Profitability of price promotions if stockpilling increases consumption

Price promotions induce consumers to purchase higher-than-usual quantities, resulting in higher stocks that lead to increased consumption. We show for a stylized model with a single shop and a single loyal customer that because of this stockpiling effect, promotions can be profitable even if they do not attract extra customers

Analysis of Sales Promotion Effects on Household Purchase Behavior

Linda H. Teunter was born in 1972 in Doetinchem, The Netherlands. She attended the secondary school "Gemeentelijke Scholengemeenschap Doetinchem" in Doetinchem, The Netherlands, from 1984 to 1990. She studied econometrics at the University of Groningen, where she graduated in 1995 on her Master's thesis "Benefit segmentation for the Norwegian mobile telephony market", for which she spent six months in Oslo. Next she started as a Ph.D. candidate at the Faculteit Bedrijfskunde/Rotterdam School of Management of the Erasmus University Rotterdam. She performed research on the effects of sales promotions on household purchase behavior. Linda Teunter has given presentations on this subject in both Europe and North America. During her Ph.D. period, she has given lectures to students about methodology and sales promotions. Furthermore, she has played an active role in several Ph.D. councils. Since September 1999, Linda Teunter is assistant professor of statistics at the Faculteit Bedrijfskunde/Rotterdam School of Management.Manufacturers and retailers are spending more and more of their marketing money on sales promotions. Conflicting empirical results exist with respect to the effects of these sales promotions on household purchase behavior. Based on household scanner data, new insights are developed into the drivers of household promotion response and into the different reaction mechanisms that constitute household promotion response

Faculty Retention factors at European Business Schools. How Deans and Faculty Perceptions Differ.

Developments in the management education environment present business schools with several challenges. Among these, perhaps the most important to address relates to a mission-critical resource for business schools: faculty retention. In this paper, we position and examine this problem within the context of business schools. We present the results of a research project on faculty retention that was conducted in 2003-2004 among European business school faculty and deans. The results identify the most important factors for faculty retention and suggest that there are perception gaps between faculty and deans on these factors that could lead to distorted decision-making and suboptimal resource allocation

Highly Recommended? How Relation-Specific Attachment Styles Bias Customers Willingness to Recommend

Recently concepts from attachment theory are being applied to business situations. In this paper we focus on how relationship specific (RS) versus general (G) attachment styles affect the willingness-to-recommend (WtR) by customers. Such WtR refers to the likelihood of customers to recommend the services of t