Discounted Diapers And Stockpiles Of Soup: Managing Earnings Through Marketing

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Executive Summary

Accounting abuses on a grand scale and massive financial deception from the very highest levels of management. As investors lost billions of dollars, the earnings management game with its fuzzy math and earnings magic came under fire, and stronger, sweeping legislation was enacted to reform American business practices. While much has been made of the opportunistic exercise of accounting discretion, a second type of earnings management strategy has gone largely ignored: the opportunistic structuring of real transactions. New research examines the ways in which managers use retail-level marketing actions to influence the timing of consumer purchases in relation to their firms' fiscal calendars and financial performance.

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