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The Sales and Competitive Effects of Styling and Advertising Practices in the U.S. Auto Industry

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  • Kwoka, John E, Jr

Abstract

This paper utilizes a detailed data set on most U.S. car models over a twenty-two-year period to determine the impact of advertising and product styling. It finds that, while advertising and style change each increases a model's sales, advertising is short-lived but styling has a much longer impact. Rivals' styling reduces own-model sales to the point that the overall market effect is self-canceling. Rivals' advertising, by contrast, does not greatly affect own sales, so that marketwide advertising does increase total sales. These results add several twists to previous analyses of this industry. Copyright 1993 by MIT Press.

Suggested Citation

  • Kwoka, John E, Jr, 1993. "The Sales and Competitive Effects of Styling and Advertising Practices in the U.S. Auto Industry," The Review of Economics and Statistics, MIT Press, vol. 75(4), pages 649-656, November.
    • Handle: RePEc:tpr:restat:v:75:y:1993:i:4:p:649-56
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    Cited by:

    1. Korenok, Oleg & Hoffer, George E. & Millner, Edward L., 2010. "Non-price determinants of automotive demand: Restyling matters most," Journal of Business Research, Elsevier, vol. 63(12), pages 1282-1289, December.
    2. Ana M. Aizcorbe & James T. Hickman & Martha Starr-McCluer, 2003. "The replacement demand for motor vehicles: evidence from the Survey of Consumer Finances," Finance and Economics Discussion Series 2003-44, Board of Governors of the Federal Reserve System (U.S.).
    3. Matthias Greuner & David Kamerschen & Peter Klein, 2000. "The Competitive Effects of Advertising in the US Automobile Industry, 1970-94," International Journal of the Economics of Business, Taylor & Francis Journals, vol. 7(3), pages 245-261.
    4. Randall Lewis & Dan Nguyen, 2015. "Display advertising’s competitive spillovers to consumer search," Quantitative Marketing and Economics (QME), Springer, vol. 13(2), pages 93-115, June.
    5. Parisa Pourkarimi & Gamal Atallah, 2020. "The Impact of Cooperative R&D and Advertising on Innovation and Welfare," Journal of Quantitative Economics, Springer;The Indian Econometric Society (TIES), vol. 18(1), pages 143-167, March.
    6. David Soberman, 2005. "Questioning Conventional Wisdom About Competition in Differentiated Markets," Quantitative Marketing and Economics (QME), Springer, vol. 3(1), pages 41-70, January.
    7. Peter Scott & James Walker, 2010. "Advertising, promotion, and the competitive advantage of interwar British department stores," Economic History Review, Economic History Society, vol. 63(4), pages 1105-1128, November.
    8. Heewon Chae & Jaeyong Song & Donald Lange, 2021. "Basking in reflected glory: Reverse status transfer from foreign to home markets," Strategic Management Journal, Wiley Blackwell, vol. 42(4), pages 802-832, April.
    9. David A. Soberman, 2004. "Research Note: Additional Learning and Implications on the Role of Informative Advertising," Management Science, INFORMS, vol. 50(12), pages 1744-1750, December.
    10. repec:rdg:wpaper:em-dp2008-56 is not listed on IDEAS
    11. González, Eduardo & Cárcaba, Ana & Ventura, Juan, 2015. "How car dealers adjust prices to reach the product efficiency frontier in the Spanish automobile market," Omega, Elsevier, vol. 51(C), pages 38-48.
    12. Requena-Silvente, Francisco & Walker, James, 2007. "Investigating sales and advertising rivalry in the UK multipurpose vehicle market (1995-2002)," Journal of Economics and Business, Elsevier, vol. 59(2), pages 163-180.
    13. David Paton, 2002. "Advertising, quality and sales," Applied Economics, Taylor & Francis Journals, vol. 34(4), pages 431-438.
    14. Larkin, Yelena, 2013. "Brand perception, cash flow stability, and financial policy," Journal of Financial Economics, Elsevier, vol. 110(1), pages 232-253.
    15. Qiang Liu & Thomas J. Steenburgh & Sachin Gupta, 2015. "The Cross Attributes Flexible Substitution Logit: Uncovering Category Expansion and Share Impacts of Marketing Instruments," Marketing Science, INFORMS, vol. 34(1), pages 144-159, January.
    16. Peter Scott & James Walker, 2009. "Sales and Advertising Rivalry in Interwar US Department Stores," Economics Discussion Papers em-dp2009-05, Department of Economics, University of Reading.
    17. Nichols, Mark W. & Fournier, Gary M., 1999. "Recovering from a bad reputation: changing beliefs about the quality of U.S. autos," International Journal of Industrial Organization, Elsevier, vol. 17(3), pages 299-318, April.
    18. Vicente Esteve & Francisco Requena, 2006. "A Cointegration Analysis of Car Advertising and Sales Data in the Presence of Structural Change," International Journal of the Economics of Business, Taylor & Francis Journals, vol. 13(1), pages 111-128.
    19. Neelotpaul Banerjee & Somroop Siddhanta, 2015. "An Empirical Investigation on the Impact of Marketing Communication Expenditure on Firms’ Profitability: Evidence from India," Global Business Review, International Management Institute, vol. 16(4), pages 609-622, August.
    20. Linli Xu & Kenneth C. Wilbur & S. Siddarth & Jorge M. Silva-Risso, 2014. "Price Advertising by Manufacturers and Dealers," Management Science, INFORMS, vol. 60(11), pages 2816-2834, November.
    21. Daria Gunina & Michal Novák & Tomáš Kincl & Lenka Komárková, 2018. "Mass Media Communication & Companies' Market Position: The Case Of The Czech Mortgage Market," Acta Oeconomica Pragensia, Prague University of Economics and Business, vol. 2018(2), pages 41-55.
    22. Mark W. Nichols, 1998. "Advertising and Quality in the U.S. Market for Automobiles," Southern Economic Journal, John Wiley & Sons, vol. 64(4), pages 922-939, April.

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