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Marketplace or Reseller?
Hagiu, Andrei - 2016
whether control rights over a non-contractible decision variable (the choice of some marketing activity) are better held by … tailoring of marketing activities for each specific product. We show that this tradeoff is shifted towards the reseller …-mode when marketing activities create spillovers across products and when network effects lead to unfavorable expectations about …
Persistent link: https://www.econbiz.de/10012989153
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Blockbuster Culture's Next Rise or Fall: The Impact of Recommender Systems on Sales Diversity
Fleder, Daniel; Hosanagar, Kartik - In: Management Science 55 (2009) 5, pp. 697-712
This paper examines the effect of recommender systems on the diversity of sales. Two anecdotal views exist about such effects. Some believe recommenders help consumers discover new products and thus increase sales diversity. Others believe recommenders only reinforce the popularity of...
Persistent link: https://www.econbiz.de/10009214388
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Competing Matchmakers: An Experimental Analysis
Hossain, Tanjim; Minor, Dylan; Morgan, John - In: Management Science 57 (2011) 11, pp. 1913-1925
Platform competition is ubiquitous, yet platform market structure is little understood. Theory models typically suffer from equilibrium multiplicity--platforms might coexist or the market might tip to either platform. We use laboratory experiments to study the outcomes of platform competition....
Persistent link: https://www.econbiz.de/10010990430
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Dynamic Conversion Behavior at E-Commerce Sites
Moe, Wendy W.; Fader, Peter S. - In: Management Science 50 (2004) 3, pp. 326-335
This paper develops a model of conversion behavior (i.e., converting store visits into purchases) that predicts each customer's probability of purchasing based on an observed history of visits and purchases. We offer an individual-level probability model that allows for different forms of...
Persistent link: https://www.econbiz.de/10009209056
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Revenue Management and E-Commerce
Boyd, E. Andrew; Bilegan, Ioana C. - In: Management Science 49 (2003) 10, pp. 1363-1386
We trace the history of revenue management in an effort to illustrate a successful e--commerce model of dynamic, automated sales. Our discourse begins with a brief overview of electronic distribution as practiced in the airline industry, emphasizing the fundamental role of central reservation...
Persistent link: https://www.econbiz.de/10009214410
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Direct Marketing, Indirect Profits: A Strategic Analysis of Dual-Channel Supply-Chain Design
Chiang, Wei-yu Kevin; Chhajed, Dilip; Hess, James D. - In: Management Science 49 (2003) 1, pp. 1-20
own retailers. Here, direct marketing is used for strategic channel control purposes even though it is inefficient on its …-setting game between a manufacturer and its independent retailer. Direct marketing, which indirectly increases the flow of profits …
Persistent link: https://www.econbiz.de/10009214460
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The Name-Your-Own-Price Channel in the Travel Industry: An Analytical Exploration
Wang, Tuo; Gal-Or, Esther; Chatterjee, Rabikar - In: Management Science 55 (2009) 6, pp. 968-979
Name-your-own-price (NYOP) retailers, such as Priceline, offer an alternative distribution channel for service providers in the travel industry such as airlines, hotels, and car rental companies. Our research employs an analytical model to identify and understand key trade-offs driving the...
Persistent link: https://www.econbiz.de/10009203901
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Dynamic Pricing in the Presence of Inventory Considerations: Research Overview, Current Practices, and Future Directions
Elmaghraby, Wedad; P{\i}nar Keskinocak - In: Management Science 49 (2003) 10, pp. 1287-1309
The benefits of dynamic pricing methods have long been known in industries, such as airlines, hotels, and electric utilities, where the capacity is fixed in the short-term and perishable. In recent years, there has been an increasing adoption of dynamic pricing policies in retail and other...
Persistent link: https://www.econbiz.de/10009204057
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Supply Chain Choice on the Internet
Netessine, Serguei; Rudi, Nils - In: Management Science 52 (2006) 6, pp. 844-864
Internet companies extensively use the practice of drop-shipping, where the wholesaler stocks and owns the inventory and ships products directly to customers at retailers' request. Under the drop-shipping arrangement, the supply chain benefits from risk pooling because the inventory for multiple...
Persistent link: https://www.econbiz.de/10009191581
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Competing Across Technology-Differentiated Channels: The Impact of Network Externalities and Switching Costs
Viswanathan, Siva - In: Management Science 51 (2005) 3, pp. 483-496
Technology-driven commerce channels, such as the Web, possess several unique features that differentiate them from traditional channels. The interaction between firms operating across these differentiated channels involves interesting competitive dynamics that cannot be captured by isolated...
Persistent link: https://www.econbiz.de/10009198120