In recent years, it has increasingly been recognized that developing an appropriate pricing
strategy is both crucial and highly complex. The marketing literature reflects this point of view …

Many research traditions have dealt with consumer psychology and behaviour vis‐à‐vis
sales promotions The consumer‐oriented approach seeks to identify the heavy users of …

Our research investigates the competitive ramifications of individual marketing and
information management in today's information-intensive marketing environments. The …

When a firm can recognize its previous customers, it may use information about their past
purchases to price discriminate. We study a model with a monopolist and a continuum of …

Loss leader pricing and rain check policies are common in retail markets, yet research on
these topics is surprisingly scarce. In this paper, we study the effects of leader pricing and …

This paper recommends that manufacturers consider a pull price promotion as a
coordination device in an independent channel of distribution. Uncoordinated decisions of …

Manufacturers can stimulate sales by a temporary wholesale price reduction for the retailer,
a rebate directed toward consumers, or a combination of both. The trade-offs between these …

We examine the problem of parallel imports: unauthorized flows of products across
countries, which compete with authorized distribution channels. The traditional economics …

In this article, we investigate the interplay between returns policy, pricing strategy, and
quality risk. We define quality risk as the possibility of product misfit, defect, or unconformity …

This paper models multiple service providers who use an intermediary to sell an opaque
product. An opaque product is a product whose identity is concealed from consumers until …