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| Author: | Besanko, D. Dubé, J-P. Gupta, S. |
| Title: | Competitive price discrimination strategies in a vertical channel using aggregate retail data |
| Journal: | Management Science
2003 : SEP, VOL. 49:9, p. 1121-1138 |
| Index terms: | Competition Distribution channels Price discrimination Retailing |
| Language: | eng |
| Abstract: | Opportunities for targeted pricing for a retailer that onlu tracks weekly store-level aggregate sales and marketing-mix information are explored in this paper. It is shown that it is possible, using these data, to recover essential features of the underlying distribution of consumer willingness to pay. Knowledge of this distribution may enable the retailer to generate additional profits from targeting by using choice information at the checkout counter. |
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