Retailer Dynamic Pricing and Ordering Decisions: Category Management versus Brand-by-Brand Approaches

Abraham, 1993, An Implemented System for Improving Promotion Productivity Using Store Scanner Data, Marketing Science, 12, 248, 10.1287/mksc.12.3.248 Ailawadi, 2005, Predicting Competitive Response to a Major Policy Change: Combining Game Theoretic And Empirical Analyses, Marketing Science, 24, 12, 10.1287/mksc.1040.0077 AMR Research, Inc., 2000 Arvind Rajan, 1992, Dynamic Pricing and Ordering by a Monopolist, Management Science, 38, 240, 10.1287/mnsc.38.2.240 Basu, 1995, Using a Menu of Geographic Pricing Plans: A Theoretical Investigation, Journal of Retailing, 71, 173, 10.1016/0022-4359(95)90006-3 Basuroy, 2001, The Impact of Category Management on Retailer Prices and Performance: Theory and Evidence, Journal of Marketing, 65, 16, 10.1509/jmkg.65.4.16.18382 Bertsekas, 1987 Besanko, 2005, Own-Brand and Cross-Brand Retail Pass-Through, Marketing Science, 24, 123, 10.1287/mksc.1030.0043 Blattberg, Robert C. and Richard A. Briesch (1995), “Promotional Strategy When Consumer Expectations and Purchase Behavior are Dynamic,” Working Paper, New York University. Blattberg, 1990 Blattberg, 1989, Price-Induced Patterns of Competition, Marketing Science, 8, 291, 10.1287/mksc.8.4.291 Bolton, 2003, An Empirically Derived Taxonomy of Retailer Pricing and Promotion Strategies, Journal of Retailing, 79, 213, 10.1016/j.jretai.2003.09.005 Chain Store Age (1995), “Best Practices in Retailing: The Grocery Industry and ECR,” (November), 92–94. Chen, 1999, Accounting Profits Versus Marketing Profits: A Relevant Metric for Category Management, Marketing Science, 18, 208, 10.1287/mksc.18.3.208 Chen, 2004, Coordinating Inventory Control and Pricing Strategies with Random Demand and Fixed Ordering Cost: The Finite Horizon Case, Operations Research, 52, 887, 10.1287/opre.1040.0127 Chevalier, 1976, Retail Promotion as a Function of Trade Promotion: A Descriptive Analysis, Sloan Management Review, 18, 19 Chintagunta, 2002, Investigating Category Pricing Behavior at a Retail Chain, Journal of Marketing Research, 39, 141, 10.1509/jmkr.39.2.141.19090 Choi, 1991, Price Competition in a Channel Structure with a Common Retailer, Marketing Science, 10, 271, 10.1287/mksc.10.4.271 Dickson, 1994, Retailer Reactions to Competitive Price Changes, Journal of Retailing, 70, 1, 10.1016/0022-4359(94)90025-6 Du, 2005, Bridge, Focus, Attack, or Stimulate: Retail Category Management Strategies with a Store Brand, Quantitative Marketing and Economics, 3, 393, 10.1007/s11129-005-2779-8 Eliashberg, 1991, Marketing-Production Joint Decision Making Fabian, 1959, Purchasing Raw Material in a Fluctuating Market, Operations Research, 7, 107, 10.1287/opre.7.1.107 Federgruen, 1999, Combined Pricing and Inventory Control Under Uncertainty, Operations Research, 43, 454, 10.1287/opre.47.3.454 Federgruen, 1994, The Joint Replenishment Problem with Time-Varying Costs and Demands: Efficient, Asymptotic and ɛ-Optimal Solutions, Operations Research, 42, 1067, 10.1287/opre.42.6.1067 Forrester Research, Inc., 2001, Retail Revenue Management, The Forrester Report, 1 Golabi, 1985, Optimal Inventory Policies When Ordering Prices are Geometric, Operations Research, 33, 575, 10.1287/opre.33.3.575 Gurnani, 1996, Optimal Ordering Policies in Inventory Systems with Random Demand and Random Deal Offerings, European Journal of Operational Research, 95, 299, 10.1016/0377-2217(95)00272-3 Gurnani, 1999, Optimal Ordering Decisions with Uncertain Cost and Demand Forecast Updating, Management Science, 45, 1456, 10.1287/mnsc.45.10.1456 Hardy, 1986, Key Success Factors for Manufacturer Sales Promotions of Packaged Goods, Journal of Marketing, 50, 13, 10.2307/1251582 Horn, 1985 Johnston, 1984 Karande, 1995, The Effect of Brand Characteristics and Retailer Policies on Response to Retail Price Promotions: Implications for Retailers, Journal of Retailing, 71, 249, 10.1016/0022-4359(95)90025-X Kim, 1999, Manufacturer Allowances and Retailer Pass-Through Rates in a Competitive Environment, Marketing Science, 18, 59, 10.1287/mksc.18.1.59 Kopalle, 1999, The Dynamic Effect of Discounting on Sales: Empirical Analysis and Normative Pricing Implications, Marketing Science, 18, 317, 10.1287/mksc.18.3.317 Kumar, 2001, Effectiveness of Trade Promotions: Analyzing the Determinants of Retail Pass Through, Marketing Science, 20, 382, 10.1287/mksc.20.4.382.9757 Kumar, 1988, Measuring the Effect of Retail Store Promotions on Brand and Store Substitution, Journal of Marketing Research, 25, 178, 10.2307/3172649 Lal, 1990, Price Promotions: Limiting Competitive Encroachment, Marketing Science, 9, 247, 10.1287/mksc.9.3.247 Lal, 1996, A Theory of Forward Buying, Merchandizing, and Trade Deals, Marketing Science, 15, 21, 10.1287/mksc.15.1.21 Lal, 1984, An Approach for Developing an Optimal Discount Pricing Policy, Management Science, 30, 1524, 10.1287/mnsc.30.12.1524 Lee, 1997, Vertical Strategic Interaction: Implications for Channel Pricing Policy, Marketing Science, 16, 185, 10.1287/mksc.16.3.185 Levy, 2004, Emerging Trends in Retail Pricing Practice: Implications for Research, Journal of Retailing, 80 Lilien, 1992 McAlister, Leigh (2005), “Cross-Brand Pass-Through? Not in Grocery Retailing,” Marketing Science Institute Report # 05-113. Moorthy, 2005, A General Theory of Pass-Through in Channels with Category Management and Retail Competition, Marketing Science, 24, 110, 10.1287/mksc.1030.0053 Progressive Grocer (2001), “Categorizing Success,” 80 (4), 51. Publishers Weekly (2001), “Borders Adopts Category Management,” 248 (6), 10. Retail Industry Report (2000), “At what price? Guidelines for a customer focused pricing strategy”. Arthur Andersen, Report 1, No. 14. Shankar, 2004, An Empirical Analysis of Determinants of Retailer Pricing Strategy, Marketing Science, 23, 28, 10.1287/mksc.1030.0034 Shankar, Venkatesh and Lakshman Krishnamurthi (2005), “RETPRICE: A Retailer Pricing and Promotions Decision Support Model,” Working Paper, Mays Business School, Texas A&M University. Shugan, 2001, Retail Product-Line Pricing Strategy When Costs and Products Change, Journal of Retailing, 77, 1, 10.1016/S0022-4359(00)00048-8 Silva-Risso, 1999, A Decision Support System for Planning Manufacturer's Sales Promotion Calendar, Marketing Science, 18, 274, 10.1287/mksc.18.3.274 Sogomonian, 1993, A Modeling Framework for Coordinating Promotion and Production Decisions Within a Firm, Management Science, 39, 191, 10.1287/mnsc.39.2.191 Stokey, 1989 Stores (2002), “Retailers Slow to Adopt Analytics Software,” 84 (June), 22–26. Tellis, 1995, Tackling the Retailer Decision Maze: Which Brands to Discount, How Much, When, and Why?, Marketing Science, 14, 271, 10.1287/mksc.14.3.271 Thomas, 1970, Price-Production Decisions With Deterministic Demand, Management Science, 16, 747, 10.1287/mnsc.16.11.747 Tyagi, 1999, A Characterization of Retailer Response to Manufacturer Trade Deals, Journal of Marketing Research, 36, 510, 10.2307/3152004 Wagner, 1958, Dynamic Version of The Economic Lot Size Problem, Management Science, 5, 89, 10.1287/mnsc.5.1.89 Walters, 1989, An Empirical Investigation into Retailer Response to Manufacturer Trade Promotions, Journal of Retailing, 253 Zenor, 1994, The Profit Benefits of Category Management, Journal of Marketing Research, 31, 202, 10.2307/3152194