Impact of Vertical Structure and Product Differentiation on Price Pass-through: An Analysis of the Retail Beer Market
By Daniel Martinez, Madhu Viswanathan, Mrinal Ghosh
Productions and Operations Management Society
Citation
Martinez, Daniel., Viswanathan, Madhu., Ghosh, Mrinal. (2022). Impact of Vertical Structure and Product Differentiation on Price Pass-through: An Analysis of the Retail Beer Market Productions and Operations Management Society .
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Productions and Operations Management Society, 2022
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Abstract
An important question in both marketing and economics is to understand how costs are passed through different vertical structures and different products to final consumers. However, casual identification of these relationships has been problematic. First, the vertical structure of most channels is endogenous to the retail final price observed. Second, commodity cost shocks which are often used to proxy for cost changes are often noisy measures of actual cost changes making it difficult to identify the true effect. Finally, most previous research considers the impact of vertical structure and product differentiation in isolation without considering the combined effect of both. In this research, we investigate the impact of both vertical structure and product differentiation on price passthroughs. Using the retail beer industry in the U.S as context, we leverage differences in regulations across states that mandate different vertical structures along with changes in excise tax to assess the impact on pass-throughs. Using a difference-in-difference strategy, we find that less integrated vertical structures and lower quality products exhibit lower passthroughs and that there are significant interaction effects between vertical structure and product differentiation. We conclude with implications for firms and policy practitioners.

Madhu Viswanathan is an Associate Professor of Marketing at the Indian School of Business (ISB). Prior to joining ISB, he served as an Assistant Professor at University of Arizona.

Professor Viswanathan’s research work focuses on the role of distribution channels, B2B relationships, and salesforce compensation, as well as, their impact on key marketing mix elements such as pricing and product assortment. His work has been published in the Journal of Marketing Research, a premier journal in the field of marketing. He has consulted for and worked with companies spanning a wide range of industries including retail, insurance, and healthcare.

Professor Viswanathan holds a PhD in Business Administration (Marketing) from the University of Minnesota, Twin Cities, and an undergraduate degree in Mechanical Engineering from BITS, Pilani.

Madhu Viswanathan
Madhu Viswanathan