398

Jack Neff, «It Worked: Ad Boost Pays Off for Colgate; Unilever Also Sees Sales and Share Uptick, But Both Still Lag Behind P&G», Advertising Age , August 8, 2005, pp. 3+; Susanna Howard, «P&G, Unilever Court the World’s Poor», Wall Street Journal , June 1, 2005, pp. 1+; «Procter & Gamble Poses Competitive Threat to India Detergent Nirma», The Economic Times , December 20, 2004, n.p.; Eric Bellman and Deborah Ball, «Unilever, P&G Wage Price War for Edge in India», Wall Street Journal , August 11, 2004, p. B1.

399

Michael Menduno, «Priced to Perfection», Business 2.0, March 6, 2001, pp. 40—42.

400

Подробный обзор исследований ценообразования приведен в работе: Chezy Ofir and Russel S. Winer, «Pricing: Economic and Behavioral Models», in Handbook of Marketing , edited by Bartz Weitz and Robin Wensley, (New York, NY: Sage Publications, 2002), 5–86.

401

Peter R. Dickson and Alan G. Sawyer, «The Price Knowledge and Search of Supermarket Shoppers», Journal of Marketing (July 1990): 42—53. Методологические вопросы рассмотрены в работе: Hooman Estalami, Alfred Holden, and Donald R. Lehmann, «Macro-Economic Determinants of Consumer Price Knowledge: A Meta-Analysis of Four Decades of Research», International Journal of Research in Marketing 18 (December 2001): 341—355.

402

Различные точки зрения по данному вопросу представлены в работе: Chris Janiszewski and Donald R. Lichtenstein, «A Range Theory Account of Price Perception», Journal of Consumer Research (March 1999): 353—368.

403

K. N. Rajendran and Gerard J. Tellis, «Contextual and Temporal Components of Reference Price», Journal of Marketing (January 1994): 22—34.

404

Gary M. Erickson and Johny K. Johansson, «The Role of Price in Multi-Attribute Product-Evaluations», Journal of Consumer Research (September 1985): 195—199.

405

Mark Stiving and Russel S. Winer, «An Empirical Analysis of Price Endings with Scanner Data», Journal of Consumer Research (June 1997): 57—68.

406

Eric Anderson and Duncan Simester, «Effects of $19 Price Endings on Retail Sales: Evidence from Field Experiments», Quantitative Marketing and Economics , 1 (1), 2003, pp. 93–110.

407

Shantanu Dutta, Mark J. Zbaracki and Mark Bergen, «Pricing Process as a Capability: A Resource-Based Perspective», Strategic Management Journal 24, no. 7 (2000): 615—630.

408

Sidney Bennett and J. B. Wilkinson, «Price-Quantity Relationships and Price Elasticity Under In-Store Experimentation», Journal of Business Research (January 1974): 30—34.

409

Walter Baker, Mike Marn and Craig Zawada, «Price Smarter on the Net», Harvard Business Review (February 2001): 122—127.

410

John R. Nevin, «Laboratory Experiments for Estimating Consumer Demand – A Validation Study», Journal of Marketing Research (August 1974): 261–68; and Jonathan Weiner, «Forecasting Demand: Consumers Electronic Marketer Uses a Conjoint Approach to Configure Its New Product and Set the Right Price», Marketing Research: A Magazine of Management & Applications, Summer 1994, pp. 6–11.

411

Великолепный обзор различных методов оценки ценовой чувствительности и спроса приведен в работе: Thomas T. Nagle and Reed K. Holden, The Strategy and Tactics of Pricing , 3rd ed. (Upper Saddle River, NJ: Prentice Hall, 2002).

412

Результаты исследований эластичности спроса суммированы в обзоре: Domonique M. Hanssens, Leonard J. Parsons, and Randall L. Schultz, Market Response Models: Econometric and Time Series Analysis (Boston: Kluwer Academic Publishers, 1990): pp. 187—191.

413

Robin Cooper and Robert S. Kaplan, «Profit Priorities from Activity-Based Costing », Harvard Business Review (May–June 1991): 130—135.

414

«Japan Smart Secret Weapon», Fortune, August 12, 1991, p. 75.

415

Tung-Zong Chang and Albert R. Wildt, «Price, Product Information, and Purchase Intention: An Empirical Study», Journal of the Academy of Marketing Science (Winter 1994): 16—27; G. Dean Kortge and Patrick A. Okonkwo, «Perceived Value Approach to Pricing», Industrial Marketing Management , May 1993, pp. 133—140.

416

James C. Anderson, Dipak C. Jain, and Pradeep K. Chintagunta, «Customer Value Assessment in Business Markets: A State-of-Practice Study», Journal of Business-to-Business Marketing 1, no. 1 (1993): 3–29.

417

Stephen J. Hoch, Xavier Dreze and Mary J. Purk, «EDLP, Hi-Lo, and Margin Arithmetic», Journal of Marketin g (October 1994): 16—27; Rajiv Lal and R. Rao, «Supermarket Competition: The Case of Everyday Low Pricing», Marketing Science 16, no. 1 (1997): 60—80.