Measuring the Impact of Promotions on Brand Switching When Consumers Are Forward Looking

By Baohong Sun, Scott A. Neslin, Kannan Srinivasan. 2003

175 citations recorded by the source corpus.

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

View Paper: https://www.semanticscholar.org/paper/ffe15176c8152c0d008a7d3210b77ecf4759ec35

How researchers see this paper

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

In Management Science and Operations Research

1. Michael P. Keane
2. Tülin Erdem
3. Pradeep Chintagunta
4. Scott A. Neslin
5. Baohong Sun
6. Peter E. Rossi
7. Harald J. van Heerde
8. M. Wedel

In Marketing

1. Michael P. Keane
2. Tülin Erdem
3. Baohong Sun
4. Pradeep Chintagunta
5. Scott A. Neslin
6. Peter E. Rossi
7. Harald J. van Heerde
8. M. Wedel

In Strategy and Management

1. Michael P. Keane
2. Harald J. van Heerde
3. Baohong Sun
4. M. Wedel
5. Peter E. Rossi
6. Scott A. Neslin
7. Stephan Seiler
8. Pradeep Chintagunta

Citations in the corpus

• Promotion Effect on Endogenous Consumption (2005, background): “4 Sun et al. (2003) study whether brand switching elasticities are overestimated if consumers’ stockpiling behavior is ignored.”
• Structural Modeling in Marketing: Review and Assessment (2006, background): “Erdem et al. (2003), Hendel and Nevo (2002), Sun et al. (2003), and Sun (2005) estimate dynamic structural models on scanner panel data for frequently purchased consumer goods to examine consumer forward looking price expectations and their impact on purchase timing, brand, and quantity choice…”
• The impact of search costs on consumer behavior: A dynamic approach (2013, background): “…grocery shopping items but do not allow consumers to keep an inventory.1 In terms of the estimation strategy, this paper is most closely related to dynamic models of demand for storable products such as Erdem, Imai, and Keane (2003), Sun, Neslin, and Srinivasan (2003) and Hendel and Nevo (2006).”
• The Price Consideration Model of Brand Choice (2009, unknown): “An important paper by Sun et al. (2003) shows that the problems with conventional”
• A Structural Perspective on the Experimentalist School (2010, background): “8 See, for example, Keane (1997), where I first noted the problem theoretically, and Sun, Neslin, and Srinivasan (2003) and Erdem, Keane, and Sun (2008), papers which verified its importance empirically.”
• Sales Promotion Models (2008, background): “One could take the model of Sun, Neslin, and Srinivasan (2003) as a starting point and next optimize profit from the firm perspective.”