Perreault−McCarthy: Basic
Marketing: A
Global−Managerial
Approach, 14/e
Back Matter Notes © The McGraw−Hill
Companies, 2002Notes 79936.“Cybercoupons,” Discount Store News,March 9, 1998, p. 18; “The
Scoop on Coupons,” Brandweek,March 17, 1997, pp. 34–48; “Many
Companies Are Starting to Wean Shoppers Off Coupons,” The Wall
Street Journal,January 22, 1997, p. B1ff.; “Internet Coupons offer H.O.T!
Deals,” USA Today,December 13, 1996, p. 17D; “First, Green Stamps.
Now, Coupons?” Business Week,April 22, 1996, p. 68; “P&G Ad Chief
Plots Demise of the Coupon,” The Wall Street Journal,April 17, 1996, p.
B1ff; Judy F. Graham, “Increasing Repurchase Rates: A Reappraisal of
Coupon Effects,” Psychology & Marketing,November/December 1994,
pp. 533–48; A. Krishna and R.W. Shoemaker, “Estimating the Effects of
Higher Coupon Face Values on the Timing of Redemptions, the Mix of
Coupon Redeemers, and Purchase Quality,” Psychology & Marketing,
November/December 1992, pp. 453–68; Venkatram Ramaswamy and
Srini S. Srinivasan, “Coupon Characteristics and Redemption Inten-
tions: A Segment-Level Analysis,” Psychology & Marketing, January 1998,
pp. 59–80.
37.“The Cyber-Show Must Go On,” Trade Media, May 7, 2001, pp.
SR3–4; “Getting the Most from a Trade-Show Booth,” Investor’s Business
Daily, April 25, 2000, p. 1; Marnik G. Dekimpe, Pierre Francois, Srinath
Gopalakrishna, Gary L. Lilien, and Christophe Van den Bulte, “General-
izing About Trade Show Effectiveness: A Cross-National Comparison,”
Journal of Marketing, October 1997, pp. 55–64; Scott Barlass, “How to
Get the Most Out of Trade Shows,” Journal of Product Innovation Manage-
ment, September 1997, pp. 423–24; Srinath Gopalakrishna, Gary L.
Lilien, Jerome D. Williams, and Ian K. Sequeira, “Do Trade Shows Pay
Off?” Journal of Marketing, July 1995, pp. 75–83; Ronald C. Curhan and
Robert J. Kopp, “Obtaining Retailer Support for Trade Deals: Key Suc-
cess Factors,” Journal of Advertising Research,December 1987–January
1988, pp. 51–60; Donald W. Jackson, Janet E. Keith, and Richard K. Bur-
dick, “The Relative Importance of Various Promotional Elements in
Different Industrial Purchase Situations,” Journal of Advertising16, no. 4
(1987), pp. 25–33.
38.“Trade Promotion Rises,” Advertising Age, April 3, 2000, p. 24;
“Getting Tough on Trade,” Adweek,April 13, 1992, pp. 20–30; “A Shift
in Direction?” Adweek’s Marketing Week,April 13, 1992, pp. 26–27; Mary
A. Raymond and Jong W. Lim, “Promotion and Trade Mix Considera-
tions for Entering and Competing in the Korean Market,” Journal of
Marketing Theory & Practice, Winter 1996, pp. 44–55; Sunil Gupta,
“Impact of Sales Promotions on When, What, and How Much to Buy,”
Journal of Marketing Research, November 1988, pp. 342–55.
39.“Creating Incentives Down in Ranks: Marriott Ties Pay to Guest
Replies,” Investor’s Business Daily, July 6, 2001, p. A1; “Get Great Results
from Salespeople by Finding What Really Moves Them,” Investor’s Busi-
ness Daily, July 2, 2001, p. A1.Chapter 17
1.Available from World Wide Web: <http://www.chevrolet.
com/suburban>; “A Super-Size Station Wagon,” The Wall Street Journal,
February 11, 2000, p. W15C; “Toyota: Overdue for a Tune-Up?” Business
Week,May 4, 1998, pp. 158F–J; “You’ll Charge What I Tell You to
Charge,” Business Week,October 6, 1997, pp. 118–20; “Automakers
Draft New Designs in Global Mission,” USA Today,September 11, 1997,
p. 1Bff.; “Cadillac and Lincoln Try to Regain Their Cachet,” The Wall
Street Journal,July 3, 1997, p. B1ff.; “Navigator Overcomes Looks with
Inner Beauty,” USA Today,June 4, 1997, p. 6B; “Which Bigger Is Bet-
ter?” Fortune,November 25, 1996, pp. 226–27; “Honk If You’re Building
a Sport-Utility Vehicle,” Business Week,September 30, 1996, p. 35;
“Ford’s New Expedition Heads into Suburban’s Terrain,” The Wall Street
Journal,June 24, 1996, p. B1ff.; “Even Luxury Models Join Rugged
Race,” USA Today,January 5, 1996, p. 1Bff.; “Demand in Overdrive for
Top Models,” USA Today,November 18, 1994, p. 1Aff.; “World War II
Workhorse Started Trend,” USA Today,June 6, 1994, p. 1Bff.
2.“Adding Options Helps Car Firms Increase Prices,” The Wall Street
Journal,December 27, 1993, p. 9ff.; “Car Makers Seek to Mask Price
Increases,” The Wall Street Journal,August 16, 1989, p. B1.3.Alfred Rappaport, “Executive Incentives versus Corporate
Growth,” Harvard Business Review,July–August 1978, pp. 81–88; David
M. Szymanski, Sundar G. Bharadwaj, and P. Rajan Varadarajan, “An
Analysis of the Market Share-Profitability Relationship,” Journal of Mar-
keting,July 1993, pp. 1–18.
4.Pricing “in the public interest” is often an issue in pricing govern-
ment services; for an interesting example, see “Price Policy on Space
Shuttle’s Commercial Use Could Launch—or Ground—NASA’s Rock-
ets,” The Wall Street Journal,March 21, 1985, p. 64.
5.“The Mother of All Price Wars,” Business Week,July 30, 2001, pp.
32–35; “Cheap PCs,” Business Week,March 23, 1998, pp. 28–32; “Good-
Quality Laptops Are Starting to Get a Little Less Expensive,” The Wall
Street Journal,March 26, 1998, p. B1; “Crashing Prices,” “Five Easy PCs,”
Fortune,November 10, 1997, pp. 311–12; “I’m Not Going to Pay a Lot
for This Aptiva,” Business Week,October 13, 1997, p. 59; “Now PC Buy-
ers Are Getting More for Even Less,” The Wall Street Journal,June 18,
1996, p. B1ff.
6.“Applying Old Pricing Lessons to a New Investing World,” The
Wall Street Journal,May 21, 2001, p. C1ff.; Stephen E. Frank, Net Worth
(2001); “E-Assets for Sale,” Business Week E.Biz, May 14, 2001, pp.
EB20–EB22; “Last Guys Finish First,” Ecompany, May 2001, pp. 93–97;
“After the Wild Ride,” Business Week E.Biz, April 16, 2001, pp.
EB29–EB30; “Study: Net Start-Ups Ignored Economics 101,” Investor’s
Business Daily, March 2, 2001, p. A8; “12 Months When the Dot Turned
into a Dark Period,” Investor’s Business Daily, January 2, 2001, p. A6;
“We’re Heading into Something Big—but What?” USA Today, Decem-
ber 29, 2000, p. 1Bff.; “What Detonated Dot-Bombs?” USA Today,
December 4, 2000, p. 1Bff.; “Dot-Bombs,” Brandweek, November 27,
2000, pp. IQ16–IQ20; “Pets.com’s Demise: Too Much Litter, Too Few
Funds,” The Wall Street Journal,November 8, 2000, p. B1ff.; “Dot-Coms,
What Have We Learned?” Fortune, October 30, 2000, pp. 82–137; “Sock
Dogma,” Brandweek, June 5, 2000, pp. IQ28–IQ34; “Shakeout E-Tailers,”
Business Week E.Biz, May 15, 2000, pp. EB102–EB118; “E-Tail Gets
Derailed: How Web Upstarts Misjudged the Game,” The Wall Street Jour-
nal,April 5, 2000, p. A1ff.
7.“What Are Price Wars Good For? Absolutely Nothing,” Fortune,
May 12, 1997, p. 156; “Price Wars,” Adweek’s Marketing Week,June 8,
1992, pp. 18–22; “A Remarkable Gamble in an Industry Slump Pays Off
Fast for Agco,” The Wall Street Journal,August 19, 1997, p. A1ff.; “Why
the Price Wars Never End,” Fortune,March 23, 1992, pp. 68–78; “Avis,
Sidestepping Price Wars, Focuses on the Drive Itself,” Adweek’s Marketing
Week,February 12, 1990, p. 24.
8.“Aluminum Firms Offer Wider Discounts but Price Cuts Stop at
Some Distributors,” The Wall Street Journal,November 16, 1984, p. 50.
9.Michael V. Marn and Robert L. Rosiello, “Managing Price, Gain-
ing Profit,” Harvard Business Review,September–October 1992, pp.
84–94; Subhash C. Jain and Michael B. Laric, “A Framework for Strate-
gic Industrial Pricing,” Industrial Marketing Management8 (1979), pp.
75–80; Peter R. Dickson and Joel E. Urbany, “Retailer Reactions to
Competitive Price Changes,” Journal of Retailing,Spring 1994, pp. 1–22;
Mary Karr, “The Case of the Pricing Predicament,” Harvard Business
Review,March–April, 1988, pp. 10–23; Saeed Samiee, “Pricing in Mar-
keting Strategies of U.S. and Foreign-Based Companies,” Journal of
Business Research,February 1987, pp. 17–30; Gerard J. Tellis, “Beyond
the Many Faces of Price: An Integration of Pricing Strategies,” Journal of
Marketing,October 1986, pp. 146–60.
10.For more on Priceline, see “Fasten Your Seat Belt!” Ti m eDigital,
2001; “Inside Jay Walker’s House of Cards,” Fortune, November 13, 2000,
pp. 127–38; “Live Long and Prosper?” The Wall Street Journal,October
23, 2000, p. R22ff.; “How Jay Walker Built WebHouse on a Theory that
He Couldn’t Prove,” The Wall Street Journal,October 16, 2000, p. 1Aff.;
“Letting the Masses Name Their Price,” Business Week E.Biz, September
18, 2000, p. EB44; “Be Yor Own Barcode,” Ti m e, July 10, 2000, pp.
96–97; “Name Your Price—for Everything?” Business Week,April 17,