Previous research in the field of data mining has demonstrated that the technique of association rules is very well suited to find patterns in the purchase behaviour of customers. However, practitioners occasionally criticize that it is not straightforward to adopt the discovered knowledge for concrete retail marketing decision-making. This is partially due to the difficult integration of retai...

Manufacturers are seeking new ways to exercise control over how consumers experience their brands and the division of responsibility for manufacturing and marketing activities is getting rede ̄ned in the process. A signi ̄cant number of manufacturers now sell their products through company-owned stores as well as through independent retailers. More interestingly, many do so in direct competition ...

Determining an appropriate transfer price is of importance to a firm composed of divisional profit centers since it significantly affects decision-makings of each profit center and then the firm's profit. In this paper, we investigate the effects of negotiated and administered transfer pricing on the profits of each center and the firm based on a differential game involving an operations depart...

Today's multichannel, multimedia retail marketing environment presents a number of brand management challenges. From a micro perspective, marketers must manage each individual channel and communication option to maximize their direct sales and brand equity effects, as well as any indirect brand equity effects from being associated with a particular channel or communication option. From a macro ...

Omnichannel retail has experienced enormous growth in the last decade, becoming new normal for many consumer products (McKinsey & Company, 2021). Many retailers have moved from being either pure bricks-and-mortar or online-only to serving customers across channels. For example, traditional such as Walmart and Best Buy opened e-commerce Conversely, online-first vertically integrated brands like ...

We measure the revenue and cost implications to supermarkets of changing their price positioning strategy in oligopolistic downstream retail markets. Our estimates have implications for long-run market structure in the supermarket industry, and for measuring the sources of price rigidity in the economy. We exploit a unique dataset containing the price-format decisions of all supermarkets in the...

This research examines the behavior of manufacturers and retailers in the presence of merchandising allowances. Merchandising allowances are fees manufacturers pay retailers to encourage them to allocate certain in-store promotional activities to the manufacturers’ brand. According to estimates, retailers collect billions of dollars in these allowance payments annually. Using a three-stage game...