The DOI matches its OpenAlex record.
A Theoretical and Empirical Evaluation of Price Deals for Consumer Nondurables
Abstract
Food retailers regularly offer products for less than normal market price in special sales or deals. This paper briefly examines several common explanations for this phenomenon and finds the analyses to be less than complete. It then presents an explanation for dealing of storable products based on the idea of transfering inventory carrying costs from the retailer to the consumer. An inventory control model is described in which both consumers and the retailer act so as to minimize their own costs. Results derived from this model are then presented. Data relevant to both the consumer and the retailer model are presented and analyzed. The conclusion is that the data are consistent with the predictions of the models. Finally, the strategic implications of the model for manufacturers and retailers are discussed.
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Citations
Cited by
Impact of Sales Promotions on when, what, and how Much to Buy
Gupta, S. (1988) · Journal of Marketing Research · doi:10.1177/002224378802500402 · Cited by 1,049
Why Store Brand Penetration Varies by Retailer
Dhar, S. K., & Hoch, S. J. (1997) · Marketing Science · doi:10.1287/mksc.16.3.208 · Cited by 586
Promotion Signal: Proxy for a Price Cut?
Inman, J. J., McAlister, L., & Hoyer, W. D. (1990) · Journal of Consumer Research · doi:10.1086/208538 · Cited by 483
Reciprocal Spillover Effects: A Strategic Benefit of Brand Extensions
Balachander, S., & Ghose, S. (2003) · Journal of Marketing · doi:10.1509/jmkg.67.1.4.18594 · Cited by 417
Price Search in the Retail Grocery Market
Urbany, J. E., Dickson, P. R., & Kalapurakal, R. (1996) · Journal of Marketing · doi:10.1177/002224299606000207 · Cited by 386
Metadata
- Authors
- Blattberg, R. C., Eppen, G. D., & Lieberman, J.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publishing
- Published
- 1981-01-01
- Volume
- 45
- Issue
- 1
- Pages
- 116-116
- ISSN
- 0022-2429 (ISSN-L)
- OpenAlex
- W3021218895
- Cited by
- 297
- References
- 0
- FWCI
- 2.37
- Type
- journal article
- Language
- en
- Open access
- closed
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How to cite
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- CoChat. (2026). Citation check: A Theoretical and Empirical Evaluation of Price Deals for Consumer Nondurables. https://app.cochat.ai/papers/10.2307/1251725
- The paper
- Blattberg, R. C., Eppen, G. D., & Lieberman, J. (1981). A Theoretical and Empirical Evaluation of Price Deals for Consumer Nondurables. Journal of Marketing. https://doi.org/10.2307/1251725
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.
