strategic capacity rationing to induce early purchases dynamic pricing offers the potential to increase revenues at the same time it creates an incentive for customers to strategize over the timing of their purchases a firm should ideally account for this behavior when making its pricing and stocking decisions in particular we investigate whether it is optimal for a firm to create rationing risk by deliberately understocking products then the resulting threat of shortages creates an incentive for customers to purchase early at higher prices but when does such a strategy make sense if it is profitable to create shortages what is the optimal amount of rationing risk to create we develop a stylized model to study this problem in our model customers have heterogeneous valuations for the firm s product and face declining prices over two periods customers are assumed to have identical risk preferences and know the price path and fill rate in each period via its capacity choice the firm is able to control the fill rate and hence the rationing risk faced by customers customers behave strategically and weigh the payoff of immediate purchases against the expected payoff of delaying their purchases we analyze the capacity choice that maximizes the firm s profits first we consider a monopoly market and characterize conditions under which rationing is optimal we examine how the optimal amount of rationing is affected by the magnitude of price changes over time and the degree of risk aversion among customers we then analyze an oligopoly version of the model and show that competition reduces the firms ability to profit from rationing indeed there exists a critical number of firms beyond which a rationing equilibrium cannot be supported

the optimality of consumer stockpiling strategies the ability of consumers to make rational sequential purchase quantity decisions under imperfect knowledge about future prices in a product category is explored normatively a consumer should make such decisions by defining a series of reservation prices which define how many buying periods supply should be held given an observed price an experiment is reported in which consumers make sequential purchase quantity decisions under variations in the shape of the distribution of prices and its trend over time results suggest a number of systematic deviations from optimality when facing stationary uniform and bimodal price distributions for example subjects tend to systematically overbuy when small purchases are called for and underbuy when large purchases are called for likewise when facing ascending or descending series behavior is the opposite of that predicted by the normative analysis there is an increasing tendency to defer purchases given increasing prices and accelerate purchases given descending prices an explanation for the findings in terms of a prospect theory type loss function in expenditures is offered

optimal promotion planning depth and frequency for a two stage supply chain under markov switching demand abstract in considering the retailer supplier supply chain this paper analyzes how a retailer reasonably decides both the depth and frequency of the price discount promotion including or excluding a supplier s inventory decision assuming that the promotion frequency used by the retailer is probabilistic we model a promotion inventory decision under an ar 1 demand with a markov switching promotion regime after obtaining the optimal promotion plan our analysis also considers the behavior of the optimal promotion decision the retailer s price format selection either an every day low price policy edlp or a promotion policy hilo and the impact of information sharing of promotion status on the system s performance our results suggest that a retailer tends to overpromote if inventory cost is excluded in its promotion decision that increasing the market share is a preferable action for both the retailer and the supplier that total margin and price elasticity play an important role in selecting the price format and that the profitability for a supplier of sharing promotion information depends on the transition probabilities of the markov switching regime

the demand for food products an analysis of interpurchase times and purchased quantities in this paper we study household purchase behaviour of storable food products an inventory model is developed in which the household chooses an optimal stock level of the product storage of the product is costly there is a fixed cost per purchase occasion and the market price is sometimes discounted because of price promotions we show that the optimal purchase policy is an s s policy the model is used to derive predictions on the correlations between interpurchase times and purchased quantities on the one hand and prices on the other these predictions are empirically verified using consumer panel data

cyclical ratcheting in government spending evidence from the oecd this paper studies the role of business cycles in the phenomenon of increasing government spending gdp ratios in the oecd countries an empirical framework that includes both long run and cyclical considerations in the determination of government spending is applied to panel data covering 1975 1998 the main finding is that the prolonged rise in the spending gdp ratio is partially explained by cyclical upward ratcheting due to asymmetric fiscal behavior the ratio increases during recessions and is only partially reduced in expansions the long run ratcheting effect is estimated as approximately 2 of gdp also analyzed are the cyclical changes in the composition of government spending government consumption transfers and subsidies and capital expenditure as well as a possible link between cyclical ratcheting and government weakness

zero expenditures and the estimation of engel curves over the brief interview periods typical of budget surveys such as the u k family expenditure survey households recorded expenditures are liable to be misleading indicators of their underlying consumption most starkly a household may not be observed to purchase commodities that it nevertheless consumes this paper considers the implications of such measurement errors for the estimation of demand systems and derives a consistent estimator for the special case of linear engel curves

please or squeeze brand performance implications of constrained and unconstrained multi item promotions existing research on price promotions typically investigates the effects of single product promotions however brand managers often promote multiple items simultaneously to bolster the performance of a complete brand line this paper investigates the brand performance implications of such multi item promotions we distinguish between two types of multi item promotions traditional unconstrained multi item promotions that grant a discount irrespective of the size or composition of the purchase set and constrained multi item promotions that require consumers to purchase specific quantities self bundling or even predetermined combinations fixed bundling of promoted items using a normative consumer decision model the authors analyze the relative effectiveness of these promotions in terms of unit sales and revenue impact and show that promotion performance is moderated by consumers preference for variety the authors find that unconstrained multi item promotions outperform single item promotions especially in markets without variety seeking in markets with variety seeking unconstrained multi item promotions are not as effective in stealing extra sales from competition because consumers prefer to spread their purchases across all items including competitive ones however in those markets self bundling promotions are particularly effective because they force consumers to adopt larger amounts of the promoted items at the expense of competitors finally in neither type of market does fixed bundling substantially improve promotion performance

optimal inventory policies when ordering prices are random we consider a single item inventory model with deterministic demands at the beginning of each period a random ordering price is received according to a known distribution function a decision must be made as to how much if any of the item to order in each period so as to minimize total expected costs while satisfying all demands we show that in each period a sequence of critical price levels determines the optimal ordering strategy so that it is optimal to satisfy the demands of the next n periods if and only if the random price falls between the nth and the n 1st levels we derive recursive expressions that describe the critical price numbers and demonstrate the relationship of these expressions to minimal expected cost we study finite horizon as well as infinite horizon models and show that the critical number strategy is also average cost optimal

flexible and risk sharing supply contracts under price uncertainty we study supply contracts for deterministic demand but in an environment of uncertain prices we develop valuation methodologies for different types of supply contracts a time inflexible contract requires the firm to specify not only how many units it will purchase but also the timing of the purchase a time flexible contract allows the firm to specify the purchase amount over a given period of time without specifying the exact time of purchase other than time flexibility the suppliers may offer quantity flexibility to the firm as well i e purchase quantities could be within a prespecified quantity window finally risk sharing features can be incorporated in the contract in terms of the purchase price that the firm eventually pays to a supplier within a prespecified price window the firm pays the realized price but outside of it the firm shares in an agreed way added costs or benefits given the structure of a supply contract we study the firm s decision when to purchase and how many units in each purchase such that the expected net present value of the purchase cost plus inventory holding cost is minimized we discuss optimal purchasing strategies for both time flexible and time inflexible contracts with risk sharing features other interesting results include the analysis of two supplier sourcing environments and the exploitation of quantity flexibility in such contracts our discussion illustrates how time flexibility quantity flexibility supplier selection and risk sharing when carefully exercised can effectively reduce the sourcing cost in environments of price uncertainty

modeling food consumption decisions as a two step process this article evaluates the suitability of tobit analysis of food consumption patterns by comparing results generated by a tobit model and a modification with a two step decision process two samples of adult women were selected from the 1977 78 nationwide food consumption survey and the 1985 continuing survey of food intakes by individuals results show strong statistical evidence for questioning tobit analysis in examining food consumption decisions determinants of the decision to consume food within a particular food group often differ from the determinants of how much to consume particularly for more highly defined food groupings analysis of u s food consumption patterns and their dietary aspects with respect to consumer behavior has a long history traditionally ordinary least squares ols or some variant has been used in many studies where ols was not appropriate the tobit method was applied tobit allows for a discrete mass point for observations as well as a continuous range of values for the dependent variable this nonlinear method has yielded good results in a variety of studies e g mccracken and brandt lane and devaney and fraker this article examines the suitability of the tobit method for analysis of food consumption patterns the tobit method assumes that the decision to consume a given food item is the same as the decision about the amount of the food to consume ignoring the two step nature of the decision process may hamper understanding of true behavioral patterns lead to erroneous conclusions and generate incorrect policy recommendations this article compares results generated by a tobit model and a modification with a two step decision process in the next section the statistical methods used to test whether food consumption is a one or two step decision process are described the following sections discuss the variables and data present the results and consider the conclusions

a double hurdle approach to modelling tobacco consumption in italy this article analyzes the determinants of tobacco expenditures for a sample of italian households a box cox double hurdle model adjusted for heteroscedasticity is estimated to account for separate individual decisions concerning smoking participation and tobacco consumption and to correct for nonnormality in the bivariate distribution of the error terms nested univariate and bivariate models are found to be excessively restrictive supporting the adequacy of a generalized specification estimation results show that consumption decisions are significantly affected by income and demographic characteristics in particular income positively impacts tobacco expenditure while participation probability substantially declines as age increases the existence of significant gender differences in both smoking participation and tobacco consumption patterns is found while high education and white collar occupation reduces the likelihood to smoke and tobacco expenditure levels single adult households have a lower

tax base variability and procyclical fiscal policy in developing countries abstract based on a sample of 56 countries we show that fiscal policy in the g7 countries appears to be acyclical while fiscal policy in developing countries is procyclical i e fiscal policy is expansionary in good times and contractionary in bad times to explain this puzzle we develop an optimal fiscal policy model in which running budget surpluses is costly because they create pressures to increase public spending given this distortion a government that faces large fluctuations in the tax base as is the case for developing countries will find it optimal to run a procyclical fiscal policy

estimating consumption from expenditure data abstract most studies of distributional issues have focused on the distribution of income but the income information usually available suffers from well known deficiencies this paper explores an alternative approach to distributional analysis based instead on expenditure data in many countries including the united kingdom available household budget data provides information on expenditures only over a short period the problems that consequently arise in interpreting data of this sort are emphasised a general specification for the stochastic structure of expenditure data is presented and a procedure for estimating participant households underlying consumption from their observed expenditures developed and discussed

carbon tax simulations using a household demand model abstract the main objective of this paper is to analyse consumer response and welfare effects due to changes in energy or environmental policy to achieve this objective we formulate and estimate an econometric model for non durable consumer demand in sweden that utilises micro and macro data in the simulations we consider two revenue neutral scenarios that both imply a doubling of the co2 tax one that returns the revenues in the form of a lower vat and one that subsidise public transport one conclusion from the simulations is that the co2 tax has regional distribution effects in the sense that household living in sparsely populated areas carry a larger share of the tax burden

a test of the habit formation hypothesis using household data numerous studies have confirmed the importance of habit formation as represented by a lagged dependent variable in demand analysis although all work to date has been based on aggregate time series data this study uses household level bls interview panel data to test the habit hypothesis an interrelated demand system for seventeen goods is estimated from cross section data and compared with a similar system based on time series data the results show that the habit component is significantly different between the two data sets and much smaller in the cross section data habit effects while not as large in cross section data as time series are still highly significant several explanations are offered concerning why the two sets of estimates differ copyright 1991 by mit press

marketing models and the lucas critique the lucas critique has been largely ignored in the marketing literature we present a number of conditions under which the critique is most likely to also apply in marketing settings next we provide some perspectives on how to diagnose and accommodate the lucas critique and identify various avenues for future research

the effects of new public projects to expand urban rail transit abstract many us cities invest in large public transit projects in order to reduce private vehicle dependence and to reverse the downward trend in public transit use using a unique panel data set for five major cities that upgraded their rail transit systems in the 1980s we estimate new rail transit s impact on usage and housing values using distance as a proxy for transit access new rail transit has a small impact on usage and housing values this impact is enough to represent tangible benefits of new transit to nearby residents new transit s benefits are not uniformly distributed we document which demographic groups are over represented in transit growth areas and the changes in transit usage by different demographic groups

modeling asymmetric competition the effects of the marketing actions of one brand can be distributed among its competitors market shares in a complex manner this paper presents and illustrates methods for modeling brand competition and brand strategies in markets where competitive effects can be differentially and asymmetrically distributed we discuss the empirical specification parameter estimation and competitive strategy implications of the models proposed price and advertising competition among eleven brands of an australian household product is used to illustrate the application of these procedures

smoking cessation a model of planned vs actual behavior for time inconsistent consumers we offer a simple model of intertemporal choice to characterize how planned versus actual behaviors evolve for time inconsistent smokers our results suggest that smokers participation and cessation decisions are governed by the interplay between three effects the cessation effect leads smokers to advance their plans to quit smoking whereas the procrastination effect leads them to consecutively revise their planned quitting age upwards consequently the duration of smoking is effectively governed by which one of these two effects is dominant finally for certain consumer segments a threshold effect causes an all or nothing type of extreme smoking behavior based on certain critical values of present biased preferences our results provide some preliminary evidence that both marketing efforts by tobacco firms and public policy initiatives can have a significant influence on smoking behavior in particular we find that reductions in the age at which individuals start smoking may not only vastly extend their duration of smoking but also convert potential never smokers into lifetime smokers finally we estimate a hazard model using survey data from over 800 smokers to provide evidence in support of our theoretical model

the category demand effects of price promotions although price promotions have increased in both commercial use and quantity of academic research over the last decade most of the attention has been focused on their effects on brand choice and brand sales by contrast little is known about the conditions under which price promotions expand short run and long run category demand even though the benefits of category expansion can be substantial to manufacturers and retailers alike this paper studies the category demand effects of consumer price promotions across 560 consumer product categories over a 4 year period the data describe national sales in dutch supermarkets and cover virtually the entire marketing mix i e prices promotions advertising distribution and new product activity we focus on the estimation of main effects i e the dynamic category expansive impact of price promotions as well as the moderating effects of marketing intensity and competition both conduct and structure on short and long run promotional effectiveness the research design uses modern multivariate time series analysis to disentangle short run and long run effects first we conduct a series of unit root tests to determine whether or not category demand is stationary or evolving over time the results are incorporated in the specification of vector autoregressive models with exogenous variables varx models the impulse response functions derived from these varx models provide estimates of the short and long term effects of price promotions on category demand these estimates in turn are used as dependent variables in a series of second stage regressions that assess the explanatory power of marketing intensity and competition several model validation tests support the robustness of the empirical findings we present our results in the form of empirical generalizations on the main effects of price promotions on category demand in the short and the long run and through statistical tests on how these effects change with marketing intensity and competition the findings generate an overall picture of the power and limitations of consumer price promotions in expanding category demand as follows category demand is found to be predominantly stationary either around a fixed mean or a deterministic trend although the total net short term effects of price promotions are generally strong with an average elasticity of 2 21 and a more conservative median elasticity of 1 75 they rarely exhibit persistent effects instead the effects dissipate over a time period lasting approximately 10 weeks on average and their long term impact is essentially zero by contrast the successful introduction of new products into a category is more frequently associated with a permanent category demand increase several moderating effects on price promotion effectiveness exist more frequent promotions increase their effectiveness but only in the short run the use of nonprice advertising reduces the category demand effects of price promotions both in the short run and in the long run competitive structure matters as well the less oligopolistic the category the smaller the short run effectiveness of price promotions at the same time we find that the dominant form of competitive reaction either in price promotion or in advertising is no reaction short run category demand effectiveness of price promotions is lower in categories experiencing major new product introductions finally both the short and long run price promotion effectiveness is higher in perishable product categories the paper discusses several managerial implications of these empirical findings and suggests various avenues for future research overall we conclude that the power of price promotions lies primarily in the preservation of the status quo in the category

retail competition and the dynamics of demand for tied goods we present a demand system for tied goods incorporating dynamics arising from the tied nature of the products and the stockpiling induced by storability and durability we accommodate competition across tied good systems and competing downstream retail formats by endogenizing the retail format at which consumers choose to stockpile inventory this facilitates measurement of long run retail substitution effects and yields estimates of complementarities within and substitution across competing systems of tied goods we present an empirical application to an archetypal tied goods category razors and blades we discuss the implications of measured effects for manufacturer pricing when selling the tied products through an oligopolistic downstream retail channel and assess the extent to which retail substitution reduces channel conflict

intertemporal pricing and consumer stockpiling we study a dynamic pricing problem for a class of products with stable consumption patterns e g household items staple foods consumers may stock up the product at current prices for future consumption but they incur inventory holding costs we model this situation as a dynamic game over an infinite time horizon in each period the seller sets a price and each consumer chooses how many units to buy we develop a solution methodology based on rational expectations by endowing each player with beliefs we decouple the dynamic game into individual dynamic programs for each player we solve for the rational expectations equilibrium where all players make optimal dynamic decisions given correct beliefs about others behavior in equilibrium the seller may either charge a constant fixed price or offer periodic price promotions at predictable time intervals we show that promotions are useful when frequent shoppers are willing to pay more for the product than are occasional shoppers we also develop several model extensions to study the impact of consumer stockpiling on the seller s inventory production and rationing strategies

parking transit and employment in a central business district abstract in this paper we present a general equilibrium model to examine the role of parking and transit subsidy policy on the size of a central business district cbd cbd land values and the market shares of cars and transit the three main features of the model are 1 agglomeration economies increase continuously with labor market size 2 congestion arises from auto use only transit is noncongestible and 3 locational equilibrium is maintained in the sense that firms and individuals cannot reduce costs or increase utility by moving given equilibrium prices and city size we derive the conditions under which parking taxes can be levied and used to subsidize transit and increase equilibrium cbd size and land values we compute an optimal parking tax that maximizes cbd size and land values and derive relationships among parking taxes transit use and congestion we find nonmonotonic relationships among parking taxes land values and transit use

the rational effect of price promotions on sales and consumption we explore the rational effect of price variation on sales and consumption in markets where consumers are uncertain about the future price of goods we first derive an optimal ordering policy which expresses the amount a consumer should purchase and consume in a given period as a function of the observed price of the good the distribution of future prices and the nature of his or her inventory this policy extends previous normative models of inventory control such as those by golabi 1985 and kalymon 1970 to the case where the amount to consume in a given period is an explicit decision variable and prices follow a first order stochastic process we then use this model to explore how changes in the long run frequency and temporal correlations of price promotions should normatively affect the contemporaneous relationship between purchase consumption and price among the predictions which follow from the model are that consumption should rationally increase with the size of existing inventories the short term sensitivity of sales to prices should be greater than that of consumption to price and this discrepancy increases with decreases in the temporal correlation of price deals and the long term relative frequency of price deals

a temporal and spatial equilibrium analysis of commuter parking abstract this paper examines the effects of parking availability on morning rush hour congestion and assesses the relative efficiency of road tolls and parking fees without pricing drivers occupy parking in order of increasing distance from the cbd a time varying toll can prevent queueing but does not affect the order in which parking spots are taken optimal location dependent parking fees may be superior they do not eliminate queueing but induce drivers to park in order of decreasing distance from the cbd thereby concentrating arrival times closer to work start times competitively set parking fees do nothing to reduce queueing and are relatively inefficient

measuring the impact of promotions on brand switching when consumers are forward looking abstract logit choice models have been used extensively to study promotion response this article examines whether brand switching elasticities derived from these models are overestimated as a result of rational consumer adjustment of purchase timing to coincide with promotion schedules and whether a dynamic structural model can address this bias using simulated data the authors first show that if the structural model is correct brand switching elasticities are overestimated by stand alone logit models a nested logit model improves the estimates but not completely second the authors estimate the models on real data the results indicate that the structural model fits better and produces sensible coefficient estimates the authors then observe the same pattern in switching elasticities as they do in the simulation third the authors predict sales assuming a 50 increase in promotion frequency the reduced form models predict much higher sales levels than does the dynamic structural model the autho

estimating a demand system with nonnegativity constraints mexican meat demand a new information based approach for estimating systems of many equations with nonnegativity constraints is presented this approach called generalized maximum entropy gme is more practical and

budget deficits and social protection cyclical government expenditure in the oecd countercyclical government spending offers social protection to the vulnerable when economies move into recession this paper questions the extent to which governments are able to spend countercyclically and the extent to which social expenditures are likely to be countercyclical an analysis of public spending in oecd countries 1980 2005 suggests countercyclical social protection is constrained by the limits to public borrowing and the degree of political polarization

the impact of tax reforms designed to encourage healthier grain consumption in this paper we simulate the effects of tax reforms aimed at encouraging healthier grain consumption we use a rich data set on household grain consumption in 2003 from the market research institute gfk sweden combined with information on the nutritional content of the consumption we estimate behavioral parameters which are used to simulate the impact on the average household of tax reforms entailing either a subsidy on commodities particularly rich in fiber or a subsidy of the fiber density in grain products our results suggest that to direct the fiber intake towards nutritional recommendations reforms with a substantial impact on consumer prices are required regardless of the type of subsidy implemented the increase in the intake of fiber is accompanied by unwanted increases in nutrients that are often overconsumed fat salt and sugar funding the subsidies by taxing these nutrients or less healthy commodities helps to counteract such developments

a competitive dynamic pricing model when demand is interdependent over time abstract in this study we contribute to the dynamic pricing literature by developing a finite horizon model for two firms offering substitutable and nonperishable products with different quality levels customers can purchase and store the products even if they do not need them at the time in order to use them in future the stockpile of the products generated by customers affects the demand in future periods therefore the demand for each product not only is a function of prices and quality levels but also of the products stockpile levels in addition the stockpile levels change the customers consumption behavior more product in a stockpile leads to more consumption therefore we address not only the price and demand relationship but also the stockpiling and consumption relationship in a competitive environment the decision variable of each firm at the beginning of each period is its unit sale price we use a deterministic dynamic program to calculate the equilibrium prices at the beginning of each period by assuming that the market stockpile is public information we show the existence of a unique nash equilibrium we next consider the case when the firms do not know the market stockpile we then develop appropriate heuristics to calculate the optimal prices in each case a numerical study is also provided to calculate the price levels in different scenarios and compare their performances

poverty among women and children what accounts for the change over the past few decades there has been a phenomenal increase in the number of households that are headed by women this fundamental change in family structure has been accompanied by increases in the number of women in poverty relative to the number of men in poverty for instance in 1959 women were 23 percent more likely to be poor than were men but by 1985 they were 51 percent more likely to be poor 1 at the same time the ratio of children s poverty relative to that of men s has skyrocketed while children were 53 percent more likely to be poor than were men in 1959 by 1985 they were 121 percent more likely to be poor the feminization of poverty has become shorthand for describing the disproportionate percentage of poverty that is borne by women living alone or with their children this paper analyzes the forces behind these changes a framework is developed that allows changes in poverty rates to be decomposed into component parts using a timeseries of independent cross sections covering the period from 1967 to 1985 this framework is then used to examine the empirical significance of a variety of factors that contribute to poverty the first set of factors examined includes women s wage rates and hours of work men s earnings and afdc guarantee levels the effects that these variables have had on poverty rates are twofold they have affected poverty directly holding marital status constant and have affected poverty indirectly through their effects on marital status both of these effects are considered in addition the direct but not the indirect poverty effects of changes in the number of children and changes in income from child support and alimony are examined

the effect of promotion on consumption buying more and consuming it faster the authors empirically demonstrate the existence of flexible consumption rates in packaged goods products how this phenomenon can be modeled and its importance in assessing the effectiveness of

the voracity effect abstract we analyze an economy that lacks a strong legal political institutional infrastructure and is populated by multiple powerful groups powerful groups dynamically interact via a fiscal process that effectively allows open access to the aggregate capital stock in equilibrium this leads to slow economic growth and a voracity effect by which a shock such as a terms of trade windfall perversely generates a more than proportionate increase in fiscal redistribution and reduces growth we also show that a dilution in the concentration of power leads to faster growth and a less procyclical response to shocks jel f43 o10 o23 o40

stockpiling under price uncertainty and storage capacity constraints abstract a model is presented for the operation of an agent whose responsibility is to purchase and perhaps stockpile sufficient quantities of a certain commodity in order to satisfy an exogenous constant demand per time period this is the situation faced by a state agency which is responsible for the purchasing of oil products to satisfy the demand of a country in which demand for energy has stabilized at a certain level an important feature of the model is that the price of the commodity is described by a stochastic process this reflects the volatility of prices of oil products furthermore the model takes storage capacity constraints explicitly into account and thus can help to assess the optimal level of storage capacity expansion the relevant stochastic dynamic programming equations are derived and solved for the least cost function which turns out to be piecewise linear in the inventory level the storage capacity enters only in the computation of the constant term of the value function the solution of the dynamic programming equation leads also to the optimal purchasing strategy of agencies with different levels of flexibility in their policy in the model an agency can be allowed or not to resell from the stock and it can have finite or infinite storage capacity

new estimates of quality of life in urban areas implicit markets capture compensation for intraurban and interregional differe nces in amenities and yield differences in housing prices and wages these pecuniary differences become preference based weights in a qual ity of life index hedonic equations are estimated using microdata fr om the 1980 census and assembled county based amenity data on climati c environmental and urban conditions ranking of 253 urban counties reveals substantial variation within as well as among the 185 urba n areas the quality of life differences across counties within one s msa is almost one half of the difference between the top and bottom ranked counties in the nation copyright 1988 by american economic association

wages rents and the quality of life this study focuses on the role of wages and rents in allocating workers to locations with various quantities of amenities the theory demonstrates that if the amenity is also productive then the sign of the wage gradient is unclear while the rent gradient is positive the theory is extended to include the housing market and nontraded goods these extensions require little modification of the conclusion the empirical work on wages shows that the regional wage differences can be explained largely by these local attributes with the use of site price data implicit prices are estimated and quality of life rankings for the cities are computed

the relationship between market characteristics and promotional price elasticities many empirical studies in marketing and economics have estimated brand price elasticities for specific products in markets their results indicate that price elasticities seem to differ across brands product categories retail outlets and regions however there has been very little research which examines the factors associated with these observed differences this paper focuses on the promotional price elasticities of established major brands in stable categories it identifies some characteristics of markets which may be associated with differences in price elasticities for frequently purchased nondurables a cross sectional model of the effect of these market characteristics on price elasticities is developed and estimated utilizing own price elasticity estimates for brands at twelve stores the results indicate market characteristics such as brand market share couponing activity display activity and feature activity explain a substantial amount of the variation in promotional price elasticities

an analysis of under reporting for micro data sets the misreporting or double hurdle model abstract this paper analyzes under reporting through the two extended tobit models p tobit and double hurdle models the empirical results clarify the characteristics of under reporting misreporting plays an important role in under reporting

spending on alcohol evidence from the family expenditure survey 1970 1983 this paper reports on the investigation of a model of the determination of the share of household expenditure on alcohol using fes data for the united kingdom 1970 83 i e a time series of cross sections the authors pay special attention to the occurrence of zero expenditure variations in characteristics across the population and the modeling and interpretation of the stochastic term this term is modeled using the gamma distribution replacing the normal in tobit estimated parameters indicate strong positive skewness interactions between household characteristics and expenditure propensities are important copyright 1990 by royal economic society

latent consideration sets and continuous demand systems this paper develops a theoretically consistent continuous demand system model that incorporates latent probabilistic consideration sets in contrast to existing discrete choice consideration models the proposed model is econometrically tractable with consumption data for many goods the model s empirical properties are illustrated with an 89 site recreation data set from the 1994 national survey of recreation and the environment nsre parameter and welfare estimates suggest that the latent consideration set models fit the data better and may imply a bias variance tradeoff relative to traditional models

why do more polarized countries run more procyclical fiscal policy abstract we study the cyclical behavior of fiscal policy to explain why some countries exhibit procyclical fiscal policy stances being expansionary in good times and contractionary in bad times we develop a model that links the polarization of preferences over fiscal spending to the procyclicality bias we then present evidence that social polarization as measured by income inequality and educational inequality is consistently and positively associated with fiscal procyclicality even after controlling for other determinants from existing theories we also find a strong negative impact of fiscal procyclicality on economic growth

a decision support system for planning manufacturers sales promotion calendars a common event in the consumer packaged goods industry is the negotiation between a manufacturer and a retailer ofthe sales promotion calendar determining the promotion calendar involves a large number of decisions regarding levels of temporary price reductions feature ads and in store displays each executed at the level of individual retail accounts and brand skus over several months or a year though manufacturers spend much of their marketing budget on trade promotions they lack decision support systems to address the complexity and dynamics of promotion planning previous research has produced insights into how to evaluate the effectiveness of promotional events but has not addressed the planning problem in a dynamic environment this paper develops a disaggregate level econometric model to capture the dynamics and heterogeneity of consumer response by modeling the purchase incidence timing choice and quantity decisions of consumers we decompose total sales into incremental and nonincremental baseline plus borrowed the response model forms the basis of a market simulator that permits us to search for the manufacturer s optimal promotion calendar subject to a set of constraints some of them imposed by the retailer via the simulated annealing algorithm calendar profits are the net result of the contribution from incremental sales minus the opportunity cost from giving away discounts to nonincremental sales and the fixed costs associated with implementing promotional events e g retagging features displays incremental sales result from promotion induced switching the acceleration and quantity promotion effects on those switchers increased consumption and the carryover effect from purchase event feedback we applied our approach to the promotion planning problem of a large consumer packaged goods company in a nonperishable staple product category suggested by company executives canned tomato sauce subject to a retailer pass through constant rate of 80 provided to us by the collaborating firm the optimal promotion calendar produced by the modeling system followed a pattern of frequent and shallow temporary price reductions with no feature or display activity we also analyze how that result would change under different retailer pass through scenarios our findings indicated that the manufacturer could substantially improve the profitability of its sales promotion activity and that there would be a concurrent positive effect on retailer profit and volume levels management reported to us that the insights from the use of the system were implemented in their promotion planning process and produced positive results a validation analysis on follow up data for one market showed that promotion activity could be significantly reduced as recommended with no adverse effect on the brand s market share as predicted to generalize the model beyond the specific category where it was implemented we conducted a sensitivity analysis on the profile of the calendar i e frequency depth and duration of deals with respect to changes in market response competitive activity and retailer pass through first we found that the optimal depth frequency and timing of discounts is stable for price elasticities ranging from near zero to around four in absolute magnitude we also found no systematic impact of competitive promotions on the profile of the optimal calendar for example variation in competitive activity did not affect the optimal depth or frequency of discounts lastly we found changes in retailer pass through to have a significant effect on the optimal depth and number of weeks of trade promotion that a manufacturer should offer this emphasizes the importance to manufacturers of having accurate estimates of pass through for purposes of promotion budgeting and planning

the general equilibrium effects of congestion externalities abstract this is the second in a series of three articles on the topic of congestion externalities we use an urban general equilibrium model to compute two types of cities the market equilibrium city in which congestion externalities occur and the optimum city the optimum city has a more dispersed distribution of employment and a more concentrated distribution of residence if the population of the city is fixed the optimum pricing of transportation generates a per capita welfare gain of 3 78 per week if the population of the city is endogenous the internalization of congestion externalities causes the city to grow

procyclical government spending patterns of pressure and prudence in the oecd this paper tests for differences in the cyclicality of government spending across functional categories evidence from 20 oecd countries suggests that procyclicality is more likely in smaller functional budgets but capital spending is more likely to be procyclical for the larger spending categories

rational shopping behavior and the option value of variable pricing when a product s price fluctuates at a store how should rational cost minimizing shoppers shop for it specifically how frequently should they visit the store and how much of the product should they buy when they get there would this rational shopping behavior differ across every day low price edlp and promotional pricing hilo stores if shoppers are rational which retail price format is more profitable edlp or hilo to answer these questions we develop a normative model that shows how rational customers should shop when the price of the product is random we derive a closed form expression for the optimal purchasing policy and show that the optimal quantity to purchase under a given price scenario is linearly decreasing in the difference between the price under that scenario and the average price this purchase flexibility due to price variability has a direct impact on shopping frequency indeed the benefit of this purchase flexibility can be captured via an option value that implicitly reduces the fixed cost associated with each shopping trip consequently rational shoppers should shop more often and buy fewer units per trip when they face higher price variability our results suggest that if two stores charge the same average price for a product rational shoppers incur a lower level of expenditure at the store with a higher price variability since stores with different price variabilities coexist in practice we expect stores with higher price variability to charge a higher average price thus given two stores a higher relative mean price for a given item should be indicative of higher price variability and vice versa these model implications are tested using multicategory scanner panel data from 513 households and pricing data for three stores two edlp stores and one hilo store and 33 product categories over a two year period we find strong empirical support for the model implications

the cyclical behaviour of fiscal policy evidence from the oecd this paper addresses the topic of cyclicality in scal policy in particular we show that the level of cyclicality varies across spending categories and across oecd countries in line with leading theories of scal cyclicality we show that countries with volatile output and dispersed political power are the most likely to run procyclical scal policies wage government consumption is highlighted as the most important channel by which these variables affect scal cyclicality

competitive promotional strategies this article analyzes the equilibrium pricing strategies of brands engaged in a pricing game each brand has a monopoly market loyal consumers and competes with others in a common market called brand switchers in the case of a duopoly it is shown that the behavior of the brand switchers characterizes the equilibrium behavior of the duopolists this article focuses on two key comparative statics namely the depth of discounts away from a regular high price and the probability of giving a deal or the frequency of deals how these properties vary with the size of the loyal markets and the behavior of the brand switching population is discussed copyright 1988 by the university of chicago

procyclical government spending a public choice analysis procyclical government spending occurs when government expenditures increase at a faster rate than income in an economic upturn but fall at a faster rate in a recession voracity effects occur when competition for increased spending proves more effective as national income increases public choice theory can be applied to describe the distribution of fiscal power across different tiers of government to shed insight into competition for intergovernmental transfers politicians have electoral incentives to press for intergovernmental transfers but they also have electoral incentives to signal their ability to manage the economy with this mix of incentives the prediction is that intergovernmental transfers will be procyclical and that sub central government spending will be more procyclical than central government spending public choice analysis of pressure for increased public spending predicts a specific pattern of cyclical government spending this pattern can be observed when analyzing government expenditures in 20 oecd countries between 1995 and 2006

government science and technology budgets in times of crisis abstract following a recent paper by filippetti and archibugi filippetti a archibugi d 2011 innovation in times of crisis national systems of innovation structure and demand research policy 40 2 179 192 this article aims to contribute to the sparse literature on the impacts of the recent economic downturn on the government expenditures and innovative activities of the countries of the enlarged european union eu 27 using eurostat s socio economic objectives i e the nomenclature for the analysis and comparison of scientific programmes and budgets nabs 2007 classification this paper addresses the impact of the recent economic downturn on governments science and technology s t budgets across the 27 eu countries most countries followed a pro cyclical pattern where the government s t budgets in most nabs shrunk along slowing gross domestic product growth in similar pace with total government expenditure the new member states of eastern europe were the most affected

statistical models for zero expenditures in household budgets household budget surveys are an important source of data on consumer s expenditure not just for individual consumers but also for estimating national aggregates however it is a widespread finding that for certain commodities most notably tobacco and alcohol the estimate from the household survey falls short of the known consumption total calculated with some confidence from data on production imports exports and excise duties for example in the british family expenditure survey with which we shall largely be concerned total tobacco expenditure was underestimated in 1976 by 21 percent see kemsley redpath and holmes 1980 p 51 much of this understatement together with that on alcohol is thought to occur because of the design of the survey which excludes many persons amongst whom consumption of such items is thought to be atypically high e g prisoners hoteliers and their residents merchant seamen even so the possibility remains that some of the understatement is due to various types of misreporting by households included in the survey in this paper we consider a model in which the standard tobit specification tobin 1958 is supplemented by the operation of a simple binary censor the tobit model is essentially a linear regression model in which non positive observations of the dependent variable are replaced by zero we take this specification as our starting point but add a second censoring process that randomly replaces a fraction of the observations generated by the tobit model bv zeroes the combined model can serve as a representation of several types of

employer paid parking mode choice and suburbanization abstract this paper constructs a theoretical model that facilitates analysis of the effects of employer paid parking on mode choice road investment and suburbanization the model simplifies urban space by dividing it into two zones islands center and suburbs which are connected by a congested road and a public transit line each road commuter requires an allotment of cbd land for parking and because the central zone s area is fixed parking land reduces the amount available for central residences and cbd production the model characterizes optimal resource allocation from the perspective of a social planner the planning solution can be decentralized which requires employee rather than employer paid parking congestion tolls and a tax subsidy to offset the road capacity deficit surplus the analysis then considers the effect of switching to employer paid parking with the burden of parking costs shifting from road users to employers thus reducing the wage for all workers this switch inefficiently increases road usage and capacity investment while spurring an inefficient increase in suburbanization

demand estimation with expenditure measurement errors on the left and right hand side let x be total consumption expenditures measurement errors in consumer budget allocation models cause unusual problems because errors in the dependent variables consumption on individual goods contribute to errors in the regressor x empirically adequate budget share models like the aids translog and quadratic aids are linear or quadratic in log x it is shown that for these specifications two stage least squares fails to correct for the measurement error a simple technique for recovering consistent estimates from two stage least squares is provided along with an efficient generalized method of moments estimator the method is applied to u k fuel demand data copyright 1996 by mit press

dynamic pricing with online learning and strategic consumers an application of the aggregating algorithm we study the problem faced by a monopolistic company that is dynamically pricing a perishable product or service and simultaneously learning the demand characteristics of its customers in the learning procedure the company observes the sales history over consecutive learning stages and predicts consumer demand by applying an aggregating algorithm aa to a pool of online stochastic predictors numerical implementation uses finite sample distribution approximations that are periodically updated using the most recent sales data these are subsequently altered with a random step characterizing the stochastic predictors the company s pricing policy is optimized with a simulation based procedure integrated with aa the methodology of the paper is general and independent of specific distributional assumptions we illustrate this procedure on a demand model for a market in which customers are aware that pricing is dynamic may time their purchases strategically and compete for a limited product supply we derive the form of this demand model using a game theoretic consumer choice model and study its structural properties numerical experiments demonstrate that the learning procedure is robust to deviations of the actual market from the model of the market used in learning

the long term effects of price promotions on category incidence brand choice and purchase quantity abstract to what extent do price promotions have a long term effect on the components of brand sales namely category incidence brand choice and purchase quantity the authors answer this question by using persistence modeling on weekly sales data of a perishable and a storable product derived from a scanner panel their analysis reveals first that permanent promotion effects are virtually absent for each sales component next the authors develop and apply an impulse response approach to estimate the promotional adjustment period and the total dynamic effects of a price promotion specifically they calculate the long term equivalent of gupta s 1988 14 84 2 breakdown of promotional effects because of positive adjustment effects for incidence but negative adjustment effects for choice the authors find a reversal of the importance of category incidence and brand choice 66 11 23 for the storable product and 58 39 3 for the perishable product the authors discuss the implications of the findings an

distinguishing between market participation and infrequency of purchase models of butter demand household butter expenditures are modeled by market participation and infrequency of purchase specifications the market participation model assumes that zero expenditures represent either traditional corner solutions or consumers who never use the product whereas the infrequency of purchase model assumes that zero expenditures represent either corner solutions or consumption out of storage we determine that the infrequency of purchase specification is preferred to the market participation model by applying a nonnested test based upon likelihood functions if household expenditure surveys contained information about participation and frequency of purchase a likelihood function which contained both models could be written and estimated

letter to the editor comments on on optimal inventory policies when ordering prices are random by kamal golabi comments on on optimal inventory policies when ordering prices are random by kamal golabi golabi k 1985 optimal inventory policies when ordering prices are random opns res 33 575 588

price dispersion and stockpiling by consumers this paper presents a model of equilibrium price dispersion in which buyers do not search however they are able to store the non durable commodity for future use such behaviour implies sellers demand curves are endogenously generated by the observed price distribution equilibrium is shown to exist although more than one price may be charged in equilibrium the monopoly price will occur with positive probability comparative static results are derived with a linear version of the model some of which are perverse this paper demonstrates that the possibility of stockpiling of a commodity by consumers can cause equilibrium price dispersion in the market for that commodity this dispersion may occur even when all consumers are identical all firms have identical cost functions and no search takes place thus the stockpiling model presented here provides an alternative explanation of phenomena explained by the more familiar search models of course one expects that storage and search both occur in many markets salop and stiglitz 1982 develop a simple stockpiling model similar to the one presented here and discuss the role that search might play the main point developed here also emphasized in salop and stiglitz 1982 is that price dispersion may occur despite the complete symmetry among sellers and among buyers most search models rely on differences among buyers or among sellers to generate multiple price equilibria the stockpiling model demonstrates such heterogeneity is not necessary each firm has the same cost curve and faces the same demand curve in equilibrium firms choose a price where the demand curve is tangent to the average cost curve thus for there to be price dispersion more than one such tangency must exist that may be the case when stockpiling occurs for then the demand curves are endogenous they are generated by the stocks of goods held by buyers which themselves depend on the observed price distribution and under reasonably weak assumptions a property of the equilibrium price distribution is that the demand curves it generates be tangent to sellers cost curves at several points in section 1 of this paper optimal storage rules for buyers are developed section 2 uses these rules to derive market demand curves in section 3 conditions for equilibrium are presented and in section 4 the possibility of that equilibrium involving only one price is discussed section 5 proves an equilibrium must exist section 6 gives examples of two price equilibria and presents some comparative statics with a simple linearized version of the model some of these comparative results are quite surprising and show the policy implications of stockpiling models may differ from alternative models of price dispersion prior to the formal analysis a brief discussion of the assumptions of the model seem in order buyers are assumed to visit exactly one seller in each period they live forever and consume exactly one unit of the commodity in each period if its price does not

estimating the impact of consumer expectations of coupons on purchase behavior a dynamic structural model we examine the basic premise that consumers may anticipate future promotions and adjust their purchase behavior accordingly we develop a structural model of households who make purchase decisions to minimize their expenditure over a finite period the model allows for future expectations of promotions to enter the purchase decision households with adequate inventory of the product may face a trade off of buying in the current period with a coupon or defer the purchase until next period given their expectations of future promotions thus we provide a framework for examining the impact of consumer expectations on choice behavior the target audiences for our paper are a empirical researchers who intend to make structural models part of their applied research agenda and b managers who value and seek to understand the impact of consumers coupon expectations on current purchase behavior our research objective is to provide an empirical framework to examine whether and to what extent consumers anticipate future coupon promotions and adjust purchase behavior the central premise of our approach is that a rational consumer minimizes the present discounted value of the cost of a purchase where cost in a single period consists of purchase price inventory holding cost gains from coupons and potential stockout cost we aim to test whether our hypotheses regarding the various elements of the cost structure are supported and that whether consumers take into account future discounted cost when making current purchase decisions the research methodology we adopt is relatively new in econometrics and known as the estimable stochastic structural dynamic programming method the methodology amounts to incorporating a maximum likelihood routine embedded in a dynamic programming problem the dynamic programming problem is solved several times within a maximum likelihood iteration for each value of the state space elements and for each value of the parameters in the parameter set the state space in our model consists of purchase and nonpurchase alternatives in each time period coupon availability and no coupon availability in each time period level of inventory in each time period for each household and consumption rate of each household we use scanner panel data on purchases in the disposable diaper product category and promotions we estimate the inventory holding and stockout costs brand specific value of coupons and consumers expectations of future coupons the key insights and lessons learned can be summarized as follows 1 our results are consistent with the notion that consumers hold beliefs about future coupons and that such beliefs affect the purchase decision we find that the dynamic optimization model performs significantly better than a single period optimization model and a naive benchmark model 2 we find a high and significant stockout cost consistent with the essential nature of the product category our estimate of the holding cost yields a reasonable annualized percentage value when converted to the cost of capital we find that consumer valuation of coupons differ markedly across brands 3 our empirical evidence supports the notion that consumers hold beliefs about future coupon availability we also find that the expectations about future coupons estimated endogenously differ depending upon whether or not a coupon was available in the current period thus the proposed model structure yields rich managerial insights and facilitates several what if scenarios a possible limitation of our model and estimable structural models in general is the computational cost while it is possible to conceptually extend the state space to accommodate variations across households and add a richer parameter structure each addition multiplies the size of the state space and the computation time for this reason we have kept the state space as tight as possible and refrained from additions that would otherwise enable us to incorporate heterogeneity in consumer decisions for example we assumed that consumers are similar other than reflected by their purchase behavior we built a category purchase incidence model rather than a brand choice model we refrained from including unobserved heterogeneity in the parameters we chose to opt out of modeling autocorrelation and other time dependent error term patterns in the likelihood function thus we have made an effort to build a structural model that reasonably reflects consumer purchase behavior without requiring expensive computation currently there are developments in econometrics to approximate the computation of the valuation functions without sacrificing much accuracy when these methods are well developed we expect that structural models will become more commonplace in marketing

decomposing the sales promotion bump with store data sales promotions generate substantial short term sales increases to determine whether the sales promotion bump is truly beneficial from a managerial perspective we propose a system of store level regression models that decomposes the sales promotion bump into three parts cross brand effects secondary demand cross period effects primary demand borrowed from other time periods and category expansion effects remaining primary demand across four store level scanner datasets we find that each of these three parts contribute about one third on average one extension we propose is the separation of the category expansion effect into cross store and market expansion effects another one is to split the cross item effect total across all other items into cannibalization and between brand effects we also allow for a flexible decomposition by allowing all effects to depend on the feature display support condition and on the magnitude of the price discount the latter dependence is achieved by local polynomial regression we find that feature supported price discounts are strongly associated with cross period effects while display only supported price discounts have especially strong category expansion effects while the role of the category expansion effect tends to increase with higher price discounts the roles of cross brand and cross period effects both tend to decrease

stack them high let em fly lot sizing policies when inventories stimulate demand in some retail contexts stocking large quantities of inventory may not only improve service levels but can also stimulate demand for products having demand rates that increase with inventory levels we analyze the effect of stocking decisions on firm profitability to develop managerial insights regarding the structure of the optimal inventory policy and to understand how this policy differs from traditional approaches when inventories stimulate demand iteratively applying the standard economic order quantity eoq model by setting the demand rate parameter equal to the observed average demand rate in prior cycles yields an equilibrium order quantity that is robust to demand parameter misestimation but is suboptimal the profit maximizing policy orders larger quantities and can replenish inventory even before on hand stock fully depletes using an extension of a standard inventory dependent demand model from the literature we first provide a convenient characterization of products that require early replenishment we demonstrate that the optimal cycle time is largely governed by the conventional trade off between ordering and holding costs whereas the reorder point relates to a promotions oriented cost benefit perspective we show that the optimal policy yields significantly higher profits than cost based inventory policies underscoring the importance of profit driven inventory management

investment choice and asset allocation of italian households the discrete continuous approach financial and monetary policies are considered to be effective depending on the reaction of financial markets which are increasingly populated by households in this article from intertemporal settings i derive a financial almost ideal fai demand system and i estimate it by highlighting the determinants of both limited participation to financial markets and asset substitutability complementarity in the allocating stage finally the wealth elasticities provide some further insights on the low diffusion of the newer and more complex financial instruments across italian households

income class modal choice and urban spatial structure abstract this paper analyzes the impacts of urban transportation system changes and income changes on the welfare of people and on the urban spatial structure in a setting where the income level differs between two groups and two transportation modes compete with each other in a city it is demonstrated that an improvement in some transport facility will not necessarily increase the welfare level of every household and at times decreases the welfare of some households it also is argued that under particular situations an improvement in a particular transport mode may produce a contraction in the city size rather than an expansion similarly an increase in income of one group might have an adverse effect on the welfare of another income group as a result of competition in the land market

joint purchasing decisions a multivariate negative binomial approach the analysis of household purchasing decisions for understanding consumption behaviour has received much attention recently mainly because of the measurement error problems that appear when using expenditure data to approximate consumption this paper discusses some empirical regularities of the household purchasing behaviour based on information about the number of purchases a household has declared having done during the survey period the concern of this paper is two fold first to show how to recover purchase frequency data from the spanish budget survey 1990 1991 second to discuss some empirical regularities of the joint purchasing decisions based on multivariate negative binomial models

theoretical models of sales promotions contributions limitations and a future research agenda our objective in this paper is to review theoretical models of sales promotions we highlight the key contributions of these models discuss their limitations and outline an agenda for future research managerial questions examined in these models include some very fundamental issues such as why firms resort to the use of sales promotions in mature markets and why the use of sales promotions has increased dramatically during the last two decades also included in this review are models that address firm level strategic issues such as the allocation of dollars between advertising and sales promotions and the relative emphasis on trade promotions vis a vis consumer promotions we also review theoretical models that explain how consumers respond to price promotions and what type of sales promotion tools may be superior to others in a particular market the review concludes with a possible agenda for future research

price competition under stockpiling and flexible consumption abstract conventional wisdom suggests that the main effect of price promotion is on brand switching i e secondary demand however some recent studies demonstrate that the primary demand expansion effect can be considerably larger than previously believed a significant driver of this primary demand effect is consumer stockpiling in response to price promotions indeed experimental studies have shown that additional inventory on hand can lead to an endogenous increase in consumption the authors develop a model of price competition between firms in response to the stockpiling and subsequent consumption dynamics of consumers in this setting the flexible consumption effect causes more intense price competition deeper promotions and an increase in the frequency of promotions the authors use two years of scanner panel data from eight product categories and 4313 stockkeeping units to test three implications of the theoretical model they find strong support for each

dealing temporary price cuts by seller as a buyer discrimination mechanism this paper is concerned with temporary price cuts deals sales and specials as a mechanism for the seller to price discriminate between buyers with different intensities of demand we analyze why a seller offers such price cuts which buyers take advantage of them and what the parameters are that determine the amount and frequency of the discount offered in the remainder of this section we briefly review the literature on price deals 1 in section ii simple models of buyer and seller behavior are developed and we show why and how a seller adopts a dealing strategy section iii summarizes the key implications of the model and indicates how the price discrimination hypothesis could be tested in practice section iv suggests possible extensions of the model finally section v gives our conclusions in the marketing literature the issue of who is deal prone has been extensively researched an explanation for temporary price cuts usually called deals sales or specials is provided we hypothesize that they are a mechanism that discriminates between more intense and less intense demanders we further hypothesize a positive relationship between demand elasticity and holding costs buyers with more intense demand with high holding costs are those who will be buying the product at its regular price the low holdingcost buyers take advantage of deals by forward buying the model is applicable to three relationships 1 manufacturer reseller where the reseller may be a wholesaler or a retailer 2 resellerreseller for example wholesaler retailer and 3 retailer consumer we are grateful to michael mussa and albert madansky for their comments we also benefited from comments made by the marketing faculty of the wharton school at a seminar where an earlier version of this paper was presented neil beckwith in particular is acknowledged 1 for a more detailed review of deals and similar pricecutting mechanisms e g mail in rebates cents off labels coupons etc see narsimhan 1982 chan 2 journal of business 1985 vol 58 no 3 1985 by the university of chicago all rights reserved 0021 9398185 5803 0004 01 50

the decomposition of promotional response an empirical generalization price promotions are used extensively in marketing for one simple reason consumers respond the sales increase for a brand on promotion could be due to consumers accelerating their purchases i e buying earlier than usual and or buying more than usual and or consumers switching their choice from other brands purchase acceleration and brand switching relate to the primary demand and secondary demand effects of a promotion gupta 1988 captures these effects in a single model and decomposes a brand s total price elasticity into these components he reports for the coffee product category that the main impact of a price promotion is on brand choice 84 and that there is a smaller impact on purchase incidence 14 and stockpiling 2 in other words the majority of the effect of a promotion is at the secondary level 84 and there is a relatively small primary demand effect 16 this paper reports the decomposition of total price elasticity for 173 brands across 13 different product categories on average we find that 25 of the elasticity is due to primary demand expansion i e purchase acceleration and 75 to secondary demand effects or brand switching thus while gupta s finding that the majority of promotional response stems from brand switching is supported the average magnitude of the effect appears to be smaller than first thought more important there is ample evidence that promotions have a significant primary demand effect the relative emphasis on purchase acceleration and brand switching varies systematically across categories and the second goal of the paper is to explain this variation as a function of exogeneous covariates in doing this we recognize that promotional response is the consumer s reaction to a price promotion and therefore develop a framework for understanding variability in promotional response that is based on the consumer s perspective of the benefits from a price promotion these benefits are posited to be a function of i category specific factors ii brand specific factors and iii consumer characteristics the framework is formalized as a generalized least squares meta analysis in which the brand s price elasticity is the dependent variable several interesting results emerge from this analysis category specific factors brand specific factors and consumer demographics explain a significant amount of the variance in promotional response for a brand at both the primary and secondary demand levels category specific factors have greater influence on variability in promotional response and its decomposition than do brand specific factors there are several instances where exogenous variables do not affect total elasticities yet significantly affect individual components of total elasticity in fact the lack of a significant relationship between the variables and total elasticity is often due to offsetting effects within two or more of the three behavioral components of elasticity this is particularly true for brand specific factors which typically have no effect on total elasticity yet have important effects on the individual behaviors there is some evidence to suggest that not all promotion related increases in primary demand are due to forward buying in some cases promotions appear to increase consumption we use these results to illustrate how category and brand specific factors work to drive primary and secondary demand elasticities in different directions in short this paper offers an empirical generalization of a key finding on promotional response how elasticities decompose across brand choice purchase incidence and stockpiling and new insights into factors that explain variance in promotional response these findings are likely to be of interest to researchers who are concerned with theory development and the generalizability of marketing phenomena and to managers who plan promotion campaigns

the impact of r d subsidies during the crisis this study investigates the impact of r d subsidies on r d investment during the past financial crisis we conduct a treatment effects analysis and show that r d subsidies increased r d spending among subsidized small and medium sized firms in germany during the crisis years in the first crisis year the additionality effect induced by public support was however smaller than in other years this temporary decrease may be caused by an altered innovation subsidy scheme in crisis years or by a different innovation investment behavior of the subsidy recipients we do not find support for the countercyclical innovation subsidy scheme having caused the smaller additionality effect and conclude that it is likely to be driven by subsidy recipient behavior

econometric analysis of the short run fluctuations of households purchases infrequency of purchase models are alternatives to those derived from the classical utility maximization with binding nonnegativity constraints scheme for modeling purchases that occur at random dates an extension of those models is proposed that takes into account additional information about the exact number of times households purchased during the survey period various methods of estimation are described and an empirical illustration is presented with data drawn from the french food expenditure survey insee copyright 1993 by the review of economic studies limited

promotion effect on endogenous consumption over the years researchers have found that promotion makes consumers switch brands and purchase earlier or more however it is unclear how promotion affects consumption especially for product categories that are perceived to be versatile and substitutable in this paper we propose a dynamic structural model with endogenous consumption under promotion uncertainty to analyze the promotion effect on consumption this model recognizes consumers as rational decision makers who form promotion expectations and plan their purchase and consumption decisions in light of promotion schedule applying the proposed model to packaged tuna and yogurt we find that endogenous consumption responds to promotion as a result of forward looking and stockpiling behavior this is the first empirical paper that recognizes consumption as an endogenous decision variable and proposes a structural model to offer behavioral explanations on whether how and why promotion encourages consumption for product categories with flexible consumption