Measuring the Dynamic Effects of Promotions on Brand Choice

Adaptation-Level Theory

1965 • 2,566 citations

A Logit Model of Brand Choice Calibrated on Scanner Data

1983 • 1,834 citations

Consumer behavior and marketing action

1987 • 1,305 citations

A Probabilistic Choice Model for Market Segmentation and Elasticity Structure

1989 • 1,264 citations

Impact of Sales Promotions on when, what, and how Much to Buy

1988 • 983 citations

Brand Loyalty: Measurement and Management

1978 • 983 citations

A Reference Price Model of Brand Choice for Frequently Purchased Products

1986 • 950 citations

Sales Promotion: Concepts, Methods and Strategies

1990 • 867 citations

An Empirical Analysis of the Relationship Between Brand Loyalty and Consumer Price Elasticity

1991 • 453 citations

Consumer Promotions and the Acceleration of Product Purchases

1985 • 419 citations

Multinomial probit: The theory and its application to demand forecasting

1981 • 382 citations

Impact of Deals and Deal Retraction on Brand Switching

1978 • 373 citations

Brand Choice, Purchase Incidence, and Segmentation: An Integrated Modeling Approach

1992 • 324 citations

Investigating Heterogeneity in Brand Preferences in Logit Models for Panel Data

1991 • 323 citations

Asymmetric Response to Price in Consumer Brand Choice and Purchase Quantity Decisions

1992 • 279 citations

A Model of Brand Choice and Purchase Quantity Price Sensitivities

1988 • 278 citations

Journal of Marketing Research

2010 • 264 citations

The Effects of a Direct Mail Coupon on Brand Choice Behavior

1987 • 251 citations

The Relationship Between Market Characteristics and Promotional Price Elasticities

1989 • 244 citations

Modeling Multiple Sources of Heterogeneity in Multinomial Logit Models: Methodological and Managerial Issues

1993 • 238 citations

Reference Effects of Price and Promotion on Brand Choice Behavior

1989 • 216 citations

An Alternative Explanation for Lower Repeat Rates after Promotion Purchases

1989 • 171 citations

Promotion management and marketing communications

1990 • 166 citations

Effect of Dealing Patterns on Consumer Perceptions of Deal Frequency and Willingness to Pay

1991 • 162 citations

Effects of Retraction of Price Promotions on Brand Choice Behavior for Variety-Seeking and Last-Purchase-Loyal Consumers

1990 • 152 citations

Multinomial Probit and Qualitative Choice: A Computationally Efficient Algorithm

1977 • 133 citations

Mastering the Mix: Do Advertising, Promotion, and Sales Force Activities Lead to Differentiation?

1994 • 132 citations

A Model of Balanced Choice Behavior

1987 • 110 citations

A Model for Evaluating the Profitability of Coupon Promotions

1983 • 104 citations

Modelling the Effectiveness and Profitability of Trade Promotions

1987 • 98 citations

A Pooled Cross‐Section Time Series Model of Coupon Promotions

1978 • 88 citations

Estimating Nonlinear Parameters in the Multinomial Logit Model

1992 • 77 citations

A Probit Model of Choice Dynamics

1992 • 70 citations

An Investigation of the Accuracy of the Clark Approximation for the Multinomial Probit Model

1982 • 63 citations

Individual differences in response to consumer promotions

1991 • 61 citations

Promotional Decisions Using Mathematical Models

1969 • 38 citations

Short Term Price and Dealing Effects in Selected Market Segments

1965 • 38 citations

Patterns of Buyer Behavior: Time for a New Approach?

1969 • 21 citations