Jan-Benedict E. M. Steenkamp

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This study examines the role of supplier fairness in marketing channel relationships between relatively small resellers and large, powerful manufacturers. We conceptualize two components of supplier fairness -distributive justice, the fairness of outcomes received from carrying the supplier’s line, and procedural justice, the fairness of procedures and(More)
H do competitors react to each other’s price-promotion and advertising attacks? What are the reasons for the observed reaction behavior? We answer these questions by performing a large-scale empirical study on the short-run and long-run reactions to promotion and advertising shocks in over 400 consumer product categories over a four-year time span. Our(More)
How do competitors react to each other’s price-promotion and advertising actions? How do these reactions influence the net sales impact we observe? We answer these questions by performing a large-scale empirical study of the short-run and long-run reactions to promotion and advertising shocks in over 400 consumer product categories, over a four-year time(More)
The use of price promotions to stimulate brand and firm performance is increasing. We discuss how (i) the availability of longer scanner data time series, and (ii) persistence modelling, have lead to greater insights into the dynamic effects of price promotions, as one can now quantify their immediate, short-run, and long-run effectiveness. We review recent(More)
Many important marketing issues deal with the study of change in marketing variables based on an analysis of repeated measurements of entities (consumers, salespeople, companies, brands, etc.) observed at different points in time or at different levels of an independent variable. Traditionally, such data have been analyzed using OLS regression pooled across(More)
Channels researchers have consistently argued that asymmetrical channel relationships, compared to those balanced in power, exhibit lower trust and commitment as well as higher conflict. Using survey data from automobile dealers, we demonstrate that the positive attributes ascribed to symmetrical channel relationships vis-a-vis asymmetrical relationships(More)