Expanding to the Internet: Pricing and Communications Strategies When Firms Compete on Multiple Channels

By Florian Zettelmeyer. 2000

309 citations recorded by the source corpus.

Subfields: Economics and Econometrics, Marketing, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/a4f628f6ab13054568213fad661540eca251cdc4

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Economics and Econometrics

1. Katrijn Gielens
2. Jayashankar M. Swaminathan
3. Marnik G. Dekimpe
4. Inge Geyskens
5. Kinshuk Jerath
6. Z. John Zhang
7. Koen Pauwels
8. Jan-Benedict E M Steenkamp

In Marketing

1. Marnik G. Dekimpe
2. Jayashankar M. Swaminathan
3. Katrijn Gielens
4. Kinshuk Jerath
5. Z. John Zhang
6. Koen Pauwels
7. Jan-Benedict E M Steenkamp
8. Dominique M. Hanssens

In Strategy and Management

1. Jayashankar M. Swaminathan
2. Katrijn Gielens
3. Marnik G. Dekimpe
4. Inge Geyskens
5. Kinshuk Jerath
6. Z. John Zhang
7. Dominique M. Hanssens
8. Shuba Srinivasan

Citations in the corpus

• Multichannel retailing: A case study of early experiences (2005, unknown): “A single firm’s retail stores therefore differ in their products, prices, and information differences as well as being different from competing firms’ stores (Tang & Xing, 2001; Zettelmeyer, 2000).”
• Introduction of a second channel: Implications for pricing and profits (2009, background): “Some of the recent related work in the area of managing dual channels include Reinhardt and Levesque [29], Bernstein et al. [5], Lal and Sarvary [22], Zettelmeyer [35], Balasubramanian [3], Druehl and Porteus [15], Cattani et al. [9] and Pan et al. [27].”
• Agency Selling or Reselling? Channel Structures in Electronic Retailing (2016, background): “Chiang et al. (2003) and Zettelmeyer (2000) suggest that a manufacturer can directly sell through the e-channel to improve its bargaining position versus a traditional retailer.”
• The Market Valuation of Internet Channel Additions (2002, background): “As for the prices charged, Zettelmeyer (2000) has recently shown analytically that the prices firms set are linked to the reach of the Internet.”
• How Does Free Riding on Customer Service Affect Competition (2007, unknown): “The effect of an online retailer on price competition and channel strategies has been studied by several researchers (Ariely and Lynch 2000, Bakos 1997, Bernstein et al. 2007, Lal and Sarvary 1999, Zettelmeyer 2000 ).”
• Retailer Pricing and Competitive Effects (2009, unknown): “ThisresultrunscountertoapredictionbyZettelmeyer(2000) thatmultichannelretailerswillchargelessonlinewhenInternet penetrationissmallandcannibalizationislimited.”