Review of Industrial Organization

, Volume 30, Issue 4, pp 325–347 | Cite as

The Role and Determinants of Concession Sales in Movie Theaters: Evidence from the Spanish Exhibition Industry

  • Ricard GilEmail author
  • Wesley R. Hartmann


The importance of concession sales in the movie exhibition industry is widely acknowledged among economists and other social scientists that have studied this industry in the past. Despite this recognition, the lack of appropriate data has constrained existing studies that document the role that concessions play in movie theaters. Using detailed weekly movie theater data on concession sales, box office revenues and transaction characteristics from a major exhibitor in Spain, we shed light on the relation between concession sales and the following factors (i) theater attendance, (ii) non-traditional channels of ticket distribution, (iii) audience composition, and (iv) theater and market specific factors.


Concessions sales Retailing channels Entertainment Revenue management 

JEL Classification

L19 L82 M19 M31 


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Copyright information

© Springer Science+Business Media, LLC 2007

Authors and Affiliations

  1. 1.Department of EconomicsUniversity of CaliforniaSanta CruzUSA
  2. 2.Stanford Graduate School of BusinessStanfordUSA

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