자연주의적 탐구조사(Naturalistic Inquiry)

Basics of qualitative research: Grounded theory procedures and techniques

The author systematically examines one of the important issues of information — establishing the market price. He introduces the concept of «search» — where a buyer wanting to get a better price, is forced to question sellers. The article deals with various aspects of finding the necessary information.

Economics of Information

The authors examine the implications of electronic shopping for consumers, retailers, and manufacturers. They assume that near-term technological developments will offer consumers unparalleled opportunities to locate and compare product offerings. They examine these advantages as a function of typical consumer goals and the types of products and services being sought and offer conclusions regarding consumer incentives and disincentives to purchase through interactive home shopping vis-à-vis traditional retail formats. The authors discuss implications for industry structure as they pertain to competition among retailers, competition among manufacturers, and retailer-manufacturer relationships.

Interactive home shopping: Consumer, retailer, and manufacturer incentives to participate in

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Qualitative Research in Information Systems

The role-play is a valued experiential tool used by university sales programs to engage students and better prepare them for a potential career in sales. However, in-class role-play activities have...

The mandatory internal role-play sales competition: effects on classroom efficiency and sales career intent

Tourist role typologies and study abroad preferences among management students

Retailers tend to choose trade promotions that offer the greatest short-term economic benefit. However, the choice among competing vendors that offer the same economic incentives is unclear. Relationship trade-offs and asymmetric power between retailers and vendors may influence these decisions, such that future economic incentives, social incentives, and power asymmetry are likely decision-making factors. Using commitment theory and an experimental design, this study determines that calculative commitment, power asymmetry, and various forms of loyalty commitment have significant decision-making impacts. With greater power asymmetry, calculative commitment exerts a stronger impact than comprehensive loyalty commitment; in low power asymmetry conditions, comprehensive loyalty commitment has more impact.

Decision Making Under Parity: An Experimental Examination of Retailers’ Choice Among Parity Trade Promotions

While trade promotions overall command over half of the total money spent on advertising and promotion, research on trade promotions is limited. This article brings together important findings in the trade promotion literature and summarize what we know about trade promotions. Findings in eight areas of trade promotions are discussed.


Keywords:

trade promotions;
effectiveness;
slotting fees;
channel efficiency

Amit Poddar

Papers

The mandatory internal role-play sales competition: effects on classroom efficiency and sales career intent

Tourist role typologies and study abroad preferences among management students

Decision Making Under Parity: An Experimental Examination of Retailers’ Choice Among Parity Trade Promotions

Trade Promotions: Issues and Findings