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A utility-based model of sales competition with informative advertising

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posted on 2014-12-16, 13:30 authored by Sandro Shelegia, Christopher WilsonChristopher Wilson
This paper presents a generalised framework to understand mixed-strategy sales behaviour with informative advertising. By introducing competition in the utility space into a clearinghouse sales model, we offer a highly tractable framework that can i) provide a novel welfare analysis of intra-personal price discrimination in sales markets, ii) characterise sales in a range of new contexts including complex market settings and situations where firms conduct sales with two-part tariffs or non-price variables such as package size, and iii) synthesise past research and highlight its key forces and assumptions.

History

School

  • Business and Economics

Department

  • Economics

Citation

SHELAGIA, S. and WILSON, C.M., 2014. A utility-based model of sales competition with informative advertising. Loughborough University School of Business and Economics, WP 2014 – 09.

Publisher

© Loughborough University

Version

  • VoR (Version of Record)

Publisher statement

This work is made available according to the conditions of the Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 International (CC BY-NC-ND 4.0) licence. Full details of this licence are available at: https://creativecommons.org/licenses/by-nc-nd/4.0/

Publication date

2014

Notes

This is a working paper. It is also available at: http://www.lboro.ac.uk/departments/sbe/RePEc/lbo/lbowps/Shelegia_Wilson_WP_2014_09.pdf

ISSN

1750-4171

Book series

Economics Discussion Paper Series;WP 2014-09

Language

  • en

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