Perreault−McCarthy: Basic
Marketing: A
Global−Managerial
Approach, 14/eBack Matter Notes © The McGraw−Hill
Companies, 2002800 Notes
2000, pp. 72–78; “The Hype Is Big, Really Big, at Priceline,” Fortune,
September 6, 1999, pp. 193–202. For more on other online travel sites,
see “Orbitz Doesn’t Soar,” Business Week E.Biz, July 9, 2001, p. EB8;
“Southwest Limits Most Travel Data to Own Web Site,” USA Today, July
6, 2001, p. 3B; “Your Family May Be Too Big for Orbitz,” USA Today,
June 29, 2001, p. 5D; “Airlines Jettison Incentives for Making Reserva-
tions Over the Internet,” The Wall Street Journal,June 25, 2001, p. B1;
“Hotel Reservation Network: Travel Site Enjoys Solid Profits,” Investor’s
Business Daily, June 20, 2001, p. A5; “Good Fares Await Travelers Buying
Tickets Online,” Investor’s Business Daily, June 12, 2001, p. A8; “Where
the Net Delivers: Travel,” Business Week,June 11, 2001, pp. 142–44;
“Southwest Pushes Its Online Booking, Says Internet Rivals Come Up
Short,” Brandweek, June 11, 2001, p. 16; “Orbitz Puts New Spin on Air-
fares,” USA Today, June 8, 2001, p. 8D; “Big Airlines Officially Open
Online Outlet,” USA Today, June 4, 2001, p. 1Bff.; “Airlines to Offer
Cheap Tickets on the Internet,” The Wall Street Journal,June 29, 2000, p.
B1ff.
11.Stephen P. Bradley, “Ebay, Inc.,” Journal of Interactive Marketing,
Autumn 2000, p. 73; “Ebay Allows Sellers to Set Up ‘Storefronts’ Online
in Bid to Expand Beyond Auctions,” The Wall Street Journal,June 12,
2001, p. B8; “Corporate Sellers Put the Online Auctioneer on Even
Faster Track,” The Wall Street Journal,June 1, 2001, p. A1ff.; “One Man’s
Economic Gotterdammerung Is Another’s Clearance Sale,” Ecompany,
May 2001, pp. 106–108; “Ebay’s Bid to Conquer All,” Ti m e, February 5,
2001, pp. 48–51; “A Revolution in Pricing? Not Quite,” Business Week,
November 20, 2000, pp. 48–49; “Will Auction Frenzy Cool?” Business
Week E. Biz, September 18, 2000, p. EB140; “Going, Going, Gone,”
Business Week,April 12, 1999, pp. 30–32; “Good-Bye to Fixed Pricing,”
Business Week,May 4, 1998, pp. 71–84; “One-Price Deals Save Time,
Hassles, but Not Money,” USA Today,March 11, 1998, p. 1Bff; “Airlines
Raise Their Class Consciousness,” Business Week,February 23, 1998, p. 40;
“Haggling in Cyberspace Transforms Car Sales,” The Wall Street Journal,
December 30, 1997, p. B1ff.; “Car Hagglers May Still Drive Best Car
Deals,” The Wall Street Journal,October 12, 1994, p. B1ff. See also Eric
Matson, “Customizing Prices,” Harvard Business Review, November–
December 1995, pp. 13–14; Sanjay K. Dhar and Stephen J. Hoch, “Price
Discrimination Using in-Store Merchandising,” Journal of Marketing, Jan-
uary 1996, pp. 17–30; Michael H. Morris, “Separate Prices as a
Marketing Tool,” Industrial Marketing Management,May 1987, pp. 79–86;
P. Ronald Stephenson, William L. Cron, and Gary L. Frazier, “Delegating
Pricing Authority to the Sales Force: The Effects on Sales and Profit Per-
formance,” Journal of Marketing,Spring 1979, pp. 21–24.
12.For more on Amazon offering different prices to different cus-
tomers, see “Price? For You, $2; For the Rich Guy, $5,” Investor’s Business
Daily, September 29, 2000, p. A8. For more on the Winn-Dixie example,
see “Squeezin’ the Charmin,” Fortune,January 16, 1989, pp. 11–12;
“Grocers Join Winn-Dixie,” Advertising Age,November 7, 1988, p. 3;
“Grocery Chains Pressure Suppliers for Uniform Prices,” The Wall Street
Journal,October 21, 1988, p. B1.
13.“What’s a Fair Price for Drugs?” Business Week,April 30, 2001, pp.
105–106; “AIDS Gaffes in Africa Come Back to Haunt Drug Industry at
Home,” The Wall Street Journal,April 23, 2001, p. A1ff.; “Vaccine’s Price
Drives a Debate about Its Use,” The Wall Street Journal,February 16,
2000, p. B1ff.; “Price Tag for Schering-Plough Drug Angers Activists,”
The Wall Street Journal,August 24, 1999, p. B6; “AZT Price Cut for
Third World Mothers-to-Be,” The Wall Street Journal,March 5, 1998, p.
B1ff.; “Breakthrough in Birth Control May Elude Poor,” The Wall Street
Journal,March 4, 1991, p. B1ff; “Burroughs Wellcome Reaps Profits,
Outrage from Its AIDS Drug,” The Wall Street Journal,September 15,
1989, p. A1ff; Richard A. Spinello, “Ethics, Pricing and the Pharmaceu-
tical Industry,” Journal of Business Ethics,August 1992, pp. 617–26;
Dhruv Grewal and Larry D. Compeau, “Comparative Price Advertising:
Informative or Deceptive?” Journal of Public Policy & Marketing,Spring
1992, pp. 52–62.
14.“Mobile Warfare,” Ti m e ,May 26, 1997, pp. 52–54; “Motorola Goes
for the Hard Cell,” Business Week,September 23, 1996, p. 39; “Why
Motorola Has Nonworking Numbers,” Business Week,July 22, 1996, p.
39; “Cell-Phone Service May Be Getting Cheaper,” The Wall Street Jour-
nal,January 11, 1996, p. B1ff.; Alan Reynolds, “A Kind Word for ‘Cream
Skimming,’ ” Harvard Business Review,November–December 1974, pp.
113–20.
15.For more on Palm, see Chapter 10, footnote #1. See also “A Best
Seller Gets Better,” Newsweek,March 16, 1998, p. 79; “Apple Drops
Newton, an Idea Ahead of Its Time,” The Wall Street Journal,March 2,
1998, p. B1ff.; “A Rocket in Its Pocket,” Business Week,September 9,
1996, pp. 111–14.
16.Check out foreign exchange rates on the World Wide Web:
<http://www.imf.org> and <http://www.federal reserve.gov>; “One Dol-
lar Is Worth One Dollar, but That Wasn’t Always So,” The Wall Street
Journal,January 13, 1998, p. A1ff.; “The Buck Bites Back,” Newsweek,
May 5, 1997, p. 47; “Luxury Prices for U.S. Goods No Longer Pass
Muster in Japan,” The Wall Street Journal,February 28, 1996, p. B1ff.;
Timothy A. Luehrman, “Exchange Rate Changes and the Distribution of
Industry Value,” Journal of International Business Studies,Winter, 1991,
pp. 619–50; James K. Weekly, “Pricing in Foreign Markets: Pitfalls and
Opportunities,” Industrial Marketing Management,May 1992, p. 173.
17.“Soap Smugglers Clean Up in Vietnam,” The Wall Street Journal,
April 1, 1998, p. B1ff.
18.“Discounts Follow Dip in Business Travel,” USA Today, June 21,
2001, p. 1Bff.; “Sailing on Sale: Travelers Ride a Wave of Discounts on
Cruise Ships,” The Wall Street Journal,July 17, 2000, p. B1ff.; “Compet-
ing Online, Drugstore Chains Virtually Undersell Themselves,” The Wall
Street Journal,January 10, 2000, p. B1ff.; “Prescription: Cash Only, Some
Doctors Offer Discounts,” USA Today, December 22, 1999, p. 1Bff.;
“Printer Wars: Toner Discount Incites Rivals,” The Wall Street Journal,
April 10, 1998, p. B1ff.; “Snaring Cheap Fares on the Internet,” The Wall
Street Journal,October 10, 1997, p. B10; “Ask and It Shall Be Dis-
counted,” Business Week,October 6, 1997, pp. 116–18; “The Latest
Weapon in the Price Wars,” Fortune,July 7, 1997, p. 200; “Owens Corn-
ing: Back from the Dead,” Fortune,May 26, 1997, pp. 118–26; “Travelers
Take Internet Route for Discounts,” USA Today,January 13, 1997, p. 3B;
Douglas D. Davis and Charles A. Holt, “List Prices and Discounts: The
Interrelationship Between Consumer Shopping Patterns and Profitable
Marketing Strategies,” Psychology & Marketing, July 1996, pp. 341–63;
David W. Arnesen, C. P. Fleenor, and Rex S. Toh, “The Ethical Dimen-
sions of Airline Frequent Flier Programs,” Business Horizons,
January–February 1997, pp. 47–56; K.J. Blois, “Discounts in Business
Marketing Management,” Industrial Marketing Management,April 1994,
pp. 93–100; James B. Wilcox et al., “Price Quantity Discounts: Some
Implications for Buyers and Sellers,” Journal of Marketing,July 1987, pp.
60–70; Mark T. Spriggs and John R. Nevin, “The Legal Status of Trade
and Functional Price Discounts,” Journal of Public Policy & Marketing,
Spring 1994, pp. 61–75; Judith Waldrop, “The Seasons of Business,”
American Demographics,May 1992, pp. 40–45; “Cash Discounts,” Electri-
cal Wholesaling,May 1989, pp. 90–96.
19.For more on P&G’s everyday low pricing, see “P&G, Others Try
New Uses for Coupon-Heavy Media,” Advertising Age,September 22,
1997, p. 20; “Move to Drop Coupons Puts Procter & Gamble in Sticky
PR Situation,” The Wall Street Journal,April 17, 1997, p. A1ff.; “Zeroing
In on Zero Coupons,” Brandweek,June 3, 1996, pp. 30–36; “Company
Makes Big Cuts to Stay Fit,” USA Today,July 16, 1993, p. 1Bff.; “P&G
Plays Pied Piper on Pricing,” Advertising Age,March 9, 1992, p. 6;
Stephen J. Hoch, Xavier Dreze, and Mary E. Purk, “EDLP, Hi-Lo, and
Margin Arithmetic,” Journal of Marketing,October 1994, pp. 16–27;
George S. Bobinski, Dena Cox, and Anthony Cox, “Retail ‘Sale’ Adver-
tising, Perceived Retailer Credibility, and Price Rationale,” Journal of
Retailing, Fall 1996, pp. 291–306; Francis J. Mulhern and Daniel T. Pad-
gett, “The Relationship Between Retail Price Promotions and Regular
Price Purchases,” Journal of Marketing, October 1995, pp. 83–90.
20.Paul N. Bloom, “Slotting Allowances and Fees: Schools of
Thought and the Views of Practicing Managers,” Journal of Marketing,