Colección SciELO Chile

Departamento Gestión de Conocimiento, Monitoreo y Prospección
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Dynamic effects of price promotions: field evidence, consumer search, and supply-side implications
Indexado
WoS WOS:000459823100001
Scopus SCOPUS_ID:85054560352
DOI 10.1007/S11129-018-9205-5
Año 2019
Tipo artículo de investigación

Citas Totales

Autores Afiliación Chile

Instituciones Chile

% Participación
Internacional

Autores
Afiliación Extranjera

Instituciones
Extranjeras


Abstract



This paper investigates the dynamic effects of price promotions in a retail setting through the use of a large-scale field experiment varying the promotion depths of 170 products across 17 categories in 10 supermarkets of a major retailer in Chile. In the intervention phase of the experiment, treated customers were exposed to deep discounts (approximately 30%), whereas control customers were exposed to shallow discounts (approximately 10%). In the subsequent measurement phase, the promotion schedule held discount levels constant across groups. We find that treated customers were 22.4% more likely to buy promoted items than their control counterparts, despite facing the same promotional deals. Strikingly, the magnitude of the dynamic effects of price promotions (when promotional depths are equal across conditions) is 61% of the promotional effects induced by offering shallow vs. deep discounts during the intervention phase. The result is robust to other concurrent dynamic forces, including consumer stockpiling behavior and state dependence. We use the experimental variation and historical promotional activities to inform a demand-side model in which consumers search for deals, and a supply-side model in which firms compete for those consumers. We find that small manufacturers can benefit from heightened promotion sensitivity by using promotions to induce future consideration. However, when unit margins are high, heightened promotion sensitivity leads to fierce competition, making all firms worse off.

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Disciplinas de Investigación



WOS
Economics
Business
Social Sciences, Mathematical Methods
Scopus
Marketing
Economics, Econometrics And Finance (Miscellaneous)
SciELO
Sin Disciplinas

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Publicaciones WoS (Ediciones: ISSHP, ISTP, AHCI, SSCI, SCI), Scopus, SciELO Chile.

Colaboración Institucional



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Autores - Afiliación



Ord. Autor Género Institución - País
1 Elberg, Andrés Hombre Universidad Diego Portales - Chile
2 Gardete, Pedro M. Hombre Universidad de Stanford - Estados Unidos
Stanford Graduate School of Business - Estados Unidos
3 Macera, Rosario Hombre Universidad de Los Andes, Chile - Chile
4 Noton, Carlos Hombre Universidad de Chile - Chile

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Financiamiento



Fuente
Institute for Research in Market Imperfections and Public Policy
Institute for Research in Market Imperfections and Public Policy, ICM

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Agradecimientos



Agradecimiento
We thank Eva Ascarza, Bryan Bollinger, JP Dube, Wes Hartmann, Avery Haviv, Przemyslaw Jeziorski, Carl Mela, Ilya Morozov, Harikesh Nair, Duncan Simester, Miguel Villas-Boas, and the review team for helpful comments, as well participants in research seminars at Pontificia Universidad Catolica de Chile, Santa Clara University, UC Berkeley, Universidad Diego Portales, and at the Marketing Science Conference, QME Conference, SICS, the UCSD Rady Field Experimentation Conference, and the Workshop in Consumer Analytics. The outstanding research assistance by Claudio Palominos and Breno Vieira is gratefully acknowledged. Noton acknowledges financial support from the Institute for Research in Market Imperfections and Public Policy, ICM IS130002.
We thank Eva Ascarza, Bryan Bollinger, JP Dubé, Wes Hartmann, Avery Haviv, Przemyslaw Jeziorski, Carl Mela, Ilya Morozov, Harikesh Nair, Duncan Simester, Miguel Villas-Boas, and the review team for helpful comments, as well participants in research seminars at Pontificia Universidad Católica de Chile, Santa Clara University, UC Berkeley, Universidad Diego Portales, and at the Marketing Science Conference, QME Conference, SICS, the UCSD Rady Field Experimentation Conference, and the Workshop in Consumer Analytics. The outstanding research assistance by Claudio Palominos and Breno Vieira is gratefully acknowledged. Noton acknowledges financial support from the Institute for Research in Market Imperfections and Public Policy, ICM IS130002.

Muestra la fuente de financiamiento declarada en la publicación.