Marketing_Management_14th_Edition-min

Cosmetics,” Journal of Economic Psychology 19
(January 1998), pp. 107–31.
23. Mark Stiving and Russell S. Winer, “An Empirical
Analysis of Price Endings with Scanner Data,” Journal
of Consumer Research 24 (June 1997), pp. 57–68.
24. Eric T. Anderson and Duncan Simester, “Effects of $9
Price Endings on Retail Sales: Evidence from Field
Experiments,” Quantitative Marketing and Economics 1
(March 2003), pp. 93–110.
25. Eric Anderson and Duncan Simester, “Mind Your
Pricing Cues,” Harvard Business Review, September
2003, pp. 96–103.
26. Robert M. Schindler and Patrick N. Kirby, “Patterns of
Rightmost Digits Used in Advertised Prices:
Implications for Nine-Ending Effects,” Journal of
Consumer Research 24 (September 1997),
pp. 192–201.
27. Anderson and Simester, “Mind Your Pricing Cues,”
Harvard Business Review, September 2003,
pp. 96–103.
28. Ibid.
29. Daniel J. Howard and Roger A. Kerin, “Broadening the
Scope of Reference-Price Advertising Research: A
Field Study of Consumer Shopping Involvement,”
Journal of Marketing 70 (October 2006), pp. 185–204.
30. Robert C. Blattberg and Kenneth Wisniewski,
“Price-Induced Patterns of Competition,” Marketing
Science 8 (Fall 1989), pp. 291–309; Katherine
N. Lemon and Stephen M. Nowlis, “Developing
Synergies between Promotions and Brands in
Different Price-Quality Tiers,” Journal of Marketing
Research 39 (May 2002), pp. 171–85; but see also,
Serdar Sayman, Stephen J. Hoch, and Jagmohan
S. Raju, “Positioning of Store Brands,” Marketing
Science 21 (Fall 2002), pp. 378–97.
31. Shantanu Dutta, Mark J. Zbaracki, and Mark Bergen,
“Pricing Process as a Capability: A Resource-Based
Perspective,” Strategic Management Journal 24
(July 2003), pp. 615–30.
32. “To All iPhone Customers,” Apple Inc., www.apple.com/
hotnews/openiphoneletter; Gary F. Gebhardt, “Price
Skimming’s Unintended Consequences,” Marketing
Science Institute Working Paper Series, MSI Report
No. 09-109.
33. Michael Silverstein and Neil Fiske, Trading Up: The
New American Luxury (New York: Portfolio, 2003).
34. Christopher Lawton, “A Liquor Maverick Shakes Up
Industry with Pricey Brands,” Wall Street Journal, May
21, 2003.
35. Timothy Aeppel, “Seeking Perfect Prices, CEO Tears
Up the Rules,” Wall Street Journal, March 27, 2007.
36. Florian Zettelmeyer, Fiona Scott Morton, and Jorge
Silva-Risso, “How the Internet Lowers Prices: Evidence
from Matched Survey and Automobile Transaction
Data,” Journal of Marketing Research 43 (May 2006),
pp. 168–81; Jeffrey R. Brown and Austan Goolsbee,
“Does the Internet Make Markets More Competitive?
Evidence from the Life Insurance Industry,” Journal
of Political Economy 110 (October 2002),
pp. 481–507.
37. Joo Heon Park and Douglas L. MacLachlan,
“Estimating Willingness to Pay with Exaggeration Bias-
Corrected Contingent Valuation Method,” Marketing
Science 27 (July–August 2008), pp. 691–98.
38. Walter Baker, Mike Marn, and Craig Zawada, “Price
Smarter on the Net,” Harvard Business Review,
February 2001, pp. 122–27.
39. Brian Bergstein, “The Price Is Right,” Associated Press,
April 29, 2007.
40. Thomas T. Nagle and Reed K. Holden, The Strategy
and Tactics of Pricing, 3rd ed. (Upper Saddle River,
NJ: Prentice Hall, 2002).
41. For a summary of elasticity studies, see Dominique
M. Hanssens, Leonard J. Parsons, and Randall L.
Schultz, Market Response Models: Econometric
and Time Series Analysis (Boston: Kluwer, 1990),
pp. 187–91.
42. Tammo H. A. Bijmolt, Harald J. Van Heerde, and Rik G.
M. Pieters, “New Empirical Generalizations on the
Determinants of Price Elasticity,” Journal of Marketing
Research 42 (May 2005), pp. 141–56.
43. William W. Alberts, “The Experience Curve Doctrine
Reconsidered,” Journal of Marketing 53 (July 1989),
pp. 36–49.
44. Michael Sivy, “Japan’s Smart Secret Weapon,”
Fortune, August 12, 1991, p. 75.
45. Joseph Weber, “Over a Buck for Dinner? Outrageous,”
BusinessWeek, March 9, 2009, p. 57.
46. Reena Jane, “From India, the Latest Management
Fad,” Bloomberg BusinessWeek, December 14, 2009,
p. 57; Julie Jargon, “General Mills Takes Several Steps
to Combat High Commodity Costs,” Wall Street
Journal, September 20, 2007; Mina Kimes, “Cereal
Cost Cutters,” Fortune, November 10, 2008, p. 24.
47. Jack Ewing, “The Next Wal-Mart?” BusinessWeek,
April 26, 2004, pp. 60–62; “German Discounter Aldi
Aims to Profit from Belt-Tightening in US,” DW
World.de, www.dw-world.de, January 15, 2009; Aldi,
www.aldi.com.
48. “Green Works Natural Cleaners and Sierra Club
Celebrate Two Year Anniversary; Doubling of
Natural Cleaning Category,” Green Works,
www.greenworkscleaners.com, June 28, 2010; “This or
That? Clorox Greenworks Cleaning Up in the Market
Tip of the Day,” Green Daily, www.greendaily.com,
January 24, 2009; “Annual GMA Award Recognizes
Clorox and Kettle Foods for Innovation and Creativity,”
GMA, www. gmaonline.org/awardssurvey/cpg.cfm,
August 5, 2008.
49. Kusum L. Ailawadi, Donald R. Lehmann, and Scott A.
Neslin, “Market Response to a Major Policy Change in
the Marketing Mix: Learning from Procter & Gamble’s
Value Pricing Strategy,” Journal of Marketing 65
(January 2001), pp. 44–61.
50. Timothy Aeppel, “Seeking Perfect Prices, CEO Tears
Up the Rules,” Wall Street Journal, March 27, 2007;
Endnotes
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