Past Conferences

Strategic and Tactical Decision Making in Supermarket Retailing

Center for Relationship Marketing
University at Buffalo School of Management

August 7-12, 2005


August 7, 2005

6:30 – 9 p.m. Reception

August 8, 2005

9:10 – 10:30 a.m “A Methodological Perspective on Retailer Decision Making for Multiple Categories”
Sri Devi Duvvuri* (University of Iowa)
11 a.m. – 12:20 p.m. “Investigating Consumers’ Purchase Incidence and Brand Choice Decisions across Multiple Product Categories: A Theoretical and Empirical Analysis”
Nitin Mehta* (University of Toronto)
1:30 p.m. – 2:50 p.m. “Role of Key SKU’s in Category Management”
Peter Boatwright* (Carnegie Mellon), Sharad Borle (Rice), Kirthi Kalyanam (Santa Clara)
3:20 – 4:40 p.m. “Estimating Consumer Demand for Private Label Brands Across Multiple Product Categories”
Andrei Strijnev* (University at Buffalo), Siddhartha Chib (Washington University) and Seethu Seetharaman (Rice)

August 9, 2005

9:10 – 10:30 a.m. “The “When” and “Where” Dimensions of Cherry Picking”
Dinesh K. Gauri (University at Buffalo), K. Sudhir (Yale), Debabrata Talukdar* (University at Buffalo)
11 a.m. – 12:20 p.m. “A Category Management Model of Retailer Dynamic Pricing and Ordering Decisions: Normative and Empirical Analyses”
Joseph M. Hall (Dartmouth), Praveen K. Kopalle* (Dartmouth), Aradhna Krishna (University of Michigan)
1:30 – 2:50 p.m. “Profitable Management of Customer Channel Adoption for Multichannel Retailers”
Rajkumar Venkatesan*, V. Kumar, Nalini Ravishanker (University of Connecticut)
3:20 – 4:40 p.m. “Vanishing Profits: The Consequences of Using Store Loyalty Data to Develop Target Marketing Programs for a Grocery Retailer”
Rakesh Niraj* and S. Siddarth (University of Southern California)

August 10, 2005

9 – 10:20 a.m. “Advertising Copy Strategy As A Moderator Of The Effectiveness Of Advertising Expenditures On Brand Sales”
Sriram Venkataraman*, Douglas Bowman, Sundar Bharadwaj (Emory)
10:40 a.m. – 12:00 p.m. “Retail Price Drivers and their Performance Consequences”
Shuba Srinivasan* (UC - Riverside), Koen Pauwels (Dartmouth) and Vincent Nijs (Northwestern)
Afternoon Leisure program Trip to Niagara Falls
6:30 – 9 p.m. Dinner with the Dean and Provost

August 11, 2005

9:10 – 10:30 a.m. “The Effects of Costs and Competition on Slotting Allowances”
Dmitri Kuksov and Amit Pazgal* (Washington University)
11 a.m. – 12:20 p.m. “Depth and Allocation of Trade Promotions: Evidence from the US Supermarket Industry”
Miguel I. Gómez*, Vithala R. Rao, Edward W. McLaughlin (Cornell)
1:30 – 2:50 p.m. “The Dynamics of Retail Oligopoly”
Paul Ellickson* and Arie Beresteanu (Duke)
3:20 – 4:40 p.m. “Quality and Location in Retail Gasoline Markets”
Ganesh Iyer (UC - Berkeley) and Seethu Seetharaman* (Rice)

August 12, 2005

9:10 – 10:30 a.m. “Recommendation Systems with Transaction Data”
Anand V. Bodapati* (UCLA)
11:00 a.m. – 12:20 p.m. “Did Big Brands Die the Day the Marlboro Man Fell of His Horse? - An Empirical Investigation of Consumer Choice of Cigarettes around Marlboro Friday"
Tao Chen, Vishal Singh and Baohong Sun* (Carnegie Mellon)
1:30 – 2:50 p.m. “Endogenous Sunk Costs and the Geographic Distribution of Brand Shares in Consumer Package Goods Industries”
Bart J. Bronnenberg (UCLA), Sanjay K. Dhar (Chicago), Jean-Pierre Dubé* (Chicago)
3:20 – 4:40 p.m. “Supermarket Pricing Strategies”
Paul Ellickson (Duke) and Sanjog Misra* (University of Rochester)