People make a wide variety of choices as consumers, managers, employers, and regulators. Most of these choices are not made in a vacuum but rather in a context of strategic interactions that make individual payoffs interdependent across the decision makers. This payoff interdependence leads to...

This paper examines the relationship between competition and price discrimination in the market for mailing lists. More specifically, we examine whether sellers are more likely to segregate consumers by offering a menu of quality choices (second-degree price discrimination) and/or offering...

The authors study the effect of changes in the U.S. income distribution on assortment size in the mainstream grocery channel. Census demographics for 1,711 counties are matched to local assortment data from Nielsen in 944 grocery product categories from 2007 to 2013. The authors show that –...

We study the impact of launching a non-tiered customer loyalty program on consumers' spending per visit, frequency of visits and attrition rates, as well as the overall customer value. We demonstrate these results both through descriptive difference-in-difference regressions as well as through a...

We develop a salesforce-driven consumer choice model to study how performance-based commissions incentivize a salesperson's service effort toward heterogeneous, substitutable products carried by the firm. We use a structural approach to back out the effort that is unobserved from data, and...

This paper demonstrates that brand-level state dependence is affected by the store at which a consumer shops. The classic structural state dependence literature models inertia in brand choice by assuming that consumers experience an extra boost in utility from consuming the products they last...

Purchase shares of major national-brands in consumer packaged-goods industries vary substantially across stores, both between geographic markets and across stores within markets. This paper measures the extent to which the variation in national-brand purchase shares depends on four...

This paper examines pairwise assortment similarities at U.S. supermarkets to understand how assortment composition and size are related to underlying factors that describe local store clientele, local competitive structure, and the retail outlets’ characteristics. The top-selling items, which...

This paper demonstrates that, under a set of weak assumptions, increased product differentiation will make it more difficult to sustain collusion when it is costly either to coordinate or to maintain collusion. These results contrast with the previous theoretical literature, which shows that, in...