Dorfman–Steiner theorem

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The Dorfman–Steiner theorem (or Dorfman–Steiner condition) is a neoclassical economics theorem which looks for the optimal level of advertising that a firm should undertake. The theorem is named after Robert Dorfman and Peter O. Steiner who developed the approach in their widely cited 1954 article in the American Economic Review . Firms can increase their sales by either decreasing the price of the good or persuading consumers to buy more by increasing advertising expenditure. The optimal level of advertising for a firm is found where the ratio of advertising to sales equals the price-cost margin times the advertising elasticity of demand. The obvious result is that the greater the degree of sensitivity of quantity demanded to advertising and the greater the margin on the extra output then the higher the level of advertising. [1]

Neoclassical economics is an approach to economics focusing on the determination of goods, outputs, and income distributions in markets through supply and demand. This determination is often mediated through a hypothesized maximization of utility by income-constrained individuals and of profits by firms facing production costs and employing available information and factors of production, in accordance with rational choice theory.

Advertising form of communication for marketing, typically paid for

Advertising is a marketing communication that employs an openly sponsored, non-personal message to promote or sell a product, service or idea. Sponsors of advertising are typically businesses wishing to promote their products or services. Advertising is differentiated from public relations in that an advertiser pays for and has control over the message. It differs from personal selling in that the message is non-personal, i.e., not directed to a particular individual. Advertising is communicated through various mass media, including traditional media such as newspapers, magazines, television, radio, outdoor advertising or direct mail; and new media such as search results, blogs, social media, websites or text messages. The actual presentation of the message in a medium is referred to as an advertisement, or "ad" or advert for short.

Robert Dorfman was emeritus professor of political economy at Harvard University. Dorfman made great contributions to the fields of economics, statistics, group testing and in the process of coding theory.

A simple textbook presentation of the mathematical statement of the approach is as follows:

Where

is the price per unit of advertising
is the amount of advertising
is the price of the good
is the output of the good
is the average or marginal, depending on the assumptions, cost of production
is the advertising elasticity of demand. [2]

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Marginal cost factor in economics

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Advertising elasticity of demand is an elasticity measuring the effect of an increase or decrease in advertising on a market. Although traditionally considered as being positively related, demand for the good that is subject of the advertising campaign can be inversely related to the amount spent if the advertising is negative.

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Monopoly price

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References

  1. Dorfman, Robert, and Peter O. Steiner. (1954) Optimal Advertising and Optimal Quality. American Economic Review 44, 826-36.
  2. Andréosso-O'Callaghan, Bernadette, and David Jacobson. (2005). Industrial economics and organisation: a European perspective. London: McGraw-Hill