The authors examine the relative importance of temporary price reductions, display alternatives, and newspaper advertising to unit sales of supermarket products. The research was conducted as an in-store pricing experiment characterized by a factorial design.
Get full access to this article
View all access options for this article.
References
1.
BarclayWilliam D. (1969), “Factorial Design in a Pricing Experiment,”Journal of Marketing Research, 6(November), 427–9.
2.
BennettSidney, and WilkinsonJ. B. (1974), “Price-Quantity Relationships and Price Elasticity Under In-Store Experimentation,”Journal of Business Research, 2(January), 27–38.
3.
BrownWilliam M., and TuckerW. T. (1961), “Vanishing Shelf Space,”The Atlanta Economic Review, 9(October), 9–16, 23.
4.
Business Week (May 5, 1980), “Market Research by Scanner,”113, 116.
5.
CampbellDonald, and StanleyJ. C. (1963), Experimental and Quasi Experimental Designs for Research.Chicago: Rand McNally, 5–6.
6.
Chain Store Age Executive (July 1976), “TV Fights Papers for Retailer Ads,”13–15.
7.
Chain Store Age Executive (February 1977), “Is Type Size Key Factor in Ads?”12.
8.
ChevalierMichel (1975), “Increase in Sales Due to In-Store Display,”Journal of Marketing Research, 12(November), 426–31.
9.
ChevalierMichel (1975–1976), “Substitution Patterns as a Result of Display in the Product Category,”Journal of Retailing, 51(Winter), 65–72, 88.
10.
CochranWilliam G. (1957), “Analysis of Covariance: Its Nature and Uses,”Biometrics, 13(September), 261–81.
11.
CoxKeith K. (1964), “The Responsiveness of Food Sales to Shelf Space Changes in Supermarkets,”Journal of Marketing Research, 2(May), 63–7.
12.
CoxKeith K. (1970), “The Effect of Shelf Space Upon Sales of Branded Products,”Journal of Marketing Research, 7(February), 55–8.
13.
CurhanRonald C. (1974), “The Effects of Merchandising and Temporary Promotional Activities on the Sales of Fresh Fruits and Vegetables in Supermarkets,”Journal of Marketing Research, 11(August), 286–94.
14.
CurhanRonald C. (1972), “The Relationship Between Shelf Space and Unit Sales in Supermarkets,”Journal of Marketing Research, 9(November), 406–12.
15.
CurhanRonald C. (1973), “Shelf Space Allocation and Profit Maximization in Mass Retailing,”Journal of Marketing, 37(July) 54–60.
16.
DoylePeter (1977), “Experimental Methods in Retailing: An Assessment,” in Consumer and Industrial Buying Behavior, WoodsideArch, and BennettPeter, and ShethJagdish, eds. New York: Elsevier-North Holland, 251–64.
17.
DoylePeter, and FenwickI. (1975a), “An Experimental Design for Measuring Advertising Payoff,”Operational Research Quarterly, 26:4, 693–702.
18.
DoylePeter, and FenwickI. (1975b), “Planning and Estimation in Advertising,”Journal of Marketing Research, 12(February), 1–6.
19.
DoylePeter, and Zeki GidengilB. (1977), “A Review of In-Store Experiments,”Journal of Retailing, 53(Summer), 47–62.
20.
FrankRonald E., and MassyWilliam F. (1967), “Effects of Short-Term Promotional Strategy on Selected Segments,” in Promotional Decisions Using Mathematical Models, RobinsonPatrick M., ed. Boston: Allyn and Bacon, 147–225.
21.
FrankRonald E., and MassyWilliam F. (1970), “Shelf Position and Space Effects on Sales,”Journal of Marketing Research, 1(February), 59–66.
22.
FrankRonald E., and MassyWilliam F. (1971), “The Effect of Retail Promotional Activities on Sales,”Decision Sciences, 2(October), 405–31.
23.
HarrisDouglas H. (1958), “The Effect of Display Width in Merchandising Soap,”Journal of Applied Psychology, 42:4, 283–4.
24.
HawkinsEdward R. (1957), “Methods of Estimating Demand,”Journal of Marketing, 21(April), 428–38.
25.
HirschmanElizabeth, and StampflRonald (1980), “Retail Research: Problems, Potentials and Priorities,” in Competitive Structure in Retail Markets, HirschmanE., and StampflR., eds. Chicago: American Marketing Association, 68–77.
26.
HoofnagleWilliam S. (1965), “Experimental Designs in Measuring the Effectiveness of Promotion,”Journal of Marketing Research, 2(May), 154–62.
27.
HubbardCharles W. (1969–1970), “The ‘Shelving’ of Increased Sales,”Journal of Retailing, 45(Winter), 75–84.
28.
JacobyJ., and OlsonJerry, and HaddockR. A. (1971), “Price, Brand Name, and Product Composition Characteristics as Determinants of Perceived Quality,”Journal of Applied Psychology, 55(December), 570–9.
29.
KotzanJeffrey A., and EvansonRobert V. (1969), “Responsiveness of Drug Store Sales to Shelf Space Allocations,”Journal of Marketing Research, 6(November), 465–9.
30.
LindquestE. F. (1956), Design and Analysis of Experiments in Psychology and Education.Boston: Houghton Mifflin Company, 214.
31.
Marketing News (November 18, 1977), “Collens of Ralphs Says, Grocery Checkout Scanner is Valued Research, Marketing Tool,”11:1, 12.
32.
MasonJ. Barry, and WilkinsonJ. B. (1978), “Addendum: Are Supermarket Advertisements Designed to Deceive Customers,”Journal of Advertising, 1(Winter), 56–9, 47.
33.
MonroeKent (1973), “Buyers’ Subjective Perceptions of Price,”Journal of Marketing Research, 10(February), 70–80.
34.
MonroeKent (1977), “Objective and Subjective Contextual Influences on Price Perception,” in Consumer and Industrial Buying Behavior, WoodsideArch, and BennettPeter, and ShethJagdish, eds. New York: Elsevier-North Holland, 287–96.
35.
OlsonJerry (1972), “Cue Utilization in the Quality Perception Process: A Cognitive Model and Experimental Test,” unpublished dissertation, Purdue University.
36.
OlsonJerry (1977), “Price as an Information Cue: Effects of Product Evaluations,” in Consumer and Industrial Buying Behavior, WoodsideArch, and BennettPeter, and ShethJagdish, eds. New York: Elsevier-North Holland, 267–86.
37.
PessimierEdward (1960), “An Experimental Method for Estimating Demand,”Journal of Business, 33(October), 373–83.
38.
QuandtRichard (1964), “Estimating Advertising Effectiveness: Some Pit Falls in Econometric Methods,”Journal of Marketing Research, 1(May), 60–9.
39.
SoltanFrank (1977), “Calls Scanning Tops as Market Study Aid,”Supermarket News (October 17), 26, 28.
40.
Supermarket News (June 13, 1977), “2 of 3 Purchasing Decisions Still Made in Store, Study Finds,”4.
41.
SzybilloG. J., and JacobyJ. (1972), “The Relative Effects of Price, Store Image, and Intrinsic Product Differences on Product Quality Evaluation,” in Proceedings of the Association for Consumer Research, VenkatesanM., ed. Iowa City: Association for Consumer Research, 180–6.
42.
WhitmanR. H. (1968), “Demand Functions for Merchandise at Retail,” in Studies in Mathematical Economics and Econometrics, LangeOscar, and McIntyreFrancis, and YntemaTheodore O., eds. Freeport, NY: Books for Libraries Press, 208–21.
43.
WinerB. J. (1962), Statistical Principles in Experimental Design.New York: McGraw-Hill Book Company, 384–8.
44.
WoodsideArch G., and Taylor SimsJ. (1964), “Retail Experiment in Pricing a New Product,”Journal of Retailing, 50(Fall), 56–65.
45.
WoodsideArch G., and WaddleGerald L. (1975), “Sales Effects of In-Store Advertising,”Journal of Marketing Research, 15(June), 29–33.