The mere fact that consumers are targeted by advertisements can affect their inference about the expected utility of a product. We build a micro-model where multiple firms compete through targeted advertising. Consumers make inferences from targeted advertising about their potential match values...

Beyond real functional differences, brand positioning can have profound effects on the purchase decisions of consumers. Using a product-portfolio and consumer search framework, we provide a micro-foundation for why and how brand positioning can deliver credible information to consumers....

Consumers gain information about the evolving value of a product both prior to purchase and when owning a product. We consider a model where both these types of gaining information are possible. The information gained when owning the product may affect future product purchases. We characterize...

We consider dynamic repositioning when competing firms try to follow the evolution of consumer preferences, while taking into account the competitive interaction, both in terms of static market competition, and the dynamic effects of different firm positioning. We fully characterize the dynamic...

Some projects require collaboration between two firms. The expected return from such alliance can change over time due to evolving market conditions or arrival of new information. In such cases, when do firms agree to collaborate, and how do they split the profit? To address these questions, the...

From B2B sales to AI-powered ecommerce, one common pricing mechanism is “list price - discount”: the seller first publishes a (committed) list price, then during interactions with a buyer, offers (non-committed) discounts off of the list price. Some B2B sellers never sell at their list...