Subject Index
 

In the competitive mobile telecom market combining price reductions with increasing revenues is of high importance. KPN Mobile and SKIM Analytical have conducted several studies in order to identify k ...

The Internet has created new opportunities to use multivariate techniques, amongst the reasons for this are: the fact that sample sizes tend to be larger online and the power the Internet provides to ...

Correct pricing has greater impact on profitability than any other factor, yet it is one of the worst managed. Often, price setting over-emphasises costs and competitors and fails to get the right bal ...

Consumer insight has become the catchphrase of the new millennium in market research. This paper suggests that the emphasis on insight as opposed to research can produce shoddy research with poor insi ...

In the literature, several methods to measure willingness to pay (WTP) have been proposed. However, there is still little knowledge about their reliability. We empirically test the appropriateness of ...

This paper studies the effects that consumers’ adopted shopping patterns have on their responsiveness to price changes in a heavily contested FMCG category (i.e. coffee). Two dimensions of shopping be ...

In today’s business environment in Japan, manufacturers and retailers struggling against excessive price competition find themselves mired in profoundly strained relationships. This paper will bring i ...

This paper describes the consumer behaviour in the cola market. The consumer’s reaction to price changes was the goal of the research study. Based on eight hypothetical buying situations represented b ...

This paper establishes the relevance and need of an appropriate pricing construct (not price per se) in driving the profit growth and illustrates how research feeds into the construct. The same would ...

Pricing research has an important role to play in the go/no-go decisions taken to finance the progress of new drugs in development. There is a hierarchy in decision-making when it comes to determining ...

There are many definitions for 'brand equity' and 'brand loyalty'. And there have been many published papers, conference speeches, debates, and research studies on this topic. This specific 'paper' fo ...

The method used to measure the brand equity of brands in fifteen categories of small appliances, pots, pans, cutlery, and kitchen tools and gadgets has not only provided a new way of measuring brand e ...

Setting toll charges involves one of the most important rights of the free citizen in a democratic regime: the freedom to come and go. This paper proposes a model for toll pricing which would maximize ...

Over the last few years there have been tremendous advances in the world of conjoint analysis in terms of software, mathematics, topics considered, and approaches. These advances create exciting new o ...

The objective of the research was to develop a new methodology of measuring brand equity for specific brands in specific categories. All additional objective was to measure the incremental value of a ...

Marketers frequently want to know how the sales of their brand will respond to a change in price. Survey-based price experiments are a convenient and cheap method of finding this out but they have a r ...

During the development of NPD's Category Insight Reports several mediators of the average price consumers paid for apparel became dear. Upon further review it was discovered that these parameters cons ...

Business-to-business marketers face the challenge of meeting the needs of increasingly diverse customers. The Internet offers a means to have customers get what they want through mass customization: a ...

The paper describes how and why a major building controls company used conjoint surveying techniques to optimise its price positioning for a new product. It describes the techniques used and (more imp ...

This paper seeks to review current pricing research techniques from the (hopefully) unbiased viewpoint of the user. Techniques are, for the purposes of the review, divided into direct techniques which ...

A review of various pricing research techniques currently in use. The author covers: Gabor Granger; Price Sensitivity Meter (PSM); Brand Price Trade Off (BPTO), a conjoint analysis method; monadic `re ...

The authors explain how British Telecom used research to understand the effect on customers of the current tariff and to develop an improved pricing structure. The paper won third prize in the 1995 Re ...

This paper focuses on the task of the product manager who is confronted with product design situations which call for the selection of the price for this resulting product. One of the problems is to d ...

Research is reported which was undertaken to examine how perceived scarcity influences consumers’ processing of price information. Findings suggest that consumers’ perceptions of quality and monetary ...

Six experiments are reported, undertaken to examine whether consumers judge the same offer to be more or less attractive when the supplier offers a better price or more benefits to another group than ...

Theoretical work on the pricing of information suggests that in some circumstances competition can result in prices that are negatively related to the quality or reliability of the information. This c ...

The aim of this paper is to quantify the net unit and net profit impact of promotions for a retailer and to understand the key correlates of this impact. The authors find that for the US drug retailer ...

Content analysis of 13,000+ newspaper retail advertisements was used to explore the interaction between limited-time product availability (i.e. Three days only!) and mentions of reference pricing, and ...

The authors propose a sales response model to explain differences in immediate and dynamic effects of promotional prices and regular process on sales. This model was applied to seven years of data on ...

Research suggests that recipients of unexpected discounts tend to spend the savings in store. Also shoppers commit more actively to planned purchases when discounts are known in advance, and the key f ...