We consider a firm that sells seasonal goods. The firm seeks to reach a fixed level of goodwill at the end of the selling period, with the minimum total expenditure in promotional activities. We consider the linear optimal control problem faced by the firm which can only control the communication expenditure rate; communication is performed by means of advertising and sales promotion. Goodwill ...

In this paper we consider a multi-item distribution channel subject to supplier’s credit period and retailer’s promotional effort with sales learning curve. We determine the retailer’s promotional effort for each item and the joint replenishment cycle in both decentralized and centralized decision models. We show that the profits for both parties increase under the centralized decision model wh...

This paper investigates a typical two-sided micro-level business model of IS enabled transportation network. Specifically, we focus on how two-sided sales promotion interacts with users’ learning about attribute, and measure the effectiveness of sales promotion for their platform introductions. Our paper applies Bayesian learning model with an extension to account for multiple serial unobserved...

This paper focus on Impact of Sales Promotion on Organizations’ Profitability and Consumer’s Perception in Pakistan.Literature from different researchers is also reviewed. The study is aimed at finding the relationship among sales promotion strategies and the profitability of the firms along with the perception about sales promotion of the consumers and its relationship with the brand loyalty o...

A common event in the consumer packaged goods industry is the negotiation between a manufacturer and a retailer of the sales promotion calendar. Determining the promotion calendar involves a large number of decisions regarding levels of temporary price reductions, feature ads, and in-store displays, each executed at the level of individual retail accounts and brand SKUs over several months or a...

The ability to exchange opinions and experiences online is known as online word of mouth (WOM) and has been shown in the literature to have the potential to impact e-commerce sales. The purpose of this paper is to expand previous findings by empirically evaluating the impact of online WOM attributes and other related factors (e.g. product views, promotion, and category) on e-commerce sales usin...

his article considers the supermarket manager’s problem of forecasting demand for a product as a function of the product’s attributes and of market control variables. To forecast sales on the stock keeping unit (SKU) level, a good model should account for product attributes, historical sales levels, and store specifics, and to control for marketing mix. One of the challenges here is that many v...

Several researchers have decomposed sales promotion elasticities based on household scanner panel data. A key result is that the majority of the sales promotion elasticity, about 74 percent on average, is attributed to secondary demand effects (brand switching) and the remainder to primary demand effects (timing acceleration and quantity increases). We demonstrate that this result does not impl...