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When do we need higher educated salespeople? : the role of work experience

Feng, Cong; Fay, Scott; Xiang, Kexin - In: Review of managerial science : RMS 15 (2021) 5, pp. 1391-1429

Persistent link: https://www.econbiz.de/10012549768

The impact of supply disruption risk on a retailer's pricing and procurement strategies in the presence of a substitute product

Gheibi, Shahryar; Fay, Scott - In: Journal of retailing 97 (2021) 3, pp. 359-376

Persistent link: https://www.econbiz.de/10013256049

The value relevance of descriptive R&D intensity

Feng, Cong; Fay, Scott; Kashmiri, Saim - In: Journal of business research : JBR 139 (2022), pp. 1394-1407

Persistent link: https://www.econbiz.de/10013194378

Staying small, staying strong? : retail store underexpansion and retailer profitability

Fay, Scott; Feng, Cong; Patel, Pankaj - In: Journal of business research : JBR 144 (2022), pp. 663-678

Persistent link: https://www.econbiz.de/10013185026

The role of marketing in social media : how online consumer reviews evolve

Chen, Yubo; Fay, Scott; Wang, Qi - In: Journal of interactive marketing : a quarterly … 25 (2011) 2, pp. 85-94

Persistent link: https://www.econbiz.de/10009129700

Store closings and retailer profitability : a contingency perspective

Feng, Cong; Fay, Scott - In: Journal of retailing 96 (2020) 3, pp. 411-433

Persistent link: https://www.econbiz.de/10012420857

The economics of buyer uncertainty : advance selling vs. probabilistic selling

Fay, Scott; Xie, Jinhong - In: Marketing science : the marketing journal of the … 29 (2010) 6, pp. 1040-1057

Persistent link: https://www.econbiz.de/10008821803

Bidding for bidders? : how the format for soliciting supplier participation in NYOP auctions impacts channel profit

Fay, Scott; Zeithammer, Robert - In: Management science : journal of the Institute for … 63 (2017) 12, pp. 4324-4344

Persistent link: https://www.econbiz.de/10011785268

Chief stores officer and retailer performance

Feng, Cong; Fay, Scott - In: Journal of retailing and consumer services 58 (2021), pp. 1-18

Persistent link: https://www.econbiz.de/10012431702

Implications of Expected Changes in the Seller's Price in Name-Your-Own-Price Auctions

Fay, Scott; Laran, Juliano - In: Management Science 55 (2009) 11, pp. 1783-1796

The seller's threshold price in name-your-own-price auctions varies over time. However, consumers must bid without knowing when these variations occur because the threshold price is unobservable to them. This paper uses an analytical model and laboratory auctions to explore how the frequency of...

Persistent link: https://www.econbiz.de/10009204617