Competitive One-to-One Promotions

By Greg Shaffer, Z. John Zhang. Management Sciences, 2002

305 citations recorded by the source corpus.

Subfields: Management Science and Operations Research, Marketing, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/88d258140be19e4064e98a7131467c766f253094

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In Management Science and Operations Research

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Citations in the corpus

The Role of the Management Sciences in Research on Personalization (2003, unknown): “Shaffer and Zhang (2002) examine a scenario where firms are asymmetric with respect to size.”
Innovations in Retail Pricing and Promotions (2011, unknown): “Recent research has demonstrated the importance of in-store arketing (see review by Shankar et al., 2011). Inman, Winer, nd Ferraro (2009) demonstrate that more than 40 percent of onsumer purchase decisions depend on price and promotion lements.”
Coupons Versus Rebates (2007, background): “The relationship between coupon value and expected redemptions is not one to one (see also Shaffer and Zhang 1995, 2002).”
Bagging and Boosting Classification Trees to Predict Churn (2006, unknown): “However, predicting churn enables the elaboration of targeted retention strategies to limit these losses (Bolton, Kannan, and Bramlett 2000; Ganesh, Arnold, and Reynolds 2000; Shaffer and Zhang 2002).”
Targeted pricing and customer data sharing among rivals (2013, background): “…on a consumer s exibility.15 The assumed timing is consistent with a large part of the literature on competitive price discrimination, where rms determine their targeted o¤ers after setting uniform prices (e.g., Thisse and Vives, 1988; Sha¤er and Zhang, 1995, 2002; and Liu and Serfes, 2004, 2006).”
Customer Equity: Measurement, Management and Research Opportunities (2007, background): “They later develop another model (Shaffer and Zhang, 2002) in which firms compete for a population of switchers and it is shown how there are some targeting regions for which one firm is better-off not offering individual promotions to the individuals in that region.”
Quality of Information and Oligopolistic Price Discrimination (2004, background): “Our set-up parallels the multistage games that have been examined in the literature (e.g., Banks and Moorthy, 1999; Rao, 1991; Shaffer and Zhang, 1995, 2002; Thisse and Vives, 1988) where firms choose their promotional strategies after they have chosen their regular prices.”
Group Buying: A New Mechanism for Selling Through Social Interactions (2011, background): “…(Shugan 2004), such as Referral Rewards programs (Biyalogorsky et al. 2001), advance selling (Xie and Shugan 2001), customized product and service design (Syam et al. 2005, Valenzuela et al. 2008), one-to-one promotion (Shaffer and Zhang 2002), and probabilistic selling (Fay and Xie 2008, 2010).”
Research on Competitive Dynamics: Recent Accomplishments and Future Challenges (2004, background): “Shaffer and Zhang (2002)found that promotions tailored to individual customers hurt firms in general by fostering price-based competition, but such promotions build market share for firms with high-quality products.”