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Retail Sales: A Study of Pricing Behavior in Supermarkets

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Author Info
Martin Pesendorfer (Yale University)

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Abstract

This article examines temporary price reductions, or sales, on ketchup products in supermarkets in Springfield, Missouri, between 1986 and 1988. The descriptive data analysis indicates that intertemporal demand effects are present. A model of intertemporal pricing in which demand increases with the number of time periods since the last sale is considered and confronted with the data. The estimates indicate that demand increases in the time elapsed since the last sale. The timing of ketchup sales is well explained by the number of time periods since the last sale. Also, competition between retailers for accumulated shoppers influences the sale decision.

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Publisher Info
Article provided by University of Chicago Press in its journal Journal of Business.

Volume (Year): 75 (2002)
Issue (Month): 1 (January)
Pages: 33-66
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Handle: RePEc:ucp:jnlbus:v:75:y:2002:i:1:p:33-66

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  1. Li, Lan & Carman, Hoy F. & Sexton, Richard J., 2006. "Grocery Retailer Pricing Behavior for California Avocados with Implications for Industry Promotion Strategies," 2006 Annual Meeting, August 12-18, 2006, Queensland, Australia 25494, International Association of Agricultural Economists. [Downloadable!]
  2. Sourav Ray & Haipeng Chen & Mark Bergen & Daniel Levy, 2005. "Asymmetric Wholesale Pricing: Theory and Evidence," Macroeconomics 0503021, EconWPA. [Downloadable!]
    Other versions:
  3. Peter Berck & Jennifer Brown & Jeffrey Perloff & Sofia Villas-Boas, 2007. "Sales: Tests of Theories on Causality and Timing," Department of Agricultural & Resource Economics, UC Berkeley, Working Paper Series 1031, Department of Agricultural & Resource Economics, UC Berkeley. [Downloadable!]
    Other versions:
  4. Julio J. Rotemberg, 2004. "Fair Pricing," NBER Working Papers 10915, National Bureau of Economic Research, Inc. [Downloadable!] (restricted)
  5. Minten, Bart, 2007. "The food retail revolution in poor countries: Is it coming or is it over? Evidence from Madagascar," IFPRI discussion papers 719, International Food Policy Research Institute (IFPRI). [Downloadable!]
  6. Li, Lan & Carman, Hoy F. & Sexton, Richard J., 2005. "Grocery Retailer Pricing Behavior for California Avocados with Implications for Industry Promotion Strategies," 2005 Annual meeting, July 24-27, Providence, RI 19498, American Agricultural Economics Association (New Name 2008: Agricultural and Applied Economics Association). [Downloadable!]
  7. Tülin Erdem & Michael Keane & Baohong Sun, 2008. "The impact of advertising on consumer price sensitivity in experience goods markets," Quantitative Marketing and Economics, Springer, vol. 6(2), pages 139-176, June. [Downloadable!] (restricted)
  8. Griffith, Rachel & Nesheim, Lars, 2008. "Household Willingness to Pay for Organic Products," CEPR Discussion Papers 6905, C.E.P.R. Discussion Papers. [Downloadable!] (restricted)
    Other versions:
  9. Judith A. Chevalier & Anil K. Kashyap & Peter E. Rossi, 2000. "Why Don't Prices Rise During Periods of Peak Demand? Evidence from Scanner Data," NBER Working Papers 7981, National Bureau of Economic Research, Inc. [Downloadable!] (restricted)
    Other versions:
  10. Daniel Hosken & David Reiffen, 2004. "How Retailers Determine Which Products Should Go on Sale: Evidence From Store-Level Data," Journal of Consumer Policy, Springer, vol. 27(2), pages 141-177, June. [Downloadable!] (restricted)
  11. Kenn Ariga, 2001. "Hot and Spicy: Ups and Downs on the Price Floor and Ceiling at Japanese Supermarkets," Microeconomics Working Papers 377, East Asian Bureau of Economic Research. [Downloadable!]
  12. Bakucs, Lajos Zoltan & Ferto, Imre, 2009. "Milk Retail Sales Patterns in a Transition Economy. The Case of Hungary," 83rd Annual Conference, March 30-April 1, 2009, Dublin, Ireland 50932, Agricultural Economics Society. [Downloadable!]
  13. Jean-Pierre Dubé & K. Sudhir & Andrew Ching & Gregory Crawford & Michaela Draganska & Jeremy Fox & Wesley Hartmann & Günter Hitsch & V. Viard & Miguel Villas-Boas & Naufel Vilcassim, 2005. "Recent Advances in Structural Econometric Modeling: Dynamics, Product Positioning and Entry," Marketing Letters, Springer, vol. 16(3), pages 209-224, December. [Downloadable!] (restricted)
  14. Matthijs R Wildenbeest, 2009. "An Empirical Model of Search with Vertically Differentiated Products," Working Papers 2009-01, Indiana University, Kelley School of Business, Department of Business Economics and Public Policy. [Downloadable!]
  15. Timothy Richards, 2007. "A nested logit model of strategic promotion," Quantitative Marketing and Economics, Springer, vol. 5(1), pages 63-91, March. [Downloadable!] (restricted)
  16. Richards, Timothy, 2005. "A Nested Logit Model of Strategic Promotion," 2005 Annual meeting, July 24-27, Providence, RI 19336, American Agricultural Economics Association (New Name 2008: Agricultural and Applied Economics Association). [Downloadable!]
  17. Emi Nakamura & Jon Steinsson, 2005. "Price Setting in a Forward-Looking Customer Market," Macroeconomics 0509010, EconWPA. [Downloadable!]
  18. Hansen, Kristin & Loy, Jens-Peter, 2007. "Multiproduct Food Retail Sales: A Case Study for Germany," 2007 1st Forum, February 15-17, 2007, Innsbruck, Austria 6568, International European Forum on Innovation and System Dynamics in Food Networks. [Downloadable!]
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