Marketing Letters

, Volume 27, Issue 3, pp 579–588 | Cite as

Pricing and persuasive advertising in a differentiated market

  • Baojun Jiang
  • Kannan Srinivasan


This paper examines the effects of consumer preferences, firms’ costs, and advertising efficiencies on firms’ pricing and persuasive advertising strategies. We show that as the firms’ horizontal differentiation increases, the firm with a lower value-added product tends to increase persuasive advertising, whereas its competitor tends to reduce advertising. Second, the firm receiving a favorable shock in product valuation will complement the favorable change with additional persuasive advertising rather than reduce advertising spending. Third, an equal improvement in advertising efficiency in the industry will lower the profits for both firms, whereas a decrease in advertising efficiency in the industry can benefit both firms. Fourth, a larger shock that improves a firm’s product valuation or unit cost is more likely to induce higher advertising spending in the industry. Lastly, an exogenous increase in the separation between firms’ product valuations or perceived qualities may actually reduce the price dispersion in the industry.


Competitive strategy Persuasive advertising Pricing Product differentiation Competition Game theory 

Supplementary material

11002_2015_9370_MOESM1_ESM.docx (46 kb)
ESM 1 (DOCX 45 kb)


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Copyright information

© Springer Science+Business Media New York 2015

Authors and Affiliations

  1. 1.Olin Business SchoolWashington University in St. LouisSt. LouisUSA
  2. 2.Tepper School of BusinessCarnegie Mellon UniversityPittsburghUSA

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