A Competitive Pricing Model

Hani I. Mesak and Richard C. Clelland
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Hani I. Mesak: Kuwait University, State of Kuwait
Richard C. Clelland: University of Pennsylvania

Management Science, 1979, vol. 25, issue 11, 1057-1068

Abstract: This paper is principally concerned with the development of a competitive pricing model aimed at predicting the impact of a vector of price increases on sales of a given brand of a low priced, frequently purchased product. The model has its base in a set of assumptions describing the purchasing behavior of the individual consumer. A method for testing the model against empirical data is described and illustrated. The competitive pricing model is found to perform somewhat better than a simple regression model in the application reported.

Keywords: marketing: pricing; marketing: buyer behavior (search for similar items in EconPapers)
Date: 1979
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Persistent link: https://EconPapers.repec.org/RePEc:inm:ormnsc:v:25:y:1979:i:11:p:1057-1068

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