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Articles 181 - 185 of 185
Full-Text Articles in Marketing
Market Power And Performance: A Cross-Industry Analysis Of Manufacturers And Retailers, Kusum L. Ailawadi, Norm Borin, Paul W. Farris
Market Power And Performance: A Cross-Industry Analysis Of Manufacturers And Retailers, Kusum L. Ailawadi, Norm Borin, Paul W. Farris
Marketing
Two recent studies of manufacturer and retailer profitability in the food industry have raised questions about whether the widely cited, but empirically untested, shift of power from manufacturers to retailers has really occurred. Has the marketing community been operating under a misconception or are these studies flawed? This paper uses more complete measures of exercised and potential market power and a broader sample of industries and retail classes to address this critical question. Not only do our measures have strong theoretical grounding in the industrial organization, finance and accounting literature, they incorporate in them the impact of actions that have …
A Sensitivity Analysis Of Retailer Shelf Management Models, Norm A. Borin, Paul Farris
A Sensitivity Analysis Of Retailer Shelf Management Models, Norm A. Borin, Paul Farris
Marketing
A shelf management model was developed to assist retailers with the decision of which products to stock and how much space to allocate to those products. Due to the non-linearities in the formulation a closed form solution is not possible. Borin, et al. develop a search heuristic based on simulated annealing and compare the solution against a known optimum. A barrier to the use of such models is the fact that managers typically do not have access to error-free estimates of the parameters required for the model construction (shelf elasticities, search loyalty, and consumer preferences). In this article we analyze …
A Model For Determining Retail Product Category Assortment And Shelf Space Allocation, Norm Borin, Paul W. Farris, James R. Freeland
A Model For Determining Retail Product Category Assortment And Shelf Space Allocation, Norm Borin, Paul W. Farris, James R. Freeland
Marketing
We develop a category management model to aid retailers in the space constrained decisions of which products to stock (assortment) and how much shelf space to allocate to those products. The model is formulated as a constrained optimization problem with two basic decision variables: assortment and allocation of space to the items in the assortment. The non-linearities in the objective function and the zero-one decision variables disallow a closed form solution. We develop a heuristic solution procedure based on simulated annealing and test it on a problem with a known optimum. We also apply the technique to a larger problem …
A Pilot Test Of Discrimination In The Japanese Distribution System, Norm A. Borin, Cynthia Van Vranken, Paul W. Farris
A Pilot Test Of Discrimination In The Japanese Distribution System, Norm A. Borin, Cynthia Van Vranken, Paul W. Farris
Marketing
Japanese trade practices continue to receive a great deal of discussion in both academic and trade circles. Foreign manufacturers of consumer goods believe that Japanese channel members do not provide foreign goods with the same level of support that domestic goods receive. Unfortunately, this has been difficult to validate since the level of analysis usually neglects merchandising support at the store level-where the success or failure of a product is often determined. A pilot study was conducted to develop a methodology that compared the relative levels of distribution and merchandising support for foreign and domestic brands. An intensive analysis of …
An Empirical Comparison Of Direct Product Profit And Existing Measures Of Sku Productivity, Norm Borin, Paul Farris
An Empirical Comparison Of Direct Product Profit And Existing Measures Of Sku Productivity, Norm Borin, Paul Farris
Marketing
DPP (direct product profitability) has been heralded as one of the more important advances in supermarket shelf management, yet its acceptance by managers in the industry has been slow. Not only is DPP complex and expensive to calculate, but some question exists about whether decisions based on DPP are different from those based on traditional criteria such as gross margin and movement. A data base of nine dry-grocery categories is used here to compare DPP with other SKU indices. DPP is shown to lead to significantly different rankings in some categories, but not all. A Merchandising Attractiveness Index (MAl) is …