Push-Me Pull-You: Comparative Advertising in the OTC Analgesics Industry

Simon Anderson, Régis Renault, Federico Ciliberto and Jura Liaukonyte

No 8988, CEPR Discussion Papers from C.E.P.R. Discussion Papers

Abstract: We model comparative advertising as brands pushing up own brand perception and pulling down the brand image of targeted rivals. We watched all TV advertisements for OTC analgesics 2001-2005 to construct matrices of rival targeting and estimate the structural model. These attack matrices identify diversion ratios and hence comparative advertising damage measures. We find that outgoing comparative advertising attacks are half as powerful as self-promotion in raising own perceived quality and cause more damage to the targeted rival than benefit to the advertiser. Comparative advertising causes most damage through the pull-down effect and has substantial benefits to other rivals.

Keywords: Comparative advertising; Advertising targets; Diversion ratios; Attack matrix; Push and pull effects; Analgesics (search for similar items in EconPapers)
JEL-codes: L13 L65 M37 (search for similar items in EconPapers)
Date: 2012-05
New Economics Papers: this item is included in nep-com, nep-ind and nep-mkt
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (5)

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Related works:
Journal Article: Push-me pull-you: comparative advertising in the OTC analgesics industry (2016)
Working Paper: Push-Me Pull-You: Comparative Advertising in the OTC Analgesics Industry (2015)
Working Paper: Push-Me Pull-You: Comparative Advertising in the OTC Analgesics Industry (2012)
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