financial collapse a lesson from the great depression abstract we analyze financial collapses such as the one that occurred during the u s great depression from the perspective of a monetary model with multiple equilibria the multiplicity arises from the presence of a strategic complementarity due to increasing returns to scale in the intermediation process intermediaries provide the link between savers and firms who require working capital for production fluctuations in the intermediation process are driven by variations in the confidence agents place in the financial system from a positive perspective our model matches quite closely the qualitative changes in important financial and real variables the currency deposit ratio ex post real interest rates deflation and production over the great depression period an experience often attributed to financial collapse further we assess whether the policy prescription advocated by friedman and schwartz adding liquidity to the banking system through increases in the money supply would have overcome strategic uncertainty and thus avoided a financial collapse

measuring heterogeneous reservation prices for product bundles this paper develops a model for capturing continuous heterogeneity in the joint distribution of reservation prices for products and bundles our model is derived from utility theory and captures both within and among subject variability furthermore it provides dollarmetric reservation prices and individual level estimates that allow the firm to target customers and develop customized and nonlinear pricing policies our experiments show that regardless of whether the products are durables or nondurables the model captures heterogeneity and predicts well models that assume homogeneity perform poorly especially in predicting choice of the bundle furthermore the methodology is robust even when respondents evaluate few profiles self stated reservation prices do not have any informational content beyond that contained in the basic model the direct elicitation method appears to understate overstate the variation in reservation prices across consumers for low priced high priced products and bundles hence this method yields biased demand estimates and leads to suboptimal product line pricing policy the optimization results show that the product line pricing policy depends on the degree of heterogeneity in the reservation prices of the individual products and the bundle a uniformly high price strategy for all products and bundles is optimal when heterogeneity is high otherwise a hybrid strategy is optimal

game theoretic pricing models in hotel revenue management an equilibrium choice based conjoint analysis approach abstract this paper explores a game theoretically founded approach to conjoint analysis that determines equilibrium room rates under differentiated price competition in an oligopolistic hotel market competition between hotels is specified in terms of market share functions that can be estimated using multinomial logit models of consumer choice the approach is based on choice based conjoint analysis that permits the estimation of attributes weights part worths for an additive utility formulation of the utility function from this room rates that equilibrate the market conditioned on the differences in services and facilities offered by competing hotels can be determined the approach is illustrated by an example

analysis of an industrial component commonality problem we discuss a case study of an industrial production marketing coordination problem involving component commonality for the product line considered the strategic goal of the company is to move from the current low volume market to a high volume market the marketing department believes that this can be achieved by substantially lowering the end products prices however this requires a product redesign to lower production costs in order to maintain profit margins the redesign decision involves grouping end products into families all products within one family use the same version of some components this paper fits in the stream of recent literature on component commonality where the focus has shifted from inventory cost savings to production and development cost savings further we consider both costs and revenues leading to a profit maximization approach the price elasticity of demand determines the relationship between the price level and number of units sold consequently we integrate information from different functional areas such as production marketing and accounting we formulate the problem as a net present value investment decision we propose a mixed integer nonlinear optimization model to find the optimal commonality decision the recommendation based on our analysis has been implemented in the company in addition the application allows us to experimentally validate some claims made in the literature and obtain managerial insights into the trade offs

determinacy of equilibrium in stationary economies with both finite and infinite lived consumers abstract we consider the determinacy of perfect foresight equilibrium near steady state equilibria of stationary infinite horizon economies the work of t j kehoe and d k levine econometrica 53 1985 433 453 is generalized by the inclusion of both infinite lived agents and overlapping generations of finite lived agents and the inclusion of production and non depreciating pure rents we show that indeterminacy is possible in robust examples and that the dimension of the indeterminacy can be as large as the number of goods per period we also discuss extreme cases in which determinacy is guaranteed

centralized pricing versus delegating pricing to the salesforce under information asymmetry the issue of delegating pricing responsibility to the salesforce is of interest to marketing academics and practitioners it has been shown by lal 1986 that under certain situations with information asymmetry it is more profitable for the firm to delegate pricing authority to the salesforce than to have centralized pricing in this paper we re examine situations where information asymmetry exists and analyze its effect on the decision of the firm to set a price or delegate pricing responsibility to the salesforce using contract theory we find that when the salesperson s private information can be revealed to the firm through contracting centralized pricing performs at least as well as price delegation we derive the optimal centralized pricing contract under a set of standard assumptions used in the economics and business literature

bundle pricing of inventories with stochastic demand we consider a retailer selling a fixed inventory of two perishable products over a finite horizon assuming poisson arrivals and a bivariate reservation price distribution we determine the optimal product and bundle prices that maximize the expected revenue our results indicate that the performances of mixed bundling pure bundling and unbundled sales strategies heavily depend on the parameters of the demand process and the initial inventory levels bundling appears to be most effective with negatively correlated reservation prices and high starting inventory levels when the starting inventory levels are equal and in excess of average demand most of the benefits of bundling can be achieved through pure bundling however the mixed bundling strategy dominates the other two when the starting inventory levels are not equal we also observe that an incorrect modeling of the reservation prices may lead to significant losses the model is extended to allow for price changes during the selling horizon it is shown that offering price bundles mid season may be more effective than changing individual product prices

commentary on industrial pricing theory and mangerial practice noble and gruca 1999 this issue provide useful insights into the pricing practices managers employ their findings indicate managerial pricing practices are heavily dominated by internal cost based approaches particularly relevant is the absence of value based pricing practices noble and gruca s findings indicate that the emerging market orientation work has not connected to pricing practice this work poses a significant challenge for marketing theoreticians and educators how can managers be helped to move beyond internally focused to externally customer focused pricing practice

dollar vs percentage markup pricing schemes under a dominant retailer abstract we investigate two very common pricing schemes for a stackelberg dominant retailer percentage markup and dollar markup we show that when a dominant retailer switches from dollar to percentage markup the channel s overall pie and the retailer s pie piece are both enlarged in contrast the manufacturer will be forced to levy a lower wholesale price thus receiving a smaller pie piece despite the larger pie the preceding statements hold regardless of whether the demand is deterministic or stochastic however the effects of switching to percentage markup on the retail price and sales volume will depend not only on whether the demand is stochastic but also on the assumed demand curve shape and on whether demand stochasticity is additive or multiplicative besides presenting a comprehensive set of answers on the comparative performance of dollar and percentagemarkups our results also highlight the often overlooked importance of choosing between i dollar and percentage markup and ii the formats of the assumed stochasticity and demand curves

incentives for helping on the job theory and evidence recent advances in incentive theory stress the multidimensional nature of agent effort and specifically cases where workers affect one anothers performance through helping efforts this article models helping efforts as determined by the compensation package and task allocation the model is tested with australian evidence on reported helping efforts within work groups the evidence consistently supports the hypothesis that helping efforts are reduced while individual efforts are increased when promotion incentives are strong piece rates and profit sharing appear to have little effect on helping efforts while task variety and helping efforts are positively correlated

a general equilibrium analysis of price controls and subsidies on food in mexico abstract in this paper we present a general equilibrium model that permits a thorough analysis of the effects of government pricing policies in particular we study the effects of price controls and subsidies on agricultural and food items in mexico we analyze alternative policies for reducing the government deficit by cutting subsidies and increasing indirect taxes our results indicate that although food subsidies need to be reduced maintaining some subsidies would have a favorable impact on income distribution

research note cost uncertainty is bliss the effect of competition on the acquisition of cost information for pricing new products we examine the optimal acquisition of information about a common uncertain cost factor by two competing firms seeking to price a new product we show that existing findings regarding the acquisition of demand information or the acquisition of either cost or demand information related to quantity decisions do not extend to this case for cost information with price competition the information acquisition strategies are strategic substitutes even though the price decisions that are based on the information are strategic complements competition decreases the expected value of cost information moreover when competition is intense and the cost of information low identical firms do not acquire the same amount of cost information even when information is free cost uncertainty acts like a fog that lessens the destructive effect of price competition when products are close substitutes and thus increases expected profits buyers on the other hand are better off when competing firms are informed about cost even though the expected value of cost information strictly decreases with competition the optimal price for industry specific cost information set by an information vendor increases with competition when the firms products are sufficiently substitutable

learning more from tobit coefficients extending a comparative analysis of political protest tobit analysis is the appropriate strategy for many sociological problems unfortunately clear procedures for interpreting its coefficients are not available using walton and ragin s 1991 tobit analysis of austerity protests in debtor nations i show that tobit coefficients can be decomposed into two effects 1 an effect representing an increase in the severity of protests in countries that have experienced protests and 2 an effect representing a change in the probability of experiencing an austerity protest in countries that recorded no protests finally an analogue to afully standardized regression coefficient is defined for tobit coefficients decomposing tobit coefficients reveals important additional findings that could not be discernedfrom the ordinary tobit coefficients

the prospects for smart energy prices observations from 50 years of residential pricing for fixed line telecoms and electricity this study focuses on how energy and communications have evolved over the last 50 years and what we can learn from history in order to examine the prospects for smart energy pricing by 2050 we begin by discussing the nature of energy and telecoms products and why price discrimination should be expected we then review various business and pricing strategies that have evolved in the two industries we find that business models for both the telecoms and energy sectors have changed from the traditional services business model i e offering of calls and messages for telecoms and utility supply services for energy to more dynamic integrated and complex business models these new business models include the managed services provider model the bundled services model and the prosumer business model among others similarly several changes in pricing structure have evolved there has been a reduction in the number of distanced based and increasing time based price differentiation in fixed line telecoms and the abolition of residential floor area based differentiation in electricity pricing we conclude with a discussion on how the rollout of the next generation of electricity meters smart and advanced meters may further shape electricity pricing in the future

inflation and unemployment the world economy today is vastly different from the 1930s when seymour harris the chairman of this meeting infected me with his boundless enthusiasm for economics and his steadfast confidence in its capacity for good works economics is very different too both the science and its subject have changed and for the better since world war ii but there are some notable constants unemployment and inflation still preoccupy and perplex economists statesmen journalists housewives and everyone else the connection between them is the principal domestic economic burden of presidents and prime ministers and the major area of controversy and ignorance in macroeconomics i have chosen to review economic thought on this topic on this occasion partly because of its inevitable timeliness partly because of a personal interest reaching back to my first published work in 1941

practice prize reports the practice prize reports consist of one article with two parts as follows sinha ashish j jeffrey inman yantao wang joonwook park attribute drivers a factor analytic choice map approach for understanding choices among skus and tellis gerard j rajesh k chandy deborah macinnis pattana thaivanich modeling the microeffects of television advertising which ad works when where for how long and why

modes of theorizing in strategic human resource management tests of universalistic contingency and configurational performance predictions the field of strategic human resource management shrm has been criticized for lacking a solid theoretical foundation this article documents that contrary to this criticism the shrm literature

the provision of incentives in firms i ncentives are the essence of economics despite many wide ranging claims about their supposed importance there has been little empirical assessment of incentive provision for workers the purpose of this paper is to critically overview existing work on the provision of incentives since the interests of workers and their employers are not always aligned a large theoretical literature has emphasized how firms design compensation contracts to induce employees to operate in the firm s interest this literature has reached into many areas of compensation and has pointed to a multitude of different mechanisms that can be used to induce workers to act in the interests of their employers these include piece rates options discretionary bonuses promotions profit sharing efficiency wages deferred compensation and so on my objective here is to evaluate this literature in the light of a growing empirical literature on compensation where possible i will address the literature from two perspectives first an underlying assumption of this literature is that individuals respond to contracts that reward performance accordingly i consider whether agents behave in this way and whether these responses are always in the firm s interest second i address whether firms write contracts with these responses in mind in other words do contracts look like the predictions of the theory incentives are provided to workers

editorial does good marketing cause bad unemployment questionable methods for increasing nominal wages reduce real wages i e buying power by creating inflation shortages lower quality and long term unemployment to increase real wages i e the ability to buy more economic principles prescribe increasing productivity i e greater output from less input in contrast marketing principles prescribes increasing the value of output i e greater customer benefits through innovation beyond increasing real wages innovation spawns new occupations better matching individuals with skills and providing greater nonmonetary benefits i e job satisfaction unfortunately threatened entrenched incumbents often solicit protectionist legislation claiming negative externalities e g short term unemployment lower wages and burdens on society innovation does require labor to move from inferior to superior organizations i e unemployment however protectionism only delays and dramatically aggravates the inevitable trauma associated with progress as worker skills firm practices and buyer welfare fall further behind recent attacks demonizing wal mart e g the dubious vlasic pickle claim epitomize this situation they are archaic vanilla protectionism menacing both imperiled consumers and every consumer driven business

a two stage supply chain coordination mechanism considering price sensitive demand and quantity discounts abstract this paper explores the coordination between a supplier and a buyer within a decentralized supply chain through the use of quantity discounts in a game theoretic model within this model the players face inventory and pricing decisions we propose both cooperative and non cooperative approaches considering that the product traded experiences a price sensitive demand in the first case we study the dynamics of the game from the supplier s side as the leader in the negotiation obtaining a stackelberg equilibrium and then show how the payoff of this player could still improve from this point in the second case a cooperative model is formulated where decisions are taken simultaneously emulating a centralized firm showing the benefits of the cooperation between the players we further formulate a pricing game where the buyer is allowed to set different prices to the final customer as a reaction to the supplier s discount decisions for the latter we investigate the difference between feasibility of implementing a retail discount given a current coordination mechanism and without it finally the implications of transportation costs are analyzed in the quantity discount schedule our findings are illustrated with a numerical example showing the difference in the players payoff in each case and the optimal strategies comparing in each case our results with existing work

optimal pricing and quantity of products with two offerings this paper analyzes the decision of a firm offering two versions of a product a deluxe and a regular while both products satisfy the same market the deluxe version is sold at a high price relative to its cost and is aimed at the high end of the demand curve the regular version is sold at a low price relative to its cost and is targeted to customers at the low end of the demand curve this two offering strategy is especially popular with book publishers where a paperback book is introduced some time after the hardbound version is introduced the time between the introduction of the two versions of the product is accompanied by a downward shift in the demand curve due to customers losing interest in the product or satisfying their demand from a secondary used market we solve a profit maximization model for a firm using a two offering strategy the model is solved for linear and exponential deterioration in demand which is assumed to be deterministic also a model with linear deterioration in demand which is assumed to be stochastic is solved the results indicate that substantial improvements in profit can be obtained by using the two offering strategy numerical sensitivity analysis and examples are used to illustrate the results

industrial pricing theory and managerial practice we organize the existing theoretical pricing research into a new two level framework for industrial goods pricing the first level consists of four pricing situations new product competitive product line and cost based the second level consists of the pricing strategies appropriate for a given situation for example within the new product pricing situation there are three alternative pricing strategies skim penetration and experience curve pricing there are a total of ten pricing strategies included in the framework we then identified a set of cost product market and information conditions which determine what pricing situation s a firm is facing as well as which strategies are appropriate within a given situation some of these determinant conditions are common to many pricing strategies e g highly elastic demand while others are unique to a given strategy within a particular pricing situation for example within the product line situation the profitability of supplementary sales is a unique determinant of the complementary product pricing strategy razor and blade pricing using this framework as a basis for an empirical study we examined how well current industrial pricing practice matches the prescriptions from the existing research our sample consisted of 270 respondents 27 response rate of these more than 50 indicated that they used more than one pricing strategy in formulating their most recent pricing decision for a high value industrial product sold in the united states as in previous research cost plus pricing was the most often cited pricing strategy 56 of the respondents since the respondents were able to indicate their use of more than one pricing strategy the data are of the pick k from n variety in order to model the managers pricing strategy choices we constructed a stacked binary logit with a separate observation for each strategy within a given pricing situation the signs of the determinant variables were estimated as interaction terms the new product pricing strategies skim penetration experience curve were used for new models in the market skim pricing was used in markets with high levels of product differentiation by firms at a cost disadvantage due to scale penetration pricing was used by firms with a cost advantage due to scale in markets with high level of overall elasticity but low brand elasticity experience curve pricing was used for minor innovations by firms with low capacity utilization in markets with a high level of differentiation the competitive pricing strategies leader parity and low price supplier were used in mature markets parity pricing was used by firms in a poor competitive situation i e high costs low market share low product differentiation these firms were also unable to take advantage of high levels of elasticity since their capacity utilization was high in contrast the low price supplier strategy was used by firmswith low costs due to scale advantages since they have low utilization these firms can take advantage of elastic brand demand none of the determinants were significantly related to the choice of leader pricing product line pricing strategies bundling complementary product and customer value pricing were more likely to be used by firms which sell substitute or complementary products bundle pricing was used for per sale contract pricing in markets with high levels of brand elasticity complementary product pricing razor and blade was used by firms that enjoyed high profitability on its supplementary sales using customer value pricing a firm offers a stripped down version of its current products to appeal to more price sensitive segments or to leverage new distribution channels this strategy was used to target a narrow segment in high growth markets where price changes are difficult to detect cost based pricing was more likely to be used in marketswhere demand is very difficult to estimate in such a situation cost based pricing makes a great deal of sense in general the results show that the managers pricing strategy choices are consistent with normative pricing research however questions about how managers combine their strategies to arrive at a final price as well as the organizational influences on pricing strategies remain important areas for future research

wage effects of the move toward free markets in east germany this analysis of data from the german socio economic panel soep for the years 1989 91 illuminates important changes in the structure of wages that were occurring in the former east germany during its transition toward a capitalist economy and changes that are probably occurring in other countries in eastern europe as well under the new capitalist wage regime workers realized significant returns to schooling gained under socialism but no significant returns to work experience because work experience is the largest element in the human capital of older workers their wages fell under the new system and the results suggest that their wages will continue to fall relative to those of younger workers generous transfer payments from western germany may prevent an absolute decline in living standards of these workers older workers in other eastern countries however will have no such social assistance and their living standards will probably fall

supplier initiated outsourcing a methodology to exploit synergy in transportation over the last decades transportation has been evolving from a necessary though low priority function to an important part of business that can enable companies to attain a competitive edge over their competitors to cut down transportation costs shippers often outsource their transportation activities to a logistics service provider of their choice this paper proposes a new procedure that puts the initiative with the service provider instead supplier initiated outsourcing this procedure is based on both operations research and game theoretical insights to stress the contrast between the traditional push approach of outsourcing and the here proposed pull approach where the service provider is the initiator of the shift of logistics activities from the shipper to the logistics service provider we will refer to this phenomenon as insinking insinking has the advantage that the logistics service provider can proactively select a group of shippers with a strong synergy potential moreover these synergies can be allocated to the participating shippers in a fair and sustainable way by means of a so called shapley monotonic path of customized tariffs insinking is illustrated by means of a practical example based on data from the dutch grocery transportation sector

the role of performance related pay in renegotiating the effort bargain the case of the british public service much of the academic and policy literature on performance related pay prp focuses on its role as an incentive system its role as a means for renegotiating performance norms has been largely neglected this study examines the introduction of performance related pay based mostly on appraisals by line managers in britain s public services during the 1990s previous research indicates that prp failed to motivate many of the staff and that its operation was divisive nevertheless other information suggests that productivity rose this article seeks to resolve the paradox using contract theory to show that performance pay was the instrument of a major renegotiation of performance norms and that this rather than motivation was the principal dynamic goal setting and appraisal by line managers played a key role in this process

on the timing and efficiency of creative destruction we analyze the timing pace and efficiency of ongoing job reallocation that results from product and process innovation there are strong reasons why an efficient economy ought to concentrate both job creation and destruction during recessions when the opportunity cost of reallocation is lowest incomplete contracting between labor and capital can disrupt this synchronized pattern and decouple creation and destruction transactional difficulties also lead to technological sclerosis characterized by excessively slow renovation government incentives to production may alleviate high unemployment but exacerbate sclerosis in contrast creation incentives increase the pace of reallocation an optimal combination of both policies restores economic efficiency

dynamic lot sizing models with pricing for new products while previous dynamic lot sizing dls models mainly consider mature products this study analyzes production planning decisions for new products the demand dynamics caused by new product diffusion complicate production decisions for new products we integrate dls and discrete bass models to provide optimal decisions for pricing and production planning problems moreover we study the joint influence of product diffusion and pricing parameters on the dls decisions this leads to the following insights first coordinated production pricing and dynamic pricing improve profitability second the optimal pricing strategy is affected by market conditions the penetration pricing strategy outperforms the skimming pricing strategy when consumers are less sensitive to relative price changes than to the introductory price when the product diffuses slowly or when the consumer initiative level is low otherwise the latter outperforms the former finally pricing strategies and product diffusion patterns reshape the cost structure of a firm coordinated decisions and dynamic pricing strategy substantially reduce the cost revenue ratio whereas an increase in the consumer initiative level or product diffusion speed can improve cost efficiency

optimal bundle formation and pricing of two products with limited stock abstract in this study we consider the stochastic modeling of a retail firm that sells two types of perishable products in a single period not only as independent items but also as a bundle our emphasis is on understanding the bundling practices on the inventory and pricing decisions of the firm one of the issues we address is to decide on the number of bundles to be formed from the initial product inventory levels and the price of the bundle to maximize the expected profit product demands follow a poisson process with a price dependent rate customer reservation prices are assumed to have a joint distribution we study the impact of reservation price distributions initial inventory levels product prices demand arrival rates and cost of bundling we observe that the expected profit decreases as the correlation between the reservation prices of two products increases with negative correlation bundling cost has a significant impact on the number of bundles formed when the product prices are low the retailer sells individual products as well as the bundle mixed bundling when they are high the retailer sells only bundles pure bundling the expected profit and the number of bundles offered decrease as the variance of the reservation price distribution increases for high starting inventory levels the retailer reduces bundle price and offers more bundles the number of bundle sales decreases and the number of individual product sales increases when the arrival rate increases since the need for bundling decreases impacts of substitutability and complementarity of products are also investigated the retailer forms more bundles or charges higher prices for the bundle or both as the products become more complementary and less substitutable

optimal pricing for information goods with piracy and saturation effect we analyze the pricing decision of a firm selling a product for which there is a significant and continuous saturation effect over time and that can be pirated assuming that the firm uses a skimming strategy we solve three profit maximization models given demand that is linearly decreasing in price few prices can be used over the life of the product the effects of both piracy and saturation are combined in the first model in the second model the firm can invest in technology or copyright enforcement to reduce piracy the third model describes the case in which piracy leads to increased awareness of the product and increased demand numerical sensitivity analysis and examples are used to illustrate the results the results indicate that under strong piracy and saturation effects a skimming strategy is suboptimal

a model of the natural rate of unemployment since the publication of edmund phelps volume the new macroeconomics has treated the labor market as a dynamic process of rational search by unemployed workers for available vacancies wages are viewed as at least potentially flexible though free contracting between workers and firms may lead to fixed wages in the short run imperfect information is a crucial element of the theory for it implies both a need for contracting and a need for rational search rather than simple market clearing in each period a positive rate of frictional unemployment may exist in equilibrium denoted as the natural rate this unemployment is due to the frictions in the search process and imperfections in information rather than to any deficiency in aggregate demand milton friedman defined the natural rate as the level that would be ground out by the walrasian system of general equilibrium equations provided there is embedded in them the actual structural characteristics of the labor and commodity markets including market imperfections stochastic variability in demands and supplies the cost of gathering information about job vacancies and labor availabilities the costs of mobility and so on p 8 this paper reexamines the micro foundations of the natural rate in a model of labor market equilibrium in which turnover flows and imperfect information are explicitly considered workers may quit their current jobs to enter the unemployment pool in order to search among available vacancies for a more preferred position firms economize on turnover by an appropriate wage policy

the effect of human resource management practices on mnc subsidiary performance in russia this study investigates the relationship between human resource management hrm and the performance of 101 foreign owned subsidiaries in russia the study s results provide support for the assertion that investments in hrm practices can substantially assist a firm in improving performance further different hrm practices for managerial and non managerial employees are found to be significantly related to firm performance only limited support however is obtained for the hypothesized relationship between efforts at aligning hrm practices with firm strategy and subsidiary performance

skimming or penetration strategic dynamic pricing for new products current complex dynamic markets are characterized by numerous brands each with multiple products and price points and differentiated on a variety of product attributes plus a large number of new product introductions this study seeks to analyze dynamic pricing paths in a highly complex branded market consisting of 663 products under 79 brand names of digital cameras the authors develop a method to classify dynamic pricing strategies and analyze the choice and correlates of observed pricing paths in the introduction and early growth phase of this market the authors find that despite numerous recommendations in the literature for skimming or penetration pricing market pricing dominates in practice in particular the authors find five patterns skimming 20 frequency penetration 20 frequency and three variants of market pricing patterns 60 frequency where new products are launched at market prices skimming pricing launches the new product 16 above the market price and subsequently increases the price relative to the market price penetration pricing launches the new product 18 below the market price and subsequently lowers the price relative to the market price firms exhibit a mix of these pricing paths across their portfolios the specific pricing paths correlate with market firm and brand characteristics such as competitive intensity market pioneering brand reputation and experience effects the authors discuss managerial implications