economic origins of electoral support for authoritarian successors a cross national analysis of economic voting in new democracies this study explores how economic performance prior to democratic transitions affects the fate of successors to authoritarian rulers in new democracies it investigates 70 founding election outcomes finding that successful economic performance under an authoritarian regime increases the vote share of successors it also finds that the past economic performance of authoritarian rulers decreases the likelihood of government alternation to democratic oppositions interim governments that initiate democratic transition however are neither blamed nor rewarded for economic conditions during transition periods this study concludes that electorates are not myopic and that economic voting is not a knee jerk reaction to short term economic performance in new democracies

equilibrium in hotelling s model of spatial competition we study hotelling s two stage model of spatial competition in which two firms first simultaneously choose locations in the unit interval then simultaneously choose prices under hotelling s assumptions uniform distribution of consumers travel cost proportional to distance inelastic demand of one unit by each consumer the price setting subgames possess equilibria in pure strategies for only a limited set of location pairs because of this problem pointed out independently by vickrey 1964 and d aspremont et al 1979 hotelling s claim that there is an equilibrium of the two stage game in which the firms locate close to each other is incorrect a result of dasgupta and maskin 1986 guarantees that each price setting subgame has an equilibrium in mixed strategies we first study these mixed strategy equilibria we are unable to provide a complete characterization of them although we show that for a subset of location pairs all equilibria are of a certain type we reduce the problem of finding an equilibrium of this type to that of solving three or fewer highly nonlinear equations at each of a large number of location pairs we have computed approximate solutions to the system of equations next we use our analytical results and computations to study the equilibrium location choices of the firms there is a unique up to symmetry subgame perfect equilibrium in which the location choices of the firms are pure in it the firms locate 0 27 from the ends of the market at this equilibrium the support of the subgame equilibrium price strategy is the union of two short intervals most of the probability weight is in the upper interval so that this strategy is reminiscent of occasional sales by the firms we also find a subgame perfect equilibrium in which each firm uses a mixed strategy in locations in fact in the class of strategy pairs in which the firms use the same mixed strategy over locations and this strategy is symmetric about 0 5 there is a single equilibrium in this equilibrium most of the probability weight of the common strategy is between 0 2 and 0 4 and between 0 6 and 0 8 there is a wide range of pure nash as opposed to subgame perfect equilibrium location pairs the subgame strategies in which each firm threatens to charge a price of zero in response to a deviation support all but those location pairs in which the firms are very close

needs and targeting this paper shows that when in the manner of the recent targeting literature the resources available for poverty relief are allocated across heterogeneous groups so as to minimize a well behaved index of aggregate poverty the optimal response to an increase in the needs of some group may be to reduce the resources allocated to it necessary and sufficient conditions for optimally targeted benefits to be inversely related to needs are established under two polar forms of poverty alleviation strategy pure contingency and strict means testing and the wider methodological implications of this possibility discussed copyright 1992 by royal economic society

endogeneity in brand choice models applications of random utility models to scanner data have been widely presented in marketing for the last 20 years one particular problem with these applications is that they have ignored possible correlations between the independent variables in the deterministic component of utility price promotion etc and the stochastic component or error term in fact marketing mix variables such as price not only affect brand purchasing probabilities but are themselves endogenously set by marketing managers this work tests whether these endogeneity problems are important enough to warrant consideration when estimating random utility models with scanner panel data our results show that not accounting for endogeneity may result in a substantial bias in the parameter estimates

on the sign of the optimum marginal income tax this paper studies a central aspect of optimal income taxation as modelled in mirrlees original paper on the topic identical leisure consumption preferences qualitatively homogeneous skills in production namely whether given concave utilitarianism alone the optimal marginal income tax will be non negative a well known positive answer to this question in weak inequality form was given in the said paper which however we show requires additive separability of individual utility in the ordinal and cardinal senses our main result here is to derive the required strict positivity of the marginal tax under weak conditions slightly wider than noninferiority of consumption and leisure with preferences otherwise arbitrary

means testing versus universal provision in poverty alleviation programs this paper contrasts the use of means tested and universal schemes in the alleviation of poverty using a class of poverty measures the authors illustrate the trade off from the fact that means testing is costly to both the government and the claimant while universal provision entails a leakage to the nonpoor the paper provides numerical as well as analytical results copyright 1990 by the london school of economics and political science

a probabilistic choice model for market segmentation and elasticity structure marketing scholars commonly characterize market structure by studying the patterns of substitution implied by brand switching though the approach is useful it typically ignores the destabilizing

the principle of minimum differentiation holds under sufficient heterogeneity the so called principle of minimum differentiation stated by hotelling has been challenged by many authors this paper restores the principle by showing that n firms locate at the center of the market and charge prices higher than the marginal cost of production when heterogeneity in consumers tastes is large enough

inferring market structure with aggregate data a latent segment logit approach in this paper the authors introduce a latent segment logit lsl model that allows the identification of latent market segments when only macro level time series data e g market share or sales not individual choices are available the proposed model provides a paramorphic representation of market structure based on the notion that structure implies heterogeneity in preferences and or response to marketing mix elements it assumes that independence of irrelevant alternatives iia holds within latent segments i e segments are homogeneous but allows for heterogeneity across segments estimates for segment characteristics including size brand preferences and sensitivity to marketing mix variables are obtained by applying the model to aggregated longitudinal panel data validation tests are conducted on both the aggregated and disaggregated panel data aggregate validation demonstrates that the model is superior to standard market share models in terms of calibration and predictive fit disaggregated validation demonstrates that the latent segments recovered by the model account for much of the variation across household purchase histories even though these data were not utilized in the estimation

structural modeling and policy simulation a primary goal of research in marketing is to evaluate and recommend optimal policies for marketing actions or instruments in the terminology of franses 2005 in this respect marketing is a very policy oriented field and it is ironic that so much published research skirts the issue of policy evaluation franses s article draws much needed attention to the question of what sort of model is usable for policy simulation and evaluation our perspective on what constitutes a valid model for policy evaluation differs from franses s view but we believe our view complements his in many important respects we also strongly believe that marketing has much to contribute to the literature on structural modeling we outline some of what we believe are the advantages for marketing scholars of using structural modeling for policy evaluations and some of the challenges presented by marketing problems franses focuses on a reduced form sales response model in which the outcome variable yt is modeled conditional on marketing variables xt if customers anticipate future marketing actions and take these into account in responding to the environment at time t an additional equation is appended to the system to describe the evolution of the xt variables in franses s view this system can be used for policy simulation if both the y and x equations have timeinvariant parameters that is the lucas critique which implies that parameters of reduced form models change if the policy regime changes does not apply according to franses a model must pass standard diagnostics possess good predictive properties and exhibit parameter stability to be useful for policy simulation we applaud the attention franses is bringing to model diagnostics we believe that structural work in both marketing and economics should pay close attention to the central features of the data increased use of model diagnostics will help ensure that structural models are capable of capturing these features however we do not believe that all the criteria proposed by franses such as out of sample validity and parameter stability are either necessary or sufficient to render a model useful for policy simulation reduced form models can pass all diagnostics including out of sample validation and still provide misleading predictions about the effects of policy changes reduced form

welfare analysis of tax reforms using household data abstract this paper discusses a methodology for calculating the distribution of gains and losses from a policy change using data for a large sample of households estimates are based on the equivalent income function which is money metric utility defined over observable variables this enables calculations to be standardised and a computer program to compute the statistics presented in the paper is available for a general demand system equivalent income is related to measures of deadweight loss and standard errors are computed for each of the welfare measures an application to u k data for 5 895 households is given which simulates a reform that involves eliminating housing subsidies

modeling interdependent consumer preferences abstract a consumer s preference for an offering can be influenced by the preferences of others in many ways ranging from social identification and inclusion to the benefits of network externalities in this article the authors introduce a bayesian spatial autoregressive discrete choice model to study the preference interdependence among individual consumers the autoregressive specification can reflect patterns of heterogeneity in which influence propagates within and across networks these patterns cannot be modeled with standard random effect specifications and can be difficult to capture with covariates in a linear model the authors illustrate their model of interdependent preferences with data on automobile purchases and show that preferences for japanese made cars are related to geographically and demographically defined networks

representing tourists heterogeneous choices of destination and travel party with an integrated latent class and nested logit model abstract aiming at a better understanding of heterogeneous interdependencies between destination and travel party choices in tourism this study attempts to simultaneously represent these two choices by integrating the nested logit model with the latent class modeling approach to accommodate both types of nested model structures together empirical analysis confirmed the effectiveness of the developed model using a data collected from more than 2000 tourists in japan it was observed that on average the two types of nested model structures are almost equally shared by samples and the model structures could significantly vary with income level and gender influential factors related to choices of destination and travel party were also explored concretely speaking travel time attractiveness of destination and number of tourism spots were found to be important influential factors in destination choice and gender age marital status have important effects on travel party choice

a new product growth for model consumer durables this article originally appeared in management science january 1969 volume 15 number 5 pp 215 227 published by the institute of management sciences a growth model for the timing of initial purchase of new products is developed and tested empirically against data for eleven consumer durables the basic assumption of the model is that the timing of a consumer s initial purchase is related to the number of previous buyers a behavioral rationale for the model is offered in terms of innovative and imitative behavior the model yields good predictions of the sales peak and the timing of the peak when applied to historical data a long range forecast is developed for the sales of color television sets

the role of targeted communication and contagion in product adoption the two main influences leading to adoption at the individual consumer level are marketing communication and interpersonal communication although evidence of the effect of these two influences is abundant at the market level there is a paucity of research documenting the simultaneous effect of both influences at the individual consumer level thus the primary objective of this paper is to fill the gap in the literature by documenting the existence and magnitude of both influences at the individual customer level while controlling for unobserved temporal effects the pharmaceutical industry provides an appropriate context to study this problem it has been conjectured that adoption and usage patterns of a new drug by physicians contagion acts as a consumption externality as it allows a given physician to learn about the efficacy and use of the drug in addition pharmaceutical companies target individual physicians via marketing activities such as detailing sampling and direct to consumer adverti

aggregate impact of different brand development strategies current branding literature investigates the spillover effects and extension effects due to the introduction of product extensions however no study so far has evaluated the aggregate market impact of these effects across different brand development strategies or accounted for the strategic decision to introduce the extension it is important to examine the above given the significant investments and the high failure rates associated with the introduction of new product extensions in this study we develop an analytical framework that derives revenue outcome due to an extension introduction as a function of spillover and extension effects we empirically estimate the above effects through a bayesian endogenous switching model that jointly models market shares of the extension and its parent brand along with the strategic decision to introduce the extension and the endogeneity in prices by using a data set that covers 155 extensions introduced across 20 u s geographic markets we obtain several new gen

measuring contagion in the diffusion of consumer packaged goods abstract this study measures the degree of contagion or interpersonal influence in the diffusion of new consumer packaged goods cpgs the authors demonstrate that when an individual level trial hazard model is properly specified to account for potential sources of biases substantial contagion effects may be detected in the diffusion of many cpgs using longitudinal panel data on individual level trial and repeat purchases of 67 newly introduced cpgs they show that standard diffusion models fail to detect contagion however after extending the model to allow for spatial and temporal heterogeneity in contagion and controlling for various cross sectional and temporal confounds they find statistically significant contagion effects in 33 to 40 of the 67 sample products the empirical evidence of contagion in the diffusion of many cpgs has important implications because most new product trial models for cpgs have assumed a priori that there is no contagion in the diffusion of these products moreover the

measuring the effects of new brand introduction on inter brand strategic interaction this paper empirically investigates the effects of a new brand introduction on the market structure of a product market i e the nature of competition among existing brands the model is based on the discrete choice multinomial logit model in which the household specific brand intercepts are decomposed into brand locations in attribute space and households importance weights for these attributes the formulation also incorporates the effects of marketing variables on brand choice behavior the relative proximity of brands in the attribute space provides a measure of the intensity of competitive rivalry among brands a new brand introduction results in an additional location in this space three consequences of the introduction are investigated i impact on brand locations of extant brands ii change in the importance weights assigned by households to the attributes iii effects on households sensitivities to marketing activities as some or all of the above could change these three effects result in eight combinations that need to be studied the general model is one in which all three components are allowed to change and this nests the remaining seven specifications the specification that is most consistent with the data can therefore be isolated via a statistical test of nested hypotheses identifying the consequences of the introduction for market structure has implications for managerial action an empirical application of the model to household scanner panel data using liquid laundry detergents is provided

competition of firms discriminatory pricing and location1 two costlessly mobile firms are to be located in a market region a subset of the plane the firms compete by setting locations and delivered price schedules to study this competitive stiuation an appropriate extensive form game is defined along with an appropri ate noncooperative solution concept existence and general properties of the equilibrium are demonstrated among the results are each firm increases its profit by locating so as to decrease total cost to both firms of serving the market firms will never locate coinciden tally if they have identical production costs and transport cost rates or if these are different and the firms are located in a circular market region having a uniform demand distribution this paper studies competition between two profit maximizing firms in space who are costlessly mobile and may discriminate in price we will allow the firms to set locations and delivered price schedules and we will be concerned with the existence and properties of equilibria in location and price starting with hotelling 9 the spatial competition literature has focused on location on bounded linear markets by two or more firms hotelling assumed identical firms that produced a single good with constant cost of production and considered consumers to be uniformly distributed and to have inelastic demand he also assumed that the consumers pay transport cost and purchase the good from the cheapest source hotelling claimed that a nash equilibrium in locations for the two firm market existed and yielded back to back locations at the center of the market many authors most recently d aspremont gabszewicz and thisse 2 have noted that an equilbrium in prices and location does not exist for hotelling s model however if the firms employ identical exogeneously specified prices hotelling s conclusions hold subsequent work by smithies 14 hartwick and hartwick 7 and eaton 3 claimed to show that a nash equi librium in f o b prices and locations can exist in markets with a uniform distribu tion of consumers each of whom have identical elastic demand functions for the two and three firm problems the work of d aspremont et al casts doubt on these conclusions without the adoption of restrictive conditions our work contrasts with these works and related research which has dealt with linear markets with uniform distributions of customers and with identical firms our work will involve markets that are subsets of the plane having nonuniform distributions of customers our firms will be allowed to be different that is have differences in production and transport costs however the fundamental difference in our approach is that our firms will set discriminatory prices and not price f o b in many ways our work will represent the discriminatory pricing

order of market entry established empirical generalizations emerging empirical generalizations and future research three established and four emerging empirical generalizations are identified below the first established generalization is that there is a negative relationship between order of market entry and market share second for consumer packaged goods and prescription anti ulcer drugs the entrant s market share divided by the first entrant s share roughly equals one divided by the square root of order of market entry third in mature markets market pioneer share advantages slowly decline over time while the emerging generalizations require additional research support the initial findings suggest 1 for consumer packaged goods order of market entry has a stronger negative relationship with trial penetration than with repeat purchase 2 market pioneers have broader product lines than late entrants 3 skill and resource profiles differ across market pioneers early followers and late entrants and 4 order of market entry is not related to long term survival rates future research topics are also dis

a representative consumer theory of the logit model the log it model is usually derived from a discrete choice approach with stoc hastic utilities it is shown here that the logit demand system may also be derived from the maximization of a deterministic entropy type utility the latter may be interpreted as the preference function of a representative consumer with variety seeking behavior this altern ative view suggests a generalization of the standard logit which allo ws total demand to be determined endogenously copyright 1988 by economics department of the university of pennsylvania and the osaka university institute of social and economic research association

taxes and employment subsidies in optimal redistribution programs this paper explores how to optimally set taxes and transfers when taxation authorities 1 are uninformed about individuals value of time in both market and non market activities and 2 can observe both market income and time allocated to market employment we show that optimal redistribution in this environment involves distorting market employment upwards for low wage individuals through decreasing wage contingent employment subsidies and distorting employment downwards for high wage individuals through positive and increasing marginal income tax rates in particular we show that whether a person is taxed or subsidized depends primarily on his wage with the optimal program involving a cut off wage whereby workers above the cutoff are taxed as they increase their income while workers earning a wage below the cutoff receive an income supplement as they increase their income finally we show that the optimal program transfers zero income to individuals who choose not to work

estimating disaggregate models using aggregate data through augmentation of individual choice abstract in this article the authors propose a bayesian method for estimating disaggregate choice models using aggregate data compared with existing methods the advantage of the proposed method is that it allows for the analysis of microlevel consumer dynamic behavior such as the impact of purchase history on current brand choice when only aggregate level data are available the essence of this approach is to simulate latent choice data that are consistent with the observed aggregate data when the augmented choice data are made available in each iteration of the markov chain monte carlo algorithm the dynamics of consumer buying behavior can be explicitly modeled the authors first demonstrate the validity of the method with a series of simulations and then apply the method to an actual store level data set of consumer purchases of refrigerated orange juice the authors find a significant amount of dynamics in consumer buying behavior the proposed method is useful for managers to understand better

the optimal taxation of unskilled labor with job search and social assistance abstract in order to explore the optimal taxation of low skilled labor we extend the standard model of optimal nonlinear income taxation in the presence of quasi linear preferences in leisure by allowing for involuntary unemployment job search and an exogenous welfare benefit in trading off low skilled employment against work effort of higher skilled workers the government balances distortions on the search margin with those on work effort higher welfare benefits typically reduce taxes paid by low skilled workers and raise marginal tax rates throughout the skill distribution

using multimarket data to predict brand performance in markets for which no or poor data exist abstract the authors show how multimarket data can be used to make predictions about brand performance in markets for which no or poor data exist to obtain these predictions the authors propose a model for market similarity that incorporates the structure of the u s retailing industry and the geographic location of markets the model makes use of the idea that if two markets have the same retailers or are located close to each other then branded goods in these markets should have similar sales performance other factors being held constant in holdout samples the proposed spatial prediction method improves greatly on naive predictors such as global market averages nearest neighbor predictors or local averages in addition the authors show that the spatial model gives more plausible estimates of price elasticities it does so for two reasons first the spatial model helps solve an omitted variables problem by allowing for unobserved factors with a cross market structure an example of such unobse

research note structural demand estimation with varying product availability this paper develops a model that extends the traditional aggregate discrete choice based demand model e g berry et al 1995 to account for varying levels of product availability in cases where not all products are available at every consumer shopping trip the observed market share is a convolution of two factors consumer preferences and the availability of the product in stores failing to account for the varying degree of availability would produce incorrect estimates of the demand parameters the proposed model uses information on aggregate availability to simulate the potential assortments that consumers may face in a given shopping trip the model parameters are estimated by simulating potential product assortment vectors by drawing multivariate bernoulli vectors consistent with the observed aggregate level of availability the model is applied to the uk chocolate confectionery market focusing on the convenience store channel we compare the parameter estimates to those obtained from not accounting for varying availability and analyze some of the substantive implications

spatial pricing in the united states west germany and japan this paper investigates the spatial pricing policies of a sample of firms in the united states west germany and japan we begin in section i by providing general results for the three countries these suggest that f o b pricing is the exception rather than the rule furthermore there appear to be significant differences between the countries in the degree of spatial price discrimination the remainder of the paper examines whether the inter country differences in spatial discrimination can be explained by a theory of spatial pricing section ii uses the theory of spatial pricing proposed in greenhut and greenhut 1975 to derive an operational model in section iii the parameters of this model are estimated from the individual country data and the results are discussed section iv presents the conclusions the data used in this study were obtained from a survey of firms in the three countries in each country target regions were selected with a similar urban rural proportions as restricted by b existing acquaintanceships with professors in or near these urban rural centres survey constraint b was imposed after a mailed questionnaire pilot study in the united states had indicated a likely need for follow up mailings phone calls and even interviews before a sufficient number of responses from a particular place e g a particular state in the united states could be expected after selecting our comparable survey areas firms were picked at random from industrial lists of business establishments in each country and questionnaires were mailed to them the questionnaire is reproduced in the appendix the firms that returned questionnaires were compared to non responding firms no distinction in size of firm industry type or location was apparent for any country or sub region studied among the respondents we dropped from the sample all firms that were not subject to a significant freight cost defined to be a 5 per cent minimum freight cost to delivered cost ratio on sales to at least one distant market point our findings on pricing strategies are summarized in table 1 firms in the united states tend to price discriminatorily of 174 sampled firms less than one third priced non discriminatorily f o b the spokesmen for the remaining firms 67 per cent admitted that they did not add full freight cost to their mill price on all of their distant sales these firms therefore priced discriminatorily the tendency to price discriminatorily is even greater in west germany and japan with the percentage of discriminating firms approximately

equilibrium with product differentiation tive consumer formulations is used to examine the properties of single and multiple price equilibria conditions under which decreases in the intensity of consumer preferences reduce price are given it is shown that with certain types of demand curves entry can eliminate price cost markups even given product differentiation if competition is localized it is demonstrated that entry does not affect the markup finally the effect of spurious product differentiation on price is examined

complexity effects in choice experiment based models abstract many firms rely on choice experiment based models to evaluate future marketing actions under various market conditions this research investigates choice complexity i e number of alternatives number of attributes and utility similarity between the most attractive alternatives and individual differences in decision time as key factors that affect the predictive performance of models based on choice experiments both within and between complexity conditions the results show that complexity and individual decision time not only affect the error in consumer choice models but also consumers decision strategy and systematic utilities the authors introduce a complexity adjusted mixed logit cam logit model to capture the various influences of complexity in choice experiment based models they illustrate the consequences of complexity on choice behavior with market share predictions of the cam logit model for different complexity conditions

non welfarist optimal taxation and behavioral public economics research in behavioral economics has uncovered the widespread phenomenon of people making decisions against their own good intentions in these situations the government might want to intervene indeed individuals might want the government to intervene to induce behavior that is closer to what individuals wish they were doing the analysis of such corrective interventions through taxes and subsidies might be called behavioral public economics however such analysis where the government has an objective function that is different from that of individuals is not new in public economics in these cases the government is said to be non welfarist in its objectives and there is a long tradition of nonwelfarist welfare economics especially the analysis of optimal taxation and subsidy policy where the outcomes of individual behavior are evaluated using a preference function different from the one that generated the outcomes the object of this paper is to first of all present a unified view of the non welfarist optimal taxation literature and secondly to present behavioral public economics as a natural special case of this general framework

economic expectations and voting behavior in united states house and senate elections past individual level studies of economic voting 1 have incorrectly operationalized the model they employ by using past oriented rather than future oriented questions and 2 have failed to examine the level of economic voting in united states senate elections using the 1978 national election study we show that economic voting exists in senate but not house elections presumably due to the differences in electoral context even when economic voting occurs however there is no guarantee that the public will influence the direction of macroeconomic policy

choice map inferring a product market map from panel data this paper describes choice map a model that infers a product market map from panel data choice map is a stochastic brand choice model a random utility quantal choice model and a multidimensional scaling procedure choice map combines the parsimony of stochastic choice models the rationale of random utility models and the ability of multidimensional scaling procedures to simultaneously infer both brand positions and consumer preferences from preference choice data choice map assumes that consumers have stationary purchase probabilities for the observational period which makes the model best suited to frequently bought mature product categories neither experimental nor survey data are required traditional mapping methods that scale such data may not yield the same structure for low involvement products as will a procedure like choice map that scales behavioral data choice map s descriptive and predictive validity exceeds that of an alternative stochastic brand choice model the dirichlet multinomial for a test data set

competitive price discrimination strategies in a vertical channel using aggregate retail data we explore opportunities for targeted pricing for a retailer that only tracks weekly store level aggregate sales and marketing mix information we show that it is possible using these data to recover essential features of the underlying distribution of consumer willingness to pay knowledge of this distribution may enable the retailer to generate additional profits from targeting by using choice information at the checkout counter in estimating demand we incorporate a supply side model of the distribution channel that captures important features of competitive price setting behavior of firms this latter aspect helps us control for the potential endogeneity generated by unmeasured product characteristics in aggregate data the channel controls for competitive aspects both between manufacturers and between manufacturers and a retailer despite this competition we find that targeted pricing need not generate the prisoner s dilemma in our data this contrasts with the findings of theoretical models due to the flexibility of the empirical model of demand the demand system we estimate captures richer forms of product differentiation both vertical and horizontal as well as a more flexible distribution of consumer heterogeneity

tagging and taxing the optimal use of categorical and income information in designing tax transfer schemes this paper explores aspects of the optimal design of tax transfer schemes that involve elements of both tagging the use of categorical benefits and means testing income relation of benefits simulations suggest a striking qualitative dissimilarity between the group specific schedules optimally imposed on poorer and richer groups broadly speaking the optimal marginal tax rate is decreasing in income among the latter but increasing among the former this latter observation potentially important for policy runs counter to the conventional wisdom from previous simulations the reconciliation we argue lies in the role played in optimal tax design by the revenue constraint

mobile money in tanzania in developing countries mobile telecom networks have emerged as major providers of financial services bypassing the sparse retail networks of traditional banks we analyze a large individual level data set of mobile money transactions in tanzania to provide evidence of the impact of mobile money on alleviating financial exclusion in developing countries we identify three types of transactions i money transfers to others ii short distance money self transportation and iii money storage for short to medium periods of time we utilize a natural experiment of an unanticipated increase in transaction fees to identify the demand for these transactions using the demand estimates we find that the willingness to pay to avoid walking with cash an extra kilometer short distance self transportation and to avoid storing money at home money storage for an extra day are 1 25 and 0 8 of an average transaction respectively which demonstrates that mobile money ameliorates significant amounts of crime

measuring market power in the ready to eat cereal industry the ready to eat cereal industry is characterized by high concentration high price cost margins large advertising to sales ratios and numerous introductions of new products previous researchers have concluded that the ready to eat cereal industry is a classic example of an industry with nearly collusive pricing behavior and intense nonprice competition this paper empirically examines this conclusion in particular i estimate price cost margins but more importantly i am able empirically to separate these margins into three sources i that which is due to product differentiation ii that which is due to multi product firm pricing and iii that due to potential price collusion the results suggest that given the demand for different brands of cereal the first two effects explain most of the observed price cost margins i conclude that prices in the industry are consistent with noncollusive pricing behavior despite the high price cost margins leading firms are able to maintain a portfolio of differentiated products and influence the perceived product quality it is these two factors that lead to high price cost margins

comments on competitive responsiveness marketing science features many and diverse articles that analyze competitive responsiveness although recent marketing science editorials e g shugan 2002 suggest that competitive responsiveness is only a part of a comprehensive competitive marketing strategy it remains a vital part for that reason and many others marketing science is particularly proud of this special issue edited by david j reibstein and dick r wittink before introducing and vigorously applauding both the editors and authors of this excellent special issue we emphasize that competitive responsiveness raises numerous issues including whether one can forecast outcomes of new policies based on past observations made under old policies i e the lucas critique and decisions regarding which variables should be considered endogenous shugan 2004 i e determined within the model perhaps normative models are inherently perishable evolution in market structure requires modifications over time also although complete consistency within the world of the model is aesthetically pleasing imposing industry specific exogenous constraints that might appear unrelated to the modeling assumptions is sometimes necessary

market roll out and retailer adoption for new brands this paper proposes a descriptive model of the spatial and temporal evolution of retail distribution for new packaged goods the distribution model postulates separate processes for local market entry by manufacturers and adoption by retailers given entry of special interest is whether retail adoption occurs along a competitive network with retailers as nodes and overlapping trade areas of these retailers as links the model is calibrated on data covering the introduction of two very successful new brands in the frozen pizza category for these brands manufacturers sequentially enter markets based on spatial proximity to markets already entered spatial evolution and on whether chains in these markets adopted previously elsewhere market selection a retail chain adopts new brands based on the adoption timing of competing chains within its trade territory competitive contagion and on the fraction of its trade area in which the new brand is available trade area coverage the effects of market selection and of trade area coverage create dependencies between market entry and retail adoption because of these dependencies the attraction of a particular market as a lead market depends on its location in the geographic structure of the u s retail trade

optimal non linear income taxation for the alleviation of income poverty there has been much discussion recently of structuring tax and transfer programs to ensure that resources go to the poor with minimal leaks to the nonpoor the poor have no incentive to earn income with 100 percent marginal tax rates but how high or low the marginal rate of taxation should be and how they should vary with income is a complex issue and opinions vary social security schemes that withdraw benefits represent an extremely high effective marginal tax rate other schemes call for relatively low marginal tax rates at the bottom of the income distribution which tax transfer schedule does most to reduce poverty the issue is one of optimal nonlinear income taxation the authors show that one of the key theoretical results of the welfarist literature is overturned if it is desirable for everybody to work the optimal marginal tax rate on the very poorest individuals is strictly negative they argue that the nonwelfarist perspective points toward lower marginal tax rates in the lower part of the income distribution than does the welfarist perspective but numerical simulations suggest that the effect is of limited quantitative significance using conventional functional forms and parameter values optimal marginal tax rates on the poor are in the 60 70 percent range

unobserved retailer behavior in multimarket data joint spatial dependence in market shares and promotion variables marketing scholars and practitioners frequently infer market responses from cross sectional or pooled cross section by time data such cases occur especially when historical data are either absent or are not representative of the current market situation we argue that inferring market responses using cross sections of multimarket data may in some cases be misleading because these data also reflect unobserved actions by retailers for example because the opportunity costs of doing so do not outweigh the gains retailers are predisposed against promoting small share brands as a consequence local prices and promotion variables depend on local market shares the higher the local share the higher the local observed promotion intensity we refer to this reverse causation as an endogeneity ignoring it will inflate response estimates because both the promotion effects on share as well as the reverse effects are in the same direction in this paper we propose a solution to this inference problem using the fact that retailers have trade territories consisting of multiple contiguous markets this implies that the unobserved actions of retailers cause a measurable spatial dependence among the marketing variables the intuition behind our approach is that by accounting for this spatial dependence we account for the effects of the retailer s behavior in this context our study hopes to make the following contributions at the core of which lies the above intuition first we separate the market response effect from the reverse retailer effect by computing responses to price and promotion net of any spatial and therefore retailer influence second underlying this approach is a new variance decomposition model for data with a panel structure this model allows to test for endogeneity of prices and promotion variables in the cross sectional dimension of the data this test aims to complement the one developed by villas boas and winer 1999 who test for endogeneity along the temporal dimension third to illustrate the approach we use information resources inc iri market share data for brands in two mature and relatively undifferentiated product categories across 64 iri markets whereas we only use data with very short time horizons to estimate price and promotion responses with the spatial model we do have data over long time windows we use the latter to validate the approach specifically within market estimates of price and promotion response are not subject to the same endogeneity because we hold the set of retailers constant therefore comparing within and across market estimates of price and promotion responses is a natural way to validate the approach consistent with our argument ignoring the reverse causation in the cross sectional data leads to inferences of price and promotion elasticities that are farther away from zero than the elasticities obtained from within market analysis in contrast cross sectional spatial estimates and time series estimates show convergent validity from a practical point of view this means it is possible to obtain reasonable within market estimates of price and promotion elasticities from predominantly cross sectional data this may benefit marketing managers the manager who would act on the inflated elasticities will over allocate marketing resources to promotions because she ignores retailers censorship of promotions on the basis of already existing high share we explore other approaches to correct for the inference bias and discuss further managerial issues and future research

optimal taxation when people do not maximize well being abstract i derive the optimal nonlinear income tax when individuals do not necessarily maximize their own well being this generates a corrective argument for taxation optimal marginal taxes are higher lower if individuals work too much too little from a well being point of view i allow for multidimensional heterogeneity and derive the optimal tax schedule in terms of measurable sufficient statistics one of these statistics measures the degree to which individuals fail to optimize their labor supply i empirically estimate this by using british life satisfaction data as a measure of well being i find that low income workers tend to work too little and high income workers too much providing a motive for lower marginal tax rates at the bottom and higher marginal tax rates at the top of the income distribution

the sense and non sense of holdout sample validation in the presence of endogeneity market response models based on field generated data need to address potential endogeneity in the regressors to obtain consistent parameter estimates another requirement is that market response models predict well in a holdout sample with both requirements combined it may seem reasonable to subject an endogeneity corrected model to a holdout prediction task and this is quite common in the academic marketing literature one may be inclined to expect that the consistent parameter estimates obtained via instrumental variables iv estimation predict better than the biased ordinary least squares ols estimates this paper shows that this expectation is incorrect that is if the holdout sample is similar to the estimation sample so that the regressors are endogenous in both samples holdout sample validation favors regression estimates that are not corrected for endogeneity i e ols over estimates that are corrected for endogeneity i e iv estimation we also discuss ways in which holdout samples may be used sensibly in the presence of endogeneity a key takeaway is that if consistent parameter estimates are the primary model objective the model should be validated with an exogenous rather than endogenous holdout sample

estimating demand heterogeneity using aggregated data an application to the frozen pizza category this paper combines different aggregate level data sets to identify new product demand in consumer packaged goods cpg categories our approach augments market level time series data with widely available summaries of household purchase behavior i e brand penetration and purchase set size data we show that this augmentation is helpful in the estimation of consumer heterogeneity for instance observing a brand with relatively large shares and low penetration typically indicates that preferences are dispersed with relatively few customers liking the brand a lot whereas the combination of share and penetration is informative about heterogeneity with realistic sample sizes in isolation neither variable may lead to precise estimates of heterogeneity in addition other widely available data e g category penetration is helpful in estimating the size of the total market using a large monte carlo study the paper demonstrates the benefits of the proposed approach in estimating model parameters price elasticities and brand switching empirically the approach is used to evaluate the launch of a new national brand digiorno in the frozen pizza category the new brand is inferred to be very successful at expanding the category while avoiding cannibalization of existing company share using only standard information i e market shares to estimate the demand model leads in our data to poor estimates of the degree of consumer taste variation and of switching to a new brand

optimal sin taxes abstract we investigate sin taxes on unhealthy items such as fatty foods that people may by their own reckoning consume too much of we employ a standard optimal taxation framework but replace the standard assumption that all consumers have 100 self control with an assumption that some consumers may have some degree of self control problems we show that imposing taxes on unhealthy items and returning the proceeds to consumers can generally improve total social surplus because such taxes counteract over consumption by consumers with self control problems while at the same time they naturally redistribute income to consumers with no self control problems who consume less such taxes can even create pareto improvements finally we demonstrate with some simple numerical examples that even if the population exhibits relatively few self control problems optimal taxes can still be large

optimal welfare and in work benefits with search unemployment and observable abilities this paper explores the optimal interaction between the tax system and social assistance in insuring people against the risks of involuntary unemployment and low ability to that end we introduce search unemployment in a model of optimal non linear income taxation the relationship between welfare benefits and the optimal level of in work benefits is u shaped this explains why in work benefits are called for both in countries that grant low welfare benefits and countries that provide high welfare benefits an earned income tax credit optimally induces all agents to look for work if job search is cheap and effective agents are not very risk averse and the least skilled agents are relatively productive

mixing behavior in cross country diffusion diffusion models represent one of the key successes in marketing science we understand a great deal about what influences and shapes within country diffusion patterns however we understand far less about what influences and shapes cross country or inter country diffusion patterns clearly for firms operating in a truly global environment understanding to what extent prior adoption in one country affects current and consequently future adoption in another country can be an important consideration further understanding how the pattern of interaction across countries impacts the diffusion process can have profound implications for product launch strategies for new durable products in this paper we address the extent to which prior adoption of a new product in one country affects adoption in other countries in particular we investigate the importance of the pattern of interaction what we call mixing across countries in the context of a new product diffusion model more specifically mixing refers to the pattern of communication within and across countries for example do italians communicate only with other italians or do they influence consumers in other countries understanding and empirically estimating how these mixing patterns across countries influence the subsequent diffusion process is the central research objective of this paper while previous research in marketing addressing cross country diffusion has assumed very specific forms of cross country interaction the present study develops and estimates a flexible form of mixing that allows for the simultaneous estimation of mixing patterns across multiple countries in particular we examine the effect of mixing behavior across populations on new product adoption viewing mixing as occurring across a continuum with segregation no mixing at one end and random mixing at the other intermediate forms of mixing lie along this continuum and are called bernoulli mixing in order to produce generalizable results we obtained sales data on four product categories in the european community ec nations vcrs from 1977 1990 microwave ovens 1975 1990 compact disc players 1984 1993 and home computers 1981 1991 for each product data were collected for 10 ec nations great britain germany france italy spain belgium denmark netherlands sweden and austria a diffusion model that incorporates cross country prior adoption cross country mixing patterns and individual country covariates was estimated simultaneously across the 10 countries for each of the four products on the basis of the empirical results we conclude that mixing behavior across segments is an important consideration in new product diffusion specifically the observed pattern of mixing and the strength of cross segment influences are important considerations in allocating the marketing mix during product introduction stages the practical implication of mixing behavior is that if one wishes to understand diffusion in belgium for example it is important to not only know the diffusion parameters in belgium but also those in other ec nations accordingly these results should be of interest to managers responsible for coordinating new product launches across countries and to researchers interested in investigating cross country diffusion issues as an example of the strategic implications of the results we note that under bernoulli mixing future country launches will benefit not only from prior adoption in countries with high overall contact rates but in particular from countries with high rates of contact with other countries although there is some variance across products in general germany france italy and spain are the most gregarious as measured by the rate of contact the results suggest that a strategy of first focusing on germany france italy and spain will maximize adoption in subsequent countries each of these countries tends to have a higher percentage of its contacts with individuals internal to its borders as well as with other countries this suggests that these countries would have relatively quick adoption internally while having a strong influence externally further for countries such as denmark netherlands austria and sweden a higher percentage of their contacts are derived from outside their borders thus seeding the diffusion process by introducing first in germany france italy and spain would benefit later adoption in countries such as denmark netherlands austria and sweden although the strength of the individual country influence varies from product to product this result is generally consistent across the four products

relativity inequality and optimal nonlinear income taxation how does concern for consumption relative to others relativity affect the structure of optimal nonlinear income taxation our article provides three sets of answers to this general question first it supports the conclusion in the literature that relativity leads to higher marginal tax rates in doing so it both generalizes some of the conditions under which this result is obtained in the literature and fleshes out the detailed structure for optimal marginal tax rates for specific functional forms for distribution utility function and social welfare function second the article goes beyond the literature and examines the impact of relativity on the progression of optimal marginal tax rates by and large we find support for greater progressivity defined as the steepness of the rise of the marginal tax rate schedule as relativity concern increases third none of the papers in the literature to our knowledge examines the interplay of relativity and inequality in determining the optimal structure of income taxes our special analytical cases and more general numerical calculations support the conclusion that higher inequality dampens the positive impact of greater relativity on the level and the progression of marginal tax rates more work is needed to further explore this interaction between relativity and inequality that our analysis has uncovered

diagnostics expectations and endogeneity abstract marketing models are often intended to guide managers to make decisions in this rejoinder the author reviews three questions that must be addressed before a model can be established as useful for policy analysis

economic voting in postcommunist eastern europe this study tests the hypothesis that the replacement of incumbent promarket prodemocracy governments with ex communist parties in postcommunist east european elections was a function of the economic calculus of frustrated citizens at the ballot box using data from the central and eastern euro barometer studies this investigation adopts an individual level approach to examine the degree to which economic assessments and unemployment influenced both proreform incumbent and ex communist party voting intentions in lithuania 1992 hungary 1994 and bulgaria 1994 the dominant impression that emerges from the logistic regression estimations predicting voting intentions is that despite strong expectations to the contrary economic factors had at best a modest effect on party choice in these nations these findings corroborate country specific studies of electoral behavior in eastern europe that observe that the return to parliamentary power of ex communist parties in these societies was not simply a fun

labor supply and targeting in poverty alleviation programs the introduction of variable labor supply raises some fundamental issues in analyzing the targeting of poverty alleviation programs in developing countries it forces a reconsideration of the standard objective function which is based on income or expenditure and so makes no allowance for the effort made in earning that income the authors show that alternative views on the appropriate valuation of effort have very different implications for commodity based targeting rules they also establish a benchmark for marginal effective tax rates inclusive of benefit withdrawal in income tested schemes and show that indicator targeting rules may also have to be modified significantly when labor supply responses are recognized

a dynamic analysis of market structure based on panel data internal market structure analysis infers brand positions in an attribute space from preference and choice data given a market in which consumers have heterogeneous tastes for attributes previous market structure models have adopted a static framework e g elrod 1988 chintagunta 1994 elrod and keane 1995 furthermore they assumed that consumer perceptions of brand attributes do not vary across consumers yet these approaches may render inaccurate representations of market structure if there is state dependence in consumer choice behavior this paper attempts to incorporate consumer choice dynamics into market structure models by specifying the source of choice dynamics explicitly in particular the process by which past purchases affect current choices is modeled in a framework which captures both consumer habit persistence and variety seeking behavior more specifically consumer preferences for brand attributes are modeled to depend on the attributes of brands bought on the previous purchase occasion furthermore the modeling approach adopted incorporates heterogeneity in both consumer preferences and perceptions of brand attributes the audience of this paper includes practitioners and academics interested in understanding consumer choice processes and inferring market structure from consumer choice data the proposed models are estimated on nielsen scanner panel data for margarine peanut butter yogurt and liquid detergent using simulated maximum likelihood techniques the empirical results suggest that accounting for choice dynamics improves both in sample and out of sample fit the results indicate that the average consumer is habit persistent in all the product categories studied this result is consistent with the findings of kannan and sanchez 1994 who conducted an aggregate analysis of consumer variety seeking behavior across product categories however the results obtained in this paper suggest that consumers are heterogeneous with respect to the processes by which past purchases affect current purchases these results provide strong evidence for habit persistence and variety seeking in brand attributes to be the behavioral source of consumer choice dynamics in food categories thus consumer tastes utility weights seem to be affected by the attributes of the brands consumed in the past given the empirical result that a large proportion of consumers are habit persistent this suggests that tastes are reinforced by the brand attributes consumed in the past the empirical results also show that not accounting for state dependence in market structure models for panel data may produce misleading results that is depending on consumer behavior patterns models that do not account for state dependence may distort the true nature of competition among brands more specifically the results confirm the expectation that if there is habit persistence that is if consumer tastes are reinforced by attributes of brands consumed in the past models that do not capture this choice dynamics will overestimate the distance between similar brands furthermore the policy experiments conducted suggest that 1 static models overestimate the short run impact of a price cut on the sales of the brand on promotion 2 price cuts hurt the sales of the more similar brands more and 3 free samples affect relatively less similar brands the most finally this paper studies variety seeking and habit persistence across brands over purchase occasions however variety seeking behavior may also involve the purchase of a portfolio of brands or items at a purchase occasion consumers may buy multiple items knowing that prior to the next trip they may want to consume different items simanson 1990 walsh 1995 this type of behavior can be modeled within the context of dynamic expected utility maximization with forward looking consumers the development and estimation of market structure models that include forward looking consumers who maximize expected utility over a planning horizon incorporating their future tastes and needs and shopping for an inventory of brands remain an important future research issue

optimal subsidy for the poor abstract this paper considers the problem of allocating an antipoverty budget subsidy among the poor in a society in an optimal and inequality reducing manner optimality requires minimization of some exogenously given poverty index on the other hand for inequality reduction a poorer poor should receive a higher amount of subsidy than a richer poor minimal progressivity and the ranks of the persons in the pre and post subsidized distributions should be the same an illustration of the general optimal subsidy function using some specific poverty index and an income distribution is provided

the optimal income tax when poverty is a public bad abstract poverty is considered as an aggregate negative externality that may affect people differently depending on their aversion to poverty if society is on average averse to poverty then the optimal income tax schedule displays negative marginal tax rates at least for the less skilled individuals negative marginal tax rates play the role of a pigouvian earnings subsidy and foster the supply of labor of poor individuals the no distortion at the endpoints result which is therefore violated can be restored once the focus is shifted from individual to social distortions

poverty alleviation and tax policy abstract this paper examines public good provision and tax policy optimal non linear income taxation and linear commodity taxation when the government departs from purely welfarist objective function and seeks to minimise poverty this assumption reflects much policy discussion and may help understand some divergences of practical tax policy from lessons in optimal tax analysis in contrast to atkinson and stiglitz j public econom 6 1976 55 it may be optimal to use differentiated commodity tax rates including the taxation of savings even if preferences are separable in goods and leisure the optimal effective marginal tax rate at the bottom of the distribution may be negative suggesting that wage subsidy schemes can be optimal finally optimal provision of a public good is analysed under poverty minimisation

logit demand estimation under competitive pricing behavior an equilibrium framework discrete choice models of demand have typically been estimated assuming that prices are exogenous since unobservable to the researcher product attributes such as coupon availability may impact consumer utility as well as price setting by firms we treat prices as endogenous specifically prices are assumed to be the equilibrium outcomes of nash competition among manufacturers and retailers to empirically validate the assumptions we estimate logit demand systems jointly with equilibrium pricing equations for two product categories using retail scanner data and cost data on factor prices in each category we find statistical evidence of price endogeneity we also find that the estimates of the price response parameter and the brand specific constants are generally biased downward when the endogeneity of prices is ignored our framework provides explicit estimates of the value created by a brand i e the difference between consumers willingness to pay for a brand and its cost of production we develop theoretical propositions about the relationship between value creation and competitive advantage for logit demand systems and use our empirical results to illustrate how firms use alternative value creation strategies to accomplish competitive advantage

dynamic effects of the order of entry on market share trial penetration and repeat purchases for frequently purchased consumer goods a time series cross sectional analysis of 18 successful later entrants in 8 categories of consumer packaged goods over the period from october 1983 to january 1988 confirms previous empirical findings that after correcting for differences in marketing effort later entrants suffer a long term market share disadvantage new evidence of the penalties associated with later entry are found in statistical estimation of models of cumulative trial first repeat and subsequent repeat purchasing significantly lower asymptotic levels are found in both trial and repeat behavior however based on this data the rate of approach of later entrants to their lower asymptotic performance measures is either equal to or faster than early entrants and provides evidence of a compensating partial effect accrued by later entrants

differences in dynamic brand competition across markets an empirical analysis we investigate differences in the dynamics of marketing decisions across geographic markets empirically we begin with a linear quadratic game involving forward looking firms competing on prices and advertising based on the corresponding markov perfect equilibrium we propose estimable econometric equations for demand and marketing policy our model allows us to measure empirically the strategic response of competitors along with economic measures such as firm profitability we use a rich dataset that combines sales marketing mix factor cost and advertising cost data for eighteen geographic markets in the frozen entree category we find that larger markets tend to be less price sensitive and more profitable than smaller markets we also find evidence of positive carryover of own advertising on own demand in terms of consumer substitution patterns we find that the role of advertising in our data seems to be more category building complementary than share stealing competitive the complementary role is stronger in larger markets on the supply side we find that firms make smaller adjustments to own advertising as goodwill goes up consistent with cross advertising effects on demand firms make smaller larger adjustments to advertising in response to competitive goodwill in the less competitive larger in the more competitive smaller markets finally we find that consumer welfare decreases increases in larger smaller markets when firms move to a zero advertising regime

spatial price discrimination with heterogeneous products product heterogeneity is introduced into the context of spatial price discrimination many of the strong properties of the standard homogeneous goods case which are attained as a limit case here are shown to be no longer valid in particular the social optimum is no longer sustainable as a market equilibrium unless products are either identical or else very different

cryptocurrency adoption with speculative price bubbles this paper marries models of stochastic bubbles and the standard model of product diffusion to study the role of price bubbles in cryptocurrency adoption

food subsidies and poverty alleviation this paper formulates the problem of the optimal pattern of food subsidies in a general setting where the objective is to minimize a class of poverty indices within the framework of the mo dern public finance theory taking explicit account of the budget con straint and preferences and technologies the authors derive rules fo r retargetting food subsidies to reduce poverty many operational rul es of thumb appear as special cases of the general results the analy sis thus provides not only the microfoundations of these operational rules but also their appropriate generalizations when the conditions under which they arise are not fulfilled copyright 1988 by royal economic society

practice prize article chan4cast a multichannel multiregion sales forecasting model and decision support system for consumer packaged goods we discuss the development and implementation of chan4cast a sales forecasting model by pack size category channel region customer account and a web based decision support system dss for consumer packaged goods in addition to capturing the effects of such variables as past sales trend own and competitor prices and promotional variables and seasonality the model accounts for the effects of temperature significant holidays new product introductions trading day corrections and adjustments to the wholesale level in general the model forecasts sales volume satisfactorily for a leading consumer packaged goods company the dss enables top and mid level executives in sales marketing strategic planning and finance to develop accurate forecasts of sales volume plan prices and promotional activities over a long time horizon to track sales response to marketing actions over time and to simulate forecast scenarios based on possible marketing decisions and other variables chan4cast is being rolled out for more users and more divisions in the company the key take aways are that successful development and implementation of a rigorous marketing science model require a strong internal champion a careful balance between modeling sophistication and practical relevance good diagnostic features regular validations and greater attention to the development of a fast and responsive dss

workforce or workfare the optimal use of work requirements when labour is supplied along the extensive margin this paper explores the use of workfare as part of a tax mix when labour supply responses are along the extensive margin in an economy where the government has a priori chosen any tax and benefit schedule we show that despite their common goal of providing additional incentives for individuals to enter the labour force workfare and an earned income tax credit are at odds with each other we also show that in the presence of an optimal nonlinear income tax introducing unproductive workfare is always suboptimal when individuals face the same disutility of being on workfare when this disutility is heterogeneous unproductive workfare may be a useful policy tool

commercial use of upc scanner data industry and academic perspectives the authors report the findings from an exploratory investigation of the use of upc scanner data in the consumer packaged goods industry in the u s the study examines the practitioner community s view of the use of scanner data and compares these views with academic research forty one executives from ten data suppliers packaged goods manufacturers and consulting firms participated in wide ranging in person interviews conducted by the authors the interviews sought to uncover key questions practitioners would like to answer with scanner data how scanner data is applied to these questions and the industry s perspective regarding the success that the use of scanner data has had in each area the authors then compare and contrast practitioners views regarding the resolution of each issue with academic research this produces a 2 2 classification of each question as resolved or unresolved from the perspectives of industry and academia along the diagonal of the 2 2 issues viewed as unresolved by both groups are important topics for future research issues deemed resolved by both groups are correspondingly of lower priority in the off diagonal cells industry and academics disagree these topics should be given priority for discussion information exchange and possible further research practitioners reported that scanner data analysis has had the most success and been most widely adopted for decision making in consumer promotions i e coupons trade promotions and pricing for example logit and regression models applied to scanner data have revealed very low average consumer response to coupons which has directly led to reduced couponing activity managers also reported high levels of comfort with and impact from analyses of trade promotions and price elasticities while industry views most of the issues in these areas to be resolved academic research raises concerns about a number of practices in common commercial use these include price threshold analysis and trade promotion evaluation using baseline and incremental sales in product strategy advertising and distribution management practitioners reported that the use of scanner data has had more limited development success and impact in the case of new product decisions scanner data use has been slow to develop due to the inherent limitations of historicaldata for these decisions and a heavy reliance on traditional primary research methods in advertising scanner data is widely analyzed with models but confusion among practitioners is very high due to controversies about methods e g what level of data aggregation is best and conflicting results in distribution and retail management scanner data use has tremendous potential but a mixed track record to date thus practitioners view the use of scanner data as unresolved for most issues in product strategy advertising and distribution this view is largely though not entirely consistent with academic research which has only begun to address many of the key questions raised by practitioners in light of the large number of unresolved issues and mixed record of scanner data use to date the authors offer aseries of specific recommendations for immediate and long term research priorities that are likely to have the greatest impact on commercial utilization of upc scanner data topics of immediate priority include price thresholds and gaps baseline and incremental sales base price elasticity competitive reactions measurement of advertising effects management of brand equity rationalization of product assortments and category management long term priorities include a greater emphasis on profitability versus sales or market share developing prescriptive models versus descriptive models and the need for industry standards

the role of spatial demand on outlet location and pricing abstract in this article the authors consider the problem of outlet pricing and location in the context of unobserved spatial demand the analysis constitutes a scenario in which capacity constrained firms set prices conditional on their location demand and costs this enables firms to develop maps of latent demand patterns across the market in which they compete the analysis further suggests locations for additional outlets and the resultant equilibrium effect on profits and prices using bayesian spatial statistics the authors apply their model to seven years of data on apartment location and prices in roanoke va they find that spatial covariation in demand is material in outlet choice the 95 spatial decay in demand extends 3 6 miles in a region that measures slightly more than 9 5 miles they also find that capacity constraints can cost complexes upward of 100 per apartment as they predict price elasticities and costs are biased downward when spatial covariance in demand is ignored costs a

the design of income maintenance programmes this paper provides a comprehensive treatment of a basic income maintenance problem for a group of individuals who differ in their income generating abilities it stresses the impact that imperfect information about such abilities has on programme design the analysis serves two purposes first we are able to unify the theoretical literature on the income maintenance problem second we examine the impact of allowing the government to impose workfare on recipients of income support in addition to being of policy interest this is a theoretically challenging problem since it requires solving a multi dimensional screening problem the solution that we find is strikingly simple it separates the poor into two categories with the lower income groups subject to workfare while facing a 100 marginal tax rate on earnings the second group does no public work and is offered a benefit schedule which taxes earnings at a lower rate

new product diffusion with influentials and imitators we model the diffusion of innovations in markets with two segments influentials who are more in touch with new developments and who affect another segment of imitators whose own adoptions do not affect the influentials this two segment structure with asymmetric influence is consistent with several theories in sociology and diffusion research as well as many viral or network marketing strategies we have four main results 1 diffusion in a mixture of influentials and imitators can exhibit a dip or chasm between the early and later parts of the diffusion curve 2 the proportion of adoptions stemming from influentials need not decrease monotonically but may first decrease and then increase 3 erroneously specifying a mixed influence model to a mixture process where influentials act independently from each other can generate systematic changes in the parameter values reported in earlier research 4 empirical analysis of 33 different data series indicates that the two segment model fits better than the standard mixed influence the gamma shifted gompertz and the weibull gamma models especially in cases where a two segment structure is likely to exist also the two segment model fits about as well as the karmeshu goswami mixed influence model in which the coefficients of innovation and imitation vary across potential adopters in a continuous fashion

channel pass through of trade promotions packaged goods manufacturers spend in excess of 75 billion annually on trade promotions even though their effectiveness has been hotly debated by academics and practitioners for decades one reason for this ongoing debate is that empirical research has been limited mostly to case studies managerial surveys and data from one or two supermarket chains in a single market in this paper we assemble a unique data set containing information on prices quantities and promotions throughout the entire channel in a category our study extends the empirical literature on pass through in three important ways first we investigate how pass through varies across more than 1 000 retailers in over 30 states second we study pass through at multiple levels of the distribution channel third we show how the use of accounting metrics such as average acquisition cost rather than transaction cost yields biased estimates of pass through and therefore overstates the effectiveness of trade promotions we find that mean pass through elasticities are 0 71 0 59 and 0 41 for the wholesaler retailer and total channel respectively more importantly at each level of the channel we observe large variances in pass through estimates that we explain using various measures of cost and competition surprisingly we find that market structure and competition have a relatively small impact on pass through we conclude by showing how the profitability of manufacturer and wholesaler deals can be improved by utilizing detailed effectiveness estimates for example a manufacturer using an inclusive trade promotion strategy might offer a 10 off invoice deal to all retailers on every product this strategy would decrease manufacturer and wholesaler profits for 56 of product store combinations whereas retailers experience a profit boost in 96 of cases manufacturers and wholesalers can avoid unprofitable trade deals for specific products and retailers by utilizing estimates of pass through consumer price elasticity and margins compared to the inclusive strategy such a selective trade promotion strategy would improve deal profitability by 80 and reduce costs by 40

negative income taxes inequality and poverty we use a neoclassical growth model with heterogeneous agents to analyze the redistributive effects of a negative income tax system which combines a flat rate tax with a fully refundable credit demogrant we show that changing the demogrant to output ratio causes significant changes in the distribution of income specifically we find that increasing the demogrant to output ratio sharply reduces the level of inequality as well as both relative and absolute poverty all measured in terms of post tax total income however these reductions in inequality and poverty come at the expense of a significant reduction in output

on the measurement of poverty official statistics in the united states and the united kingdom show a rise in poverty between the 1970 s and the 1980 s but scepticism has been expressed with regard to these findings in particular the methods employed in the measurement of poverty have been the subject of criticism this paper re examines three basic issues in measuring poverty the choice of the poverty line the index of poverty and the relation between poverty and inequality one general theme running through the paper is that there is a diversity of judgments which enter the measurement of poverty and that it is necessary to recognize these explicitly in the procedures adopted there is likely to be disagreement about the choice of poverty line affecting both its level and its structure in this situation we may only be able to make comparisons and not to measure differences and the comparisons may lead only to a partial rather than a complete ordering the first section of the paper discusses the stochastic dominance conditions which allow such comparisons illustrating their application by reference to data for the united states the choice of poverty measure has been the subject of an extensive literature and a variety of measures have been proposed in the second section of the paper a different approach is suggested considering a class of measures satisfying certain general properties and seeking conditions under which all members of the class which includes many of those proposed give the same ranking those sceptical about measures of poverty often assert that poverty and inequality are being confounded the third section of the paper distinguishes four different viewpoints and relates them to theories of justice and views of social welfare

similarities in choice behavior across product categories differences between consumers in sensitivity to marketing mix variables have been extensively documented in the scanner panel data all studies of consumer heterogeneity focus on a specific category of products and ignore the fact that the purchase behavior of panel households is often observed simultaneously in multiple categories if sensitivity to marketing mix variables is a common consumer trait then one should expect to see similarities in sensitivity across multiple categories the goal in this paper is to measure the covariance of both observed linked to measured characteristics of households and unobserved heterogeneity in marketing mix sensitivity across multiple categories measurement of correlation in sensitivities across categories will serve to guide the interpretation of the literature on household heterogeneity if there is a large correlation one can be more confident that sensitivity to marketing variables is a fundamental household pr operty and not simply a category specific anomaly detection of correlation in sensitivities across categories requires an appropriate methodology that can handle the high dimensional covariance structures and properly account for uncertainty in estimatio n for example a simple approach might be to fit a brand choice model to each of the available categories in turn ignoring the data in the other categories for each category household parameter estimates could be obtained for the parameters corresponding to price display and feature sensitivity these parameter estimates could be viewed as data and the correlations across categories could be computed such a procedure could induce a downward bias in the estimation of correlation dueto the independent sampling errors which are present in each parameter estimate we develop a hierarchical model structure that introduces an explicit correlation structure across categories and utilizes the data in multiple categories at the same time to reduce the size of the covariance matrix we use a variance components approach we introduce household specific demographic variables to decompose the correlation across categories into that which can be ascribed to observable and unobservable sources shopping behavior variables such as shopping frequency and market basket size as well as intensity of shopping in a category are also included in the model using data on five categories we find substantial and statistically important correlations ranging from 32 for price sensitivities to 58 for feature sensitivity these correlations are much larger than the correlations obtained with the state of the art techniques available prior to our work we attribute our ability to detect substantial correlations to our method which involves the joint use of multiple category data in a parsimonious and efficient manner unlike previous studies with panel data household demographic variables are found to be strongly related to price sensitivity higher income households are less price sensitive and large families are more price sensitive shopping behavior variables are also important in explaining price sensitivity households that visit the store often are more price sensitive households with larger market baskets are less price sensitive confirming the view of bell and lattin 1998 heavy user households tend to be both less price sensitive and less display sensitive the evidence presented here of substantial correlations validates in part the notion that sensitivity to marketing mix variables is a consumer trait and is not unique to specific product categories it also opens the possibility of using information across categories in making inferences about consumer brand preference and marketing mix sensitivity providing a richer source of information for target marketing

a holistic network model for supply chain analysis abstract supply chain researchers are experiencing a conceptual and analytical paradox they are asked to move beyond dyadic analyses and investigate larger network effects with only a limited analytical toolkit this research proposes the use of bilinear mixed modeling to holistically analyze supply chain phenomena through this approach researchers are able to account for multiple supply chain relationships higher order dependencies among member firms and simultaneously evaluate covariates from buyer and seller perspectives the model is validated through the lens of a pervasive supply chain problem commonly referred to as the bullwhip effect a sample of firms from the us apparel industry in 2004 is analyzed and then the findings are confirmed using data from 2005 in addition to validating the model through the presence of the bullwhip effect the bilinear model illuminates variables such as advertising price deals inventory turnover and inventory backlogs that exacerbate or diminish inventory differences between firms in a supply chain the results extend research on supply networks and supply efficiency to a more holistic level and show that higher order dependencies are important drivers of supply chain phenomena

optimal redistributive taxation when government s and agents preferences differ abstract paternalism merit goods and specific egalitarianism are concepts we sometimes meet in the literature the thing in common is that the policy maker does not fully respect the consumer sovereignty principle and designs policies according to some other criterion than individuals preferences using the self selection approach to tax problems developed by stiglitz stiglitz j e 1982 self selection and pareto efficient taxation journal of public economics 17 213 240 and stern stern n h 1982 optimum taxation with errors in administration journal of public economics 17 181 211 the paper provides a characterization of the properties of an optimal redistributive mixed tax scheme in the general case when the government evaluates individuals well being using a different utility function than the one maximized by private agents

generalized social marginal welfare weights for optimal tax theory this paper proposes to evaluate tax reforms by aggregating money metric losses and gains of different individuals using generalized social marginal welfare weights optimum tax formulas take the same form as standard welfarist tax formulas by simply substitut ing standard marginal social welfare weights with those generalized weights weights directly capture society s concerns for fairness without being necessarily tied to individual utilities suitable weights can help reconcile discrepancies between the welfarist approach and actual tax practice as well as unify in an operational way the most prominent alternatives to utilitarianism such as libertarianism equality of opportunity or poverty alleviation jel d60 d63 h21 h23 i38

limited choice sets local price response and implied measures of price competition it is becoming increasingly evident that a consumer s brand choice decision in low involvement categories does not involve full search evaluation and comparison of price information of all brands available at point of purchase global price response the authors propose a two stage choice process in which the consumer first identifies a subset of brands within the universal set of brands called the choice set and then evaluates only those brands that are in the choice set relative to one another to select a single brand the authors find that consistent with reports of the extent of external price search of consumers response to shelf price variations is limited to the brands in the choice set local price response their results indicate that employing the assumption of global price response may lead to biased estimates of price elasticity and derived measures of clout and vulnerability to enable a managerially meaningful and useful assessment of a brand s competitive clout and vulnerability the