Marketing Science articles from March 2001

Marketing Science archives from March 2001

Reward programs and tacit collusion.
March 22, 2001... Abstract Reward programs, a promotional tool to develop customer loyalty, offer incentives to consumers on the basis of cumulative purchases of a given product or service from a firm. Reward programs have become increasingly common in many...

Are sale signs less effective when more products have them?
March 22, 2001... Abstract We analyze data from a variety of sources, including historical data from a women's clothing catalog, a field study in that catalog, survey responses to catalog stimuli, and grocery store data for frozen juice, toothpaste, and...

Delegating pricing decisions.
March 22, 2001... Abstract An outstanding problem in marketing is why some firms in a competitive market delegate pricing decisions to agents and other firms do not. This paper analyzes the impact of competition on the delegation decision and, in turn, the...

Designing optimal sales contests: a theoretical perspective.
March 22, 2001... Abstract Sales contests are commonly used by firms as a short-term motivational device to increase salespeople's efforts. Conceptually, sales contests and piece-rate schemes, such as salary, commission, or quotas, differ in that in sales...

Evaluating promotions in shopping environments: decomposing sales response into attraction, conversion, and spending effects.
March 22, 2001... Abstract Retailers' marketing objectives can be classified into three broad categories: attraction effects that focus on consumers' store-entry decisions, conversion effects that relate to consumers' decisions about whether or not to make...