Marketing Science articles from June 1999

Marketing Science archives from June 1999

Introduction to the special issue on managerial decision making.
June 22, 1999... This issue is all about managerial decision making, i.e., how managers go about making decisions and how these decisions can be improved via good marketing analyses. As such it differs somewhat from the regular issues of Marketing Science in that...

The success of marketing management support systems.(Illustration)
June 22, 1999... Abstract This paper provides an introduction to this Special Issue by a) providing a framework for evaluating the potential and actual success of marketing management support systems (MMSS), and b) briefly discussing how each paper in this...

Accounting profits versus marketing profits: a relevant metric for category management.(Illustration)
June 22, 1999... Abstract Retailers have long recognized that some categories are more important than others in consumers' store choice decisions. The overall profitability of a store requires careful category--level merchandising decisions to draw the most...

Commercial use of UPC scanner data: industry and academic perspectives.(Illustration)
June 22, 1999... Abstract The authors report the findings from an exploratory investigation of the use of UPC scanner data in the consumer packaged goods industry in the U.S. The study examines the practitioner community's view of the use of scanner data and...

A decision support system for planning manufacturers' sales promotion calendars.(Illustration)
June 22, 1999... Abstract A common event in the consumer packaged goods industry is the negotiation between a manufacturer and a retailer of the sales promotion calendar. Determining the promotion calendar involves a large number of decisions regarding levels...

PromoCast: a new forecasting method for promotion planning.(Illustration)
June 22, 1999... Abstract This article describes the implementation of a promotion--event forecasting system, PromoCast [tm], and its performance in several pilot applications and validity studies. Pilot studies involved retail grocery chains with 95 to 185...

The dynamic effect of discounting on sales: empirical analysis and normative pricing implications.(Illustration)
June 22, 1999... Abstract Baseline sales measure what retail sales would be in the absence of a promotion (Abraham and Lodish 1993), and models that measure baseline sales are widely used by managers to assess the profitability of promotions (Bucklin and Gupta...

The fundamental templates of quality ads.(Illustration)
June 22, 1999... Abstract Creative ideation is a highly complex process, which is difficult to formalize and control. Evidently, even in a complex thinking context certain patterns of creativity may emerge. Relying on such observed patterns may help in...

SilverScreener: a modeling approach to movie screens management.(Illustration)
June 22, 1999... Abstract Managing the allocation of shelf space for new products is a problem of significant importance for retailers. The problem is particularly complex for exhibitors--the retailers in the motion picture supply chain--because they face...

Development and implementation of a segment selection procedure for industrial product markets.
June 22, 1999... Abstract The purpose of this paper is to develop and illustrate a systematic segment selection procedure that models the tradeoffs among evaluation criteria and organizational resource constraints. The target audience for this paper is both...

Modeling the evolution of markets with indirect network externalities: an application to digital television.(Illustration)
June 22, 1999... Abstract The usefulness of a technology product for an end--user often depends on the availability of complementary software products and services. Computers require software, cameras require .lm, and DVD players require movie programming in...

Risk behavior in response to quotas and contests.(Illustration)
June 22, 1999... Abstract Much of the salesforce compensation literature has focused on developing incentive schemes to maximize effort levels on the part of the salesforce. The amount of effort to expend in the selling task is considered to be the sole...

Industrial pricing: theory and managerial practice.(Illustration)
June 22, 1999... Abstract We organize the existing theoretical pricing research into a new two--level framework for industrial goods pricing. The first level consists of four pricing situations: New Product, Competitive, Product Line, and Cost--based. The...

Commentary on "Industrial pricing: theory and managerial practice."
June 22, 1999... Abstract Noble and Gruca (1999, this issue) provide useful insights into the pricing practices managers employ. Their findings indicate managerial pricing practices are heavily dominated by internal, cost--based approaches. Particularly...

Response to the comments on "Industrial pricing: theory and managerial practice."
June 22, 1999... We would like to thank Cressman for his comments on our paper, "Industrial Pricing: Theory and Managerial Practice." This study had its origins in the thesis of the first author, who entered a doctoral program in marketing after spending 18 years...