This paper shows that a seller can benefit from strategically “demarketing” its product, meaning visibly suppressing marketing efforts to reduce demand. Demarketing lowers expected sales ex ante but improves product quality image ex post, as the market attributes good sales to superior...

Helping new salespeople succeed is critical in sales force management. We develop a deep learning based recommender system to help new salespeople recognize suitable customers, leveraging historical sales records of experienced salespeople. One challenge is how to learn from experienced...