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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

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

On the Depth and Dynamics of Online Search Behavior

Johnson, Eric J.; Moe, Wendy W.; Fader, Peter S.; … - In: Management Science 50 (2004) 3, pp. 299-308

This paper examines search across competing e-commerce sites. By analyzing panel data from over 10,000 Internet households and three commodity-like products (books, compact discs (CDs), and air travel services), we show that the amount of online search is actually quite limited. On average,...

Persistent link: https://www.econbiz.de/10009203843

Battle of the Retail Channels: How Product Selection and Geography Drive Cross-Channel Competition

Brynjolfsson, Erik; Yu (Jeffrey) Hu; Rahman, Mohammad S. - In: Management Science 55 (2009) 11, pp. 1755-1765

A key question for Internet commerce is the nature of competition with traditional brick-and-mortar retailers. Although traditional retailers vastly outsell Internet retailers in most product categories, research on Internet retailing has largely neglected this fundamental dimension of...

Persistent link: https://www.econbiz.de/10009204226

Strategic Manipulation of Internet Opinion Forums: Implications for Consumers and Firms

Dellarocas, Chrysanthos - In: Management Science 52 (2006) 10, pp. 1577-1593

There is growing evidence that consumers are influenced by Internet-based opinion forums before making a variety of purchase decisions. Firms whose products are being discussed in such forums are therefore tempted to manipulate consumer perceptions by posting costly anonymous messages that...

Persistent link: https://www.econbiz.de/10009208755

Consumer Surplus in the Digital Economy: Estimating the Value of Increased Product Variety at Online Booksellers

Brynjolfsson, Erik; Yu (Jeffrey) Hu; Smith, Michael D. - In: Management Science 49 (2003) 11, pp. 1580-1596

We present a framework and empirical estimates that quantify the economic impact of increased product variety made available through electronic markets. While efficiency gains from increased competition significantly enhance consumer surplus, for instance, by leading to lower average selling...

Persistent link: https://www.econbiz.de/10009208976

Reducing Buyer Search Costs: Implications for Electronic Marketplaces

Bakos, J. Yannis - In: Management Science 43 (1997) 12, pp. 1676-1692

Information systems can serve as intermediaries between the buyers and the sellers in a market creating an "electronic marketplace" that lowers the buyers' cost to acquire information about seller prices and product offerings. As a result, electronic marketplaces reduce the inefficiencies caused...

Persistent link: https://www.econbiz.de/10009209123

Do Better Customers Utilize Electronic Distribution Channels? The Case of PC Banking

Hitt, Lorin M.; Frei, Frances X. - In: Management Science 48 (2002) 6, pp. 732-748

Many service firms are pursuing electronic distribution strategies to augment existing physical infrastructure for product and service delivery. But little systematic study has been made for whether and how characteristics or behaviors might differ between customers who use electronic delivery...

Persistent link: https://www.econbiz.de/10009214020

An Empirical Analysis of Search Engine Advertising: Sponsored Search in Electronic Markets

Ghose, Anindya; Yang, Sha - In: Management Science 55 (2009) 10, pp. 1605-1622

The phenomenon of sponsored search advertising--where advertisers pay a fee to Internet search engines to be displayed alongside organic (nonsponsored) Web search results--is gaining ground as the largest source of revenues for search engines. Using a unique six-month panel data set of several...

Persistent link: https://www.econbiz.de/10009214415

Technology Usage and Online Sales: An Empirical Study

De, Prabuddha; Yu (Jeffrey) Hu; Rahman, Mohammad S. - In: Management Science 56 (2010) 11, pp. 1930-1945

Despite the widespread adoption of search and recommendation technologies on the Internet, empirical research that examines the effect of these technologies is scarce. How do online consumers use these technologies? Does consumers' technology usage have an effect on the sales to them or their...

Persistent link: https://www.econbiz.de/10009214563

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