Do Promotions Benefit Manufacturers, Retailers, or Both?

By Shuba Srinivasan, Koen Pauwels, Dominique M. Hanssens, Marnik G. Dekimpe. Management Sciences, 2002

324 citations recorded by the source corpus.

Subfields: Economics and Econometrics, Management Science and Operations Research, Marketing

View Paper: https://www.semanticscholar.org/paper/2f1265f2c08500fb66834a7ef884ebaebfc7f68f

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Citations in the corpus

Marketing and Firm Value: Metrics, Methods, Findings, and Future Directions (2009, unknown): “An exception is Pauwels and colleagues (2004), who find that investor reaction mirrors consumer reaction to incentive programs, which is strong, immediate, and positive (Blattberg, Briesch, and Fox 1995; Srinivasan et al. 2004).”
The Impact of Brand Equity and Innovation on the Long-Term Effectiveness of Promotions (2008, methodology): “…the elasticity estimates are derived from impulse response functions, which are a complex function of the VAR coefficients (Nijs et al. 2001; Srinivasan et al. 2004), but also inconsistent with our aim to estimate permanent elasticities and assess their drivers without imposing an…”
The Effect of Business-Cycle Fluctuations on Private-Label Share: What has Marketing Conduct Got to do with it? (2012, background): “In contractions, managers feel the urgent need to protect the bottom line, and many promotions are not profitable (Srinivasan et al. 2004).”
The Effect of Customer Satisfaction on Consumer Spending Growth (2010, methodology): “We derived standard errors for the net effect using the delta rule (for marketing applications, see, e.g., Dekimpe and Hanssens 1995; Kelley 1947; Srinivasan et al. 2004).”
Competitive Reactions to Advertising and Promotion Attacks (2005, background): “Instead, we estimate three six-equation models, covering, respectively, brands (1, 2), (1, 3), and (2, 3)—see Nijs et al. (2001) or Srinivasan et al. (2002) for a similar practice.”
Product Innovations, Advertising, and Stock Returns (2009, unknown): “Product Innovations, Advertising, and Stock Returns / 29 To the extent that sales promotions have positive shortterm effects on top-line and bottom-line performance (Nijs et al. 2001; Srinivasan et al. 2004), the use of sales promotions would accelerate cash flows.”
New Products, Sales Promotions, and Firm Value: The Case of the Automobile Industry (2004, background): “Similarly, the profitability of promotional incentives is far from certain (Abraham and Lodish 1990; Srinivasan et al. 2004).”
Who Benefits from Store Brand Entry (2004, methodology): “Previously, VARX models have been used to assess the long-run effects of marketing activity such as advertising, distribution and price promotions (Dekimpe and Hanssens 1999; Srinivasan et al. 2001; Pauwels et al. 2002).”
Effects of Word-of-Mouth versus Traditional Marketing: Findings from an Internet Social Networking Site (2009, result): “This is consistent with marketing effect findings for large, established brands across industries (e.g., Nijs et al. 2001; Srinivasan et al. 2004) but not with those for smaller brands (Slotegraaf and Pauwels 2008).”
The Kinked Demand Curve and Price Rigidity: Evidence from Scanner Data (2010, background): “…price setting, price rigidity, and the response of consumer demand to price changes has grown strongly in recent years, both in the economics literature (e.g., Dutta et al., 2002; Chevalier et al., 2003) and in the management science literature (e.g., Srinivasan et al., 2004; Nijs et al., 2007).”
The Long-Term Effect of Marketing Strategy on Brand Sales (2010, background): “…on the longer-term effect of marketing strategy on brand performance, particularly with respect to price and promotion (e.g., Boulding, Lee, and Staelin 1994; Jedidi, Mela, and Gupta 1999; Nijs et al. 2001; Pauwels, Hanssens, and Siddarth 2002; Srinivasan et al. 2004; Steenkamp et al. 2005).”
When Do Price Thresholds Matter in Retail Categories (2007, methodology): “…size of the thresholds, previous literature suggests that focal cues, including price, are perceived within the behavioral situation of contextual cues such as brand familiarity (Monroe 1977), brand expensiveness, and promotional frequency of the brand and its competitors (Srinivasan et al. 2004).”
Retail-Price Drivers and Retailer Profits (2007, methodology): “Moreover, after a price promotion, retail prices take a longer time to revert back to their mean than do sales (Srinivasan et al. 2004).”
What is Special about Marketing Organic Products? How Organic Assortment, Price, and Promotions Drive Retailer Performance (2013, methodology): “The VAR model has the general specification shown in Equation 1 for each category (e.g., Srinivasan et al. 2004): 1 , 1,2....”
Identifying demand effects in a large network of product categories (2015, methodology): “To aggregate pricing data from the SKU level to the product category level, we follow Srinivasan et al. (2004) and Pauwels et al. (2002) in using SKU market shares as weights.”