Strategy is about seeking new edges in a market while slowing the erosion of present advantages. Effective strategy moves are grounded in valid and insightful monitoring of the current competitive ...

Assessing advantage: A framework for diagnosing competitive superiority.

Much of the recent literature on interfirm relationships has focused on strategies for controlling opportunism. Somewhat surprisingly, little attention has been paid in this literature to the opportunism construct itself. Specifically, prior research has failed to recognize the different types of behavior that are hidden behind the general opportunism label. As a consequence, the knowledge of strategies for managing opportunism remains incomplete. The authors review the original and emergent conceptualizations of opportunism and illustrate them using actual industry cases. The authors also develop a conceptual framework of governance strategies that can be used to manage different forms of opportunism.

Opportunism in Interfirm Relationships: Forms, Outcomes, and Solutions

The effectiveness of a sales promotion can be examined by decomposing the sales “bump” during the promotion period into sales increase due to brand switching, purchase time acceleration, and stockp...

Impact of Sales Promotions on when, what, and how Much to Buy:

A brand choice model that incorporates both reference and observed prices is proposed for frequently purchased products. The model is composed of a probability-of-purchase component and a reference-price-formation component. Empirical testing of the model using coffee UPC scanner panel data demonstrates that for two of the three brands, the model predicts probability of purchase better than do standard demand models that utilize only current observed brand prices.

https://www.jstor.org/stable/pdfplus/2489230.pdf

A reference price model of brand choice for frequently purchased products.

http://www.dhruvgrewal.com/wp-content/uploads/2014/09/2009-JR-CustomerExperienceManagement.pdf

Customer Experience Management in Retailing: An Organizing Framework

The allocation of scarce shelf space among competing products is a central problem in retailing. Space allocation affects store profitability through both the demand function, where both main and cross space elasticities have to be considered, and through the cost function procurement, carrying and out-of-stock costs. A model is developed which uniquely incorporates both effects. A case study is used to estimate the parameters and the problem is solved within a geometrical programming framework. An extensive comparison with alternative procedures suggests this general model leads to significantly different allocation rules and superior profit performance.

A Model for Optimizing Retail Space Allocations

Many companies in basic industries are shifting to speciality products in an effort to boost growth and profits. But such moves require often unfamiliar marketing skills, especially in segmentation...

Market Segmentation and Positioning in Specialized Industrial Markets

The allocation of shelf space is a major determinent of a retailer's sales and operating costs. All the existing models of this problem focus on static optimization. But to the retailer, anticipating and adapting to new tastes and changing product life cycles is the central strategic problem. This paper shows how the static model can be extented to incorporate such market dynamics. The new model is more plausible than earlier static models in encouraging the retailer to allocate more space to new products and divest earlier from declining ones.

A Dynamic Model for Strategically Allocating Retail Space

Surprisingly little significant research has been done on why companies switch their advertising agencies. The study matches the views of a large sample of companies which switched with those of th...

Signals of Vulnerability in Agency-Client Relations:

The extensive literature on the dynamic effects of marketing instruments has concentrated solely on lagged effects. However, lead effects, caused by the anticipations of consumers and other economi...

Peter Doyle

Papers

A Model for Optimizing Retail Space Allocations

Market Segmentation and Positioning in Specialized Industrial Markets

A Dynamic Model for Strategically Allocating Retail Space

Signals of Vulnerability in Agency-Client Relations:

The Lead Effect of Marketing Decisions