The DOI matches its Crossref record; 11 of the 11 references it cites were found in a registry or an index.
Market Segmentation, Cannibalization, and the Timing of Product Introductions
Abstract
Consider a seller who faces two customer segments with differing valuations of quality of a durable product. Demand is stationary and known, the technology exists to release two products simultaneously, and the seller can commit in advance to subsequent prices and qualities. Should he introduce two differentiated products at once or one at a time? Under the simultaneous strategy, the lower quality would cannibalize demand for the higher quality. To reduce cannibalization, the seller could lower the quality of the low-end model and reduce the price of the high-end. Alternatively, he could increase the quality of the low-end model, but delay its release. Sequential introduction, however, would mean that the profits from the low-end model arrive later. We show that sequential introduction is better than simultaneous introduction when cannibalization is a problem and customers are relatively more impatient than the seller. However, when the seller cannot pre-commit, sequential selling is much less attractive because then he cannot use his product designs to alleviate cannibalization.
Overview
The claims and statistics of this paper haven’t been checked yet.
Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.
Integrity signals
Registry
Cites
Statistics
Verification
Claims the paper makes
The claims and statistics of this paper haven’t been checked yet.
Run the check — free, no account needed. It reads the open-access text and checks the sources it cites.
Self-check
Percentages, sums and reported differences re-computed from the paper’s own numbers.
The self-check needs the paper’s full text.
Citations
Cites
Mussa, M., & Rosen, S. (1978) · Journal of Economic Theory · doi:10.1016/0022-0531(78)90085-6 · Cited by 3,306
Norton, J. A., & Bass, F. M. (1987) · Management Science · doi:10.1287/mnsc.33.9.1069 · Cited by 932
Bulow, J. I. (1982) · Journal of Political Economy · doi:10.1086/261058 · Cited by 886
Market Segmentation, Self-Selection, and Product Line Design
Moorthy, K. S. (1984) · Marketing Science · doi:10.1287/mksc.3.4.288 · Cited by 703
Self-citationIntertemporal Price Discrimination
Stokey, N. L. (1979) · The Quarterly Journal of Economics · doi:10.2307/1883163 · Cited by 589
Optimal Price Skimming by a Monopolist Facing Rational Consumers
Besanko, D., & Winston, W. L. (1990) · Management Science · doi:10.1287/mnsc.36.5.555 · Cited by 431
Positioning and Pricing a Product Line
Dobson, G., & Kalish, S. (1988) · Marketing Science · doi:10.1287/mksc.7.2.107 · Cited by 274
Durable Goods and Product Obsolescence
Levinthal, D. A., & Purohit, D. (1989) · Marketing Science · doi:10.1287/mksc.8.1.35 · Cited by 255
Intertemporal Price Discrimination and Sales Strategy under Incomplete Information
Landsberger, M., & Meilijson, I. (1985) · The RAND Journal of Economics · doi:10.2307/2555568 · Cited by 97
Incorporating Consumer Price Expectations in Diffusion Models
Narasimhan, C. (1989) · Marketing Science · doi:10.1287/mksc.8.4.343 · Cited by 68
Cited by
‘Masstige’ marketing: A review, synthesis and research agenda
Kumar, A., Paul, J., & Unnithan, A. B. (2020) · Journal of Business Research · doi:10.1016/j.jbusres.2019.09.030 · Cited by 437
On the monetization of mobile apps
Appel, G., Libai, B., Muller, E., & Shachar, R. (2020) · International Journal of Research in Marketing · doi:10.1016/j.ijresmar.2019.07.007 · Cited by 90
“Our work is also relevant to the literature on product line design (Moorthy 1984; Moorthy and Png 1992; Kannan 2013; Biyalogorsky and Koenigsberg 2014; Gu, Kannan, and Ma 2018).”
Freemium as an Optimal Strategy for Market Dominant Firms
Shi, Z. (., Zhang, K., & Srinivasan, K. (2019) · Marketing Science · doi:10.1287/mksc.2018.1109 · Cited by 86
The design and introduction of product lines when consumer valuations are uncertain
Biyalogorsky, E., & Koenigsberg, O. (2014) · Production and Operations Management · doi:10.1111/poms.12167 · Cited by 49
Metadata
- Authors
- Moorthy, K. S., & Png, I. P. L.
- Venue
- Management Science
- Published
- 1992-03
- Volume
- 38
- Issue
- 3
- Pages
- 345-359
- ISSN
- 0025-1909 (ISSN-L)
- 1526-5501
- OpenAlex
- W2143559000
- Cited by
- 503
- References
- 11
- FWCI
- 15.37
- Type
- journal article
- Language
- en
- Open access
- closed
About these checks
Registry, retraction, Cites and statistics results are computed, not judged, with one exception: a printed reference that no index lists is read once by a model before it counts as a citation error. Claims are extracted by a model and kept only when their quote appears verbatim in the text; each cited source is then checked, with a model’s help, for whether it says what the claim relies on. Those verdicts can be wrong — read the claim’s quote and the cited source before relying on one.
Statistics and arithmetic are recomputed, not judged.
Confidence bands are shown only for fields calibrated on our annotated test set. None is calibrated yet, so no band is shown.
What counts as a claim ›How we measure confidence ›How we check this ›
Are you an author, or do you see a problem with this page? Request a review
How to cite
Cite CoChat for the checks on this page, and the paper for its own findings.
- This page
- CoChat. (2026). Citation check: Market Segmentation, Cannibalization, and the Timing of Product Introductions. https://app.cochat.ai/papers/10.1287/mnsc.38.3.345
- The paper
- Moorthy, K. S., & Png, I. P. L. (1992). Market Segmentation, Cannibalization, and the Timing of Product Introductions. Management Science. https://doi.org/10.1287/mnsc.38.3.345
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.
