time varying s s band models properties and interpretation a recent strand of empirical work uses s s models with time varying stochastic bands to describe infrequent adjustments of prices and other variables the present paper examines some properties of this model which encompasses most micro founded adjustment rules rationalizing infrequent changes we illustrate that this model is flexible enough to fit data characterized by infrequent adjustment and variable adjustment size we show that to the extent that there is variability in the size of adjustments e g if both small and large price changes are observed i a large band parameter is needed to fit the data and ii the average band of inaction underlying the model may differ strikingly from the typical observed size of adjustment the paper thus provides a rationalization for a recurrent empirical result very large estimated values for the parameters measuring the band of inaction

sticky prices and monetary policy evidence from disaggregated us data this paper disentangles fluctuations in disaggregated prices due to macroeconomic and sectoral conditions using a factor augmented vector autoregression estimated on a large data set on the basis of this estimation we establish eight facts 1 macroeconomic shocks explain only about 15 of sectoral inflation fluctuations 2 the persistence of sectoral inflation is driven by macroeconomic factors 3 while disaggregated prices respond quickly to sector specific shocks their responses to aggregate shocks are small on impact and larger thereafter 4 most prices respond with a significant delay to identified monetary policy shocks and show little evidence of a price puzzle contrary to existing studies based on traditional vars 5 categories in which consumer prices fall the most following a monetary policy shock tend to be those in which quantities consumed fall the least 6 the observed dispersion in the reaction of producer prices is relatively well explained by the degree of market power 7 prices in sectors with volatile idiosyncratic shocks react rapidly to aggregate monetary policy shocks 8 the sector specific components of prices and quantities move in opposite directions

access pricing and investment with stochastically growing demand abstract this paper examines the effect of access charges on firms incentives to invest in a network facility with a stochastically growing demand an access to bypass equilibrium is characterized in terms of an access charge and a level of network investment cost in the equilibrium a leader first enters a market by building a new network then a follower makes a sequential investment for the construction of an additional network after accessing the incumbent s network in an open access environment we confirm that the incentive for preemption can be enhanced by an increase in the access charge

estimating price elasticities with theory based priors the authors show how price elasticity estimates can be improved in demand systems that involve multiple brands and stores they treat these demand models in a hierarchical bayesian framework unlik

asymmetric promotion effects and brand positioning several studies have shown that promotions of national brands yield more effect than those of store brands e g allenby and rossi 1991 blattberg and wisniewski 1989 however the evolution of price quality data available from consumer reports over the last 15 years seems to reveal a reduction of the quality gap between store brands and national brands while price differences remain substantial simultaneously the share of private label brands has increased progressive grocer 1994 in this context we study whether we can maintain a view of the world where national brands may easily attract consumers from store brands through promotions whereas store brands are relatively ineffective in attracting consumers from national brands by such means we analyze consumer reactions to price discounts in a parsimonious preference model featuring loss aversion and reference dependence along dimensions of price and quality hardie johnson and fader 1993 tversky and kahneman 1991 the key result of our analysis is that given any two brands there is an asymmetric promotion effect in favor of the higher quality higher price brands if and only if the quality gap between the brands is sufficiently large in comparison with the price gap thus the direction of promotion asymmetry is not unconditional it depends uniquely on the value of the ratio of quality and price differences compared to a category specific criterion which we call if the ratio of quality and price differences is larger than this criterion the usual asymmetry prevails if such is not the case the lower quality lower price brands promote more effectively more precisely our model predicts that cross promotion effects depend on two components of brand positioning in the price quality quadrant first we define a variable termed positioning advantage that indicates whether relative to the standards achieved by another brand a given brand is underpriced positive advantage or overpriced negative advantage promotion effectiveness is increasing in this variable second cross promotion effects between two brands depend on their distance in the price quality quadrant this variable impacts promotion effectiveness negatively and symmetrically for any pair of brands positioning advantage and brand distance are orthogonal components of brand positioning irrespective of the degree of correlation between available price and quality levels in the market empirically we investigate the role of brand positioning in explaining cross promotion effects using panel data from the chilled orange juice and peanut butter categories we compute the independent positioning variables positioning advantage and brand distance from readily available data on price and quality positioning after obtaining our estimates of we next measure promotion effectiveness by estimating choice share changes in response to a price discount using a choice model that does not contain any information about quality price ratios finally we test the relation between the two positioning variables and the promotion effectiveness measures the data reveal that in the orange juice category lower quality lower price brands generally promote more effectively than higher quality higher price brands in the peanut butter data the opposite asymmetry holds in both cases inter brand promotion patterns are well explained by the positioning variables an attractive feature of our model is that in addition to the direction of promotion asymmetries it also explains the extent of those asymmetries a further interesting aspect of this approach is that we go beyond a categorization of brands into price tiers for instance lower tier brands in our data may promote more effectively than one national brand but less effectively than another consistent with our theoretical predictions the data presented here seem to confirm that such cases occur because the lower tier brand offers a favorable trade off of price and quality differences compared with one national brand and a less favorable trade off compared with the other the content of this paper is potentially relevant for brand managers or retailers concerned with predicting the impact of their promotions the paper is of particular interest to marketing scientists who study the performance of store brands versus national brands and may also appeal to those who wish to explore the marketing implications of behavioral decision theory finally our investigation does not reject blattberg and wisniewski s 1989 finding shared by allenby and rossi 1991 and hardie johnson and fader 1993 that national brands have a principle advantage in promotion effectiveness rather it formalizes when this principle advantage is overruled by positioning disadvantages of such brands

structural workshop paper discrete choice models of consumer demand in marketing marketing researchers have used models of consumer demand to forecast future sales to describe and test theories of behavior and to measure the response to marketing interventions the basic framework typically starts from microfoundations of expected utility theory to obtain an econometric system that describes consumers choices over available options and to thus characterize product demand the basic framework has been augmented significantly to account for quantity choices to accommodate purchases of several products on a single purchase occasion multiple discreteness and multicategory purchases and to allow for asymmetric switching between brands across different price tiers these extensions have enabled researchers to bring the analysis to bear on several related marketing phenomena of interest this paper has three main objectives the first objective is to articulate the main goals of demand analysis forecasting measurement and testing and to highlight several considerations associated with these goals our second objective is to describe the main building blocks of individual level demand models we discuss approaches built on direct and indirect utility specifications of demand systems and we review extensions that have appeared in the marketing literature the third objective is to explore a few emerging directions in demand analysis including considering demand side dynamics combining purchase data with primary information and using semiparametric and nonparametric approaches we hope researchers new to this literature will take away a broader perspective on these models and see the potential for new directions in future research

price cap regulation and the scale and timing of investment this article shows how scale economies affect regulated firms investment behavior and welfare maximizing regulation of price and quantity regulated firms invest in smaller more frequent increments than social planners with greater investment distortions the greater the economies of scale regulators cap prices at lower levels than planners when economies of scale are moderate and at higher levels when they are substantial when quantity is also regulated the average cost of building capacity increases but the price cap decreases immediately after firms make their initial investment regulators want to transfer surplus from customers to shareholders by raising the price cap to induce additional investment

retrieving unobserved consideration sets from household panel data the authors propose a new model to capture unobserved consideration from discrete choice data this approach allows for unobserved dependence in consideration among brands easily copes with many brands and accommodates different effects of the marketing mix on consideration and choice as well as unobserved consumer heterogeneity in both processes an important goal of this study is to establish the validity of the existing practice to infer consideration sets from observed choices in panel data the authors show with experimental data that underlying consideration sets can be reliably retrieved from choice data alone and that consideration is positively affected by display and shelf space next the model is applied to information resources inc panel data the findings suggest that promotion effects are larger when they are included in the consideration stage of the two stage model than in a single stage model the authors also find that consideration covaries across brands and that this covariation is mainly driven by unobserved consumer heterogeneity finally the authors show the implications of the model for promotion planning relative to a more standard model of choice

investment under uncertainty with price ceilings in oligopolies abstract we study the impact of price cap regulation on the level and timing of investment in an oligopolistic cournot industry facing stochastic demand we find that a price ceiling affects investment decisions in two mutually competing ways it makes the option to defer investment more valuable but at the same time it reduces the incentive for firms to strategically underinvest in order to raise prices we show that while sensible price cap regulation speeds up investment a low price cap can be a disincentive for investment there exists an optimal price cap independent of market concentration the competitive investment price trigger that maximizes investment incentives and in the long term increases industry installed capacity this optimal price cap becomes less effective and less robust as the market becomes more competitive and as demand volatility increases errors in estimation of the optimal price cap have asymmetric effects underestimation has more dire consequences than overestimation

accounting for primary and secondary demand effects with aggregate data discrete choice models of aggregate demand such as the random coefficients logit can handle large differentiated products categories parsimoniously while still providing flexible substitution patterns however the discrete choice assumption may not be appropriate for many categories in which we expect consumers may purchase more than one unit of the selected item we derive the aggregate demand system corresponding to a discrete continuous household level model of demand we also propose a method of simulated moments procedure that provides consistent estimates of the structural parameters when only aggregate data are available the procedure also enables the researcher to control both for the potential endogeneity of marketing variables as well as potential heterogeneity in consumer tastes using our aggregate estimates we can measure the decomposition of price elasticities into incidence brand choice and purchase quantity components we also propose several empirical tests to assess the validity of the discrete continuous demand system versus that of the logit model in several simulation experiments we demonstrate the robustness of this model across datasets in which quantity choices may or may not be important our empirical calibration to store level data in the refrigerated orange juice category indicates a considerable improvement in fit of the observed aggregate sales using the discrete continuous model

zero as a special price the true value of free products when faced with a choice of selecting one of several available products or possibly buying nothing according to standard theoretical perspectives people will choose the option with the highest cost benefit difference however we propose that decisions about free zero price products differ in that people do not simply subtract costs from benefits but instead they perceive the benefits associated with free products as higher we test this proposal by contrasting demand for two products across conditions that maintain the price difference between the goods but vary the prices such that the cheaper good in the set is priced at either a low positive or zero price in contrast with a standard cost benefit perspective in the zero price condition dramatically more participants choose the cheaper option whereas dramatically fewer participants choose the more expensive option thus people appear to act as if zero pricing of a good not only decreases its cost but also adds to its benefits after documenting this basic effect we propose and test several psychological antecedents of the effect including social norms mapping difficulty and affect affect emerges as the most likely account for the effect

asymmetric and neighborhood cross price effects some empirical generalizations this paper provides some empirical generalizations regarding how the relative prices of competing brands affect the cross price effects among them particular focus is on the asymmetric price effect and the neighborhood price effect the asymmetric price effect states that a price promotion by a higher priced brand affects the market share of a lower priced brand more so than the reverse the neighborhood price effect states that brands that are closer to each other in price have larger cross price effects than brands that are priced farther apart the main objective of this paper is to test if these two effects are generalizable across product categories and to assess which of these two effects is stronger while the neighborhood price effect has not been rigorously tested in past research the asymmetric price effect has been validated by several researchers however these tests of asymmetric price effect have predominantly used elasticity as the measure of cross price effect the cross price elasticity measures the percentage change in market share or sales of a brand for 1 change in price of a competing brand we show that asymmetries in cross price elasticities tend to favor the higher priced brand simply because of scaling effects due to considering percentage changes furthermore several researchers have used logit models to infer asymmetric patterns we also show that inferring asymmetries from conventional logit models is incorrect to account for potential scaling effects we consider the absolute cross price effect defined as the change in market share percentage points of a target brand when a competing brand s price changes by one percent of the product category price the advantage of this measure is that it is dimensionless hence comparable across categories and it avoids scaling effects we show that in the logit model with arbitrary heterogeneity in brand preferences and price sensitivities the absolute cross price effect is symmetric we develop an econometric model for simultaneously estimating the asymmetric and neighborhood price effects and assess their relative strengths we also estimate two alternate models that address the following questions i if i were managing the ith highest priced brand which brand do i impact the most by discounting and which brand hurts me the most through price discounts ii who hurts whom in national brand vs store brand competition based on a meta analysis of 1 060 cross price effects on 280 brands from 19 different grocery product categories we provide the following empirical generalizations 1 the asymmetric price effect holds with cross price elasticities but tends to disappear with absolute cross price effects 2 the neighborhood price effect holds with both cross price elasticities and absolute cross price effects and is significantly stronger than the asymmetric price effect on both measures of cross price effects 3 a brand is affected the most by discounts of its immediately higher priced brand followed closely by discounts of its immediately lower priced brand 4 national brands impact store brands more so than the reverse when the cross effect is measured in elasticities but the asymmetric effect does not hold with absolute effects store brands hurt and are in turn hurt the most by the lower priced national brands that are adjacent in price to the store brands 5 cross price effects are greater when there are fewer competing brands in the product category and among brands in nonfood household products than among brands in food products the implications of these findings are discussed

optimal regulation of network expansion we model the optimal regulation of continuous irreversible capacity expansion where a regulated firm has private information about capacity costs investments are financed from the firm s cash flows and demand is stochastic the optimal mechanism can be implemented as a revenue tax that increases with the level of the price cap if the asymmetric information has large support then the optimal mechanism consists of a laissez faire regime for low cost firms that is the firm s price cap corresponds to that of an unregulated monopolist and it is not taxed this maximal distortion at the top is necessary to provide information rents as direct subsidies are not feasible

incorporating demographic variables in brand choice models an indivisible alternatives framework incorporating demographic variables in brand choice models is conceptually appealing and has numerous managerial benefits retailers and brand managers can assess geodemographic variations in demand and marketing mix response in order to implement micromarketing strategies for example a retailer planning to locate a new outlet can get some sense of the differences in demand patterns and price and promotion sensitivities in the new trading area in order to make initial stocking inventory pricing and promotion decisions for existing outlets retailers can fine tune the assortment and merchandising activities in a category to match local market conditions similarly a packaged goods manufacturers would benefit from getting a sense of whether they should stress promotional activity for one part of a brand s product line in some retail trading areas and other parts of the brand s line in other retail trading areas unfortunately a general finding across existing studies is that the impact of demographic variables on brand choice is neither strong nor consistent these findings are puzzling given that one would expect certain demographic variables such as income to have some influence on brand choice behavior moreover hoch et al hoch s j b d kim a j montgomery p e rossi 1995 determinants of store level price elasticity j marketing res 32february 17 29 using store level data find that a relatively small set of demographic variables is much more influential than competitive variables in explaining differences in price sensitivity across retail trading areas in light of such contradictory findings there is a need for a better conceptualization of the role of income and other demographic variables in household purchasing and this is the primary objective of this study this paper presents a microeconomic based framework called the indivisible alternatives ida framework to model household brand choice a key aspect of the ida framework is that it explicitly models alternatives in the market as being indivisible while past work has either explicitly or implicitly assumed perfect divisibility indivisibilities force a household s selection of a brand size and its level of category expenditure into a single joint decision hence demographic variables that influence category expenditure e g income also influence the choice of a brand size in addition since alternatives in the category come in several discrete sizes indivisibilities introduce differences in holding costs in the choice of a brand size combination consequently demographic factors that influence holding costs through consumption rate differences e g household size impact the choice of a brand size in a product category in this manner indivisibilities in market offerings naturally lead to differences in choice behavior across households that can be linked to demographic factors in a logical fashion in empirical applications to two different scanner panel data sets ketchup and ground coffee the proposed framework compares favorably with two benchmark specifications in terms of both goodness of fit and predictive validity the results from these product categories indicate that a household s price sensitivity is inversely related to its income level and that factors such as household size and seasonality which are likely to influence consumption rates make households more or less willing to buy larger package sizes income elasticity estimates from the model confirm that ceteris paribus households with lower incomes will have a higher propensity to purchase private labels and generic brands and a lower propensity to purchase national brands compared with households with higher incomes the micromarketing potential of the ida framework is explored in market simulations conducted for two different zip codes within a metropolitan area that vary with respect to income levels and other demographic factors the results indicate that for the product categories studied there are substantial differences across market areas in their response to the retail promotion of very large and very small package sizes within the same brand s product line the differences in response suggest that it may be beneficial to customize promotional programs to market areas based on their underlying demographic composition finally our findings suggest a link between household income and deal proneness that is conditional on other demographic variables and the expenditure required for the brand size in question specifically we find that smaller households with lower income levels are more likely to respond to promotions for smaller less expensive items within a category while larger households with higher incomes are more likely to respond to promotions for larger more expensive items within a category

consumer durables and inertial behaviour estimation and aggregation of s s rules for automobile purchases the s s model originally introduced in the study of inventories see arrow et al 1951 scarf 1959 has recently received renewed attention both in the durable consumption and in the investment and labour demand literatures caballero 1993 for instance appeals to these type of models to explain the time series properties of durable expenditure and in particular the persistence or slow adjustment of such a variable in this paper i model the purchase behaviour of automobiles by u s households as an s s rule i estimate a flexible specification of such a rule using a large microeconomic data set and study some of the aggregate implications of this type of inertial behaviour the paper is one of the first attempts at estimating directly the parameters of an s s rule using micro data because of this some of the methodological issues concerning the specification and the estimation of s s rules are relevant for many potential applications furthermore the paper is one of the first to discuss and quantify the aggregate implications of an s s rule estimated on micro data in the presence of non convex transaction costs a full and consistent characterization of individual behaviour is very hard and typically requires strong restrictions grossman and laroque 1991 prove that an s s rule is optimal for a consumption and investment problem under very special circumstances some of their results were extended by eberly 1991 and beaulieu 1993a b eberly 1991 in particular has derived some closed form solutions for durable consumption in the presence of transaction costs while caballero and engel 1994 construct a model of investment where an s s rule is optimal the main problem with these theoretical results is that it is only possible to show optimality of s s rules under very stringent conditions in particular a necessary condition to derive them is that the optimization problem faced by an individual consumer can be reduced to a problem with a single state variable unfortunately as pointed out by bar ilan and blinder 1992 even simple generalizations are extremely difficult to analyse

outlier robust bayesian multinomial choice modeling summary a bayesian method for outlier robust estimation of multinomial choice models is presented the method can be used for both correlated as well as uncorrelated choice alternatives and guarantees robustness towards outliers in the dependent and independent variables to account for outliers in the response direction the fat tailed multivariate laplace distribution is used leverage points are handled via a shrinkage procedure a simulation study shows that estimation of the model parameters is less influenced by outliers compared to non robust alternatives an analysis of margarine scanner data shows how our method can be used for better pricing decisions copyright 2015 john wiley sons ltd

risk and insurance in a rural credit market an empirical investigation in northern nigeria credit contracts play a direct role in pooling risk between households in northern nigeria repayments owed by borrowers depend on realizations of random shocks by both borrowers and lenders the paper develops two models of state contingent loans the first is a competitive equilibrium in perfectly enforceable contracts the second permits imperfect information and equilibrium default estimates of both models indicate that quantitatively important state contingent payments are embedded in these loan transactions but that a fully efficient risk pooling equilibrium is not achieved the research is based on a year long survey in zaria nigeria conducted by the author

a choice model for packaged goods dealing with discrete quantities and quantity discounts utility maximizing solutions to economic models of choice for goods with either discrete quantities or non linear prices cannot always be obtained using standard first order conditions such as kuhn tucker and roy s identity when quantities are discrete there is no guarantee that derivatives of the utility function are equal to derivatives of the budget constraint moreover when prices are nonlinear as in the case of quantity discounts first order conditions can be associated with the minimum rather than the maximum value of utility in these cases the utility function must be directly evaluated to determine its maximum this evaluation can be computationally challenging when there exist many offerings and when stochastic elements are introduced into the utility function in this paper we provide an economic model of demand for substitute brands that is flexible parsimonious and easy to implement the methodology is demonstrated with a scanner panel data set of light beer purchases the model is used to explore the effects of price promotions on primary and secondary demand and the utility of product assortment

low powered vs high powered incentives evidence from german electricity networks abstract we propose a difference in differences approach to estimating the impact of incentives on cost reduction in the context of german electricity networks when subject to a lower powered regulation mechanism relatively more efficient operators pile up more costs in the year used to determine future prices this pattern is consistent with the idea that incentives matter higher powered incentives lead to cost reduction the results are also consistent with an equilibrium where more efficient firms pool with less efficient ones under the threat of ratcheting

modeling loss aversion and reference dependence effects on brand choice based upon a recently developed multiattribute generalization of prospect theory s value function tversky and kahneman 1991 we argue that consumer choice is influenced by the position of brands relative to multiattribute reference points and that consumers weigh losses from a reference point more than equivalent sized gains loss aversion we sketch implications of this model for understanding brand choice we develop a multinomial logit formulation of a reference dependent choice model calibrating it using scanner data in addition to providing better fit in both estimation and forecast periods than a standard multinomial logit model the model s coefficients demonstrate significant loss aversion as hypothesized we also discuss the implications of a reference dependent view of consumer choice for modeling brand choice demonstrate that loss aversion can account for asymmetric responses to changes in product characteristics and examine other implications for competitive strategy

on modeling the advertising operations interface under asymmetric competition abstract using a market share attraction structure of advertising competition and following a supermodular game approach this article demonstrates for an asymmetric oligopoly the directional impact of changes in model parameters on the marketing controlled variables of all rivals advertising budgets and the operations controlled variables of all rivals ordered quantities importantly the various changes are examined analytically empirically and numerically in both non dominated and dominated asymmetric oligopolies in this regard the results indicate that firms in a dominated oligopoly one firm of market share larger than or equal to 50 behave differently compared to firms in a non dominated oligopoly each firm of market share less than 50 in response to changes in model parameters furthermore changes in model parameters are investigated in terms of their relative influential impact on a variety of equilibrium measures in this regard the findings indicate that for the analyzed model the marketing parameters exert much more influence on the equilibrium measures than the operations parameters additionally a change in the mode of competition from non cooperation oligopoly to cooperation joint ownership dictates that strong asymmetric firms of favorable marketing and operations parameters continue advertising but at lower levels and weak asymmetric firms of less favorable parameters cease advertising altogether

green electricity investments environmental target and the optimal subsidy abstract we investigate the optimal investment decision in renewables under market demand uncertainty in the context of the italian strategy for renewable deployment under the eu policy the firm has to decide about the time and size of the investment we find that a higher subsidy level induces the firm to invest earlier with a smaller investment capacity this implies that a given environmental target cannot be reached by a too high too low subsidy level since this will cause the investment level to be too low too late we show that there exists an optimal intermediate subsidy level due to uncertain demand in some cases ensuring to reach the environmental target in time requires an additional conditional subsidy we propose a heuristic for policy makers stating when and how much subsidy to provide furthermore we find that in a more uncertain economic environment the subsidy adjustment to maintain the target level of investment results in the firm investing earlier which is opposite to the standard real options result

investigating heterogeneity in brand preferences in logit models for panel data in analyzing panel data the issue of heterogeneity across households is an important consideration if heterogeneity is present but is ignored in the analysis it will result in biased and inconsi

incorporating reference price effects into a theory of consumer choice although there has been a good deal of research on incorporating the effects of reference price formation into empirical models of consumer buying behavior little formal theoretical work had been undertaken to date this paper incorporates reference price effects into the traditional economic theory of consumer choice and examines the effects of reference price formation on the results of the traditional theory its marketing implications and the implications for empirical models which examine the effects of reference price formation on actual consumer behavior several implications of the theoretical model are empirically tested using weekly retail egg sales data from southern california this analysis indicates that reference price formation does have significant effects on consumer behavior furthermore these effects are asymmetric with consumers two and a half times more responsive to egg price increases that are in excess of the reference price than they are to comparable egg price decreases

intertemporal price cap regulation under uncertainty this paper examines the intertemporal price cap regulation of a firm that has market power under uncertainty the unconstrained firm waits longer before investing or adding to capacity and as a corollary enjoys higher prices over time than would be observed in an equivalent competitive industry in the certainty case the imposition of an inter temporal price cap can be used to realise the competitive market solution by contrast under uncertainty it cannot even if the price cap is optimally chosen under uncertainty the monopoly firm will generally a under invest and b impose quantity rationing on its customers

a hierarchical bayes model of primary and secondary demand product design pricing policies and promotional activities influence the primary and secondary demand for goods and services brand managers need to develop an understanding of the relationships between marketing mix decisions and consumer decisions of whether to purchase in the product category which brand to buy and how much to consume knowledge about factors most effective in influencing primary and secondary demand of a product allows firms to grow by enhancing their market share as well their market size the purpose of this paper is to develop an individual level model that allows an investigation of both the primary and secondary aspects of consumer demand unlike models of only primary demand or only secondary demand this more comprehensive model offers the opportunity to identify changes in product features that will result in the greatest increase in demand it also offers the opportunity to differentially target consumer segments depending upon whether consumers are most likely to enter the market increase their consumption level or switch brands in the proposed hierarchical bayes model an integrative framework that jointly models the discrete choice and continuous quantity components of consumer decision is employed instead of treating the two as independent the model includes parameters that capture individual specific reservation value attribute preference and expenditure sensitivity the model development is based upon the microeconomic theory of utility maximization heterogeneity in model parameters across the sample is captured by using a random effects specification guided by the underlying microeconomic model this requires that some of the effects are strictly positive this is accommodated through the use of a gamma distribution of heterogeneity for some of the parameters a normal distribution of heterogeneity is used for the remaining parameters gibbs sampling is used to estimate the model the key methodological contribution of this paper is that we show how to specify a hierarchical bayes continuous random effects model that integrates consumer choice and quantity decisions such that individual level parameters can be estimated individual level estimates are desirable because insights into primary demand involve nonlinear functions of model parameters for example consumers not in the market are those whose utilities for the choice alternatives fall below some reservation value the proposed methodology yields individual specific estimates of reservation values and expenditure sensitivity which allow assessment of the origins of demand other than the switch ing behavior of consumers the methodology can also be used to help identify changes in product features most likely to bring new customers into a market our work differs from previous research in this area as we lay the framework needed to obtain individual level parameter estimates in a continuous random effects model that integrates choice and quantity the methodology is demonstrated with survey data collected about consumer preferences and consumption for a food item for the data available a large response heterogeneity was observed across all model parameters in spite of limited data available at the individual level a majority of the individual level estimates were found to be significant predictive tests demonstrated the superiority of the proposed model over existing latent class and aggregate models particularly significant gains in predictive accuracy were observed for the no buy behavior of the respondents these gains demonstrate that by structurally linking the choice and quantity models results in a more accurate characterization of the market than existing finite mixture approaches that model choice and quantity independently we show that our joint model makes more efficient use of the available data and results in better parameter estimates than those that assume independence finally the individual level demand analysis is illustrated through a simple example involving a 1 00 price cut we demonstrate practical usefulness of the model for targeting by developing the demographic attitudinal and behavioral profiles of consumer groups most likely to increase consumption enter the market or switch brands because of a price cut decision

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

multiattribute loss aversion and reference dependence evidence from the performing arts industry we study the prevalence of multiattribute loss aversion and reference effects in a revenue management setting based on data of individual level purchases over a series of concert performances the reference dependence that drives consumer choice is not only based on the price but also on observed sales as a fraction of the seating capacity during their past visits we find that consumers suffer from loss aversion on both prices and seats sold consumers incur significant utility loss when prices are above their references or when the actual seat sales are lower than their references we suggest pricing policies that can address consumer decisions driven by such reference dependence and loss aversion this paper was accepted by vishal gaur operations management

monotonic regression based on bayesian p splines an application to estimating price response functions from store level scanner data generalized additive models have become a widely used instrument for flexible regression analysis in many practical situations however it is desirable to restrict the flexibility of nonparametric estimation in order to accommodate a presumed monotonic relationship between a covariate and the response variable for example consumers usually will buy less of a brand if its price increases and therefore one expects a brand s unit sales to be a decreasing function in own price we follow a bayesian approach using penalized b splines and incorporate the assumption of monotonicity in a natural way by an appropriate specification of the respective prior distributions we illustrate the methodology in an empirical application modeling demand for a brand of orange juice and show that imposing monotonicity constraints for own and cross item price effects improves the predictive validity of the estimated sales response function considerably

asymmetric substitutability theory and some applications economists usually describe goods as being either gross complements or gross substitutes yet what is less known is that one good may be a gross substitute for a second good while the second good is a gross complement to the first good this paper shows the existence of asymmetric gross substitutability and shows some potential examples and applications

empirical generalizations from reference price research considerable theoretical justification for consumers use of psychological reference points exists from the research literature from a managerial perspective one of the most important applications of this concept is reference price an internal standard against which observed prices are compared in this paper we propose three empirical generalizations that are well supported in the marketing literature first there is ample evidence that consumers use reference prices in making brand choices second the empirical results on reference pricing also support the generalization that consumers rely on past prices as part of the reference price formation process third consistent with other research on loss aversion consumers have been found to be more sensitive to losses i e observed prices higher than reference prices than gains we also propose topics for further research on reference prices

estimating a multinomial probit model of brand choice using the method of simulated moments the multinomial probit model of brand choice is theoretically appealing for marketing applications as it is free from the independence of irrelevant alternatives property of the multinomial logit model however difficulties in estimation have restricted its widespread use in marketing this paper presents an application of the method of simulated moments a new methodology that enables easy estimation of probit models with a large number of alternatives in the choice set we describe the theoretical development of the technique and using pseudo simulated data conduct numerical experiments to compare the method with existing techniques for estimating probit models using the scanner panel data on the purchases of catsup we provide an empirical application of the method of simulated moments to the estimation of the parameters of a multinomial probit model estimating the covariance structure associated with the underlying latent variable probit model enables us to identify broad patterns of similarities across alternatives it also enables us to derive a pairwise similarity matrix across choice alternatives which when input into a multi dimensional scaling routine provides us with a graphical representation of competitive structure in the catsup market for completeness we compare the substantive implications for the effects of marketing variables obtained from the multinomial probit model with those obtained from models in the extant marketing literature

uncertainty and the trade off between scale and flexibility in investment abstract this paper analyzes the behavior of a firm that chooses both the scale and timing of its investment sensitivity analysis shows that greater demand volatility is associated with the firm investing in larger increments less frequently this is in contrast to the conventional wisdom which is that greater volatility leads to investment in smaller increments more frequently overall the reduced frequency dominates the greater scale so that the long run average rate of investment is a decreasing function of demand volatility the timing and scale of investment are most sensitive to volatility when there are substantial investment economies of scale

investigating income effects in scanner data do gasoline prices affect grocery purchases there is much discussion in the popular press about how consumers adjust their purchase decisions for items from lattes and restaurant meals to which type of meat to purchase for dinner during times of rising fuel prices 1 while analysts ascribe declines in retail sector profits when fuel prices rise to changes in demand elasticity most empirical analysis of consumer choice for such daily items abstracts from inter temporal income effects instead fuel prices are used in demand estimation as exogenous shifters of production costs and therefore valid instruments for identifying demand parameters though introspection and popular press suggest that sharp changes in fuel costs may shift price sensitivity in nonfuel purchases through an income effect little empirical work has been done to estimate or quantify this effect 2

five facts about prices a reevaluation of menu cost models are price decreases 3 the frequency of price increases covaries strongly with inflation whereas the frequency of price decreases and the size of price increases and price decreases do not 4 the frequency of price change is highly seasonal it is highest in the first quarter and then declines 5 we find no evidence of upwardsloping hazard functions of price changes for individual products we show that the first second and third facts are consistent with a benchmark menu cost model whereas the fourth and fifth facts are not

understanding store brand purchase behavior across categories this paper investigates whether the tendency to buy store brand is category specific or an enduring consumer trait we develop a multicategory brand choice model with a factor analytic structure on the covariance matrix of the coefficients the methodology allows us to elicit the basic latent tendency for a household to buy store brands while controlling for other causes such as price sensitivity the model is applied to a set of ten food and nonfood product categories we find strong evidence of correlations in household preferences for store brands across categories using a two dimensional factor structure we find that one of the factors explains a substantial amount of variation in store brand preference while the other factor explains price sensitivity consistently across categories the presence of these factors in all categories indicates that there are unobservable household level traits that are non category specific i e stable across product categories using data from five holdout categories we find that household estimates of these latent factors are very useful in predicting demand for store brands in new categories other potential applications for store managers are discussed

investment flexibility as a barrier to entry abstract this paper presents a model of investment in a duopoly with firms that choose the scale and timing of investment decision making flexibility and the costs saved by investing in large steps rather than sequences of small steps determine an incumbent s ability to deter entry by a potential competitor entry occurs when these cost savings are very small or very large because the effect of increased industry capacity on the incumbent s assets in place is the same regardless of which firm invests in intermediate cases the incumbent is able to deter entry by making a smaller earlier investment than the potential entrant the smaller investment scale protects the incumbent s assets in place which offsets the incumbent s cost disadvantage from investing in smaller steps than the entrant would choose nevertheless the threat of entry constrains the incumbent s investment behavior and limits its profitability the model is solved using a combination of best response iteration and the projected successive over relaxation method

the mis behaviour of the aggregate price level this paper investigates the response of the price level to random monetary shocks through a model of the fixed cost of changing a nominal price it shows that in an inflationary environment an expansionary monetary shock is accommodated faster than a contractionary monetary shock furthermore when the average rate of monetary expansion increases the lag in response to a positive shock decreases the study also proves that the relationship between the expected rate of inflation and the variance of real prices is positive only above a critical level of expected inflation the most striking result in this area appears in the work of caplin and spulber 1987 they show that in the aggregate when inflation is monotone stickiness disappears even when all firms follow a strict s s rule in their model since firms are uniformly distributed discontinuous price adjustment at the firm level does not create stickiness at the aggregate level caballero and engel 1992 extend this analysis to incorporate idiosyncratic shocks they show that in the presence of monotone idiosyncratic shocks the long run stationary distribution of prices is the uniform distribution but in the short run when the distribution of prices is arbitrary aggregate stickiness can result from firms discontinuous price adjustments in the present work the focus shifts i use a model where aggregate stickiness emerges naturally from firms discontinuous price setting to investigate the effects of the rate of inflation on aggregate stickiness this work shows that aggregate stickiness is negatively correlated with the rate of inflation the higher the rate of inflation the less sticky the response of the aggregate price level with respect to positive nominal shocks and the closer the economy approaches the caplin and spulber model therefore when modeling a dynamic inflation tax one must account not only for the decrease in the monetary base but also for the increase in the speed at which the aggregate price level 889

the asymmetric share effect an empirical generalization on cross price effects abstract prior empirical literature states that asymmetry in cross price effect favors the high share brand that is when high share brands discount they have a greater impact on low share brands than the reverse this conclusion is based on consideration of cross price elasticities the authors point out that focusing on cross price elasticities for assessing asymmetry is inappropriate for determining the incremental profitability from price promotions instead asymmetries should be investigated in absolute cross price effects that is change in market share of a competing brand for a unit price change of the focal brand the authors theoretically and empirically demonstrate that asymmetry reverses when absolute cross price effect is considered that is the absolute cross price effect of a price reduction of a low share brand on the market share or sales of a high share brand is greater than the reverse the authors discuss the implications of the findings and future research directions

a nonparametric density estimation method for brand choice using scanner data nonparametric density estimation using a kernel method is proposed to model consumer brand choice recent availability of large scanner panel data allows the use of nonparametric approach which has few or at least fewer underlying assumptions and affords greater structural flexibility by removing as many assumptions as possible the author constructs the ultimate nonparametric model radically departing from the traditional approaches to highlight the differences in implementation and performance the proposed model does not involve either parameters that approximate certain distributions as in stochastic models or latent concepts such as utility as in utility maximization models the performance criteria include prediction of market response and brand choice share tracking and robustness under violation of various assumptions involved in parametric choice models such as correlated disturbance and misspecification the method is compared with a popular parametric counterpart the multinomial logit model on simulated and actual scanner panel data the paper emphasizes the conceptual importance of the nonparametric approach by discussing its advantages limitations and its complementary role in developing refining and diagnosing parametric models this perspective affords insight to modeling philosophy and suggests the possibility of a hybrid approach

an empirical analysis of household energy choice in ghana abstract using data from two recently available living standards surveys we trace the dynamics in cooking fuel choice among ghanaian households over the period 2005 6 and 2012 13 and further investigate the main forces driving households choice of a cooking fuel evidence from this paper reveals a significant transition from fuelwood use towards lpg over the period results further reveal factors such as price reliability in supply of lpg income and other household attributes as significant factors influencing households choice of a given energy type for cooking relevant policy prescriptions are offered to engender sustainable energy use and reduce over reliance on the already depleted forest resources for biomass energy

a dynamic economy with costly price adjustments this paper studies a general equilibrium model of a dynamic economy with menu costs each firm s productivity is exposed to idiosyncratic and aggregate productivity shocks around a trend and the money supply to monetary shocks around a trend all consumption pricing and production decisions are based on optimizing behavior there exists a staggered markov perfect equilibrium with prices determined by a two sided s s markup strategy the paper analyzes the optimal markup strategy and investigates the dynamics of the price index and the aggregate output the welfare consequences of the uncertain aggregate productivity and money supply are also examined

is firm pricing state or time dependent evidence from u s manufacturing abstract if pricing is state dependent firms are more likely to adjust whenever aggregate and idiosyncratic shocks reinforce each other and trigger desired price changes in the same direction using measures of technology shocks derived from production function estimates for four digit u s manufacturing industries i find that sectoral inflation rates are more sensitive to negative as opposed to positive technology disturbances in periods of higher economy wide inflation commodity price increases and expansionary monetary policy shocks i argue using a state dependent sticky price model that matches salient features of the u s microprice data that these results suggest that pricing is state dependent in u s manufacturing

pricing access forward looking versus backward looking cost rules abstract regulators across many different jurisdictions and industries have recently adopted the practice of setting access prices based on the current costs of providing the relevant facilities though widely regarded as being efficient the efficiency implications of using current costs instead of historical costs have not been formally analyzed our analysis shows that given stochastic costs forward looking access prices retard investment and are generally dominated by access prices determined by historical cost whenever investment is desired

quality perceptions and asymmetric switching between brands rotating indifference curves are used to induce an income effect that favors superior brands at the expense of inferior brands in a discrete choice model when calibrated on scanner panel data the model yields an objective measure of brand quality which is related to the rate of rotation the model also leads to asymmetric responses to price promotions where switching up to high quality brands is more likely than switching down the model is capable of nesting the standard logit model and is similar to a nested logit model when there exists clusters of brands of like quality the model is used to explore a product line pricing decision where profits are maximized subject to the constraint that consumer utility is maintained

choosing brands fresh produce versus other products assuming that brands contribute to quality risk reduction prestige and design we derive and test hypothesis on the willingness to pay wtp for brands across different product categories electronics clothing packaged food and fresh produce using the random effect tobit model on the stated point value of wtp and the ordered probit model on the stated range of wtp we find that wtp for brands of fresh produce is least among the four product categories controlling for relevant demographic variations simulations show that fresh produce has a higher optimal price premium for brands but with a much smaller market share copyright 2008 oxford university press

heterogeneity in price rigidity evidence from a case study using microlevel data we combine two data sets to study price rigidity the first consists of weekly time series of retail wholesale and spot prices for twelve products these time series contain two exogenous cost shocks we find that prices exhibit more rigidity in response to the second shock than the first the second data set consists of all publicly available information about the shocks content analysis of these information reveals that the first shock is larger and more persistent and the market has more information on it than the second we conclude therefore that prices are more flexible in response to cost shocks that are larger that are more persistent and on which market participants have more information

asymmetric competition in choice and the leveraging of competitive disadvantages studies of grocery sales show that consumers of store brands switch to price discounted national brands more than consumers of national brands switch to discounted store brands such asymmetric price competition can be explained with numerous mechanisms proposed here and elsewhere we report a choice experiment that replicates asymmetric price competition favoring higher quality competitors and demonstrates asymmetric quality competition favoring lower quality competitors also demonstrated are multiple mechanisms contributing to competitive asymmetries where dominance involving the otherwise preferred brand is particularly potent e g when a higher quality competitor matches the price of an otherwise preferred lower quality brand the findings implicate modifications to 1 theories of decision making when extended to repeat choice 2 empirical models of secondary purchase data and 3 strategies for positioning and attacking brands whereas improving competitive disadvantages often attracts consumers from competitors more than does improving competitive advantages this benefit must be weighed against the differentiation sacrificed by improving competitive disadvantages improving competitive advantages in contrast increases differentiation

price flexibility in channels of distribution evidence from scanner data in this study we empirically examine the extent of price rigidity using a unique store level time series data set consisting of i actual retail transaction prices ii actual wholesale transaction prices which represent both the retailers costs and the prices received by manufacturers and iii a measure of manufacturers costs for 12 goods in two widely used consumer product categories we simultaneously examine the extent of price rigidity for each of the 12 products at both final goods and intermediate goods levels we study two notions of price rigidity employed in the existing literature i the frequency of price changes and ii the response of prices to exogenous cost changes we find that retail prices exhibit remarkable flexibility in terms of both notions of price rigidity i e they change frequently and they seem to respond quickly and fully to cost changes furthermore we find that retail prices respond not just to their direct costs but also to the upstream manufacturers costs which further reinforces the extent of the retail price flexibility at the intermediate goods level of the market in contrast we find relatively more evidence of rigidity in the response of manufacturers prices to cost changes this despite the fact that wholesale prices change frequently and therefore exhibit flexibility according to the first notion of price rigidity

modeling the distribution of price sensitivity and implications for optimal retail pricing this article focuses on the distribution of price sensitivity across consumers we employ a random coefficient logit model in which brand specific intercepts and price slope coefficients are allowed to vary across households the model is estimated with panel data for two product categories the implications of the estimated model are deduced through an optimal retail pricing analysis that combines the panel data with chain level cost figures we test parametric distributional assumptions using semiparametric density estimates based on series expansions

assessing the competitive interaction between private labels and national brands in this article we employ the linear approximate almost ideal demand system la aids and specify price reaction equations derived under the la aids specification we perform intracategory analyses using data on six individual categories as well as a pooled analysis on a sample of 125 categories and 59 geographic markets we find that consumer response to price and promotion decisions demand and firm pricing behavior supply jointly determine observed market prices and market shares further estimates of residual demand elasticities suggest that examination of partial demand elasticities alone may provide an incomplete picture of the ability of brands to raise price copyright 2000 by university of chicago press

irreversible investment with price ceilings a model of irreversible investment in a competitive industry under demand uncertainty is developed in the absence of restrictions investment by itself will keep the price from rising above a natural ceiling that exceeds the long run average cost by an option value factor when a lower ceiling is imposed investment is triggered only by the observation of an even higher shadow price as the imposed ceiling is reduced to the long run average cost this shadow price goes to infinity and investment ceases completely because investment is depressed a tighter price ceiling generally leads to a higher long run average price

asymmetries in price setting behavior new microeconometric evidence from switzerland in this paper we follow the recent empirical literature that has specified reduced form models for price setting that are closely tied to s s pricing rules our contribution to the literature is twofold first we propose an estimator that relaxes distributional assumptions on the unobserved heterogeneity second we use the estimator to examine the prevalence of positive price changes in a low inflation environment our model estimates suggest that if inflation falls from 0 9 to zero the share of positive price changes in all price changes falls from 63 6 to 56 2

reassessing brand loyalty price sensitivity and merchandising effects on consumer brand choice this article reports the results of an empirical study of household brand choices over four scanner panel data sets the study uses a random effects autocorrelated logistic regression model the analysis presents evidence that the brand choice process is not zero order in addition the influence of in store displays and feature advertisements on switching is shown to be about two to three times more effective than estimates obtained from previous studies finally the analysis indicates systematic differences between frequent and infrequent buyers of products in terms of their sensitivity to price displays and feature advertising

state dependent pricing and the general equilibrium dynamics of money and output economists have long suggested that nominal product prices are changed infrequently because of fixed costs in such a setting optimal price adjustment should depend on the state of the economy yet while widely discussed statedependent pricing has proved difficult to incorporate into macroeconomic models this paper develops a new tractable theoretical state dependent pricing framework we use it to study how optimal pricing depends on the persistence of monetary shocks the elasticities of labor supply and goods demand and the interest sensitivity of money demand

adjustment of consumers durables stocks evidence from automobile purchases this paper tests an optimal s s rule in household durable purchases and examines directly the resulting aggregate expenditure dynamics the observed decision rule responds to income uncertainty and growth as predicted by an s s model resulting from transactions costs tests against liquidity constraints find that about half the households purchase according to an optimal s s rule aggregating the s s rule over households produces a cross section distribution of durables holdings the empirical distribution is similar to that predicted theoretically as is its response to aggregate shocks furthermore simulations of aggregate expenditure based on the household distribution exhibit dynamics consistent with those observed in the 1980s

moderating factors of immediate gross and net cross brand effects of price promotions this article examines cross price promotional effects in a dynamic context among other things we investigate whether previously established findings hold when consumer and competitive dynamics are taken into account five main influential effects asymmetric price effect neighborhood price effect asymmetric share effect neighborhood share effect and private label versus national brand asymmetry appear jointly in the second layer of a pooled hb vec varx model together with brand and category specific variables this study tests the relative importance of these key factors across three scenarios with no market dynamics when only consumer dynamics are considered and when competitive reactions are also taken into account the results confirm all five influential effects even if they are jointly estimated and consumer and competitive dynamics are taken into account national brand private label asymmetry has the strongest influence on the cross price promotional effects and becomes significantly stronger when consumer and competitive dynamics are taken into account dynamic consumer responses and competitive reactions both affect cross brand price elasticities and contrary to expectations competitive reactions accumulate rather than diminish cross price elasticities preemptive switching does occur i e a brand s promotion in period t hurts a competitor s sales in subsequent periods our findings are based on an extensive data set to attain generalizable results we analyze 33 categories in five stores that is 165 store category combinations

an empirical investigation of the dynamic effect of marlboro s permanent pricing shift the strategy philip morris adopted in 1993 featured a one time permanent publicly announced price cut an event referred to as marlboro friday little is known about the impact of permanent and publicly announced price cuts on consumer brand switching behaviors for an addictive product in the context of marlboro friday we investigate 1 how consumers brand choices are affected by a permanent price cut 2 whether differential and dynamic effects of permanent price cuts occur for different types of consumers and 3 the implications of publicly announced permanent price cuts on consumer brand switching behavior in the long run we develop a dynamic structural brand choice model that allows for consumer forward looking behavior learning and addiction and investigate how consumers adjusted their brand choice behaviors before and after this permanent price cut using unique consumer panel data pertaining to cigarette purchases before and after the event we provide behavioral explanations of whether and how the drastic and permanent price cut represented an effective step to encourage brand switching for an addictive product and a necessary step for philip morris to combat the growing market share of generic brands

the cross price effect on willingness to pay estimates in open ended contingent valuation abstract previous literature has shown that potential buyers use a reference price or product to form their opinion about the value of a new product therefore the pricing decision is an interactive process we investigate the two generalizations of the cross price effect the neighborhood price effect and the asymmetric price effect on consumer willingness to pay wtp for multiple similar products in an open ended contingent valuation context results show that the cross price effect on wtp is prominent with the neighborhood price effect holding in contingent valuation no conclusions are reached about the asymmetric price effect

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