When should entrepreneurs choose to enter the market with a start-up? And when should they sell their invention or business idea? New research on how entrepreneurs decide between entry and sale offers significant insights for policy makers concerned about economic welfare. At first glance, the...

We study the capacity investment strategy of a manufacturer who sells his product on a live-streaming shopping platform. The manufacturer first decides the production capacity, then the platform decides her commission, and finally the manufacturer sets the retail price. The platform has an...

The retail e-commerce yields lucrative revenue in many industries. In this work, we provide a strategic perspective by investigating how consumer valuation, product quality, and manufacturers’ competition influence the choice of selling agreement using stylized models. The utility and...

Stock-outs convey information about the propensity of other consumers to purchase a product and this can increase the willingness of marginally interested consumers to buy. But in order to leverage stock-outs, firms must be able to capture the extra demand. We show how asymmetric inventory...

We experimentally investigate the strategic interaction between a product expert and a consumer. The expert privately chooses a ranking methodology to rank two products with uncertain relative merits; the consumer decides whether to acquire the resulting ranking report to guide her product...

About 10% of the US labor force is employed in selling related occupations and the expenditures on selling activities total close to 5% of the US GDP. Without question, selling occupies a prominent role in our economy. This chapter offers a discussion on the construct of selling, its role in...

This study seeks to answer the following question: Can sales representatives enhance their performance through their acceptance of information technology (IT) tools? Using data collected from two companies, we show that despite uncertain results and the frequent resistance among salespeople to...

What is sales strategy? How and when does it affect performance? This study attempts to provide answers to these overlooked questions by developing a comprehensive conceptualization of sales strategy and examining its impact on sales force and firm performance. Sales strategy was operationalized...

In this paper, we study whether a monopolistic platform prefers to impose price parity when it competes with merchants for selling services. The platform and the direct sales channel are differentiated in quality on the consumer side and in terms of efficiency. We show that the platform imposes...

Sales professionals play an important role in securing revenue and continued profitability for any industry. This research aimed to develop a scale for micro-skills in selling that contains research-based items specifically for sales professionals in Thai petrochemical industries. An exploratory...