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Multiproduct Food Retail Sales: A Case Study for Germany

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Author Info
Hansen, Kristin
Loy, Jens-Peter
Abstract

Temporary price reductions (sales) as a means of promotional measures have become an increasingly important tool in the marketing mix of German food retailers. Various models have been proposed to explain the rationales behind such pricing strategies. Recently these models have been extended to capture the multiproduct nature of retail business. In this paper German retail food scanner data over two years are used to estimate a three step procedure to explain breadth and depth of sales, and their impact on category revenues.

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Publisher Info
Paper provided by International European Forum on Innovation and System Dynamics in Food Networks in its series 2007 1st Forum, February 15-17, 2007, Innsbruck, Austria with number 6568.

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Date of creation: 2007
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Handle: RePEc:ags:iefi07:6568

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Web page: http://uf.ilb.uni-bonn.de/innovation2007
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Related research
Keywords: Food Retail Sales; Northern Germany; Agribusiness; Food Consumption/Nutrition/Food Safety;

References listed on IDEAS
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  1. Sobel, Joel, 1984. "The Timing of Sales," Review of Economic Studies, Blackwell Publishing, vol. 51(3), pages 353-68, July. [Downloadable!] (restricted)
  2. Conlisk, John & Gerstner, Eitan & Sobel, Joel, 1984. "Cyclic Pricing by a Durable Goods Monopolist," The Quarterly Journal of Economics, MIT Press, vol. 99(3), pages 489-505, August. [Downloadable!] (restricted)
  3. Daniel Levy & Hainpeng (Allan) Chen & Sourav Ray & Mark Bergen, 2004. "Asymmetric Price Adjustment in the Small: An Implication of Rational Inattention," Emory Economics 0408, Department of Economics, Emory University (Atlanta). [Downloadable!]
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  4. Timothy J. Richards, 2006. "Sales by multi-product retailers," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 27(4), pages 261-277. [Downloadable!]
  5. Cameron, A Colin & Trivedi, Pravin K, 1986. "Econometric Models Based on Count Data: Comparisons and Applications of Some Estimators and Tests," Journal of Applied Econometrics, John Wiley & Sons, Ltd., vol. 1(1), pages 29-53, January. [Downloadable!] (restricted)
  6. Varian, Hal R, 1980. "A Model of Sales," American Economic Review, American Economic Association, vol. 70(4), pages 651-59, September. [Downloadable!] (restricted)
  7. Martin Pesendorfer, 2002. "Retail Sales: A Study of Pricing Behavior in Supermarkets," Journal of Business, University of Chicago Press, vol. 75(1), pages 33-66, January. [Downloadable!]
  8. Gupta, Sunil & Cooper, Lee G, 1992. " The Discounting of Discounts and Promotion Thresholds," Journal of Consumer Research: An Interdisciplinary Quarterly, University of Chicago Press, vol. 19(3), pages 401-11, December.
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This page was last updated on 2009-12-11.

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