EDLP versus Hi-Lo Pricing Strategies in Retailing

Table Of Contents

• Cover
• Title Page
• Copyright
• About the Author
• About the Book
• This eBook can be cited
• Geleitwort des Herausgebers
• Preface
• Table of contents
• List of Abbreviations
• List of Symbols
• List of Figures
• List of Tables
• 1 Introduction
• 1.1 Problem background
• 1.2 Research questions and outline
• 2 Pricing Strategy in Retailing – A literature review
• 2.1 Introduction
• 2.1.1 Problem background and relevance of subject
• 2.1.2 Goals and structure of the paper
• 2.2 Theoretical foundations of the pricing strategy in retailing
• 2.3 Definition of the pricing strategy in retailing
• 2.4 Review of the research on pricing strategy in retailing
• 2.4.1 Results of conceptual papers
• 2.4.2 Results of empirical papers
• 2.4.2.1 Determinants of pricing strategy in retailing
• 2.4.2.1.1 Market and consumer factors
• Main results
• Further results
• 2.4.2.1.2 Retailer factors
• Main results
• Further results
• 2.4.2.1.3 Competitor factors
• 2.4.2.1.4 Manufacturer and brand factors
• 2.4.2.2 Research on the outcomes of pricing strategy in retailing
• 2.4.2.2.1 Retailer outcomes
• 2.4.2.2.2 Customer outcomes
• 2.5 Implications
• 2.5.1 Directions for future research
• 2.5.2 Managerial implications
• 2.6 Conclusion
• 3 Don’t get Stuck in the Middle! An Examination of Pure versus Hybrid Pricing Strategies in Retailing
• 3.1 Introduction
• 3.2 Conceptual framework and hypotheses
• 3.2.1 Qualitative pre-study
• 3.2.2 Developing the focal construct: comparing literature and field perspectives
• 3.2.3 The effects of pricing strategy alignement
• 3.2.4 Moderating effects
• 3.2.4.1 Market factors
• 3.2.4.2 Store factors
• 3.2.4.3 Competitive factors
• 3.3 Method
• 3.3.1 Empirical context and data
• 3.3.2 Measures
• 3.3.2.1 Focal construct: pricing strategy alignment
• 3.3.2.2 Performance variables
• 3.3.2.3 Moderating variables
• 3.4 Results
• 3.4.1 Analysis approach
• 3.4.2 Additional analysis
• 3.5 Discussion of results
• 3.5.1 Theoretical implications
• 3.5.2 Managerial implications
• 3.5.3 Limitations and need for further research
• 4 Price Promotion Activity at the Category Level: Less is More?
• 4.1 Introduction
• 4.2 Method
• 4.2.1 Data
• 4.2.2 Measures
• 4.2.2.1 Price promotion activity
• 4.2.2.2 Productivity of the sales area
• 4.3 Analysis
• 4.4 Results
• 4.4.1 Recommendation: No price promotion activity
• Chocolate/Cereal bars
• Auto dish
• 4.4.2 Recommendation: High price promotion activity
• Brandy/Cognac
• Heavy Duty Detergents
• Shower gel
• Shampoo
• 4.4.3 Recommendation: Low price promotion activity
• Margarine
• Cream cheese
• Chocolate
• Juices
• Roasted coffee
• Yoghurt
• Pralines
• Dog food
• Ham and sausage
• Soups and stews
• Salty snacks
• Air freshener
• Rice
• 4.4.4 Recommendation: Medium price promotion activity
• Bathroom tissue
• Soft drinks
• Total hand & body care
• Toothpaste
• Ketchup
• Spirituous beverages
• Fruit gums
• Cereals
• Liquors
• Instant/convenience food
• Sparkling wine/champaign
• Sweet spread
• Frozen pizza
• Deodorants
• 4.4.5 Recommendation: Low or high price promotion activity
• 4.4.6 Summary of recommendations
• 4.5 Discussion
• 5 Conclusion
• Appendix
• Expert Interview Guidelines
• References