The Buyers’ Market and Soviet Consumer Goods Distribution

Distribution channel choice in a market with complementary goods

In many market situations such as in shopping centers, grocery stores, industrial-goods distributors, and ‘full-line manufacturers’ we see the marketing and distribution of complementary products. Sometimes the distribution function is handled by the manufacturer himself, and sometimes it is spun off to an independent distributor or middleman. This paper presents an economics-based model which ...

Overcoming the barriers to the market performance of green consumer goods

Environmentally-friendly (“green”) products face a unique set of market barriers. I develop a dynamic model of observational learning and costly search wherein a green consumer product enters a market to challenge an established “dirty” product. Purchase decisions depend on price and quality differences, consumers’ willingness-to-pay to protect the environment, and the cost of obtaining informa...

Going to Market in China How Consumer Goods Companies Can Find Optimum Profits in the New Consumer Marketplace

Predicting Market Responses with a Neural Network: the Case of Fast Moving Consumer Goods

Market response modeling is well covered in the marketing literature. However, much less research has been undertaken in the use of neural networks for market response modeling. In this paper experiments are described to t neural networks to a data set taken from a fast moving consumer goods market. The neural network approach is compared with several other possible models. We focus on the out ...

Exclusive Dealing and the Market Power of Buyers

This paper examines the e¤ects of exclusive dealing contracts o¤ered by an incumbent distributor. The e¤ectiveness of exclusive dealing contracts o¤ered by distributors is quite di¤erent from those o¤ered by incumbent manufacturers. The traditional literature has focused solely on exclusive dealing contracts made by incumbent manufacturers and has derived multiple equilibria within homogeneous ...