2) 156-169.
63. Villas-Boas, J. M., Y. Zhao. 2005. Retailer, manufacturers, and individual consumers: Modeling the supply side the ketchup market. J. Marketing Res. 42(1) 83-95.
64. Wernerfelt, B. 1991. Brand loyalty and market equilibrium. Marketing Sci. 10(3) 229-245.