The Long-Term Effects of Price Promotions on Category Incidence, Brand Choice, and Purchase Quantity

By Koen Pauwels, Dominique M. Hanssens, S. Siddarth. 2002

483 citations recorded by the source corpus.

Subfields: Management Science and Operations Research, Marketing

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Citations in the corpus

Panel Data Discrete Choice Models of Consumer Demand (2013, background): “Pesendorfer (2002) and Hong et al (2002) argue that a type of inter-temporal price discrimination strategy on the part of firms, where retailers play mixed strategies, most plausibly 5 Chamberlain (1985)‘s negative results on non-parametric identification of state dependence do raise some…”
Moving from Free to Fee: How Online Firms Market to Change Their business Model Successfully. (2008, background): “Model of Dynamic Interactions VARX model Pauwels, Hanssens, and Siddarth (2002) How do sales and marketing variables Pauwels et al.”
Market share response and competitive interaction: The impact of temporary, evolving and structural changes in prices (2000, background): “Pauwels et al. 2000 investigated the long-term impact of price promotions on three components of brand sales, i.e., category incidence, Studies looking at the long-run salesrshare effects of marketing mix variables Advertising and sales are cointegrated.”
Retail-Price Drivers and Retailer Profits (2007, methodology): “Unit root tests Augmented Dickey-Fuller Enders (2004) Srinivasan et al. (2000) Are performance and marketing variables (mean/trend) Pauwels et al. (2002) stationary or evolving (unit root)?”
New Empirical Generalizations on the Determinants of Price Elasticity (2005, background): “Time-series studies on the persistence of marketing-mix effects (Dekimpe, Hanssens, and Silva-Risso 1999; Pauwels, Hanssens, and Siddarth 2002) support this expectation.”
Do Promotions Benefit Manufacturers, Retailers, or Both? (2002, methodology): “This pattern has been shown to hold for the market shares of promoting brands (Srinivasan et al. 2000), for category demand (Nijs et al. 2001), as well as for consumers’ purchase incidence, brand choice, and purchase quantity (Pauwels et al. 2002).”
Competitive Reactions to Advertising and Promotion Attacks (2005, methodology): “The first is a series of studies based on vector-autoregressive models with exogenous variables (VARX models) (Bronnenberg et al. 2000, Dekimpe and Hanssens 1999, Nijs et al. 2001, Pauwels et al. 2002, Srinivasan et al. 2002).”
Marketing and Firm Value: Metrics, Methods, Findings, and Future Directions (2009, unknown): “…Persistence Modeling Persistence models (see Figure 1, fifth item in the last row) use a system’s representation (e.g., Dekimpe and Hanssens 1995; Pauwels et al. 2002), in which each equation tracks the behavior of an important agent—for example, the consumer (demand equation), the manager…”