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,...

This paper develops a model of conversion behavior (i.e., converting store visits into purchases) that predicts each customer's probability of purchasing based on an observed history of visits and purchases. We offer an individual-level probability model that allows for different forms of...

Marketers have long struggled with developing forecasts for new products before their launch. We focus on one data source—advance purchase orders—that has been available to retailers for many years but has rarely been tied together with postlaunch sales data. We put forth a duration model...

The following sections are included:IntroductionThe Internet as a browsing/purchasing channelThe Internet as an advertising mediumThe Internet as a social mediumDirections for future researchReferences

Whereas recent research has demonstrated the impact of online product ratings and reviews on product sales, we still have a limited understanding of the individual's decision to contribute these opinions. In this research, we empirically model the individual's decision to provide a product...

The following sections are included:IntroductionBirthDeathResurrection?AcknowledgmentsReferences

The presence of a third party can affect attempts by two players to cooperate in a three-player, continuous-alternative, repeated Prisoner's Dilemma-like game. If the third player is uncooperative, two players may find it advantageous to cooperate implicitly, at a level somewhere between full...

Several researchers have proposed models of buyer behavior in noncontractual settings that assume that customers are "alive" for some period of time and then become permanently inactive. The best-known such model is the Pareto/NBD, which assumes that customer attrition (dropout or "death") can...

The growth of the "social" Web has resulted in the enormous growth of what is referred to as user-generated content, or UGC. UGC takes the form of product reviews, descriptions of product usage, "homemade advertising," blogs, and other consumer-initiated contributions. Following a research...

A number of researchers have developed models that use test market data to generate forecasts of a new product's performance. However, most of these models have ignored the effects of marketing covariates. In this paper we examine what impact these covariates have on a model's forecasting...