Coupons versus rebates

Marketing Science

Volumn 26, Issue 1, 2007, Pages 67-82

  Qiang, Lu ^a   Moorthy, Sridhar ^b  

^a UNIVERSITY OF SYDNEY   (Australia)

^b UNIVERSITY OF TORONTO   (Canada)

Author keywords

Coupons; Price discrimination; Promotion; Rebates

Indexed keywords

EID: 34247523332     PISSN: 07322399     EISSN: 1526548X     Source Type: Journal    
DOI: 10.1287/mksc.1050.0129     Document Type: Article

References (39)

1. Akerlof, G. A. 1991. Procrastination and obedience. Amer. Econom. Rev. 81(2) 1-19.
2. Banks, J., S. Moorthy. 1999. A model of price promotions with consumer search. Internat. J. Indust. Organ. 17 371-398.
3. Biyalogorsky, E., E. Gerstner. 2004. Contingent pricing to reduce price risks. Marketing Sci. 23(1) 146-155.
4. Blattberg, R. C., S. A. Neslin. 1990. Sales Promotion Concepts, Methods, Strategies. Prentice Hall, Englewood Cliffs, NJ.
5. Bulkeley, William M. 1998. Rebates' secret appeal to manufacturers: Few consumers actually redeem them. Wall Street J. (February 10) B1.
6. Chen, Y., S. Moorthy, Z. J. Zhang. 2005. Price discrimination after the purchase: Rebates as state-dependent discounts. Management Sci. 51(7) 1131-1140.
7. Dhar, S. K., Stephen Hoch. 1996. Price discrimination using in-store merchandising. J. Marketing 60(1) 17-30.
8. Dhar, S. K., J. S. Raju. 1998. The effects of cross-ruff coupons on sales and profits. Management Sci. 44(11) 1501-1515.
9. Dhar, S. K., D. G. Morrison, J. S. Raju. 1996. The effect of package coupons on brand choice: An epilogue on profits. Marketing Sci. 15(2) 192-203.
10. Edmonston, P. 2001. This Internet retailer's watchword is "free after rebate": What's the catch? Wall Street J. (March 5).
11. Gerstner, E., J. D. Hess. 1991. A theory of channel price promotions. Amer. Econom. Rev. 81(4) 872-886.
12. Greenman, C. 1999. The trouble with rebates. New York Times (September 16).
13. Hoch, Stephen, Brian Wansink, Robert Kent. 1997. When consumers space-out at point-of-purchase. Paper presented at the Association for Consumer Research Annual Conference, October 12, 1996, Tucson, AZ.
14. Iyer, G. 1998. Coordinating channels under price and nonprice competition. Marketing Sci. 17(4) 338-355.
15. Jeuland, A. P., C. Narasimhan. 1985. Dealing-temporary price cuts-by seller as a buyer discrimination mechanism. J. Bus. 58(3) 295-308.
16. Kahneman, D., D. Lovallo. 1993. Timid choices and bold forecasts: A cognitive perspective on risk taking. Management Sci. 39(1) 17-31.
17. Kim, Byung-Do, M. Shi, K. Srinivasan. 2001. Reward programs and tacit collusion. Marketing Sci. 20(2) 99-120.
18. Krishna, A., Z. J. Zhang. 1999. Short- or long-duration coupons: The effect of the expiration date on the profitability of coupon promotions. Management Sci. 45(8) 1041-1056.
19. Levedahl, William. 1984. Marketing, price discrimination, and welfare: Comment. Southern Econom. J. 50 886-891.
20. Lieber, Ron, Martha Brannigan. 2002. New rules for snaring free tickets with frequent-flier miles take hold. Wall Street J. (May 7).
21. Loewenstein, G. 1996. Out of control: Visceral influences on behavior. Organ. Behavior Human Decision Processes 65(3) 272-292.
22. Moraga-Gonzalez, J. L., E. Petrakis. 1999. Coupon advertising under imperfect price information. J. Econom. Management Strategy 8(4) 523-544.
23. Narasimhan, C. 1984. A price discrimination theory of coupons. Marketing Sci. 3(2) 128-147.
24. Neslin, Scott A., Darral G. Clarke. 1987. Relating the brand use profile of coupon redeemers to brand and coupon characteristics. J. Advertising Res. 27(1) 23-32.
25. Neslin, Scott A., R. W. Shoemaker. 1983. A model for evaluating the profitability of coupon promotions. Marketing Sci. 2(Fall) 361-380.
26. Nielsen, A. C. 1965. The impact of retail coupons. J. Marketing 29(4) 11-15.
27. Pindyck, R. S., D. L. Rubinfeld. 1995. Microeconomics. Prentice Hall, Englewood Cliffs, NJ.
28. Raju, J. S., S. K. Dhar, D. G. Morrison. 1994. The effect of package coupons on brand choice. Marketing Sci. 13(2) 145-164.
29. Reibstein, David J., Phillis A. Traver. 1982. Factors affecting coupon redemption rates. J. Marketing 46 102-113.
30. Rey, P., J. Tirole. 1986. The logic of vertical restraints. Amer. Econom. Rev. 76(December) 921-939.
31. Robinson, William A. 1977. 12 basic promotion techniques-Their advantages and pitfalls. Advertising Age 48(2) 50-55.
32. Shaffer, G., Z. J. Zhang. 1995. Competitive coupon targeting. Marketing Sci. 14(4) 395-416.
33. Shaffer, G., Z. J. Zhang. 2002. Competitive one-to-one promotion. Management Sci. 48 1143-1160.
34. Shugan, Steven, Jinhong Xie. 2000. Advance pricing of services and other implications of separating purchase and consumption. J. Service Res. 2(3) 227-239.
35. Soman, D. 1998. The illusion of delayed incentives: Evaluating future effort-money transactions. J. Marketing Res. 35(November) 427-438.
36. Spencer, Jane. 2002. As cash back offers multiple, so do obstacles for consumers. Wall Street J. (June 11).
37. Warner, E. J., R. B. Barsky. 1995. The timing and magnitude of retail store markdowns: Evidence from weekends and holidays. Quart. J. Econom. 110(May) 321-352.
38. Xie, J., S. M. Shugan. 2001. Electronic tickets, smart cards, and online prepayments: When and how to advance sell. Marketing Sci. 20(3) 219-243.
39. Zhang, Z. J., A. Krishna, S. K. Dhar. 2000. The optimal choice of promotional vehicles: Front-loaded or rear-loaded incentives? Management Sci. 46(3) 348-362.