Research Papers

QUANTITATIVE MARKETING RESEARCH SERIES

The Implementation Challenge of Pricing Decision Support Systems for Retail Managers

This paper considers practical and research challenges for developing pricing decision support systems (PDSS) for retailers using transaction data.

Analyst Overconfidence and Overpricing in Demand Models

A theoretical explanation of why following an analyst's pricing recommendation may lead to overpricing.

Determinants of Store-Level Price Elasticity

This paper focuses on consumer response to price changes as captured by price elasticity measures.

Micro-Marketing Using Supermarket Scanner Data

How pricing policies can be customized to the individual store level, rather than adopting a uniform pricing policy for all stores.

Estimating Price Elasticities with Theory-Based Priors

The promise of a quantitative demand-based approach to pricing issues is far from fully realized due to the difficulty obtaining reasonable price elasticity estimates.

Creating Micro-Marketing Pricing Strategies Using Supermarket Scanner Data

This paper shows how profitable micro-marketing strategies can be devised by customizing everyday prices at the store-level using store scanner data.

Reflecting Uncertainty about Economic Theory when Estimating Consumer Demand

In this paper we propose a Bayesian framework in which uncertainty about a theory is directly represented in the model.

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