The marketing literature on product warranty and extended warranty has largely focused on their role as segmentation instruments in risk-averse consumer markets. Preserving this insurance rationale, we highlight the role of extended warranty in channel coordination. We derive explicit demand...

The ability to digitize information goods such as music and movies and the growing accessibility of the Internet has led to the emergence of a new class of retailers that specialize in digital downloads. The digital retailers have changed the dynamics of the information goods distribution...

Much of experimental research in marketing has focused on individual choices. Yet in many contexts, the outcomes of one’s choices depend on the choices of others. Furthermore, the results obtained in individual decision making context may not be applicable to these strategic choices. In this...

A large literature in economics and marketing studies the problem of manufacturer's designing contracts that give a retailer appropriate incentives to make decisions that are optimal from the manufacturer's point of view (see, for example, Spengler 1950, Jeuland and Shugan 1983, McGuire and...

Conventional wisdom in marketing holds that retailer forward buying (1) is a consequence of manufacturer trade promotions and (2) stockpiling units helps the retailer but hurts the manufacturer. This paper provides a deeper understanding of forward buying by analyzing it within the context of...

A consumer's cost of bargaining, which is typically assumed to be exogenously determined, lowers the available surplus and can lead to a negotiation impasse. In this paper, we allow for the possibility that a seller, by managing his own response time, can influence a consumer's bargaining costs...

Behavioral decision researchers have documented a number of anomalies that seem to run counter to established theories of consumer behavior from microeconomics that are often at the core of analytical models in marketing. A natural question therefore is how equilibrium behavior and strategies...

This dissertation examines consumer response to one aspect of logo redesign: shape. Relatively little research has focused exclusively on logos and even less attention has been given to logo redesign. Reaction to change in logo shape is hypothesized to be a function of the degree of change (from...