Journal ArticleQuantitative Marketing and Economics · December 1, 2024
https://doi.org/10.1007/s11129-023-09271-y. The recently published paper has some errors in the main body. Here are the corrections that need to be updated: Page 32: The entire paragraph “In practice, there are a few different variants of BNPL programs tha ...
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Journal ArticleMarketing Science · November 1, 2024
Price negotiations are often characterized by either the buyer or the seller introducing delays and interruptions. In the bargaining literature, time delays are considered costly and could lower the consumer’s incentives to engage in bargaining and also re ...
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Journal ArticleQuantitative Marketing and Economics · March 1, 2024
In this paper, we study the incentives of vertically differentiated firms to offer Buy Now, Pay Later (BNPL) in a competitive market. BNPL is a relatively new payment mechanism which, at the point of sale, allows consumers to pay for a product in interest- ...
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Journal ArticleMarketing Science · November 1, 2018
Telecommunications service is an important and growing market, with worldwide revenue exceeding $2.2 trillion in 2016. In the U.S. market, the total number of mobile wireless connections has grown from 279.6 million in 2008 to 396 million in 2016. All the ...
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Chapter · January 1, 2018
The use of slotting allowances in the retail sector is controversial and has led to two divergent views of their effectiveness. The first view argues that these allowances enhance efficiency because they convey information that allows resources to be alloc ...
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Journal ArticleMarketing Science · January 1, 2016
An exchange promotion allows consumers to turn in an old good and receive a discount toward the purchase of a new product. The old good that is turned in can either be within the same category as the new good or it may be in a different category. For examp ...
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Journal ArticleManagement Science · March 1, 2015
In using the generalized second-price (GSP) auction to sell advertising slots, a search engine faces several challenges. Advertisers do not truthfully bid their valuations, and the valuations are uncertain. Furthermore, advertisers are budget constrained. ...
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Journal ArticleMarketing Science · January 1, 2014
In search advertising, brand names are often purchased as keywords by the brand owner or a competitor. We aim to understand the strategic benefits and costs of a firm buying its own brand name or a competitor's brand name as a keyword. We model the effect ...
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Journal ArticleMarketing Science · January 1, 2011
Digital rights management (DRM) is an important yet controversial issue in the information goods markets. Although DRM is supposed to help copyright owners by protecting digital content from illegal copying or distribution, it is controversial because DRM ...
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Journal ArticleJournal of Marketing Research · January 1, 2010
Conventional wisdom in marketing holds that (1) retailer forward buying is a consequence of manufacturer trade promotions and (2) stockpiling units helps the retailer but hurts the manufacturer. This article provides a deeper understanding of forward buyin ...
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Journal ArticleMarketing Science · January 1, 2010
Many consumer durable retailers often do not advertise their prices and instead ask consumers to call them for prices. It is easy to see that this practice increases the consumers' cost of learning the prices of products they are considering, yet firms com ...
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Journal ArticleMarketing Letters · December 1, 2008
Much of experimental research in marketing has focused on individual choices. Yet in many contexts, the outcomes of one's choices depend on the choices of others. Furthermore, the results obtained in individual decision making context may not be applicable ...
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Journal ArticleJournal of Marketing · January 1, 2008
The authors examine how a service firm's longevity may affect consumers' perceptions of risk in conducting business with the firm. Depending on the nature of information available to consumers, a firm's longevity can act in one of two ways to reduce the co ...
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Journal ArticleManagement Science · January 1, 2007
Firms often have to make their production decisions under conditions of demand uncertainty. This is especially true for product categories such as automobiles and technology goods where the lead time needed for manufacturing forces firms to make production ...
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Journal ArticleMarketing Science · August 25, 2006
For many consumers who use loans to acquire an expensive durable such as a car, the market value of their current (used) durable is less than the outstanding loan amount. If these consumers want to replace their used durable with a new one, they might not ...
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Journal ArticleMarketing Letters · December 1, 2005
Behavioral decision researchers have documented a number of anomalies that seem to run counter to established theories of consumer behavior from microeconomics that are often at the core of analytical models in marketing. A natural question therefore is ho ...
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Journal ArticleJournal of Marketing Research · January 1, 2005
The authors study trade promotions for durable goods, such as automobiles, for which manufacturers provide special incentives to dealers for exceeding specific sales targets. They develop a theoretical model of consumer, retailer, and manufacturer behavior ...
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Journal ArticleReview of Marketing Science · December 1, 2004
The marketing literature on product warranty and extended warranty has largely focused on their role as segmentation instruments in risk-averse consumer markets. Preserving this insurance rationale, we highlight the role of extended warranty in channel coo ...
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Journal ArticleMarketing Science · March 1, 2004
Although negotiating over prices with sellers is common in many markets such as automobiles, furniture, services, consumer electronics, etc., it is not clear how a haggling price policy can help a firm gain a strategic advantage or whether it is even susta ...
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Journal ArticleReview of Marketing Science · January 1, 2004
The marketing literature on product warranty and extended warranty has largely focused on their role as segmentation instruments in risk-averse consumer markets. Preserving this insurance rationale, we highlight the role of extended warranty in channel coo ...
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Journal ArticleReview of Marketing Science · 2004
The marketing literature on product warranty and extended warranty has largely focused on their role as segmentation instruments in risk-averse consumer markets. Preserving this insurance rationale, we highlight the role of extended warranty in channel ...
Cite
Journal ArticleManagement Science · January 1, 2001
Product design decisions substantially affect the cost and revenue drivers. A design configuration with commonality can lower manufacturing cost. However, such a design may hinder the ability to extract price premiums through product differentiation. We ex ...
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Journal ArticleMarketing Science · January 1, 2001
Durable goods manufacturers often design product lines by segmenting their markets on quality attributes - attributes that exhibit a "more is better" property for all consumers. Since products within a product line are partial substitutes, and consumers ca ...
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Journal ArticleMarketing Science · January 1, 2000
With the increase in new product introductions in consumer packaged goods categories, supermarkets are reluctant to accept new products. Therefore, it is very important for manufacturers to convince retailers of the high-demand potential of their products. ...
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Journal ArticleMarketing Science · January 1, 1999
In marketing durable goods, manufacturers use varying degrees of leasing and selling to consumers, e.g., cars, photocopiers, personal computers, airplanes, etc. The question that this raises is whether the distinction between leases and sales is simply one ...
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Journal ArticleManagement Science · January 1, 1998
This paper analyzes the problems associated with marketing a durable through leases and sales. Academic research in this area has argued that in a monopolistic environment, leasing dominates selling. Hence, leasing and selling should not co-exist and the f ...
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Journal ArticleEuropean Journal of Operational Research · April 16, 1997
In finance, portfolio performance assessment is an important area of research. The two popular indices of performance are the Jensen's alpha and the Sharpe index. However there are a number of shortcomings of the above measures that have been highlighted i ...
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Journal ArticleManagement Science · January 1, 1997
Most franchisors charge an advertising fee in addition to the better known royalty and franchise fee. We study the role of the advertising fee in improving channel coordination. We begin our analysis with a simple case of one franchisor dealing with two id ...
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Journal ArticleJournal of Retailing · December 1, 1996
Franchisors often charge a common franchise fee and royalty on all the products sold or serviced by their franchisees. Since the potential demand for each product may be different, a product specific pricing scheme may be optimal. Hence, the common strateg ...
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Journal ArticleMarketing Science · November 1995
We consider two broad categories of incentives by which a manufacturer can motivate its retailers to provide high customer satisfaction: (1) manufacturer assistance that reduces the retailer's cost of providing customer satisfaction (CS assistance ...
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Journal ArticleManagement Science · October 1995
We study the signalling strategy of a principal who is privately informed about its high demand potential to an uninformed risk-neutral agent. We analyze the model in the context of a contract between a franchisor and a franchisee. We examine the ...
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