Journal articleMarketing Science · November 1, 2018
Telecommunications service is an important and growing market, with worldwide revenue exceeding $2.2 trillion in 2016. In the U.S. market, the total number of mobile wireless connections has grown from 279.6 million in 2008 to 396 million in 2016. All the ...
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Journal articleMarketing Science · January 1, 2016
An exchange promotion allows consumers to turn in an old good and receive a discount toward the purchase of a new product. The old good that is turned in can either be within the same category as the new good or it may be in a different category. For examp ...
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Journal articleManagement Science · February 1, 2014
When manufacturers do not have sufficient capacity to meet demand and cannot increase prices, they have to determine other methods to allocate goods among retailers. A common allocation mechanism is based on a retailer's sales history: a retailer that has ...
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Journal articleMarketing Letters · June 1, 2012
This article presents three points of consensus about game-theoretic work in marketing: First, equilibrium analysis is necessary for studying situations that have strategic interactions. In many cases, empirical examination of these strategic scenarios is ...
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Journal articleMarketing Science · January 1, 2011
Digital rights management (DRM) is an important yet controversial issue in the information goods markets. Although DRM is supposed to help copyright owners by protecting digital content from illegal copying or distribution, it is controversial because DRM ...
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Journal articleJournal of Marketing Research · January 1, 2010
Conventional wisdom in marketing holds that (1) retailer forward buying is a consequence of manufacturer trade promotions and (2) stockpiling units helps the retailer but hurts the manufacturer. This article provides a deeper understanding of forward buyin ...
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Journal articleLong Range Planning · February 1, 2007
This article draws from a multinational survey of 886 firms to show that as environmental instability increases so does planning. However, certain planning dimensions are more strongly associated with environmental instability: in particular generative pla ...
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Journal articleManagement Science · January 1, 2007
Firms often have to make their production decisions under conditions of demand uncertainty. This is especially true for product categories such as automobiles and technology goods where the lead time needed for manufacturing forces firms to make production ...
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Journal articleMarketing Science · March 1, 2004
Although negotiating over prices with sellers is common in many markets such as automobiles, furniture, services, consumer electronics, etc., it is not clear how a haggling price policy can help a firm gain a strategic advantage or whether it is even susta ...
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Journal articleJournal of Consumer Psychology · January 1, 2001
In this article, we examine how consumers assess product quality when confronted with multiple cues. Based on cue diagnosticity, a conceptual framework is developed that differentiates between cue types and suggests that the diagnosticity of some cue types ...
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Journal articleMarketing Science · January 1, 1999
In marketing durable goods, manufacturers use varying degrees of leasing and selling to consumers, e.g., cars, photocopiers, personal computers, airplanes, etc. The question that this raises is whether the distinction between leases and sales is simply one ...
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Journal articleManagement Science · January 1, 1998
This paper analyzes the problems associated with marketing a durable through leases and sales. Academic research in this area has argued that in a monopolistic environment, leasing dominates selling. Hence, leasing and selling should not co-exist and the f ...
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Journal articleMarketing Science · January 1, 1997
Managerial decisions involving marketing channels are among the most critical that an organization must make. Part of the reason for this importance is that relationships between manufacturers and their intermediaries usually involve long-term commitments ...
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Journal articleJournal of Consumer Research · June 1, 1996
This article presents a simple economic model to assess consumers' valuation of safety features. In particular, we model the benefit from safety as the reduction in the probability of death, and the associated economic value of this reduction. We then appl ...
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Journal articleMarketing Letters · March 1, 1995
This paper examines the role of trade-ins in consumers' purchases of new durable goods. We argue that even if the net price paid by consumers who trade in an old product remains the same, varying the offer on the trade-in substantially affects consumers' s ...
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Journal articleJournal of Economics Management Strategy · January 1, 1995
Research on durable goods has shown that because of a time inconsistency problem, a monopolist manufacturer prefers to rent rather than sell its product. We reexamine the relative profitability of renting versus selling from a marketing perspective. In par ...
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Journal articleMarketing Science · November 1994
This paper develops a model to address an important problem facing a manufacturer of a durable product. That is, how can it plan its new product introductions to minimize the obsolescence of the old product, preserve its market for the new product ...
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Journal articleMarketing Science · May 1992
Given that durable products are long-lived, there exists the possibility of secondary markets for used products as well as the potential for product obsolescence. This is an important issue in markets where technology changes rapidly, because the ...
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Journal articleMarketing Science · February 1989
The issue of product obsolescence is addressed by examining the optimal sales strategy of a monopolist firm that may introduce an improved version of its current product. Consumers' expectations of a forthcoming product lowers the price that they ...
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