Market Power and Off-Invoice Trade Promotions in the Us: An Empirical Investigation (original) (raw)

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Empirical analysis of budget and allocation of trade promotions in the US supermarket industry Cover Page

What Do We Know about Trade Promotions? Contributions, Limitations, and Further Research

The trade promotion area remains seriously under-researched compared with its share of the overall marketing mix budget. This review attempts to provide an up-to-date account of what we know about trade promotions. For eight major topics we elaborate on what that topic means in the context of trade promotions, why it has been deemed important, what empirical findings have emerged in that area, and proposeareas for future research.

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What Do We Know about Trade Promotions? Contributions, Limitations, and Further Research Cover Page

Drivers of TraDe PromoTion recePTiveness: The role of relaTionshiP anD TraDe PromoTion saTisfacTion

Trade promotions are widely practiced but sparingly researched. Retailers prefer trade promotions that provide short-term economic benefits; vendors prefer those that provide long-term, franchise-building benefits. This research develops and tests a model of trade promotion receptiveness by retailers, using data collected from senior executives from a broad swath of the retail industry. Both promotion satisfaction and relationship satisfaction with the vendor play important roles in trade deal receptiveness. Vendors could increase relationship satisfaction by emphasizing benevolence and enhance promotional satisfaction by improving their trade promotion management systems and processes.

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Drivers of TraDe PromoTion recePTiveness: The role of relaTionshiP anD TraDe PromoTion saTisfacTion Cover Page

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Communication and promotion decisions in retailing: a review and directions for future research Cover Page

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Investigating Category Pricing Behavior at a Retail Chain Cover Page

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How retailer and competitor decisions drive the long-term effectiveness of manufacturer promotions for fast moving consumer goods Cover Page

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The benefits of manufacturer brands to retailers Cover Page

Sales promotions and channel coordination

Journal of The Academy of Marketing Science, 2010

Consumer sales promotions are usually the result of the decisions of two marketing channel parties, the manufacturer and the retailer. In making these decisions, each party normally follows its own interest: i.e. maximizes its own profit. Unfortunately, this results in a suboptimal outcome for the channel as a whole. Independent profit maximization by channel parties leads to a lack of channel coordination with the implication of leaving money on the table. This may well contribute to the notoriously low profitability of sales promotions. This paper first shows analytically why the suboptimality occurs, and then presents an empirical demonstration, using a unique dataset from an Efficient Consumer Response (ECR) project; ECR is a movement in which parties work together to optimize the distribution channel). In this dataset, actual profit is only a small fraction of potential profit, implying that there is a large degree of suboptimality. It is important that (1) channel parties are aware of this suboptimality; and (2) that they have tools to deal with it. Solutions to the channel coordination problem should ensure that the goals of the individual channel parties are aligned with the goals of the channel as a whole. The paper proposes one particular agreement for this purpose, called proportional discount sharing. Application to the ECR data shows a win-win result for both the manufacturer and the retailer. Recognition of the channel coordination problem by the manufacturer and the retailer is the necessary starting point for agreeing on a way of solving it in a win-win fashion.

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Sales promotions and channel coordination Cover Page

Development of CdS nanorods of high aspect ratio under hydrothermal conditions with PEG template

Journal of Crystal Growth, 2011

Cadmium sulfide (CdS) one dimensional (1D) nanocrystals were prepared using a polyethylene glycol (PEG) assisted hydrothermal synthesis. X-ray diffraction result confirms that the nanorods are of hexagonal structure and the selected area electron diffraction (SAED) identifies the single crystalline nature of the sample. The sample was systematically characterized by UV-vis absorption, photoluminescence (PL) spectrum, scanning electron microscopy (SEM), transmission electron microscopy (TEM) and thermal analysis. The UV-vis absorption spectrum indicates the narrow size distribution of the CdS nanorods. The absorption band edge is seen shifted to 505 nm than the bulk material and the corresponding band gap is found to be 2.45 eV. The PL emission peak is detected around 550 nm. From SEM and EDX analysis, the morphology of the aggregates and the composition of the obtained product are identified. The TEM micrographs indicate that the CdS nanorods exhibit well defined morphology and high crystalline quality with narrow size distribution of lengths and widths. The TG/DTA traces of the nanopowder show four major stages of weight loss.

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Development of CdS nanorods of high aspect ratio under hydrothermal conditions with PEG template Cover Page

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Sources of brand benefits in manufacturer-reseller B2B relationships Cover Page