The impact of business objectives and the time horizon of performance evaluation on pricing behavior

Article Abstract:

Management decisions on pricing are evaluated in relation to excessive forms of competitive behavior which are related to organisational structure and objectives, personal systems of reward and management information systems. It is found that a lessened frequency of evaluation results in less price experimentation by managers.

Employee Evaluation, Pricing, Management information systems, Employee performance appraisals, Organizational behavior, Performance appraisals, Planning, Reward (Psychology), Rewards (Psychology)

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Explaining competitive reaction effects

Article Abstract:

A study conducted into competitive reaction effects identifies that the competitive responses of managers do not allow for response by consumers to cross-brand and own-brand activities. The frequency of change in the marketing mix of other brands is also found to negatively effect reactions by competitors.

Methods, Marketing, Brand name products, Brand names

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Assessing the effects of abstract attributes and brand familiarity in conjoint choice experiments

Article Abstract:

A direct relationship was established between brand familiarity and abstract attributes with regards to their positive effects on consumers' choice. Concrete and abstract attributes become highly essential to consumers' choice when the degree of brand familiarity is high. On the other hand, concrete and abstract attributes become insignificant factors in the choice of consumers when brand familiarity is at its lowest level. Such relationship emphasizes the greater importance of product modifications on familiar brands than those identified as non familiar.

Analysis, Client development, Consumer behavior

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