• Micro-marketing Pricing Strategies for Supermarket Retailers
• What's Entailed in the Pricing Decision
• The Data
  • Our Goal
  • Example of Data
  • Movement vs Price for Tropicana 64 oz
  • Setting up the Regression Model
• Measuring Price Response at the Store Level: The Model
• Approaches to Measuring Store-Level Demand
  • Structure of the relationship between the demographics and store-demand parameters

• Estimating the Model
• Estimation using the Gibbs Sampler
• Choosing the prior

• Out of sample predictive validation
• LS versus Bayes Estimators
• Comparison of Gibbs Sampler to Normal Approximation
• Interpretation of Effects
  • Relationship between national own-price coefficients and demographics
  • Effects of Percent of Houses with a Value Greater than $150,000 on Price Response
  • Impact of Prior and Demographics on all of the coefficients
  • Summary and Questions

• Estimating Expected Profits
• Posterior distribution of Profit Gradient
• Category Pricing Changes Under Various Pricing Strategies
• Comparison with Experimental Results
• Directional Profit Gradients
• Putting Constraints on the Pricing Problem

• Introduction
• The Proposed Model
  • Demographic Effects on Price Elasticities
  • Weak Spearability
  • Carryover Effects
• Micro-Marketing
• Final Remarks
• References

1. Blattberg & George (1991)
2. Montgomery (1995) (this paper)
3. Some Critical Remarks
4. A Crucial Next Step
5. Rejoinder: Comments: Micro-Marketing Using Supermarket Scanner Data

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