Marketing Science articles from January 2003

Marketing Science archives from January 2003

Defining interesting research problems. (Editorial).(Editorial)
January 1, 2003... We argue that research problems are only interesting relative to some external audience. Interesting academic research should impact, at least, that external audience. Hence, we should target our research toward specific external audiences....

Creating win-win trade promotions: theory and empirical analysis of scan-back trade deals.
January 1, 2003... Manufacturer trade promotion spending is second only to cost of goods sold as a profit-and-loss item, yet manufacturers often lose money on these deals as a result of forward-buying by retailers. The search for more effective forms of trade...

Massively categorical variables: revealing the information in zip codes.
January 1, 2003... We introduce the idea of a massively categorical variable, a variable such as zip code that takes on too many values to treat in the standard manner. We show how to use a massively categorical variable directly as an explanatory variable. ...

Price uncertainty and consumer search: a structural model of consideration set formation.
January 1, 2003... We offer an econometric framework that models consumer's consideration set formation as an outcome of her costly information search behavior. Because frequently purchased products are characterized by frequent price promotions of varying depths...

Internet Shopping Agents: virtual co-location and competition.
January 1, 2003... Internet Shopping Agents (ISAs) allow consumers to constlessly search many online retailers and buy as the lowest price. One would expect these ISAs to subject sellers to intense price competition that results in uniform low prices. Yet,...

Measuring heterogeneous reservation prices for product bundles.
January 1, 2003... This paper develops a model for capturing continuous heterogeneity in the joint distribution of reservation prices for products and bundles. Our model is derived from utility theory and captures both within- and among-subject variability....

Advertising competition under consumer inertia. (Research Note).
January 1, 2003... We construct a multistage game-theoretic model of advertising and price competition in a differentiated products duopoly, in which proportions of consumers exhibit latent inertia in favor of repeat purchase. Advertising simultaneously plays the...

Erratum.(Correction Notice)
January 1, 2003... An incorrect version of Equation (4) was printed as part of "Using Advance Purchase Orders to Forecast New Product Sales" by Wendy W. Moe and Peter S. Fader in Marketing Science, Vol. 21, No. 3, Summer 2002, pp. 347-364. The correct version of...