costs) and predicted that PPU, when arising as a di fferentiation to selling in equilibrium, fundamentally achieves lower … profi ts than selling. We extend the theory by covering goods with any production cost, in duopolistic competition. We show … that PPU business models can be more pro table than selling (especially at mid-range production costs), as long as their …

features has become a popular business model for firms selling digital goods. However, it is not clear whether the launch of a …

senders acquire about the preferences and orientations of receivers, with applications to strategic marketing and campaigning …

The launch of a new product or service via direct marketing is nearly always preceded by a test of that offering. Such … customer segments should be contacted with the offering. This paper examines the effectiveness of managers' decisions related … expert judgments---and empirically, for two new direct marketing offers. The paper describes how an interplay of management …

In this paper, we study a regretful seller’s problem of selling a fixed number of goods over a finite and known time …

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 … leasing and selling hinges on the rates at which leased and sold units depreciate. In particular, we find that leasing does …

>This paper was accepted by J. Miguel Villas-Boas, marketing.</i> …

marketing lever (price) and the firm's ability to offer products that generate less satiation. In particular, we show that when …

Managers of retail chains who seek to add new stores or close existing ones need to know the net impact of a store … of managerial applications, we discuss how managers can use the model presented in this paper to make two key decisions …, marketing.</i> …