managing advertising and promotion for long run profitability in recent years manufacturers have become increasingly disposed toward the use of sales promotions often at the cost of advertising yet the long term implications of these changes for brand profitability remain unclear in this paper we seek to offer insights into this important issue we consider the questions of i whether it is more desirable to ad vertise or promote ii whether it is better to use frequent shallow promotions or infrequent deep promotions and iii how changes in regular prices affect sales relative to increases in price promotions additional insights regarding brand equity the relative magnitude of short and long term effects and the decomposition of advertising and promotion elasticities across choice and quantity decisions are obtained to address these points we develop a heteroscedastic varying parameter joint probit choice and regression quantity model our approach allows consumers responses to short term marketing activities to change in response to changes in marketing actions over the long term we also accommodate the possibility of competitive reactions to policy changes of a brand the model is estimated for a consumer packaged good category by using over eight years of panel data the resulting parameters enable us to assess the effects of changes in advertising and promotion policies on sales and profits our results show that in the long term advertising has a positive effect on brand equity while promotions have a negative effect furthermore we find price promotion elasticities to be larger than regular price elasticities in the short term but smaller than regular price elasticities when long term effects are considered consistent with previous research we also find that most of the effect of a price cut is manifested in consumers brand choice decisions in the short term but when long term effects are again considered this result no longer holds last we estimate that the long term effects of promotions on sales are negative overall and about two fifths the magnitude of the positive short term effects finally making reasonable cost and margin assumptions we conduct simulations to assess the relative profit impact of long term changes in pricing advertising or promotion policies our results show regular price decreases to have a generally negative effect on the long term profits of brands advertising to be profitable for two of the brands and increases in price promotions to be uniformly unprofitable

can fao s measure of chronic undernourishment be strengthened abstract in its sixth world food survey released at the 1996 world food summit the food and agriculture organization of the united nations fao reported that 841 million people in developing countries are chronically undernourished this number and its country and regional level disaggregations have proved tremendously useful to countless development aid agencies and researchers in the context of a recent wave of new nationally representative household food consumption and expenditure surveys this paper examines the estimation methodology underlying the food insecurity measure which relies on national aggregate measures of food availability and distribution the paper finds that the measure largely reflects national food availabilities and does not adequately capture people s ability to gain access to food the ultimate key to food security the implications for the indicator s use by policy makers in geographical targeting and tracking changes in food insecurity over time are drawn out the paper concludes by arguing that the time has come to review the potential for employing the new household survey data along with new methods to strengthen the empirical foundations of fao s measure

when random assignment is not enough accounting for item selectivity in experimental research experimental methods are critical tools in marketing psychology and economics to isolate the effects of key variables from vagaries intrinsic to field data as such they are often considered exempt from the sort of sample selectivity artifacts widely documented in empirical research in part because participants are randomly assigned to experimental conditions to conserve time and resources experiments often focus on items participants have chosen or are familiar with for example postchoice satisfaction ratings certain free recall tasks or specifying consideration sets preceding brand choice when consumer input even partially influences the items about which researchers request subsequent data the potential for item selectivity arises in such situations analyses are contingent on both the choice context s of the experiment and the alternatives participants elect to evaluate potentially leading to substantial item selectivity overall and to differing degrees across conditions we examine sit

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

testing predicted choices against observations in probabilistic discrete choice models probabilistic discrete choice models such as multinomial logit models are widely used to predict changes in market shares or total demand resulting from changes in policy variables under management control these models often are evaluated in terms of their ability to predict choices in a holdout sample this paper presents a new test for comparing predicted and observed choices the results of a monte carlo experiment indicate that the new test has good finite sample properties and high power in several circumstances likely to arise frequently in applications

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

land contingent poverty alleviation schemes abstract target groups for rural poverty alleviation schemes in south asia and elsewhere have often been identified in terms of their landholding class with landless or near landless households being the intended beneficiaries this paper offers a quantitative approach to the analysis and design of land contingent poverty alleviation schemes an application to bangladesh suggests that when income is generally unobserved landholding class is a good instrument for targeting poverty relief in that it is strongly correlated with the informationally feasible allocations which minimize aggregate poverty for a given budget it is however far from being a perfect instrument even under otherwise ideal conditions the maximum feasible reduction in poverty which is attainable by relying solely on land based targeting is substantially less than that attainable with perfect income information indeed the poverty alleviation impact of domestically financed and revenue neutral transfers across 10 landholding classes in rural bangladesh could also be achieved without targeting by simply giving every household a lump sum payment equivalent to 10 of mean rural income political restrictions on tax powers or errors made in administration will further reduce the gains from land contingent targeting greater impact on poverty for a given budgetary cost will require more precise targeting within landholding classes

modeling purchase timing and brand switching behavior incorporating explanatory variables and unobserved heterogeneity the authors use a continuous time semi markov approach to analyze in a single framework the purchase timing and brand switching decisions of households for a frequently purchased product the analysis provides more insights into the dynamics of household purchase behavior than could be obtained from conventional discrete choice models such as logit or probit the authors find that the probability distribution of interpurchase times is not the same for various switching between brands revealing extra information about the purchase timing decisions further they find that though the marketing mix and household demographic variables explain a large part of the variation in the brand switching rates they account for only a small part of the variation in the repeat purchase rates another finding from the analysis is that the rates of switching between brands due to promotional activities such as special displays and price reductions are in reverse order to the share of purchases of the various brands

the asymmetric information model of state dependence marketing researchers and practitioners are interested in consumer loyalty because of its managerial consequences previous empirical studies find that consumers are loyal not only to a brand but also to a firm umbrella brand that is even when firms offer new products consumers tend to continue to purchase from the same firm this repeat purchase behavior might result from state dependence or from heterogeneity the meaning of state dependence is that the current choice behaviorally depends on the previous one the traditional model of state dependence assumes that the previous choice affects the current utility this study suggests another source of state dependence the previous choice affects the current information set specifically the model assumes that the consumer a knows the attributes of the new product offered by the firm from which he she purchased in the previous period b is uncertain about the attributes of the new products offered by the other firms c can obtain full information about the attributes of all the products through a costly search and d if the consumer decides not to search he she purchases the new product offered by the firm from which he she purchases in the previous period it is shown that state dependence can result either from the effect of previous choices on the current utility or from its effect on the current information set this theoretical result raises the following question what kind of data does a researcher need in order to distinguish between the two sources of state dependence this study shows that the two sources can be distinguished with a standard panel data set in other words although the new source of state dependence is based on the search activity of consumers there is an identifying factor that enables a researcher to detect such activity even without direct data on search the empirical distinction is possible because the behavioral implications of the two sources of state dependence are different they differ in the effect of product attributes on the repeat purchase probability the following example partially illustrates this result there are two firms a and b the consumer purchased a product from firm a in period t 1 the only product attribute is x and the utility is a linear function of x one aspect of our findings is that in the traditional model of state dependence a change in both x a and x b that leaves the difference between them x a x b unchanged neutral change hereinafter has no effect on the repeat purchase probability however such a change does affect the repeat purchase probability in the asymmetric information model of state dependence this is only one aspect of the finding the implications of the models differ in a more general fashion the intuition of this result is the following a neutral change has no effect on the repeat purchase probability in the traditional model of state dependence because it does not affect the difference between the utilities from both alternatives in the asymmetric model of state dependence the consumer s decision process consists of two stages first he decides whether to search for information about the other alternative or not then if he searches for information he chooses the alternative that maximizes his utility in the second stage a neutral change has no effect on choices since such a change does not affect the difference between the utilities from the two alternatives in the first stage the consumer knows x a but does not know x b it turns out that in this stage a neutral change does affect the search decision when for example both x s decrease and the utility is a positive function of x the probability of search increases and thus the repeat purchase probability decreases the proposed source of state dependence is examined using structural estimation and panel data on television viewing choices in the united states controlling for both observed and unobserved heterogeneity it is found that the suggested source is more important in creating repeat purchase than the traditional one for most of the population 71 this indicates that what was considered by previous studies to result from the dependence of consumer utility on their previous choices is at least partially due to the effect of the previous choices on consumers information set the distinction between the two sources of repeat purchase is important because ignoring the informational explanation may lead to incorrect theoretical and empirical conclusions for example price discounts to induce trial are more important for consumers whose utility depends on previous choices while advertising is more effective for those whose information set depends on previous choices

household saving micro theories and micro facts in this survey we review the recent theoretical and empirical literature on household saving and consumption the discussion is structured around a list of motives for saving and how well the standard theory captures these motives we show that almost all of the motives for saving that have been suggested in the informal saving literature can be captured in the standard optimizing model particular attention is given to recent work on the precautionary motive and its implications for saving and consumption behavior we also discuss the behavioral or psychological approach that eschews the use of standard optimization techniques and focuses instead on direct consideration on saving we provide a section on facts who save and how much we then discuss informally the recent decline in the u s saving rate and whether the theory is of much use in understanding this and other changes in aggregate saving rates over time we do not find any convincing explanation for the change in saving rates we also discuss some analyses of saving behavior over the life cycle addressing such questions as whether households save enough for retirement and whether the consumption patterns of older households can be rationalized within a simple life cycle model we also review a great number of studies of the consumption euler equations based on our analysis of the studies cited we conclude that there is still mixed evidence that consumption is excessively sensitive to income we also examine in depth the recent empirical literature on the precautionary motive we conclude that although some households do seem to have a significant precautionary motive at some points in their life cycle this motive is not so strong empirically as some investigators suggest

a segment level model of category volume and brand choice it is an everyday marketplace occurrence that brands lose and gain share however a brand s sales gain or loss can be attributable to very different factors and thus understanding the sources of sales gain or loss would seem to be an important aspect of a brand manager s job the primary purpose of this research is to develop a model that can answer the following questions i what are the sources of gain or loss of a brand s sales due to category volume and brand switching ii what consumer and marketing characteristics affect consumers purchase frequency of the product category and that of different brands iii do all consumers behave similarly or are there distinct segments which respond to marketing actions differently iv if such segments exist what is the size and composition of each segment and what is the appropriate strategy for each group of consumers our modeling approach which decomposes a brand s sales into category volume and brand choice components has many similarities and also several differences with traditional approaches similar to the nbd and dirichlet models we assume that a consumer s category purchase rate follows a poisson distribution and the number of purchases per brand follows a multinomial distribution our model differs from traditional models by including marketing mix variables by accounting for loyal or near loyal consumers by explicitly incorporating consideration sets and by segmenting consumers on the basis of their brand perceptions and their responses to marketing mix variables we account for consumer hetereogeneity by identifying homogeneous latent segments that capture differences in consumers response to marketing variables in both brand choice and category volume behavior calibration of the category volume and brand choice models and the separation of loyalty and switching segments are done simultaneously so that there is no need to assume any specific hierarchy and in contrast to the usual assumption of independence between choice and volume which may be unreasonable at the aggregate level the requirement is that choice and volume decisions be independent only at the segment level we investigate the properties of our model in the context of a national survey of supermarket purchases of jumbo paper towels 2 500 households were surveyed who were asked to provide information on rolls of paper towels bought in the last 4 weeks rolls of each brand of paper towel bought in the last 4 weeks brand usually bought brands that a household bought or would consider buying average price paid or expected for each brand bought or considered ratings on 20 brand attributes e g strength absorbency etc and demographic information e g family size we found that not only did the modeling framework outperform a variety of competing models it also provided insights into the competitive structure in this market the loyal segments could be distinguished on the basis of price sensitivity less than 10 of the loyal households were price insensitive and in general households showed increasing price sensitivity in their category volume decisions if they had more children and were heavier users of paper towels this was consistent across all brands the model estimates that about 71 of the households are switchers and five switching segments are needed to characterize household purchase patterns two of the largest switching segments labeled as price sensitive and value segments are very price sensitive in both their brand choice and category volume components in both these segments private label brands are dominant with about 30 share segments also emerged on the basis of strength absorbency and tearing ease of paper towels interestingly we found that brand shares within these segments are quite consistent with the objective quality ratings of brands as given by consumer reports finally price elasticity analysis for one of the brands bounty reveals that a 5 drop in bounty s price increases its sales by 13 6 almost half of this increase comes from brand switching with the other half coming from increases in category volume e g stockpiling bounty gains the most from the price sensitive segments price and value segments private labels are hurt least by bounty s price cut

how well do static indicators identify the chronically poor abstract we investigate how well the most widely used static welfare indicators perform in identifying the chronically poor we propose a normative measure of performance the cost of a given impact on chronic poverty when transfers are contingent upon a purely static indicator using longitudinal household data from rural india we find that current consumption is not always a better indicator of chronic poverty than current income both however perform much better than other common indicators such as food share and access to land

poverty and household size the widely held view that larger families tend to be poorer in developing countries has influenced research and policy the scope for size economies in consumption cautions against this view we find that the correlation between poverty and size vanishes in pakistan when the size elasticity of the cost of living is about 0 6 this turns out to be the elasticity implied by a modified version of the food share method of setting scales by contrast some measures of child nutritional status indicate an elasticity of unity consideration of the weight attached to child versus adult welfare may help resolve the non robustness of demographic profiles of poverty excerpt

endogeneity and simultaneity in competitive pricing and advertising a logit demand analysis in this article we use four data sets to provide a benchmark study of the effects of accounting for endogeneity and simultaneity in estimating marketing mix effects in a logit demand framework we compare the results obtained from accounting for endogeneity only to those from accounting for both endogeneity and simultaneity and in the latter case we allow for more general models of firm behavior to examine the consequences of imposing assumptions about the behavior of firms we find that accounting for both endogeneity and simultaneity not only affects the parameter estimates but also results in efficiency gains that affect the statistical significance of the estimates

the importance of brand and competition in defining u s religious markets author affiliation brian goff department of economics 1906 college heights boulevard western kentucky university bowling green ky 42101 usa brian goff wku edu corresponding authormichelle w trawick dagger department of economics 1906 college heights boulevard western kentucky university bowling green ky 42101 usa michelle trawick wku edu acknowledgment the authors thank bob tollison colleagues participating in the economics workshop at wku and two anonymous reviewers for comments any remaining flaws are the authors responsibility 1 introductionover the past 40 years economists have vastly expanded their study of behavior in markets where there is no explicit trade of goods or services one of the most fundamental and ubiquitous of these markets is that of religious behavior where economists and other social scientists have explored a variety of influences on religious participation at the outset of this research program economic models of religious choice borrowed from long used choice theoretic concepts such as the law of demand or the cost of time more recent contributions have included household production models taking account of human capital or the role of market level forces particularly religious competition prior empirical research has resulted in the identification of a variety of determinants of religious participation these include income education race and the degree of monopolization or competitiveness in the religious market as the empirical application and testing of these models has proceeded researchers have been aware of problems in measuring various aspects of religious choice such as religious participation or religiosity at the most general level religiosity may imply a difference in a secular versus religious worldview at the level of actual observation it often measures how frequently one attends church while some of the basic measurement issues related to religious choice and behavior may be beyond the power of researchers to investigate one important aspect is not but has largely been overlooked that is the type or brand of religious choice by and large empirical research has skirted this important definitional issue and treated different types or brands of religious choice much like one would treat different brands of carbonated soft drinks using such a broad homogeneous definition of the religious product implicitly assumes that economic and demographic characteristics exert similar influences on different types or brands of religious participation and thereby assumes that such branding is not of empirical significance in defining religious markets and behavior within them 1 moreover some tension has existed in prior empirical work as to whether religious competition is an exogenous factor the common assumption or whether it helps to define the choice variable 2our central question is whether the same processes are driving religiosity across brands we ask do consumers of religion respond differently to key economic variables such as income religious competition or other factors based on the brand of religion being consumed likewise do some economic variables exert their influence independently of brand an important part of our investigation centers on how to measure brand we first rely on two indicators of brand broad denominational categories and intensity of participation in religious activity the denominational categories are mainline protestant evangelical protestant and catholic the intensity breakdown is based on geographic regions of low moderate and high religious participation in addition we also examine whether the degree of religious competition itself helps to define brand in the next section we develop theoretical explanations for variation in overall religious participation as well as by brand and discuss prior empirical work in this area

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

a life cycle consistent empirical model of family labour supply using cross section data this paper estimates a utility maximising model of the joint determination of male and female labour supplies using a sample of married couples from the u k family expenditure survey the emphasis is on the estimation of within period preferences that are consistent with intertemporal two stage budgeting under uncertainty however the approach we adopt provides an alternative method of estimating certain aspects of life cycle behaviour to the fixed effects constant approach of heckman and macurdy 1980 macurdy 1981 and browning deaton and irish 1985 moreover it relaxes some of the underlying restrictions that are implicit in these constant models under uncertainty

the demand for tax return preparation services in this paper we focus on taxpayer choices of return preparation services using aggregate nested logit techniques we find that the demand for third party preparation responds to many factors age education employment status federal auditing and tax return characteristics perhaps most important among these is federal auditing higher federal audit rates increase the demand for tax practitioner services but do not affect the demand for other modes of third party assistance more generally as the tax burden increases or as uncertainty about true tax liability increases the demand for all modes of third party assistance increases

measuring food insecurity the frequency and severity of coping strategies abstract defining and interpreting food security and measuring it in reliable valid and cost effective ways have proven to be stubborn problems facing researchers and programs intended to monitor food security risks this paper briefly reviews the conceptual and methodological literature on food insecurity measurment describes a particular method for distinguishing and measuring short term food insecurity at the household level and discusses ways of generalizing the method the method developed enumerates the frequency and severity of strategies relied on by urban households when faced with a short term insufficiency of food this method goes beyond more commonly used measures of caloric consumption to incorporate vulnerability elements of food insecurity as well as the deliberate actions of household decision makers when faced with food insufficiency

identifying the poor in developing countries do different definitions matter abstract this paper compares several commonly used definitions of poverty household survey data from cote d ivoire are examined to see whether different definitions choose the same people as poor we find that they often do not choose the same people even though we a priori set all the definitions so that 30 of the population is classified as poor this implies that different definitions of poverty may lead to different policy recommendations which suggests that more attention should be given to the choice of a particular definition of poverty when analyzing the effects of economic policies on the poor

the price elasticity of selective demand a meta analysis of econometric models of sales the author describes a meta analysis of econometric studies that estimated the elasticity of selective sales or market share to price the literature review yielded 367 suitable price elasticities

pricing strategies in a dynamic duopoly a differential game model we formulate a differential game model for dynamic pricing in a duopolistic market firms demand functions are derived from utility maximizing behavior of consumers with the demand for a brand given by the logit model preferences for brands are assumed to evolve over time in the market in a manner akin to learning models postulated in the marketing literature we derive the differential equations governing the equilibrium open loop price paths over time and show that in steady state the brand with the higher preference level charges the higher price the formulation is extended to include the effects of consumer heterogeneity and equilibrium steady state prices are compared with those obtained when heterogeneity is ignored a comparison of steady state dynamic prices with myopic prices is provided an empirical example is discussed to show how steady state model predictions may be obtained from actual longitudinal purchase data

targeting the poor in mexico an evaluation of the selection of households into progresa abstract in this paper we conduct an evaluation of the targeting method used by health education and nutrition program progresa of mexico to identify beneficiary households we address two key questions a how well does progresa s targeting perform and b how does the program perform in terms of its impact on poverty alleviation relative to other feasible methods and transfer schemes the first question is accomplished by comparing progresa s method to an alternative selection method based on household consumption which is our preferred measure of welfare we employ the concepts of undercoverage and leakage and find that progresa selection method is more effective in identifying the extremely poor localities or households but less so when it comes to distinguishing among localities or households in the middle of the scale to address the second question we compare the potential impact of progresa on poverty alleviation against uniform transfers that involve no targeting at all targeting based on consumption and geographic targeting i e targeting at the locality level rather than at the household level we find that progresa s method of targeting households outperforms uniform coverage and targeting at the locality level in terms of reducing the poverty gap and severity of poverty indices even after taking into account the economic costs of targeting but the closeness of progresa s performance to what could be achieved by geographic targeting alone raises some serious questions about the costs and benefits associated with the practice of household targeting within poor localities

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

are the welfare losses from imperfect targeting important we quantify and compare the size of the welfare losses arising from the use of alternative imperfect welfare indicators as substitutes for the conventionally preferred consumption indicator we find that the size of the welfare losses associated with different indicators varies considerably an asset based index and the share of food as targeting indicators were found to have the highest welfare losses relative to all other targeting indicators examined our preferred welfare index implies that the losses from the two best targeting indicators i e reported expenditures and reported income are statistically significant but very low less than 5

household adjustment to gasoline price change an analysis using 9 years of us survey data this paper examines the dynamics and composition of household adjustment to changes in the real price of gasoline using a panel of us households by decomposing the demand for gasoline into the demand for vehicle miles traveled and the demand for household composite miles per gallon we are able to add rich detail to the description of how households respond to gasoline price changes while obtaining total price elasticity estimates well within the range found in the literature we find that consumers initially respond to a price rise with a much larger decrease in consumption than would be indicated by the total elasticity in addition households respond to price changes by adjusting vehicle miles traveled more than composite miles per gallon in the year after a price change

an empirical comparison of the validity of a neural net based multinomial logit choice model to alternative model specifications applications of choice models to brand purchase data as a rule specify a linear deterministic utility function we estimate deterministic utility by means of a neural net able to approximate any continuous multivariate function and its derivatives to a desired level of precision we compare this model to related alternatives both with linear and nonlinear utility functions alternatives with nonlinear utility functions are based on generalized additive modeling and taylor series expansion respectively we analyze purchase data of the six largest brands in terms of market share for two product groups neural choice models outperform the alternative models studied w r t posterior probabilities they also attain the best crossvalidated log likelihood values these results demonstrate that the increase in complexity caused by the neural choice model is justified by higher validity in the empirical study the neural choice models imply elasticities different from those obtained by linear utility multinomial logit models for several predictors neural choice models discover inversely s shaped saturation and interaction effects on utility

the shopping basket a model for multicategory purchase incidence decisions consumers make multicategory decisions in a variety of contexts such as choice of multiple categories during a shopping trip or mail order purchasing the choice of one category may affect the selection of another category due to the complementary nature e g cake mix and cake frosting of the two categories alternatively two categories may co occur in a shopping basket not because they are complementary but because of similar purchase cycles e g beer and diapers or because of a host of other unobserved factors while complementarity gives managers some control over consumers buying behavior e g a change in the price of cake mix could change the purchase probability of cake frosting co occurrence or co incidence is less controllable other factors that may affect multi category choice may be unobserved household preferences or observed household demographics we also argue that not accounting for these three factors simultaneously could lead to erroneous inferences we then develop a conceptual framework that incorporates complementarity co incidence and heterogeneity both observed and unobserved as the factors that could lead to multi category choice we then translate this framework into a model of multi category choice our model is based on random utility theory and allows for simultaneous interdependent choice of many items this model the multivariate probit model is implemented in a hierarchical bayes framework the hierarchy consists of three levels the first level captures the choice of items for the shopping basket during a shopping trip the second level captures differences across households and the third level specifies the priors for the unknown parameters we generalize some recent advances in markov chain monte carlo methods in order to estimate the model specifically we use a substitution sampler which incorporates techniques such as the metropolis hit and run algorithm and the gibbs sampler the model is estimated on four categories cake mix cake frosting fabric detergent and fabric softener using multicategory panel data the results disentangle the complementarity and co incidence effects the complementarity results show that pricing and promotional changes in one category affect purchase incidence in related product categories in general the cross price and cross promotion effects are smaller than the own price and own promotions effects the cross effects are also asymmetric across pairs of categories i e related category pairs may be characterized as having a primary and a secondary category thus these results provide a more complete description of the effects of promotional changes by examining them both within and across categories the co incidence results show the extent of the relationship between categories that arises from uncontrollable and unobserved factors these results are useful since they provide insights into a general structure of dependence relationships across categories the heterogeneity results show that observed demographic factors such as family size influence the intrinsic category preference of households larger family sizes also tend to make households more price sensitive for both the primary and secondary categories we find that price sensitivities across categories are not highly correlated at the household level we also find some evidence that intrinsic preferences for cake mix and cake frosting are more closely related than preferences for fabric detergent and fabric softener we compare our model with a series of null models using both estimation and holdout samples we show that both complementarity and co incidence play a significant role inpredicting multicategory choice we also show how many single category models used in conjunction may not be good predictors of joint choice our results are likely to be of interest to retailers and manufacturers trying to optimize pricing and promotion strategies across many categories as well as in designing micromarketing strategies we illustrate some of these benefits by carrying out an analysis which shows that the true impact of complementarity and co incidence on profitability is significant in a retail setting our model can also be applied to other domains the combination of item interdependence and individual household level estimates may be of particular interest to database marketers in building customized cross selling strategies in the direct mail and financial service industries

promotional programmes and consumer purchasing decisions pecan demand models a generalized heckman model of purchase decisions is estimated incorporating perceived consumer quality attributes ease of purchase and familiarity with marketing outlets as factors influencing pecan purchases economic implications for evaluating consumer purchase decisions and the design of commodity promotion programmes for the pecan industry are addressed key marketing variables such as the variety of uses for nut products the number of outlets used to purchase pecans and consumer perceptions of positive quality features of pecans are significant in promoting purchases applications of a trade off analysis examine key variables considered by the pecan industry in developing promotional programmes both to stabilize pecan purchases and to maintain the probability of pecan purchases

integrating sustainability into city level co2 accounting social consumption pattern and income distribution abstract from a sustainability perspective city level co2 emissions require reconsiderations correspondingly the economy environment society nexus should be incorporated into city scale co2 accounting therefore in this study the semi closed io model is integrated with a hem to calculate co2 emissions arising from the social consumption pattern and income distribution and to explore economic drivers behind co2 variations this method is applied to a case study of beijing result demonstrate that beijing in 2012 witnessed something different from that in 2005 1 co2 emissions centred in the internal linkages of a broader class of consumption terms with high economic output mainly driven by interprovincial exports 2 imports increasingly helped decarbonize the mixed net forward and backward co2 linkages of consumption items and 3 income driven co2 emissions excluding demand side parts persisted which were more obvious on the supply side where households have more economy wide effects besides urban households played an essential role in household wide co2 reductions this paper ended with corresponding conclusions policy implications and directions for future work

making conditional cash transfer programs more efficient conditional cash transfer programs are now used extensively to encourage poor parents to increase investments in their children s human capital these programs can be large and expensive motivating a quest for greater efficiency through increased impact of the programs imposed conditions on human capital formation this requires designing the programs targeting and calibration rules specifically to achieve this result using data from the progresa randomized experiment in mexico this article shows that large efficiency gains can be achieved by taking into account how much the probability of a child s enrollment is affected by a conditional transfer rules for targeting and calibration can be made easy to implement by selecting indicators that are simple observable and verifiable and that cannot be manipulated by beneficiaries the mexico case shows that these efficiency gains can be achieved without increasing inequality among poor households

structural analysis of manufacturer pricing in the presence of a strategic retailer consumer goods manufacturers usually sell their brands to consumers through common independent retailers theoretical research on such channel structures has analyzed the optimal behavior of channel members under alternative assumptions of manufacturer retailer interaction vertical strategic interaction research in empirical industrial organization has focused on analyzing the competitive interactions between manufacturers horizontal strategic interaction decision support systems have made various assumptions about retailer pricing rules e g constant markup category profit maximization the appropriateness of such assumptions about strategic behavior for any specific market however is an empirical question this paper therefore empirically infers 1 the vertical strategic interaction vsi between manufacturers and retailer 2 the horizontal strategic interaction hsi between manufacturers simultaneously with the vsi and 3 the pricing rule used by a retailer the approach is particularly appealing because it can be used with widely available scanner data where there is no information on wholesale prices researchers usually have no access to wholesale prices even manufacturers who have access to their own wholesale prices usually have limited information on competitors wholesale prices in the absence of wholesale prices we derive formulae for wholesale prices using game theoretic solution techniques under the specific assumptions of vertical and horizontal strategic interaction and retailer pricing rules we then embed the formulae for wholesale prices into the estimation equations while our empirical illustration is using scanner data without wholesale prices the model itself can be applied when wholesale prices are available early research on the inference of hsi among manufacturers in setting wholesale prices using scanner data e g kadiyali et al 1996 1999 made the simplifying assumption that retailers charge a constant margin this assumption enabled them to infer wholesale prices and analyze competitive interactions between manufacturers in this paper we show that this model is econometrically identical to a model that measures retail price coordination across brands hence the inferred cooperation among manufacturers could be exaggerated by the coordinated pricing category management done by the retailer we find empirical support for this argument this highlights the need to properly model and infer vsi simultaneously to accurately estimate the hsi when using data at the retail level functional forms of demand have been evaluated in terms of the fit of the model to sales data but recent theoretical research on channels lee and staelin 1997 tyagi 1999 has shown that the functional form has serious implications for strategic behavior such as retail passthrough while the logit and linear model implies equilibrium passthrough of less than 100 lee and staelin call this vertical strategic substitute vss the multiplicative model implies optimal passthrough of greater than 100 vertical strategic complement vsc because passthrough rates on promotions have been found to be below or above 100 chevalier and curhan 1976 armstrong 1991 we empirically test the appropriateness of the logit vss and the multiplicative vsc functional form for the data we perform our analysis in the yogurt and peanut butter categories for the two biggest stores in a local market we found that the vss implications of the logit fit the data better than the multiplicative model we also find that for both categories the best fitting model is one in which 1 the retailer maximizes category profits 2 the vsi is manufacturer stackelberg and 3 manufacturer pricing hsi is tacitly collusive the fact that the retailer maximizes category profits is consistent with theoretical expectations the inference that the vsi is manufacturer stackelberg reflects the institutional reality of the timing of the game retailers set their retail prices after manufacturers set their wholesale prices note that in the stores and product categories that we analyze the two manufacturers own the dominant brands with combined market shares of about 82 in the yogurt market and 65 in the peanut butter market the result is also consistent with a balance of power argument in the literature the finding that manufacturer pricing is tacitly collusive is consistent with the argument that firms involved in long term competition in concentrated markets can achieve tacit collusion managers use decision support systems for promotion planning that routinely make assumptions about vsi hsi and the functional form the results from our analysis are of substantive import in judging the appropriateness of assumptions made in such decision support systems

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

using shadow wages to estimate labor supply of agricultural households with few exceptions most studies of the labor demand and supply decisions of agricultural households in developing countries have relied on the empirical advantages of separability given the questionable nature of some of the assumptions sufficient for separability i apply a recent methodology that accounts for the simultaneity between the production and consumption decisions of a farm household using data from rural india direct estimates of the marginal productivities shadow wages of family male and female labor are derived from a cobb douglas agricultural production function the estimated shadow wages and income are then used as regressors in a structural model of labor supply

evaluating transfer programmes within a general equilibrium framework we develop a general equilibrium model for evaluating domestically financed transfer programmes and derive analytical expressions which provide a framework for combining results from a computable general equilibrium model with disaggregated household data we separate the welfare impact into three components i e redistribution reallocative and distortionary effects we show how these are subsumed within one parameter the cost of public funds using a mexican programme for illustration we show that substantial welfare gains result from a switch from universal food subsidies to targeted transfers reflecting both the improved targeting efficiency of the latter and the relaxation the trade off between equity and efficiency when designing tax systems in an attempt to maximise the welfare impact of government transfers on lowincome households many governments in both developed and developing countries have moved towards better targeted transfer programmes in developed countries these transfers mostly take the form of cash transfers or tax credits whereas in developing countries they take the form of either cash transfers e g in latin america or infra marginal subsidised food rations e g in south asia l when evaluating the economic impact of such transfers it is useful to separate these into direct and indirect income or welfare effects the direct income effects reflect the design of the programme i e the rules for targeting transfers these are often referred to as first round effects and are captured by partial equilibrium approaches to policy evaluation the indirect effects capture the second round income changes brought about by the impact of cash transfers and their financing on the level and composition of demand and supply most evaluations of social safety net programmes focus on the partial equilibrium evaluation of programme targeting outcomes even those that focus on the indirect impacts tend to concentrate on their efficiency implications with only a very limited analysis of income distribution outcomes and with little attempt to combine both the equity and efficiency dimensions this is all the more limiting given that the central objective of these programmes is to improve income distribution in this paper we focus primarily on the indirect income effects in particular we show how the results from a computable general equilibrium model can be combined with the information available in standard household surveys to

modeling multiple sources of heterogeneity in multinomial logit models methodological and managerial issues we offer a framework to specify and estimate various sources of heterogeneity in multinomial logit brand choice models we let each brand specific intercept and each parameter of the explanatory variable vector vary randomly across households in addition we distinguish loyal households from the rest our results suggest that incorporating multiple sources of heterogeneity improves the model fit and suggests higher impact of marketing mix elements on brand choice we highlight the importance of incorporating multiple sources of heterogeneity the model we implement yields valuable managerial insights

a model of brand choice and purchase quantity price sensitivities many consumer decisions involve a discrete choice and a continuous outcome examples of such decisions are whether to own a home or rent one and how much to spend which brand of orange juice to buy and how many ounces to buy in cases like these the choice decision is typically modeled separately say using a logit model and the continuous outcomes modeled separately using regression analysis however the continuous outcomes may not be independent of the discrete choice and vice versa and modeling the two decisions independently can lead to inefficient choice parameter estimates and biased and inconsistent regression parameter estimates in this paper we present a methodology from the limited dependent variable literature to model the dependence between the choice and quantity decisions our substantive interest is in the role of price in the choice and quantity decisions when choosing among alternatives we argue that consumers consider prices of all the competitive brands in the quantity decision on the other hand only the price of the chosen alternative is expected to impact how much of the alternative is purchased the analysis of three brands using disaggregate level panel data strongly supports our hypothesis about the role of competitive prices in the choice and quantity decisions

an empirical analysis of the relationship between brand loyalty and consumer price elasticity this empirical paper explores the relationship between consumer brand preference or loyalty and price elasticity in purchase behavior this behavior is conceptualized as resulting from two distinct but related decisions namely a brand choice decision and a purchase quantity decision we argue that loyal consumers will be less price sensitive in the choice decision than nonloyal consumers however this direction is expected to be reversed in the quantity decision with loyal consumers expected to be more price sensitive than nonloyal consumers we model the choice and quantity decisions jointly using the limited dependent variable framework described in krishnamurthi and raj the data used are diary panel data on a frequently purchased product class from burke and caffeinated ground coffee scanner data from iri we show that loyals are less price sensitive than nonloyals in the choice decision but more price sensitive in the quantity decision managerial implications of the differing elasticities are disc

empirical evidence on the role of non linear wholesale pricing and vertical restraints on cost pass through abstract how a cost shock is passed through to final consumer prices may relate to nominal price stickiness and rigidities the existence of nonadjustable cost components strategic markup adjustments or other contract terms along the supply distribution chain this paper presents a simple framework to assess the potential role of nonlinear pricing contracts and vertical restraints such as resale price maintenance or wholesale price discrimination in the supply chain in explaining the degree of pass through from upstream cost shocks in the ground coffee category to downstream retail prices we find that resale price maintenance increases pass through rate

modeling preference and structural heterogeneity in consumer choice consumer heterogeneity is fundamental to the marketing concept providing the basis for market segmentation targeting and positioning as well as micro marketing substantial effort has already been devoted to incorporate heterogeneity in brand choice models however most of the research in this area has focused on differences in preferences or tastes across consumers in contrast limited attention has been given to the possibility that consumers might also differ in the process they follow when making choices failure to account for either form of consumer heterogeneity may lead to misinterpretations of market structure and market segments as demonstrated in our simulations our main research objective in this paper is to account for these two forms of consumer heterogeneity with an integrated model we develop a choice model that simultaneously identities consumer segments on the basis of their preferences response to the marketing mix and choice processes this choice model is a finite mixture of nested logit models that incorporates the mixture of multinomial logits as a special case one main limitation of the now popular multinomial logit model is that choices by each consumer are assumed to be independent from irrelevant alternatives as a consequence that model predicts that within each segment a brand has exactly the same cross elasticities upon every competitor in contrast our mixture of nested logits allows for violations of the iia property within each segment leading to more realistic patterns of brand competition where one brand draws differently from each competitor depending on the choice process used by members of the segment in addition to the flexible combination of choice processes and preference structures our model also incorporates a latent class of hard core loyal consumers who are expected to always buy the same brand and are thus insensitive to price and promotions application of our model to household scanner data in the peanut butter category led to four types of segments a hard core loyals who do not respond to price and promotions b brand type for which the brand choice precedes the choice of product form creamy vs crunchy c form type members of these segments first choose the product form and then decide for the brand peter pan jif skippy or store brand d iia type members of these segments make choices according to the iia property our results showed a large 14 hard core loyal segment we also identified three segments of the brand type one segment of the form type and three iia type segments all these segments also differ in their preferences for brands and product forms one useful feature of our model is that it allows for cross elasticity structures with non proportional draw even when computed within a homogeneous segment most importantly the proposed model allows for more complex cross elasticity structures within a segment rather than constraining the elasticities to any particular pattern a priori these cross elasticity patterns imply distinct competitive environments within each segment leading to different price and promotion strategies in each segment for example a promotion by jif crunchy to a brand type segment is more likely to cannibalize on shares of the creamy form of the same brand than to draw from competitors if offered to a form type segment the same promotion is more likely to draw shares from competitors because of its finite mixture formulation our proposed model shares the same limitations of this category of models for example maximum likelihood estimation of the model may lead to local optima thus requiring a multiple number of random starts in order to increase the chances of finding the model that best fits to the data our model also requires specification of the number and type of segments in each particular application several criteria are available to select the number of segments however the specification of choice processes must be based on a heuristic procedure or on the basis of prior knowledge

optimal product line pricing the influence of elasticities and cross elasticities the authors focus on the determination of optimal prices for products in a product line most firms offer more than a single brand and ultimately are concerned with the overall results of the enti

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

climate change mitigation potential of norwegian households and the rebound effect abstract an increasing number of studies show that efficiency improvements alone will not be sufficient to attain the substantial emission reductions needed to mitigate global warming to a target of 2 c consumption side changes are likely to be needed to achieve sufficient emission reductions the united nations emphasize the importance of developed countries taking the lead in lowering emissions to achieve the sustainable development goals this paper assess to what extent norwegian households can lower their carbon footprint consistent with territorial emission reductions towards the 2 c target of global warming through implementing a set of behavioral actions we evaluate the efficacy of the set of actions both initially and after considering rebound effects a multiregional environmentally extended input output database is linked with the norwegian consumer expenditure survey to analyze both average and marginal expenditure per unit of increased income further linear programming is applied to examine the changes needed by households to reach different emission reduction targets we find that households implementing the full set of actions without re spending can obtain a 58 decrease in their carbon footprint when accounting for the effect of re spending this reduction drops to 24 35 which is not within the requirements of the 2 c target the optimization analysis suggests households can achieve reductions up to 45 by restricting re spending to specific goods and services this indicates that curbing the rebound effect is key to achieving real reductions in household carbon footprints we show that changing consumption patterns can significantly contribute to lowering anthropogenic greenhouse gas emissions without compromising the level of economic activity

an empirical investigation of the dynamic mcfadden model of purchase timing and brand choice implications for market structure purchase timing and brand choice decisions of households are jointly investigated using the dynamic mcfadden model of heckman and singer the hazard of brand purchase is decomposed into the category purchase hazard and the probability of brand choice conditional on category purchase the former is modeled using the hazard function approach and the latter using a logit model unobserved heterogeneity in brand preferences marketing effects and baseline hazard parameters is accounted for in the empirical analysis the distribution of preference heterogeneity identifies the locations of brands in multiattribute perceptual space and the distribution of attribute importance weights across households

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

is there an intrahousehold flypaper effect evidence from a school feeding programme are public transfers targeted toward children neutralised by the household as the theory of altruism implies or is there an intrahousehold flypaper effect whereby such transfers stick to the child this paper studies the impact of a school feeding programme on child caloric intake in the philippines using a quasi experimental methodology the empirical results confirm an intrahousehold flypaper effect indeed they indicate virtually no intrahousehold reallocation of calories in response to the feeding programme in poorer households however children s gains from the programme appear to be taxed more heavily

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

accounting for heterogeneity and nonstationarity in a cross sectional model of consumer purchase behavior when calibrating a brand choice model cross sectionally a measure of brand loyalty is often introduced into the utility function to account for differences in utility across households and over time one of the most widely used measures of brand loyalty proposed by guadagni and little 1983 is an exponential smoothing model of past choice behavior by the household in this study we argue that the exponential smoothing model of brand loyalty cannot properly distinguish between sources of variation in utility due to heterogeneity across households and sources of variation due to nonstationarity within household over time we introduce a new measure of brand loyalty derived from a nonstationary dirichlet multinomial choice model in which heterogeneity and nonstationarity are handled distinctly

a simultaneous approach to the whether what and how much to buy questions consumer s purchase decisions of whether to buy what to buy and how much to buy are examined simultaneously based on a consumer utility maximization problem an unobservable threshold price about which a consumer pivots from nonpurchase to purchase can be deduced with any model specification the interrelationships between purchase decisions can be explicitly derived the model is applied to coffee purchasing data in addition by suppressing the nonpurchase options the model is compared with an alternative approach appearing in the marketing literature

the role of consumption and consumers in zero emission strategies abstract this article contributes to the theoretical and empirical discussions on how it could be possible to transform technical eco efficiency into reduced environmental impact of consumption the rebound effect is an important concept in this context the relevance of consumer behaviour is addressed within three important sectors for the zero emissions techniques and systems shopping of paper products energy use in household and waste management it is not only important how much the consumers buy but also what kinds of products they buy and how they use and dispose of them however the responsibility for a sustainable development should not entirely be put on the shoulders of the individual consumer

chapter 9 econometric and time series market response models publisher summary marketing has seen a rapid expansion in the widespread use of quantitative methods correlation and regression analysis were among the first techniques used as marketing research emerged as a discipline after world war ii in the early 1970s regression analysis became econometrics simultaneous equation systems could be estimated almost as easily as single regression equations while econometrics as a whole continues to flourish as new and more sophisticated estimation techniques and associated computer software have become available simultaneous equation systems have not become widely prevalent the dynamic structure of marketing variables themselves is addressed in the chapter followed by discussions of leads and lags among marketing variables and the assessment of the direction of causality dynamic properties of sales response functions have been discussed in more detail marketing generalizations that have been uncovered as well as empirical evidence on the shape of the sales response function is reported

investigating purchase incidence brand choice and purchase quantity decisions of households we develop a comprehensive utility maximizing framework to study the impact of marketing variables on the category purchase brand choice and purchase quantity decisions of households for frequently purchased packaged goods the model allows for dependence among the three decisions while ensuring that these decisions provide in combination the greatest possible utility to the household by accounting for variations in reservation prices and intrinsic brand preferences across households the modeling framework explicitly captures the effects of unobserved heterogeneity on all three purchase decisions the principal empirical finding from analyzing the a c nielsen data for the yogurt product category is that the substantive implications for the effects of marketing variables are sensitive to whether these effects are determined conditional or unconditional on a product category purchase our results show that reservation prices and intrinsic brand preferences vary across households and not accounting for these variations in the estimation could lead to biased estimates for the coefficients of the marketing variables a comparison of our results to those obtained from a nested logit model of purchase incidence and brand choice reveals that our proposed model performs better using both a formal statistical test as well as the criterion of predictive validity in a holdout sample of panelists further the purchase quantity model compares favorably with two alternative models of quantity choice in the validation sample

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

finding the poor vs measuring their poverty exploring the drivers of targeting effectiveness in indonesia centralized targeting registries are increasingly used to allocate social assistance benefits in developing countries there are two key design issues that matter for targeting accuracy i which households to survey for inclusion in the registry and ii how to rank surveyed households the authors attempt to identify their relative importance by evaluating indonesia s unified database for social protection programs udb among the largest targeting registries in the world used to provide social assistance to over 25 million households linking administrative data with an independent household survey they find that the udb system is more progressive than previous program specific targeting approaches however simulating an alternative targeting system based on enumerating all households they find a one third reduction in undercoverage of the poor compared to focusing on households registered in the udb overall there are large gains in targeting performance from improving the initial registration stage relative to the ranking stage

globalization and the role of public transfers in redistributing income in latin america and the caribbean this paper focuses on measuring the extent to which publicly subsidized transfers in latin america and the caribbean redistribute income the redistributive power of 56 transfers in eight countries is measured by their simulated impacts on poverty and inequality and by their distributional characteristic the findings suggest that public transfers can be effective instruments to redistribute income to the poor yet frequently they have not managed to do so the redistributive impacts from social insurance are limited and even regressive in some countries this is due to two design factors a truncation in coverage due to requirements of membership in formal labor markets which exclude the majority of the poor and highly generous unit benefits for those in the upper quintiles the more recent emergence of social assistance only partially offsets this historical truncation of public transfers in the region despite coverage and distributional patterns that favor the poor small unit subsidies limit the redistributive poverty and inequality impacts of even the most targeted social assistance programs the report also finds considerable variation among social assistance programs with many food based programs and scholarships being regressive

there is no aggregation bias why macro logit models work in this article we examine the aggregation properties of nested logit models to understand their exceptional macro level performance the problem of aggregating micro logit models involves integrating nonlinear functions of model parameters over a distribution of consumer heterogeneity the aggregation problem is analyzed using a mixture of analytic and simulation techniques with the simulation experiments using actual panel data to calibrate the distribution of heterogeneity we conclude that the practice of fitting aggregate logit models is theoretically justified under the following three conditions 1 all consumers are exposed to the same marketing mix variables 2 the brands are close substitutes and 3 the distribution of prices is not concentrated at an extreme value these conditions are frequently met in store level scanner data

the demand for food and calories we investigate nutrition and expenditure in rural maharashtra in india we estimate that the elasticity of calorie consumption with respect to total expenditure is 0 3 0 5 a range that is in accord with conventional wisdom the elasticity declines only slowly with levels of living and is far from the value of zero suggested by a recent revisionist literature in these indian data the calories necessary for a day s activity cost less than 5 percent of the daily wage which makes it implausible that income is constrained by nutrition rather than the other way around

on the predictive power of market share attraction models the authors test naert and weverbergh s empirical finding that attraction type specifications are characterized by a predictive power greater than that of their nonrobust counterparts the empirica

a multiplicative fixed effects model of consumer choice the issue of consumer heterogeneity in discrete choice analysis has been attracting much attention recently research has suggested that heterogeneity can result in biased parameter estimates which in turn can lead to incorrect conclusions among the many methods proposed in the literature to handle heterogeneity fixed effects models seem to be the most attractive from a substantive point of view however in order to provide consistent estimates these models typically require long purchase histories this difficult constraint has prevented their widespread use in this paper we propose a new model which offers the benefits of fixed effects models without requiring long purchase histories our approach differs from the classic formulation in two ways first we calibrate the common and fixed effects sequentially rather than simultaneously this two stage estimation permits us to obtain unbiased estimates of the common parameters even when the sample has households with very few observations second we incorporate the fixed effects in a multiplicative rather than in an additive form our assumptions regarding the error term result in a probit model with heteroskedastic and temporally correlated random utilities we develop a method of moments based estimator to calibrate parameters of models with this type of error structure this procedure exploits the property that the method of moments yields estimates which are asymptotically as efficient as the maximum likelihood estimates given an appropriate starting point and a matrix of instruments this is a very general procedure in that its mechanics are not tied to the proposed model it can be readily applied to other problems where probit models are used to analyze data with serial correlation this is a methodological contribution of the paper the model and estimation procedure are illustrated on the a c nielsen scanner data base for the liquid detergent category our results indicate that the proposed model can provide a better fit than random effects and loyalty based models and better predictive performance than random effects models from a substantive perspective our analysis provides the following findings a the distribution of price sensitivities has a low variance thus most households have very similar price sensitivity in this category b the promotion response distribution has a high variance suggesting that there are some households that are highly responsive to promotions while there are quite a few households that are less influenced by promotions c preferences and price sensitivity have a negative covariance which is an indication that a reduction in preference for a brand is associated with an increase in price sensitivity and vice versa d preferences and promotion response have a positive covariance thus as the preference for a brand increases response to promotions by the brand also increases and e price sensitivity and promotion response have a negative covariance implying that as households become more price sensitive purchases may be driven more by price than by promotions in other words rather than responding to promotions such as displays and features as signals of a reduced price price sensitive households actively evaluate prices in arriving at a choice the proposed approach can be used by theoretical as well as applied researchers of brand choice behavior specifically estimates of fixed effects provided by the model can be used to cluster households into groups with similar parameters profiling the resulting groups in terms of demographics would provide interesting insights from a theoretical perspective regarding the household characteristics that are associated with different types of response behavior it would also help managers to better target their brands using the proposed approach for cross category analyses of fixed effects would be an interesting area of future research for instance given a sample of households and their purchase histories in multiple categories the proposed model can be used to explore the relationship between household behavior and category characteristics in particular issues such as the following can be investigated by comparing household level estimates across categories a are households that are highly price sensitive in one category also price sensitive in other categories b what household characteristics are associated with high low price sensitivity or high low promotion response across categories and c in what types of categories are households likely to exhibit high low price sensitivity or high low promotion response

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

a probit model of choice dynamics there are many products which are repeatedly purchased by consumers in such cases it is likely that choice history that is the sequence of choices made in the past as well as marketing variables affect subsequent choice decisions attempts to model the effects of choice history have been generally based on the inclusion of variables that represent brand loyalty and or variety seeking behavior in this paper we present a model of dynamic choice behavior which is more general and incorporates four characteristics the first characteristic labeled preference reinforcement and preference reduction represents loyalty and variety seeking the second is the short term reluctance of a consumer to move from the current brand inertia or the willingness to move to another brand mobility the third characteristic captures the effect of repetitive consumption the long term effect on inertia and mobility the fourth characteristic incorporates the similarity or dissimilarity of choice alternatives this is important in a dynamic model because choice on the current purchase occasion can be affected by whether a similar or dissimilar alternative was chosen on the previous occasion similarities of alternatives are represented in terms of distances the effect of price on choice behavior is also modeled individual level purchase data from a consumer panel are used to estimate a covariance probit and an independent probit specification of the model from a substantive perspective the model gives interesting insights into the dynamics of choice behavior the model predicts switches better than a benchmark model which incorporates only loyalty in addition it is superior to three benchmark models in overall predictive ability

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

multiple discreteness and product differentiation demand for carbonated soft drinks for several of the largest supermarket product categories such as carbonated soft drinks canned soups ready to eat cereals and cookies consumers regularly purchase assortments of products within the category consumers often purchase multiple products and multiple units of each alternative selected on a given trip this multiple discreteness violates the single unit purchase assumption of multinomial logit and probit models the misspecification of such demand models in categories exhibiting multiple discreteness would produce incorrect measures of consumer response to marketing mix variables in studying product strategy these models would lead to misleading managerial conclusions we use an alternative microeconomic model of demand for categories that exhibit the multiple discreteness problem recognizing the separation between the time of purchase and the time of consumption we model consumers purchasing bundles of goods in anticipation of a stream of consumption occasions before the next trip we apply the model to a panel of household purchases for carbonated soft drinks

energy efficiency fallacies revisited abstract a number of governments including that of the uk subscribe to the belief that a national program devoted to raising energy efficiency throughout the economy provides a costless indeed profitable route to meeting international environmental obligations this is a seductive policy it constitutes the proverbial free lunch not only avoiding politically unpopular measures like outlawing taxing or rationing offending fuels or expanding non carboniferous sources of energy like nuclear power but doing so with economic benefit the author of this contribution came to doubt the validity of this solution when it was offered as a way of mitigating the effect of the opec price hikes of the 1970 maintaining that economically justified improvement in energy efficiency led to higher levels of energy consumption at the economy wide level than in the absence of any efficiency response more fundamentally he argues that there is no case for preferentially singling out energy from among all the resources available to us for efficiency maximization the least damaging policy is to determine targets enact the restrictive measures needed to curb consumption and then leave it to consumers intermediate and final to reallocate all the resources available to them to best effect subject to the new enacted constraints and any others they might be experiencing there is no reason to suppose that it is right for all the economic adjustment following a new resource constraint to take the form of improvements in the productivity of that resource alone as many others have argued any action to impose resource constraint entails an inevitable economic cost in the shape of a reduction in production and consumption possibilities there would be no free lunch in the last few years debate about the validity of these contentions has blossomed especially under the influence of writers on the western side of the atlantic in this contribution the author outlines the original arguments for questioning whether raised efficiency leads to lower consumption reports more recent developments and offers some insights as food for further thought