Perceptual Position and Competitive Brand Strategy in a Two-Dimensional, Two-Brand Market

Gregory S. Carpenter
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Gregory S. Carpenter: Graduate School of Business, Columbia University, New York, New York 10027

Management Science, 1989, vol. 35, issue 9, 1029-1044

Abstract: Brand positioning and competitive reaction are important determinants of optimal brand strategy. Analyses of brand strategy have focused on optimal pricing and positioning issues using either empirical models of perceptions and preferences, game theory to examine competition, or both. However, the important issues of advertising and distribution strategy have not been fully addressed. This paper analyzes competition and strategy between two brands that compete in a two-dimensional market with advertising and distribution spending, in addition to prices and product positions. In particular, for a unimodal taste distribution of ideal points we show how \bullet optimal competitive (Nash equilibrium) marketing mix levels and profits depend on the positions of both brands, \bullet brands can reposition to increase profit and under what conditions these strategies imply minimum versus maximum differentiation positioning equilibria, and \bullet how the intensity of advertising and distribution competition affect equilibrium brand positions.

Keywords: marketing; competition; brand strategy (search for similar items in EconPapers)
Date: 1989
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Persistent link: https://EconPapers.repec.org/RePEc:inm:ormnsc:v:35:y:1989:i:9:p:1029-1044

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