TITLE

QUANTITY DISCOUNTS: MANAGERIAL ISSUES AND RESEARCH OPPORTUNITIES: REPLY

AUTHOR(S)
Dolan, Robert J.
PUB. DATE
January 1987
SOURCE
Marketing Science;Winter87, Vol. 6 Issue 1, p24
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
The author is of course, pleased that a practitioner of Jack Frey's experience and insight found his paper of interest. In his view, DuPont is the home of some of the most innovative pricing work in industry. Most academics know of DuPont's "value-in-use" research which Irv Gross has shared with them at a number of conferences. In parallel with the research published here, He began a research project with two colleagues to develop answers to these questions. In Thomas Bonoma, Victoria Crittenden, and Robert J. Dolan, they report the results of field investigations in a variety of industries to shed light on these questions. While they were able to find some common threads, the finding I wish to cite in reply to Jack Frey is that: "The significant variation in what managers are most concerned about signals limited managerial attention to, interest in, and use of "general purpose" pricing prescriptions academics strive to establish." With respect to the specifics of his work published here, the extensions suggested by Frey are fruitful areas.
ACCESSION #
4481110

 

Related Articles

  • Annual Review of Marketing editors report enthusiasm, quality, progress.  // Marketing News;11/18/77, Vol. 11 Issue 10, p1 

    The article presents information about a new marketing magazine called "Annual Review of Marketing." Gerald Zaltman and Thomas V. Bonoma, professors of the University of Pittsburgh, are the editors of the magazine. The first issue of the magazine is scheduled to appear in the month of March...

  • Percentage miscalculations occur when change in base overlooked. Semon, Thomas T. // Marketing News;2/1/2005, Vol. 39 Issue 2, p8 

    Addresses several issues related to price discounts and marketing strategies. Errors with regards to discount calculation; Result of a telephone survey conducted by a retailer regarding the shopping patterns and attitudes of consumers.

  • MARKET DATA.  // Caterer & Hotelkeeper;3/4/2011, Vol. 201 Issue 4667, p11 

    The article reports on a research by KPMG which has claimed that hospitality operators that continue to discount in the wake of rising input costs are facing reduced profits.

  • NEW RESEARCH SHOWS MORE GAINS FOR DISCOUNTERS But lack of Irish product still an issue for consumers.  // Checkout;Jul2009, Vol. 35 Issue 7, p8 

    The article reports that Nielsen Consumer Research shows more gains for discounters in Ireland. The research indicates that discounters are perceived to be the lowest price store in the market. Meanwhile, the Consumer Intelligence survey of Empathy Research suggests that more shoppers will...

  • The relationship between retail price promotions and regular price purchases. Mulhern, Francis J.; Padgett, Daniel T. // Journal of Marketing;Oct95, Vol. 59 Issue 4, p83 

    Retailers offer temporary price promotions to attract shoppers to stores and encourage them to purchase regular price merchandise. Existing research has found little evidence that price promotions affect regular price sales, possibly because published studies have not directly examined...

  • REVIEW OF MARKETING-1978. Mahajan, Vijay; Peterson, Robert A.; Kerin, Roger // Journal of Marketing;Oct78, Vol. 42 Issue 4, p101 

    The article reviews the book "Review of Marketing--1978," edited by Gerald Zaltman and Thomas Bonoma.

  • New AMA books detail current marketing thought, consumerism.  // Marketing News;8/25/1978, Vol. 12 Issue 4, p3 

    The article presents information on the book "Review of Marketing 1978," coedited by Gerald Zaltman and Thomas V. Bonoma. It includes an overview of the book and its price.

  • The Marketing Edge: Making Strategies Work.  // Marketing News;11/8/1985, Vol. 19 Issue 23, p47 

    The article reviews the book "The Marketing Edge: Making Strategies Work," by Thomas V. Bonoma.

  • Marketing Performance Assessment (Book). Shapiro, Stanley J. // Journal of Marketing;Jan1990, Vol. 54 Issue 1, p135 

    The article presents a review of the book "Marketing Performance Assessment," by Thomas V. Bonoma and Bruce H. Clark.

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics