Consumers choosing a cellular calling plan typically have many options to choose from. While the number of firms may be small, each offers a large number of calling plans, each one dealing with many options for each of the different types of services included in the contract (voice...

Although revenue-management markets are rarely monopolistic, this assumption is typically made in the literature. In this paper, multiple sellers in total offer K identical goods to nK buyers with private persistent valuations. Goods are traded in continuous time before some deadline. All buyers...

This paper examines optimal managerial decisions in markets where goods may be distributed directly by their producers and/or by an intermediary akin to an online platform. We characterize the optimal design of the platforms' trading strategy, under two distinct business models: a marketplace...

We consider a monopoly that sets a price and differentiated referral fees to spread product information along a simple consumer communication network (a chain). The profit-maximizing solution involves standard monopoly pricing and referral fees that provide consumers with strictly positive...

We study a game in which two firms compete in quality to serve a market consisting of consumers with different initial consideration sets. If both firms invest below a certain threshold, they only compete for those consumers already aware of their existence. Above this threshold, a firm is...

Understanding the degree of cannibalization and competition in online and offline markets is important to firms' product line designs. However, few empirical studies have measured both effects simultaneously or have examined the factors that determine the extent of cannibalization and...

Can heuristic information processing affect important product markets? We explore whether the tendency to focus on the left-most digit of a number affects how used car buyers incorporate odometer values in their purchase decisions. Analyzing over 22 million wholesale used-car transactions, we...

In many industries, firms reward their customers for making referrals. We analyze the optimal policy mix of price, advertising intensity, and referral fee for a monopoly when buyers choose to what extent to refer other consumers to the firm. We find that the firm uses its referral fee, but not...

Jun and Kim (2008) consider the optimal pricing and referral strategy of a monopoly that uses a consumer communication network to spread product information. They show that for any finite referral chain, the optimal policy involves a referral fee that provides strictly positive referral...