Marketing Science articles from June 2001

Marketing Science archives from June 2001

Electronic tickets, smart cards, and online prepayments: when and how to advance sell.
June 22, 2001... Abstract Advance selling occurs when sellers allow buyers to purchase at a time preceding consumption (Shugan and Xie 2000). Electronic tickets, smart cards, online prepayments, and other technological advances make advance selling...

Structural analysis of manufacturer pricing in the presence of a strategic retailer.
June 22, 2001... Abstract Consumer goods manufacturers usually sell their brands to consumers through common independent retailers. Theoretical research on such channel structures has analyzed the optimal behavior of channel members under alternative...

Quality segmentation in spatial markets: when does cannibalization affect product line design?
June 22, 2001... Abstract Durable goods manufacturers often design product lines by segmenting their markets on quality attributes--attributes that exhibit a "more is better" property for all consumers. Since products within a product line are partial...

Unobserved retailer behavior in multimarket data: joint spatial dependence in market shares and promotion variables.
June 22, 2001... Abstract Marketing scholars and practitioners frequently infer market responses from cross-sectional or pooled cross-section by time data. Such cases occur especially when historical data are either absent or are not representative of the...

Research note: consumer heterogeneity and competitive price-matching guarantees.
June 22, 2001... Abstract Price-matching guarantees are widely used in consumer and industrial markets. Previous studies argue that they are marketing tactic that facilitates implicit price collusion. This is because once a store adopts this marketing...

Research note: price discrimination as an adverse signal; why an offer to spread payments may hurt demand.
June 22, 2001... Abstract Firms often search enthusiastically for distinguishing traits that they may use to price discriminate between segments. Yet there are occasions in which firms forgo the opportunity to price discriminate and instead charge a single...