The DOI matches its Crossref record.
Retail Pricing and Advertising Strategies
Abstract
The authors study pricing and advertising strategies of retailers competing for the demand of an assortment of goods. In a model where uninformed rational consumers decide where to buy each product, they find that firms advertise prices below marginal cost to attract consumers into the store and profit from other goods that consumers plan to buy at the store. Incorporating product-line decisions indicates that firms do not restrict their product assortment even when they make a loss on one of the goods. Finally, products with lower reservation prices are shown to be more natural candidates for loss-leader pricing. Copyright 1994 by University of Chicago Press.
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Citations
Cited by
Does Anyone Read the Fine Print? Consumer Attention to Standard-Form Contracts
Bakos, Y., Marotta-Wurgler, F., & Trossen, D. R. (2014) · The Journal of Legal Studies · doi:10.1086/674424 · Cited by 436
How Add‐on Pricing Interacts with Distribution Contracts
Geng, X., Tan, Y. (., & Wei, L. (2018) · Production and Operations Management · doi:10.1111/poms.12831 · Cited by 292
Patterns of retail price variation
Hosken, D., & Reiffen, D. (2004) · The RAND Journal of Economics · doi:10.2307/1593733 · Cited by 150
Pricing Behavior of Multiproduct Retailers
Hosken, D., & Reiffen, D. (2007) · The B.E. Journal of Theoretical Economics · doi:10.2202/1935-1704.1354 · Cited by 36
Metadata
- Authors
- Lal, R., & Matutes, C.
- Venue
- The Journal of Business
- Publisher
- University of Chicago Press
- Published
- 1994-01
- Volume
- 67
- Issue
- 3
- Pages
- 345
- ISSN
- 0021-9398 (ISSN-L)
- 1537-5374
- OpenAlex
- W2005776260
- Cited by
- 433
- References
- 0
- FWCI
- 15.12
- Type
- journal article
- Language
- en
- Open access
- closed
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- CoChat. (2026). Citation check: Retail Pricing and Advertising Strategies. https://app.cochat.ai/papers/10.1086/296637
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- Lal, R., & Matutes, C. (1994). Retail Pricing and Advertising Strategies. The Journal of Business. https://doi.org/10.1086/296637
Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
