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Strategic Implications of Market Share Attraction Models


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  • Aneel Karnani

    (Graduate School of Business Administration, The University of Michigan, Ann Arbor, Michigan 48109)

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    Market share attraction models, which specify that a firm's market share is equal to the ratio of its "attraction" to the total attraction for all firms, have received increasing attention in recent years. However, there has been little research investigating the practical implications of such models. This paper presents a game-theoretic analysis of such a model and deduces the strategic implications of a Nash equilibrium solution to the model. It is shown that these implications are consistent with previous empirical research in marketing and business policy.

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    Bibliographic Info

    Article provided by INFORMS in its journal Management Science.

    Volume (Year): 31 (1985)
    Issue (Month): 5 (May)
    Pages: 536-547

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    Handle: RePEc:inm:ormnsc:v:31:y:1985:i:5:p:536-547

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    Keywords: marketing: planning/games: group decisions;


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    Cited by:
    1. Wilson, William W. & Yang, Seung-Ryong, 1994. "Impacts of Wheat Export Strategies on Market Shares," Agricultural Economics Reports 23387, North Dakota State University, Department of Agribusiness and Applied Economics.
    2. Souza, Gilvan C., 2004. "Product introduction decisions in a duopoly," European Journal of Operational Research, Elsevier, vol. 152(3), pages 745-757, February.
    3. Li, Yuan & Deng, Shengliang, 1999. "A methodology for competitive advantage analysis and strategy formulation: An example in a transitional economy," European Journal of Operational Research, Elsevier, vol. 118(2), pages 259-270, October.


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