Winners and Losers in a Major Price War

中等价位 经济 价格水平 要素价格 市场份额 限价 杂货店 货币经济学 股票价格 预订价格 营销 业务 微观经济学 财务 系列(地层学) 古生物学 生物
作者
Harald J. van Heerde,Els Gijsbrechts,Koen Pauwels
出处
期刊:Journal of Marketing Research [SAGE]
卷期号:45 (5): 499-518 被引量:171
标识
DOI:10.1509/jmkr.45.5.499
摘要

Although retail price wars have received much business press and some research attention, it is unclear how they affect consumer purchase behavior. This article studies an unprecedented price war in Dutch grocery retailing that started in fall 2003, initiated by the market leader to halt its sliding market share. The authors investigate the short- and long-term effects of the price war on store visits, on spending, and on the sensitivity of these decisions to weekly prices and price image. They use a unique data set with consumer hand-scan and perceptual data for a national panel of 1821 households, covering two years before and two years after the price war started. Although the price war initially entailed more shopping around and increased spending, spending per visit ultimately dropped because consumers redistributed their purchases across stores. The price war made consumers more sensitive to weekly prices and price image, which helped both the chain that showed an improvement in price image (the price war initiator) and the chains that already had a favorable price image (hard discounters). The price war initiator managed to halt the slide in its market share, and its stock price improved. The losers were the rival mid-level and high-end chains. Unlike the initiator, their price image did not improve, and they suffered from increased price image sensitivity. The authors provide managerial implications for firms that are (or about to be) involved in a price war.

科研通智能强力驱动
Strongly Powered by AbleSci AI
更新
大幅提高文件上传限制,最高150M (2024-4-1)

科研通是完全免费的文献互助平台,具备全网最快的应助速度,最高的求助完成率。 对每一个文献求助,科研通都将尽心尽力,给求助人一个满意的交代。
实时播报
刚刚
霸气的幼蓉完成签到,获得积分10
刚刚
刚刚
小马甲应助迅哥采纳,获得10
1秒前
狂野的山雁完成签到,获得积分10
1秒前
1秒前
LMH完成签到,获得积分10
2秒前
传奇3应助朱少采纳,获得10
2秒前
DQY完成签到,获得积分10
2秒前
SSDlk完成签到,获得积分10
4秒前
albertxin发布了新的文献求助10
4秒前
4秒前
5秒前
星辰大海应助淡淡尔容采纳,获得10
5秒前
5秒前
彩色若完成签到,获得积分10
6秒前
香蕉觅云应助向灵安采纳,获得30
6秒前
合适小蘑菇完成签到,获得积分20
6秒前
6秒前
6秒前
MorningStar应助DQY采纳,获得10
7秒前
7秒前
8秒前
机智灵薇完成签到,获得积分10
8秒前
ding应助一口一个小朋友采纳,获得10
8秒前
大气沅发布了新的文献求助10
8秒前
Ava应助Taylor采纳,获得10
9秒前
10秒前
努力搞科研完成签到,获得积分10
10秒前
辛普森完成签到,获得积分10
11秒前
迷路的懒熊完成签到,获得积分10
11秒前
上官若男应助雨淋沐风采纳,获得10
13秒前
科目三应助静静采纳,获得10
13秒前
慕青应助东晓采纳,获得10
13秒前
万幸鹿发布了新的文献求助10
13秒前
yn发布了新的文献求助30
14秒前
调研昵称发布了新的文献求助10
14秒前
14秒前
14秒前
15秒前
高分求助中
The late Devonian Standard Conodont Zonation 2000
Nickel superalloy market size, share, growth, trends, and forecast 2023-2030 2000
The Lali Section: An Excellent Reference Section for Upper - Devonian in South China 1500
Smart but Scattered: The Revolutionary Executive Skills Approach to Helping Kids Reach Their Potential (第二版) 1000
Very-high-order BVD Schemes Using β-variable THINC Method 830
Mantiden: Faszinierende Lauerjäger Faszinierende Lauerjäger 800
PraxisRatgeber: Mantiden: Faszinierende Lauerjäger 800
热门求助领域 (近24小时)
化学 医学 生物 材料科学 工程类 有机化学 生物化学 物理 内科学 纳米技术 计算机科学 化学工程 复合材料 基因 遗传学 催化作用 物理化学 免疫学 量子力学 细胞生物学
热门帖子
关注 科研通微信公众号,转发送积分 3248024
求助须知:如何正确求助?哪些是违规求助? 2891212
关于积分的说明 8266791
捐赠科研通 2559415
什么是DOI,文献DOI怎么找? 1388257
科研通“疑难数据库(出版商)”最低求助积分说明 650711
邀请新用户注册赠送积分活动 627641