In a situation where several hundred new music albums are released each month, producing sales forecasts in a reliable and consistent manner is a rather difficult and cumbersome task. The purpose of this study is to obtain sales forecasts for a new album before it is introduced. We develop a...

Line extensions have been a basis for strategic growth for many firms during the past decade. The viability of line extensions largely depends on how consumers perceive the new features of the extensions. This study examined how consumers differ in their evaluations of original products and line...

This research investigates the impact of a large-scale assortment reduction on customer retention, utilizing a model we develop to explore the effect on sales at both the store level and the category level simultaneously. We apply our model to a data set provided by an online grocer. The data...

Dale Carnegie once said that the sound of one’s name is the sweetest for any person. Much internet personalization acts on this mantra by trying to create an online environment where customers are greeted by name and are recommended products based on their preferences. However, no clear...

Previous research has explored how both internal and external references prices affect consumer perceptions and consequently the price that consumers are willing to pay for a product or service. Historically, researchers have examined the effects of exposure to prices for the same product, the...

Movies are distributed through multiple, carefully segmented, channels. This paper investigates how consumption in a movie's theatrical channel affects demand in the subsequent DVD retail channel. We exploit exogenous variation in events that affect theatrical attendance in a geographic market...

This research investigates the impact of a large-scale assortment reduction on customer retention, utilizing a model we develop to explore the effect on sales at both the store level and the category level simultaneously. We apply our model to a data set provided by an online grocer. The data...

We study the determinants of sensitivity to the promotional activities of temporary price reductions, displays, and feature advertisements. Both the theoretical and empirical literatures on price promotions suggest that retailer competition and the demographic composition of the shopping...

This paper quantifies the relationship between private-network file sharing activity and music sales in the BitTorrent era. Using a panel dataset of 2,251 albums' U.S. sales and file sharing downloads on a private network during 2008, I estimate the effect of file sharing on album sales....

I quantify the effects of private-network music sharing on aggregate album sales in the BitTorrent era using a panel of US sales and private-network downloads for 2,109 albums during 2008. Exogenous shocks to the network's sharing constraints address the simultaneity problem. In theory,...