Perreault−McCarthy: Basic
Marketing: A
Global−Managerial
Approach, 14/e
Back Matter Notes © The McGraw−Hill
Companies, 2002Notes 801April 2000, pp. 92–109. For an example of company that refuses to pay
slotting fees, see “Green Mountain Coffee: Bad Break Room Coffee Stirs
Opportunity Here,” Investor’s Business Daily, May 11, 2001, p. A8;
“Green Mountain Coffee: Starbucks Proliferation Sweetens Wholesaler,”
Investor’s Business Daily, November 1, 2000, p. A12. See also “Clorox
Gives In on Glad, Hikes Trade Promotion,” Advertising Age, November
27, 2000, p. 22; “Beer Makers Frothing over Plan to Charge for Retail
Shelf Space,” The Wall Street Journal,April 22, 1994, p. B1ff.
21.For more on coupons on the Web, see “Penny-Pinchers’ Paradise,”
Business Week E.Biz, January 22, 2001, p. EB12; “E-Tailers Missing the
Mark with Flood of Web Coupons,” Advertising Age, September 25, 2000,
p. 104. For more on rebates on the Web, see “Free-with-Rebate Costs
Web Buyers Some Big Bucks,” The Wall Street Journal,May 18, 2001, p.
B1ff.; “One Web Retailer’s Watchword: ‘Free after Rebate,’ ” The Wall
Street Journal,March 5, 2001, p. B1ff. For more on rebates on green cars,
see “How to Get Green Cars on the Road,” Business Week,November
20, 2000, p. 89; “If You Paid Half Price for That New SUV, You Must Be
in Arizona,” The Wall Street Journal,October 26, 2000, p. A1ff. See also
William D. Diamond, “Just What Is a ‘Dollar’s Worth’? Consumer Reac-
tions to Price Discounts vs. Extra Product Promotions,” Journal of
Retailing,Fall 1992, pp. 254–70; Kenneth A. Hunt and Susan M. Keav-
eney, “A Process Model of the Effects of Price Promotions on Brand
Image,” Psychology & Marketing,November/December 1994, pp. 511–32;
“Coupon Scams Are Clipping Companies,” Business Week,June 15,
1992, pp. 110–11; “Rebates’ Secret Appeal to Manufacturers: Few Con-
sumers Actually Redeem Them,” The Wall Street Journal,February 10,
1998, p. B1ff.; Peter K. Tat, “Rebate Usage: A Motivational Perspective,”
Psychology & Marketing,January/February 1994, pp. 15–26; Abdul Ali,
Marvin A. Jolson, and Rene Y. Darmon, “A Model for Optimizing the
Refund Value in Rebate Promotions,” Journal of Business Research,March
1994, pp. 239–46.
22.“Two-Tier Marketing,” Business Week,March 17, 1997, pp. 82–90;
“Makeup Ads Downplay Glamour for Value,” The Wall Street Journal,
June 20, 1994, p. B5; “Value Pricing Kicks off Model Year,” USA Today,
October 1, 1993, p. 1Bff.; “Value Pricing Comes to Funerals,” USA Today,
July 14, 1993, p. 5B; “Tide, Cheer Join P&G ‘Value Pricing’ Plan,”
Advertising Age,February 15, 1993, p. 3ff.; “More Stores Switch from
Sales to ‘Everyday Low Prices,’” The Wall Street Journal,November 12,
1992, p. B1ff.; “Value Marketing,” Business Week,November 11, 1991,
pp. 132–40; Louis J. De Rose, “Meet Today’s Buying Influences with Value
Selling,” Industrial Marketing Management20, no. 2 (1991), pp. 87–90.
23.“At What Profit Price?” Brandweek,June 23, 1997, pp. 24–28.
24.For an excellent discussion of laws related to pricing, see Louis W.
Stern and Thomas L. Eovaldi, Legal Aspects of Marketing Strategy:
Antitrust and Consumer Protection Issues(Englewood Cliffs, NJ: Prentice-
Hall, 1984); Joseph P. Guiltinan and Gregory T. Gundlach, “Aggressive
and Predatory Pricing: A Framework for Analysis,” Journal of Marketing,
July 1996, pp. 87–102.
25.For more on dumping, see “Will Kodak Get Lucky in China?” Busi-
ness Week,July 28, 1997, p. 48; “Antidumping Laws Keep Out Goods
that Pacts Would Ordinarily Let In,” The Wall Street Journal,February
26, 1993, p. A11.
26.For more on phony list prices, see Larry D. Compeau, Dhruv Gre-
wal, and Diana S. Grewal, “Adjudicating Claims of Deceptive
Advertised Reference Prices: The Use of Empirical Evidence,” Journal of
Public Policy & Marketing,Fall 1994, pp. 312–18; Patrick J. Kaufmann,
N. Craig Smith, and Gwendolyn K. Ortmeyer, “Deception in Retailer
High-Low Pricing: A ‘Rule of Reason’ Approach,” Journal of Retailing,
Summer 1994, pp. 115–38.
27.For more on airline pricing, see “Is American-United Rivalry Too
Friendly?” USA Today, June 27, 2001, p. 1Bff.; “Predatory Pricing:
Cleared for Takeoff,” Business Week,May 14, 2001, p. 50; “American
Airlines Secures Antitrust Win,” The Wall Street Journal,April 30, 2001,
p. A3ff.; “Caveat Predator?” Business Week,May 22, 2000, pp. 116–18.
For more on credit card pricing, see “House of Cards?” Ti m e, October 23,2000, pp. B10–B11; “Breaking Up the Old Card Game,” Business Week,
June 12, 2000, pp. 98–102; “Antitrust Suit Targeting MasterCard and
Visa Puts the Pair at Odds,” The Wall Street Journal,June 12, 2000, p.
B1ff.; “Facing Its Own Antitrust Trial, Visa Lashes Out at American
Express,” The Wall Street Journal,May 10, 2000, p. B1ff. For more on CD
pricing, see “Prices of CDs Likely to Drop, Thanks to FTC,” The Wall
Street Journal,May 11, 2000, p. B1ff. See also “Online Booksellers
Abound in Japan, But Legal Price Fixing Poses Challenge,” The Wall
Street Journal,July 31, 2000, p. B8; “Up Against the Wall, Monopolist,”
Business Week,March 23, 1998, p. 35; “P&G Calls the Cops as It Strives
to Expand Sales in Latin America,” The Wall Street Journal,March 20,
1998, p. A1ff.; “Independent Bookstores Are Suing Borders Group and
Barnes & Noble,” The Wall Street Journal,March 19, 1998, p. B10;
“Antitrust Crackdown Frustrates Businesses,” USA Today,March 12,
1998, p. 1Bff.; “Are Corporate Predators on the Loose,” Business Week,
February 23, 1998, pp. 124–25; “Antitrust Enforcers Drop the Ideology,
Focus on Economics,” The Wall Street Journal,February 27, 1997, p.
A1ff.; “The ADM Scandal: Betrayal,” Fortune,February 3, 1997, pp.
82–91; “Frito-Lay under Snack Attack,” Ti m e ,June 10, 1996, pp. 62–63;
“FTC Says Toys “R” Us Competes Unfairly,” The Wall Street Journal,May
23, 1996, p. A3; “Archer-Daniels Cuts Surprisingly Good Deal in Price-
Fixing Suit,” The Wall Street Journal,April 12, 1996, p. A1ff.; Larry L.
Miller, Steven P. Schnaars, and Valerie L. Vaccaro, “The Provocative
Practice of Price Signaling: Collusion Versus Cooperation,” Business
Horizons,July–August 1993, pp. 59–65; Mary Jane Sheffet, “The
Supreme Court and Predatory Pricing,” Journal of Public Policy & Market-
ing,Spring 1994, pp. 163–67; Michael L. Ursic and James G. Helgeson,
“Using Price as a Weapon: An Economic and Legal Analysis of Predatory
Pricing,” Industrial Marketing Management,April 1994, pp. 125–32;
Robert L. Cutts, “Capitalism In Japan: Cartels and Keiretsu,” Harvard
Business Review,July–August 1992, pp. 48–129; Daniel T. Ostas, “Ethics
of Contract Pricing,” Journal of Business Ethics,February 1992, pp.
137–46; Mary Jane Sheffet and Debra L. Scammon, “Resale Price Main-
tenance: Is It Safe to Suggest Retail Prices?” Journal of Marketing,Fall
1985, pp. 82–91.
28.Richard L. Pinkerton and Deborah J. Kemp, “The Industrial Buyer
and the Robinson-Patman Act,” International Journal of Purchasing &
Materials Management, Winter 1996, pp. 29–36.
29.“Is the Cost Defense Workable?” Journal of Marketing,January
1965, pp. 37–42; B. J. Linder and Allan H. Savage, “Price Discrimination
and Cost Defense—Change Ahead?” MSU Business Topics,Summer
1971, pp. 21–26; “Firms Must Prove Injury from Price Bias to Qualify for
Damages, High Court Says,” The Wall Street Journal,May 19, 1981, p. 8.
30.“Booksellers Say Five Publishers Play Favorites,” The Wall Street
Journal,May 27, 1994, p. B1ff.; Joseph P. Vaccaro and Derek W. F. Cow-
ard, “Managerial and Legal Implications of Price Haggling: A Sales
Manager’s Dilemma,” Journal of Personal Selling & Sales Management,
Summer 1993, pp. 79–86; John R. Davidson, “FTC, Robinson-Patman
and Cooperative Promotion Activities,” Journal of Marketing,January
1968, pp. 14–18; L. X. Tarpey, Sr., “Buyer Liability under the
Robinson-Patman Act: A Current Appraisal,” Journal of Marketing,Janu-
ary 1972, pp. 38–42.Chapter 18
1.For more on Wal-Mart International, see “Wal*Mart International,
the Division that Defines the Future,” DSN Retailing Today(Special
Issue), June 2001; “Wal-Mart Gets Aggressive about Brazil,” The Wall
Street Journal,May 25, 2001, p. A8ff.; “Wal-Mart to Add Japan to Global
Lineup,” DSN Retailing Today, January 22, 2001, p. 1ff.; “Wal-Mart de
Mexico to Grow Stores by 10%,” DSN Retailing Today, March 19, 2001,
p. 3ff.; “Wal-Mart Fumes at Argentine Legislation,” The Wall Street Jour-
nal,November 28, 2000, p. A23; “Stores Told to Lift Prices in Germany,”
The Wall Street Journal,September 11, 2000, p. A27ff.; “Wal-Mart Girds
for Major German Expansion,” The Wall Street Journal,July 20, 2000, p.
A21ff.; “Who’s Afraid of Wal-Mart,” Fortune, June 26, 2000, pp. 186–96;
“With ASDA in Tow, Wal-Mart Shakes Up Supermarket World,” Ad