Marketing_Management_14th_Edition-min

72. For an interesting discussion of a quantity surcharge,
see David E. Sprott, Kenneth C. Manning, and Anthony
Miyazaki, “Grocery Price Settings and Quantity
Surcharges,” Journal of Marketing 67 (July 2003),
pp. 34–46.
73. Michael V. Marn and Robert L. Rosiello, “Managing
Price, Gaining Profit,” Harvard Business Review,
September–October 1992, pp. 84–94. See also,
Kusum L. Ailawadi, Scott A. Neslin, and Karen Gedenk,
“Pursuing the Value-Conscious Consumer: Store
Brands versus National-Brand Promotions,” Journal of
Marketing 65 (January 2001), pp. 71–89; Gerard
J. Tellis, “Tackling the Retailer Decision Maze: Which
Brands to Discount, How Much, When, and Why?”
Marketing Science 14 (Summer 1995), pp. 271–99.
74. Michael J. Barone and Tirthankar Roy, “Does
Exclusivity Always Pay Off? Exclusive Price
Promotions and Consumer Response,” Journal of
Marketing 74 (March 2010), pp. 121–32.
75. Jay E. Klompmaker, William H. Rogers, and Anthony
E. Nygren, “Value, Not Volume,” Marketing
Management (May–June 2003), pp. 45–48; Lands’ End,
www.landsend.com, June 23, 2010.
76. Peter Burrows and Olga Kharif, “Can AT&T Tame the
iHogs,” Bloomberg BusinessWeek, December 28, 2009
and January 4, 2010, pp. 21–22.
77. Ramarao Deesiraju and Steven M. Shugan, “Strategic
Service Pricing and Yield Management,” Journal of
Marketing 63 (January 1999), pp. 44–56; Robert
E. Weigand, “Yield Management: Filling Buckets,
Papering the House,” Business Horizons 42
(September–October 1999), pp. 55–64.
78. Charles Fishman, “Which Price Is Right?” Fast
Company, March 2003, pp. 92–102; Bob Tedeschi,
“E-Commerce Report,” New York Times, September
2, 2002; Faith Keenan, “The Price Is Really Right,”
BusinessWeek, March 31, 2003, pp. 62–67; Peter
Coy, “The Power of Smart Pricing,” BusinessWeek,
April 10, 2000, pp. 160–64. For a review of some
seminal work linking pricing decisions with
operational insights, see Moritz Fleischmann, Joseph
M. Hall, and David F. Pyke, “Research Brief: Smart
Pricing,” MIT Sloan Management Review (Winter
2004), pp. 9–13.
79. Mike France, “Does Predatory Pricing Make Microsoft
a Predator?” BusinessWeek, November 23, 1998,
pp. 130–32. Also see Joseph P. Guiltinan and Gregory
T. Gundlack, “Aggressive and Predatory Pricing: A
Framework for Analysis,” Journal of Advertising 60
(July 1996), pp. 87–102.
80. For more information on specific types of price
discrimination that are illegal, see Henry Cheeseman,
Business Law, 6th ed. (Upper Saddle River, NJ:
Prentice Hall, 2007).
81. Bob Donath, “Dispel Major Myths about Pricing,”
Marketing News, February 3, 2003, p. 10. For an
interesting historical account, see Meghan R. Busse,
Duncan I. Simester, Florian Zettelmeyer, “‘The Best
Price You’ll Ever Get’: The 2005 Employee Discount
Pricing Promotions, in the U.S. Automobile Industry,”
Marketing Science 29 (March–April 2010), pp. 268–90.
82. Harald J. Van Heerde, Els Gijsbrechts, and Koen
Pauwels, “Winners and Losers in a Major Price War,”
Journal of Marketing Research 45 (October 2008),
pp. 499–518.
83. For a classic review, see Kent B. Monroe, “Buyers’
Subjective Perceptions of Price,” Journal of
Marketing Research 10 (February 1973), pp. 70–80.
See also, Z. John Zhang, Fred Feinberg, and
Aradhna Krishna, “Do We Care What Others Get?
A Behaviorist Approach to Targeted Promotions,”
Journal of Marketing Research 39 (August 2002),
pp. 277–91.
84. Margaret C. Campbell, “Perceptions of Pricing
Unfairness: Antecedents and Consequences,” Journal
of Marketing Research 36 (May 1999), pp. 187–99.
85. Lan Xia, Kent B. Monroe, and Jennifer L. Cox, “The
Price Is Unfair! A Conceptual Framework of Price
Fairness Perceptions,” Journal of Marketing 68
(October 2004), pp. 1–15; Eric T. Anderson and
Duncan Simester, “Does Demand Fall when Customers
Perceive That Prices Are Unfair? The Case of Premium
Pricing for Larger Sizes,” Marketing Science 27
(May–June 2008), pp. 492–500.
86. Eric Mitchell, “How Not to Raise Prices,” Small
Business Reports, November 1990, pp. 64–67.
87. Nirmalya Kumar, “Strategies to Fight Low-Cost Rivals,”
Harvard Business Review (December 2006): 104–12.
See also Michael F. Porter, Competitive Strategy:
Techniques for Analyzing Industries and Competitors
(New York: Free Press, 1980); Adrian Ryans, Beating
Low Cost Competition: How Premium Brands Can
Respond to Cut-Price Rivals (West Sussex, England:
John Wiley & Sons, 2008); Jack Neff, “How the
Discounters Hurt Themsleves,” Advertising Age,
December 10, 2007, p. 12.
Chapter 15
1. Gloria Goodale, “Netflix: From Movies in the Mall to
Movies on Demand?” Christian Science Monitor,
September 1, 2006, p. 11; Timothy J. Mullaney,
“The Mail Order House That Clobbered Blockbuster,”
BusinessWeek, June 5, 2006, pp. 56–57; Jefferson
Graham, “Netflix Is Still Renting Strong,” USA Today,
July 1, 2009, p. 2B; Ronald Grover, Adam Satariano,
and Ari Levy, “Honest, Hollywood, Netflix Is Your
Friend,” Bloomberg BusinessWeek, January 11, 2010,
pp. 54–55; Michael V. Copeland, “Tapping Tech’s
Beautiful Minds,” Fortune, October 12, 2009,
pp. 35–36; Clive Thompson, “If You Liked This, Sure
to Love That,” New York Times, November 21, 2008;
Jessica Mintz, “Redbox Machines Take on Netflix’s
Red Envelope,” USA Today, June 22, 2009; Michael
Kraus, “How Redbox Is Changing Retail,” Marketing
News, November 15, 2009, p. 23.
2. Anne T. Coughlan, Erin Anderson, Louis W. Stern, and
Adel I. El-Ansary, Marketing Channels, 7th ed. (Upper
Saddle River, NJ: Prentice Hall, 2007).
Endnotes
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