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and Risks of Durable Goods Promotion Sloan Management
CONSUMER Productive Harvard Business Review MayJune 1983
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5anager addition airline Aqua-fresh average brand loyalty brand management Brand X buyers catalog cells Colgate competitive competitors consumer incandescent consumer promotion cost coupon Crest customers dealer dishwasher display distribution dollar durables executives Exhibit feature advertising financing GE's GMAC grocery gross margin Hartmann Harvard Business School households housewares included increase inventory risk KitchenAid light bulbs luggage Lynn Shoes MABG mailing major appliance manufacturers market share merchandising support million models Murrayhill shoes Murrayhill's national advertising packaged packaged-goods petroleum jelly premium price discrimination price pack price promotions price reduction private-label Procter & Gamble product category product line profit promotion expenditures promotion offers purchase QUELCH rebate reduce refund response retail accounts retail price sales force sales promotion salespeople Samsonite segment selling service marketers soft-white sold sweepstakes toothpaste trade accounts trade promotion trial users volume warehouse week