Price coordination in distribution channels: A dynamic perspective q

European Journal of Operational Research

Volumn 240, Issue 2, 2015, Pages 401-414

  Martín Herrán, Guiomar ^a,b   Taboubi, Sihem ^b,c  

^a UNIVERSITY OF VALLADOLID   (Spain)

^b GERAD   (Canada)

^c HEC MONTRÉAL   (Canada)

Author keywords

Channel coordination; Differential games; Dynamic pricing; Marketing channels

Indexed keywords

GAME THEORY; PROFITABILITY;

CARRY-OVER EFFECTS; CHANNEL COORDINATION; DIFFERENTIAL GAMES; DISTRIBUTION CHANNEL; DYNAMIC PRICING; MARKETING CHANNELS; TRANSITION PERIOD; VERTICAL INTEGRATION;

COSTS;

EID: 84922337706     PISSN: 03772217     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.ejor.2014.07.022     Document Type: Article

References (27)

1. Benchekroun, H., Martín-Herrán, G., & Taboubi, S. (2009). Could myopic pricing be a strategic choice in marketing channels? A game theoretic analysis. Journal of Economic Dynamics and Control, 33(9), 1699-1718.
2. Dean, J. (1969). Pricing pioneering products. The Journal of Industrial Economics, 17, 165-179.
3. Dodds, W. B., Monroe, K. B., & Grewal, D. (1991). Effects of price, brand, and store information on Buyers' product evaluations. Journal of Marketing Research, 28(3), 307-319.
4. Fibich, G., Gavious, A., & Lowengart, O. (2003). Explicit solutions of optimization models and differential games with nonsmooth (asymmetric) reference-price effects. Operations Research, 51, 721-734.
5. Fibich, G., Gavious, A., & Lowengart, O. (2007). Optimal price promotion in the presence of asymmetric reference-price effects. Managerial and Decision Economics, 28, 569-577.
6. Greenleaf, E. A. (1995). The impact of reference price effects on the profitability of price promotions. Marketing Science, 14, 82-104.
7. Helson, H. (1964). Adaptation-level theory. New York: Harper & Row.
8. Ingene, C. A., Taboubi, S., & Zaccour, G. (2012). Game-theoretic coordination mechanisms in marketing channels: Integration and extensions for models without competition. Journal of Retailing, 88(4), 476-496.
9. Jeuland, A. P., & Shugan, S. M. (1983). Managing channel profits. Marketing Science, 2(3), 239-272.
10. Kahneman, D., & Tversky, A. (1979). Prospect theory: An analysis of decision making under risk. Econometrica, 47, 263-291.
11. Kalyanaram, G., & Winer, R. S. (1995). Empirical generalizations from reference price research. Marketing Science, 14(3), G161-G169.
12. Kopalle, P. K., Rao, A. G., & Assunçao, J. L. (1996). Asymmetric reference price effects and dynamic pricing policies. Marketing Science, 15(1), 60-85.
13. Kopalle, P. K., & Winer, R. S. (1996). A dynamic model of reference price and expected quality. Marketing Letters, 7, 41-52.
14. Krishnamurthi, L., Mazumdar, T., & Raj, S. P. (1992). Asymmetric response to price in consumer brand choice and purchase quantity decisions. Journal of Consumer Research, 19, 387-400.
15. Martín-Herrán, G., Taboubi, S., & Zaccour, G. (2012). Dual role of price and myopia in a marketing channel. European Journal of Operational Research, 219(2), 284-295.
16. Mazumdar, T., Raj, S. P., & Sinha, I. (2005). Reference price research: Review and propositions. Journal of Marketing, 69, 84-102.
17. Monroe, K. B. (1979). Pricing: Making profitable decisions. New York, NY: McGraw- Hill.
18. Nasiry, J., & Popescu, I. (2011). Dynamic pricing with loss-averse consumers and peak-end anchoring. Operations Research, 59(6), 1361-1368.
19. Nerlove, M., & Arrow, K. J. (1962). Optimal advertising policy under dynamic conditions. Economica, 29, 129-142.
20. Nicolau, J. L. (2013). Direct versus indirect channels: Differentiated loss aversion in a high-involvmnet, non-frequently purchased hedonic product. European Journal of Marketing, 47(1/2), 260-278.
21. Popescu, I., & Wu, Y. (2007). Dynamic pricing strategies with reference effects. Operations Research, 55(3), 413-429.
22. Sorger, G. (1988). Reference price formation and optimal pricing strategies. In G. Feichtinger (Ed.). Optimal control theory and economic analysis (Vol. 3, pp. 97-120). Amsterdam: Elsevier.
23. Spengler, J. J. (1950). Vertical integration and antitrust policy. Journal of Political Economy, 58, 347-352.
24. Thaler, R. (1985). Mental accounting and consumer choice. Marketing Science, 4(3), 199-214.
25. Völckner, F. (2008). The dual role of price: Decomposing consumers' reactions to price. Journal of the Academy of Marketing Science, 36, 359-377.
26. Weisstein, F. L., Monroe, K. B., & Kukar-Kinney, M. (2013). Effects of price framing on consumers' perceptions of online dynamic pricing practices. Journal of the Academy of Marketing Science, 41, 501-514.
27. Zaccour, G. (2006). On the coordination of dynamic marketing channels and twopart tariffs. Automatica, 44(May), 1233-1239.