advertising and pricing policies in the equine breeding industry or sex and the single stallion a unique aspect of the equine breeding industry is the way in which the current year s demand for stud services depends on the previous year s production levels in a monopolistically competitive market product differentiation and product promotion and advertisement are important aspects of industry conduct a stallion s reputation and therefore demand for his services depend on the stallion owner s ability to differentiate the product the price a stallion owner charges depends on the quality of the stud himself and also on the quality of his offspring the producer s output foals become advertisements for the stallion when they are raced shown etc they also can become substitutes for the stallion since they are an alternative source of the stallion s genes stallion owners are in the special position that they need to prove their stallion s ability to sire quality offspring while bearing in mind they are producing possible substitutes outstanding offspring will generate demand for the parent s

the demand for beer wine and spirits a survey of the literature the demand for alcohol literature is vast and much conflicting information about the nature of the demand for alcoholic beverages has been published this paper presents a survey of the literature and then uses the technique of meta regression analysis to establish insights into the nature of the demand for beer wine and spirits unlike previous meta studies of the demand for alcoholic beverages this study adjusts for the precision of each elasticity estimate the analysis presented suggests reported elasticity estimates will be influenced by such factors as estimation technique data frequency and time period under consideration with respect to time the findings suggest that the demand for alcoholic beverages has become less inelastic since the mid 1950s and that the income elasticity has been falling since the mid 1960s the analysis also found support for the idea that alcohol as a commodity group is a necessity and that consumers respond to price discounting with inventory behaviour rather than true substitution behaviour little support is found for the idea that the demand for alcoholic beverages varies fundamentally across most countries although wine may be an exception language en

a reappraisal of interpreting rising concentration the case of beer there has been a tremendous amount of change in the structure and conduct of the post world war ii brewing industry most important concentration has risen scale economies have increased and advertising intensity especially television advertising has changed in a recent article in this journal william j lynk 1984 attempted to determine empirically how changes in concentration and technology affected brewing industry performance between 1974 and 1980 2 he found support for the competition hypothesis that cost reductions due to cost superiority or the exploitation of scale economies have dominated the possible market power effect of rising concentration and have caused output to increase and prices to fall thus the alternative or the exclusion hypothesis that large brewers have squeezed smaller rivals out of in contrast to the finding of william j lynk that rising concentration in the u s brewing industry caused industry output to expand and by his presumption prices to fall the results of this study show that concentration had no significant direct impact on post world war ii beer prices estimates from a reduced form price equation reveal that advertising and costs have had a significant positive effect on beer prices these results provide evidence that the rising concentration scale economies and advertising expenditures in the u s brewing industry generated higher beer prices between 1950 and 1971 i would like to thank william hallagan for bringing lynk s paper to my attention and james f ragan jr carol horton tremblay and an anonymous referee for their helpful comments on earlier drafts any remaining errors are my responsibility 1 for example the number of firms declined from 386 to 37 and the five firm concentration ratio increased from 23 to 71 between 1950 and 1978 see elzinga 1973 1982 keithahn 1978 ornstein 1981 and greer 1971a 1981 for excellent industry studies 2 in this paper industry performance is evaluated from the consumer s point of view for a given level of product quality if structure and conduct changes are beneficial to consumers by causing the market price to fall then industry performance has improved

interpreting rising concentration the case of beer despite considerable long term progress in distinguishing conceptually between the fact of market power and the calculation of market concentration antitrust claimants the department of justice the federal trade commission ftc and private litigants continue to place substantial emphasis on defining a market computing market shares and calculating measures of concentration the operating supposition is virtually always that monopoly or market power is positively associated with concentration whether other offsetting characteristics are also associated with high concentration ordinarily receives less if any consideration the most often cited consideration weighing against an automatic condemnation of increased concentration say through horizontal merger is that costs market power and concentration may all be jointly related economic analysis suggests that if higher concentration brings with it is caused by or causes lower industry costs then it may also bring positive total benefits even if antitrust concern with industry concentration focuses on market power the ability of firms to restrict output and raise price the brewing industry among others has been a major target of this concern because of its high and rising concentration this paper sketches two alternative explanations for this change in industry structure competitive expansion by the more efficient brewers and anticompetitive exclusion of equally efficient but smaller brewers empirical analysis indicates that competition is the better hypothesis in explaining changes in the structure of the beer market

estimating dynamic demand for cigarettes using panel data the effects of bootlegging taxation and advertising reconsidered abstracct a dynamic demand for cigarette consumption is estimated using pooled data of 46 states over the period 1963 to 1980 a price elasticity of 0 2 and an insignificant income elasticity is found using pooled estimation techniques the bootlegging effect is modeled explicitly using neighboring price the effect is found to be significant two major policy issues are analyzed in light of these new estimates 1 cigarette taxation is found to be an effective tool for generating revenues even though there may be spillover effects to neighboring states where bootlegging is significant 2 the effects of the fairness doctrine act and the advertising ban on cigarette consumption are re examined we find mild support for the effectiveness of subsidized anti smoking messages in reducing cigarette consumption and no support for the thesis that the ban on advertising helps to increase per capita consumption

the effects of price and smoking risk information on the demand for tobacco in taiwan an empirical study this study evaluates the effects of a cigarette price increase and smoking risk information on tobacco consumption in taiwan tobacco price expenditure and an index of smoking risk information for taiwan were introduced into a central bureau of statistics cbs demand model to estimate several cigarette demand elasticity coefficients according to this model increasing the cigarette price is a more effective means of reducing cigarette consumption than disseminating more risk information in addition we found that a price rise of nt 5 per cigarette pack would cause a reduction in the consumption of domestic and imported cigarettes of 3 23 and 4 86 packs per capita respectively total per capita consumption of cigarettes would be reduced annually by 8 09 packs 7 56 despite this reduction in cigarette consumption the increase in cigarette price would at the same time lead to a significant net increase in tax revenue to the taiwan government

advertising and the us market demand for beer the us per capita market demand for beer is empirically estimated to determine the effect of advertising on the demand for beer the empirical results indicate that the most important determinants of demand are the price of beer the price of substitutes demographic factors and a light beer dummy variable the positive effects of income and lagged consumption appear to be small although many have argued that advertising promotes beer consumption the empirical results of this study do not support this hypothesis

alcohol control laws and the consumption of distilled spirits and beer this article tests the social marketing effectiveness of alcohol control laws designed to reduce the consumption of alcoholic beverages the study uses state level historical data to estimate the demand for distilled spirits and beer using economic sociodemographic and control law explanatory variables spirits and beer consumption are found to react differently to changes in economic sociodemographic and regulatory variables these differences suggest a consumer and product segment based approach to alcohol control laws or social marketing that emphasizes measures directed at youths for beer and at price for spirits

the demand for alcoholic drink in the united kingdom 1963 78 1983 the demand for alcoholic drink in the united kingdom 1963 78 applied economics vol 15 no 1 pp 125 140

will a special tax on tobacco reduce lung cancer mortality evidence for eu countries this article carrys out a quantitative evaluation of the effects on the health of smokers of increasing a special tobacco tax using the mortality rate from lung cancer as an indicator to that end it estimates two models that relate tobacco consumption the mortality rate and this special tax employing data drawn from a sample made up of 12 eu countries and covering the years 1983 1993 the results show that increasing the special tax is a useful tool for reducing lung cancer mortality specifically it finds that a 10 increase will reduce the lung cancer mortality rate by 1 21 in the first year with such a reduction implying the avoidance of 1707 deaths in the sample countries

entrepreneurship social mobility and income redistribution in south india development economists have been preoccupied with the problem of increasing the size of the gnp pie to the relative neglect of its distribution despite the recent disenchantment with the viewpoint that all classes share in the benefits of industrial growth empirical data on the distribution of income business opportunity and economic power are in short supply many of the studies on entrepreneurship and economic development when they are not apologetics for ruthless capitalist exploitation as paul baran suggests extol the achievements of the capitalist entrepreneur without examining class origins and monopoly advantage joseph schumpeter sees entrepreneurs irrespective of class origin as heroic figures with the dream and will to found a private kingdom to conquer adversity to achieve success for its own sake and to experience the joy of creation for gustav papanek 1967 the private entrepreneur who is frugal diligent far sighted remarkably able and willing to take political risks is in large part responsible for the success of pakistan in achieving rapid industrialization

advertising and economic welfare is advertising socially excessive economists have been reluctant to consider this question for there appeared to be no rigorous method of analyzing cases in which advertising influences tastes some recent studies have made fundamental contributions to this debate avinash dixit and victor norman 1978 yehuda kotowitz and frank mathewson 1979 but no consensus has emerged dixit and norman were the first to establish a rigorous methodology they evaluated social welfare sw consumer s surplus profits under preand post advertising market equilibria using pre advertising tastes for one ranking and post advertising tastes for another ranking when the sw rankings were identical dixit and normal claimed that unambiguous inferences could be drawn in general they concluded that the profitmaximizing level of advertising will be excessive under a variety of product market structures franklin fisher and john mcgowan 1979 criticized dixit and norman for including advertising in the utility function but ignoring the direct effect that advertising has on utility in their welfare analysis dixit and norman 1979 courvlered that advertising merely shifts the preference ordering over goods and that it is this preference yardstick that matters welfare conclusions about advertising can be generated less controversially within the framework suggested by george stigler and gary becker 1977 they treat utility as if it were generated by commodities which individuals produce with purchased goods time human capital and firms advertising their commodities can be interpreted similarly to what kevin lancaster 1966 calls a characteristic the terminology used herein as an example consider tennis we buy racquets and balls not to own them per se but rather to enjoy playing the game playing the game actually generates utility and this characteristic is produced by an individual s racquet balls human capital skill level and time thus preferences are ordered over characteristics not over goods advertising can lower the shadow price of a characteristic by increasing the ability of the purchased good to produce the desired characteristic this is accomplished by providing the consumer with different information or beliefs about the product than previously held suppose a perennial tennis champion states a preference for a particular brand of racquet this enhances the self image of amateur owners of that brand and increases their enjoyment of the game without changing their expenditures the per unit cost of the characteristic will decline making current owners of the racquet likely repeat customers and current shoppers more likely to choose the star s preferred brand observe that advertising has increased the demand for a market good that produces the now cheaper char

cross section estimation of us demand for alcoholic beverage a flexible limited dependent variable model is used to examine us demand for alcoholic beverage parameterization and distributional assumptions of the double hurdle model cragg 1971 and tobit model tobin 1958 are rejected findings suggest that price income household composition and other characteristics have significant effects on alcohol consumption income and own price elasticities are significant but relatively small

advertising in competitive markets in this paper small firms sell a homogeneous good to small consumers under conditions of free entry but consumers receive price information only through firms advertising in equilibrium every firm on the continuous price distribution buys less advertising than is socially optimal the result is robust if firms advertise in just one medium if readers of different advertising media are positively correlated excess advertising can occur in media used exclusively to advertise discount prices copyright 1991 by american economic association

an empirical analysis of sales force compensation plans among the array of direct and indirect methods of motivation and control available to the sales manager is sales force compensation in this article the authors summarize theoretical predictions from the economics marketing finance and accounting literatures on the structure of optimal sales force compensation plans guided by these insights they then construct empirical models to quantify the effect of various sales force factors firm and product factors and market factors on compensation using data from 286 firms in 39 industries the authors examine determinants of incentive components and total pay and the optimal horizon for incentive pay copyright 1992 by university of chicago press

coupon redemption and the demand for frozen concentrated orange juice a switching regression analysis a switching regression model was estimated and used to study the impact of florida department of citrus coupon promotional programs on the demand for frozen concentrated orange juice the empirical results show that discounts and information provided by coupons were effective in increasing the demand for fcoj and that the fdoc s coupon programs had positive impacts on the probability of using coupons for purchasing fcoj moreover different types of coupon promotions had different impacts and coupon users and nonusers demonstrated different degrees of response to price changes

impacts of prices and transactions costs on input usage in a liberalizing economy evidence from tanzanian coffee growers despite improvements in production incentives agricultural output in africa remained sluggish through the 1990s low use of purchased inputs may be part of the cause of persistently low productivity in african agriculture this article analyzes the roles of relative prices and transactions costs in explaining low use of chemical inputs among tanzanian coffee growers a sample selection model indicates that output prices exert great influence on input purchases and that both fixed and variable transactions costs affect input use decisions travel costs in input and output markets have distinct effects on input usage implying distinct avenues for interventions to promote more intensive use of agricultural inputs

efficiency equity tradeoffs and the scope for resource reallocation in agricultural research evidence from nigeria on the basis of projected economic and poverty impacts of alternative commodity research programs this article assessed efficiency and equity tradeoffs and the scope for research resource reallocation in nigeria given the importance of major food staples to both poor and nonpoor households in production and consumption introducing a poverty dimension revealed no significant shift in priorities compared with those implied by efficiency the results showed that neither the additional benefits to the poor nor the foregone benefits to society are significant from prioritizing research according to equity relative to efficiency criteria as current priorities are supported by neither efficiency nor equity criteria however there is considerable scope for maximizing research benefits to the poor through informed reallocation of research resources the article concludes with a discussion of the patterns of resource reallocations implied by efficiency and equity criteria

a theory of rational addiction we develop a theory of rational addiction in which rationality means a consistent plan to maximize utility over time strong addiction to a good requires a big effect of past consumption of the good on current consumption such powerful complementarities cause some steady states to be unstable they are an important part of our analysis because even small deviations from the consumption at an unstable steady state can lead to large cumulative rises over time in addictive consumption or to rapid falls in consumption to abstention our theory also implies that cold turkey is used to end strong addictions that addicts often go on binges that addicts respond more to permanent than to temporary changes in prices of addictive goods and that anxiety and tensions can precipitate an addiction

efficiency effects of exclusive territories evidence from the indiana beer market the welfare effects of vertically imposed exclusive territories and the appropriate antitrust policy toward them have long been debated this paper sheds light on the exclusive territory controversy by examing the effects of indiana s 1979 ban on the grant of exclusive territories to beer wholesalers using time series data for 1948 1990 we find the ban reduced beer consumption in indiana by 6 percent coupled with previous evidence that indiana s ban reduced price our results suggest that exclusive territories in the beer industry increase demand and enhance welfare by stimulating the provision of dealer services

the demand for alcohol in the united kingdom using the aids model we show that there exists for the uk a stable long run relationship between expenditure shares on beer cider spirits and wine alcohol prices total alcohol expenditure and a range of non economic variables relating to advertising licensing the employment social class and demographic characteristics of consumers and climate our estimates of key price and income elasticities generally lie between those found from other time series studies which exclude most of these non economic variables and those found from cross section studies which generally include them however the restrictions required for separability homegeneity and symmetry although not those for perfect price aggregation are decisively rejected

entrepreneurial orientation risk and incentives the case of franchising the standard principal agent model predicts a trade off in contract design between the protection against risk and incentive motivations distinguishing two types of risks we show that contrary to this traditional view the relationship between risk and incentives can be positive in franchise contracting this implies that the royalty rate decreases with the risk faced by the franchisee on the local market using a unique panel dataset combining french franchise and financial data we address this issue empirically alongside performance outcomes the data support the hypothesis of a negative relationship between risk and the royalty rate which contradicts the prediction of the standard agency theory furthermore our estimations provide evidence that chain performance increases with an adjusted royalty rate this paper has important implications for contract design showing that with increasing local market uncertainty and low risk aversion franchisors should reduce the royalty rate

the demand for beer wine and spirits a systemwide analysis the systemwide approach to the analysis of consumer demand considers the multivariate structure of the problem in which the consumer allocates his income to all goods simultaneously this approach combines the theory of the consumer with empirical analysis and has enjoyed much popularity over the past decade for surveys of these developments see brown and deaton 1972 phlips 1974 powell 1974 theil 1975 76 1980 barten 1977 and theil and clements 1980 most previous applications of the systemwide approach have used national accounts commodity groups food clothing housing and so on for many business and government policy purposes however these groups are much too broad for example to analyze the effects on consumption of all but the simplest changes in indirect taxes we would need considerably more disaggregation similarly market researchers need to analyze demand at the individual product level for purposes of forecasting and formulating pricing and other policies the objective of this paper is to use the consumption of beer wine and spirits to illustrate how the approach can be apthis paper illustrates how the systemwide approach to consumer demand can be extended so that it can be applied to narrowly defined commodity groups we use the consumption of beer wine and spirits to show how the approach can be applied to estimate income and price elasticities of demand when the consumer s utility function is appropriately separable in alcoholic beverages and all other goods it is possible to confine our attention to the three beverages and ignore all other goods we use the demand model for a number of simulations designed to analyze the rapid growth of wine consumption we are indebted to john davis peter goldschmidt and kal stening for excellent research assistance to michael wohlgenant and henri theil for helpful comments and discussion and to the new south wales drug and alcohol authority for their partial financial support of this research

mergers brand competition and the price of a pint abstract mergers in the uk brewing industry have reduced the number of national brewers from six to four the number of brands in contrast has remained relatively constant we analyze the effects of mergers on brand competition and pricing brand level demand equations are estimated from a panel of draft beers to model brand substitution possibilities we estimate the matrix of cross price elasticities semiparametrically our structural model is used to assess the strength of brand competition along various dimensions and to evaluate the mergers in particular we compute equilibria of pricing games with different numbers of players

advertising intensity and welfare in an equilibrium search model i analyze an equilibrium search model in a duopoly setting with bilateral heterogeneities in production and search costs in which firms can advertise by announcing price i compare the market advertising level to the socially optimal level where i find that costly search can improve welfare and that firms may under or over advertise relative to the social optimum depending on the costs of search the results suggest that in markets with sufficiently low search costs firms are likely over advertising relative to the socially optimal level and vice versa for markets with sufficiently high search costs

advertising and us alcoholic beverage demand system wide estimates the effects of advertising on consumption of alcoholic beverages in the us are analysed the goal is to obtain evidence on the importance of advertising at the level of beverage demand beer wine spirits and for total consumption of alcohol per capita gallons of ethanol a three equation conditional demand system is estimated that includes own and cros beverage advertising as explanatory variables four models of the differential demand system are estimated including the rotterdam aid cbs and nbr models using annual us data for the period 1964 90 on beverage consumption prices expednitures and real advertising estimates are obtained of the complete matrix of own and cross elascities for each beverage price and advertising at the beverage level the results indicate a positive butr very small effect of advertising on beverage consumption with most of the impact due to wine advertising and non due to beer advertising there is no efect of advertising in the composite demand function for al

demand for differentiated products price and advertising evidence from the u s beer market abstract this paper employs a nation wide sample of supermarket scanner data to estimate a large brand level demand system for beer in the u s using the distance metric method of pinkse slade and brett pinkse j slade m brett c 2002 spatial price competition a semiparametric approach econometrica 70 1111 1155 unlike previous studies this work estimates the own and cross advertising elasticities in addition to price elasticities positive and negative cross advertising elasticities imply the presence of both cooperative and predatory effects of advertising expenditures across brands however the former effect appears to dominate suggesting that advertising increases the overall demand for beer we discuss the implications of these results in this industry

cigarette demand health scares and education in turkey the purpose of this paper is to examine the demand characteristics of cigarettes in turkey aggregate time series date for the 1960 88 period are used in estimation income and price elasticities of cigarette demand are obtained the effect of health warning is estimated to reduce cigarette consumption by about 8 since the inception of warnings in 1982 imports of cigarettes have been allowed since 1984 in addition to advertising of cigarettes in the non electronic media the effect of health warnings are found to be stronger than the opposing effect of advertising the results also suggest that public education about adverse health effects of smoking may be more effective in reducing consumption and less regressive on consumer incomes than raising the price of cigarettes

salesforce compensation plans in environments with asymmetric information in this paper we present a theory of salesforce compensation plans to provide insights into why it may be advantageous for a profit maximizing firm to offer members of its salesforce the opportunity to choose from a menu of compensation plans although such contractual arrangements are not commonly used in the industry they have been introduced and implemented by firms such as ibm and st regis paper as in our previous work on salesforce compensation plans basu lal srinivasan and staelin basu a k r lal v srinivasan r staelin 1985 salesforce compensation plans an agency theoretic perspective marketing sci 4 fall 267 291 we use an agency theory framework in this paper we relax the assumptions of information symmetry and salesforce homogeneity and show the conditions under which it is optimal to offer a menu of compensation plans we also show that even when these assumptions are relaxed there are situations where offering a single plan characterized by basu lal srinivasan and staelin basu a k r lal v srinivasan r staelin 1985 salesforce compensation plans an agency theoretic perspective marketing sci 4 fall 267 291 is still optimal insights gained from the analyses are discussed in the context of an existing compensation scheme

the impact of perceived environmental uncertainty and perceived agent effectiveness on the composition of compensation contracts recently a stream of theoretical development concerning the design of optimal compensation plans has emerged in the marketing literature little empirical work has been done so far to validate the theoretical predictions the findings from the few field studies are equivocal and conflicting which we ascribe to failure to account for the major assumptions underlying the theoretical predictions we argue that in order to enhance the rigor of theory testing the field studies must be complemented by laboratory experiments where the conditions stipulated by the assumptions of the theory can be systematically imposed and or relaxed this should help in the reconciliation of the differences found in the field studies the experiment reported in this paper is a first step towards filling this void in the empirical research in this area here we assess the impact of perceived environmental uncertainty and perceived agent effectiveness on the magnitude total pay and composition salary incentive mix of employment compensation the hypotheses stem from propositions analytically derived by basu lal srinivasan and staelin 1985 and lal and srinivasan 1988 the insurance industry middle management compensation problem served as the experimental context the results of the experiment ratified the hypothesis that an increase in perceived agent effectiveness leads to award of compensation contracts of larger total expected value and a larger proportion of performance contingent pay however the hypothesis that an increase in perceived environmental uncertainty prompts the principal to award compensation contracts of smaller total expected value and a smaller proportion of performance contingent pay was rejected we discuss possible alternative explanations for the conflicting results associated with the uncertainty variable and identify future research opportunities in this area

modeling the demand for alcoholic beverages and advertising specifications in this paper the demand for beer wine spirits and soft drinks in ontario is modeled in two parts an equation is specified to endogenize group expenditures and a demand system is set up to allocate budgeted group expenditures across types of beverages advertising is allowed to influence both the level of group expenditures and its allocation three popular advertising specifications are compared using the j test and the likelihood dominance criterion even though all three specifications fitted well according to standard criteria the calculated expenditure price and advertising elasticities were sensitive to the manner with which advertising is specified this clearly highlights the need to rely on a sound criterion to identify a dominant specification from the identified dominant specification we found that advertising has very subtle effects on expenditures on alcoholic beverages group and individual beverages thus advertising is not effective in enlarging markets and this suggests that firms especially breweries use advertising to compete in zero sum market share games from a public policy perspective our results are comforting but future research should investigate whether the neutral effect of advertising on aggregated expenditures hide substantial offsetting changes in the drinking habits of individuals 2000 elsevier science b v all rights reserved

controlling preferences for lotteries on units of experimental exchange in an experimental setting when outcomes are stochastically related to actions predictions of equilibrium behavior depend not only on the participants preference orderings of outcomes but also on their orderings of lotteries on outcomes as well we introduce and test a reward structure that can be utilized in any experimental setting to allow the experimenter to decree beforehand the subjects preferences for lotteries on experimental outcomes we show analytically that the proposed reward structure can induce subjects to behave as if they have the decreed preference function defined on experimental outcomes empirical tests using two different choice settings provide evidence to support this ability to control preferences

a two stage analysis of the effectiveness of promotion programs for u s apples export promotion programs are intended to help u s exporters enter maintain and expand foreign markets but little is known of their success in achieving each of these goals in this paper we attempt to determine the effectiveness of export promotion in increasing both u s market share and total import consumption using apple imports by singapore and the united kingdom as case studies estimates of a two stage linear expenditure system les almost ideal demand system aids model show that promotion increases consumption of apples in both the united kingdom and singapore but increases u s market share only in the united kingdom the results suggest that free riding on u s promotion can be significant

elasticities of beer demand revisited abstract this paper uses u s aggregate beer consumption data from 1964 1992 to empirically estimate the elasticities of demand for beer however rather than assuming the behavioral parameters are time invariant we estimate a gradual switching regression model that explicitly allows the elasticities to change over time results suggest that this more general model is warranted as findings illustrate the importance of variable dynamics when evaluating the efficacy of proposed policy alternatives

the application and economic interpretation of selectivity models substantial differences in economic interpretations may be inferred from the estimated selectivity model results using the demand for frozen concentrated orange juice fcoj as an example the study suggests that the consumption patterns are quite similar between national brand and private label when the marginal effects and elasticities are evaluated based on actual observations rather than unobserved latent variables results show that private label fcoj is considered as a normal inferior good if the income effect is assessed based on actual potential purchases the estimated cents off elasticities for private label fcoj also vary substantially depending on which approach is used

the stability of cigarette demand the relative effects of various governmental interventions upon cigarette consumption is important to policy makers historically the demand for cigarettes has been quite unstable previous studie

advertising brand loyalty and pricing i consider an oligopoly model where prior to price competition firms invest in persuasive advertising and induce brand loyalty in consumers who would otherwise buy the cheapest alternative on the market this setting in which persuasive advertising is introduced to homogenous product markets provides an alternative explanation for price dispersion phenomena despite ex ante symmetry the equilibrium profile of advertising outlays is asymmetric it follows that endogenously determined brand loyal consumer bases are not symmetric across firms this raises a robustness question regarding varian s model of sales where symmetry is exogenously assumed

price competition and advertising in oligopoly abstract this paper studies price advertising in an oligopoly market where consumers have only local price information sellers may attract consumers from other locations by advertising their price with positive probability they advertise a low price to attract customers from distant locations with the remaining probability they post a high price and serve only local customers the random advertising equilibrium approaches the equilibrium under perfect price information when the cost of advertising becomes small

health scare excise taxes and advertising ban in the cigarette demand and supply the cigarette industry is a fascinating laboratory for industrial economists because of its concentrated market structure and history of conflicts over health and tax issues the industry has been the focal point of many economic studies most of the recent studies have concentrated on the demand side of the market for example bass schmalensee hamilton and fujii deal with the impact of advertising and the health scare on cigarette demand 4 15 10 8 barzel johnson and sumner ward assessed the importance of the excise tax or ad valorem tax on consumers cigarette demand 3 12 16 on the supply side vernon rives naylor developed an econometric model of the tobacco industry 20 which however is more concerned with the agricultural aspects of the product than the industry s market organization a careful review of the above studies suggests serious shortcomings which appear to limit their application to policy formulation or market analysis first the variables are introduced in an ad hoc fashion without reference to existing demand or supply theories second none of the above studies recognizes explicitly the interactions among the variables in the demand and the supply equations in the context of the determination of market equilibrium this paper has three objectives 1 to apply the standard neoclassical market theory to the cigarette industry 2 to identify the interactions between cigarette demand and supply using a simultaneous equations approach the first such attempt in a cigarette industry study and 3 to evaluate the effects of cigarette taxes advertising and health scare issues on the industry s output based on the empirical results obtained from the simultaneous equations analysis the judicious selection of explanatory variables careful data

advertising restrictions and concentration the case of malt beverages the relationship between state imposed advertising restrictions and state level market concentration in the malt beverage industry is examined the authors find that the presence of proscriptions on price advertising significantly increases market concentration at the state level both absolutely and relative to a measure of national concentration the evidence also indicates that banning local nonprice advertising in addition to price advertising yields no marginal significant change in either measure of state level concentration analysis of individual brewers market shares suggests that large national brewers gain at the expense of smaller brewers when price advertising is restricted copyright 1995 by mit press

salesforce compensation theory and managerial implications this paper discusses recent advances in the study of salesforce motivation and compensation special emphasis is given to quantitative approaches from the economics finance and marketing literatures the paper summarizes the findings in this analytical work in the context of some examples of compensation practice in order to illustrate the usefulness of the paradigm for the evaluation and setting of compensation systems we consider some major issues in setting compensation such as the firm s own objective the salesperson s objective and the nature of the sales response function variations in these factors imply significant variation in optimal compensation policy where optimal takes into account the components in the plan the parameter levels of the components and whether or not a menu of such plans should be made available to the salesforce by highlighting the results in the literature in light of some relevant compensation examples we show the applicability of theory to the practical concerns of salesforce management we close with a summary of these insights and directions for future research in the area

a study on financial opportunity costs of growing local varieties of sorghum in ethiopia implications for on farm conservation policy abstract the increasing interest in on farm conservation is driven by its diverse attractive features its participatory nature and its flexible and dynamic features its capacity to maintain not only crop diversity but the knowledge that evolves with it and the chance it offers to link conservation with utilization and farmers livelihoods to implement this strategy on a sustainable basis policy incentives are crucial this paper argues that opportunity costs farmers face have a role to play to design sound policy incentives taking sorghum as an example opportunity costs have been examined in this paper using data collected from 198 farmers in eastern ethiopia the average opportunity costs suggest the size of the required policy incentives and they are the basis to estimate the national conservation costs for on farm conservation the regression analysis shows that opportunity costs increase with access to output markets and extension output price access to input supply experience in growing improved varieties and the relative importance of the crop on the contrary plot quality input price and oxen ownership are reducing the opportunity costs the paper then concludes outlining the policy implications of the empirical findings to incentive design for on farm conservation

a censored system of cigarette and alcohol consumption many previous studies of us cigarette and alcohol consumption have focused on single equations however the addictive nature of consumption suggests that it is more appropriate to model these products as a system we propose a two step estimation procedure and apply the procedure to a system of equations for cigarette beer and wine consumption results differ from those derived from an existing two step procedure findings suggest that consumption of cigarettes beer and wine is responsive to income changes but the elasticities are rather small personal physiques education age race ethnicity health gender employment status and regions also play significant roles in consumption

a selectivity model of household food marketing behavior in sub saharan africa the agricultural household s discrete decision of whether to participate in coarse grain markets is separated here from the continuous decision of how much to sell or buy conditional on participation failure to participate in markets results from high fixed transactions costs a selectivity model endogenously switches households into alternative market participation states correcting for bias caused by the exclusion of unobservable variables affecting both discrete and continuous decisions improved market information increases the probability of participation by sellers while access to cereals processing technology increases quantities transacted by both sellers and buyers conditional on participation

smallholder market participation under transactions costs maize supply and fertilizer demand in kenya abstract this paper assessed the effects of transactions costs relative to price and non price factors on smallholder marketed surplus and input use in kenya a selectivity model was used that accounts for the effects of transactions costs assets technology and support services in promoting input use and generating a marketable surplus output supply and input demand responses to changes in transactions costs and price and non price factors were estimated and decomposed into market entry and intensity the results showed that while transactions costs indeed have significant negative effects on market participation institutional innovations such as group marketing are also emerging to mitigate the costs of accessing markets output price has no effect on output market entry and only provides incentives for increased supply by sellers on the other hand both price and non price factors have significant influence on adoption and intensity of input use overall the findings suggest that policy options are available other than price policies to promote input use and marketed surplus the paper concludes with implications for policy to induce greater input output market participation among smallholders in africa

alcohol advertising bans consumption and control policies in seventeen oecd countries 1975 2000 this article uses cross country panel data to study the effects of advertising bans and other control policies on alcohol demand the null hypothesis is that advertising bans do not decrease alcohol consumption the study addresses several shortcomings in four previous cross country studies first an explanatory variable is included for other alcohol control policies second the study examines the history of advertising bans in oecd countries third the study also examines differences in cross country trends that characterize developed countries including aging of the population increased tourism higher unemployment rates and increased consumption of wine the mediterranean wine drinking countries are shown to be categorically distinct from the beer drinking countries and nordic spirits drinking countries fourth the study examines the panel data for unit roots and employs model specifications that correct for nonstationary data the empirical results indicate a significantly negative effect for th

demand analysis of fresh and frozen finfish and shellfish in the united states household expenditures for at home consumption on three species of shellfish and five species of finfish were analyzed factors explaining the variation of expenditures on seafood commodities were own price household income coupon value household size geographic region urbanization race and seasonality own price elasticities ranged from 0 45 flounder sole to 1 13 oysters expenditures on fishery products were more sensitive to changes in household size than to changes in household income cross price effects of red meat and poultry were not statistically significant for comparison purposes estimates of own price income and household size elasticities from the literature were made with this set of elasticities

advertising price and welfare evidence from the u s brewing industry the welfare effect of advertising has been a subject of controversy among economists for some time one obvious concern is simply the cost of advertising in 1990 for example americans spent 130 1 billion on advertising to put this figure into perspective this amounted to 523 per capita 2 35 percent of gross national product and roughly 80 percent of the national deficit 1 much of the early debate regarding the social desirability of advertising stems from different preconceptions regarding its purpose 13 14 8 49 for example according to the kaldor 29 hypothesis advertising is primarily persuasive or deceptive in nature it changes consumer preferences creates brand loyalty and persuades consumers to favor commodities that they did not previously desire an opinion survey by bauer and greyser 5 indicates that consumers believe that much of advertising is persuasive and greyser and reece 27 158 find that 85 percent of the over 2 700 harvard business review subscribers surveyed believe that advertising persuades people to buy things they do not need if advertising is purely deceptive then it can be classified as a bad and reduces welfare

taxation regulation and addiction a demand function for cigarettes based on time series evidence this work analyzes the effects of prices taxes income and anti smoking regulations on the consumption of cigarettes in california a 25 cent per pack state tax increase in 1989 enhances the usefulness of this exercise analysis is based on monthly time series data for 1980 through 1990 results show a price elasticity of demand for cigarettes in the short run of 0 3 to 0 5 at mean data values and 0 5 to 0 6 in the long run we find at least some support for two further hypotheses that antismoking regulations reduce cigarette consumption and that consumers behave consistently with the model of rational addiction