Advance purchasing is common in several product markets (e.g., concerts, air travel, etc.) but has generally been understudied in the marketing literature. Research to date has focused primarily on the analytical modeling of optimal pricing policies. Our work complements this literature by...

This paper examines search across competing e-commerce sites. By analyzing panel data from over 10,000 Internet households and three commodity-like products (books, compact discs (CDs), and air travel services), we show that the amount of online search is actually quite limited. On average,...

"A customer-base audit is a systematic review of the buying behavior of a firm's customers using data captured by its transaction systems. It will help you answer questions such as: How healthy is your customer base? How realistic are your growth objectives? How do your customers differ in terms...