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...

We study the bidding strategies of vertically differentiated firms that bid for sponsored search advertisement positions for a keyword at a search engine. We explicitly model how consumers navigate and click on sponsored links based on their knowledge and beliefs about firm qualities. Our model...

While millions of products are sold on its retail platform, Amazon.com itself stocks and sells only a very small fraction of them. Most of these products are sold by third-party sellers who pay Amazon a fee for each unit sold. Empirical evidence clearly suggests that Amazon tends to sell...

We propose a framework for the joint study of the consumer’s decision of where to buy and what to buy. The framework is rooted in utility theory where the utility is for a particular channel/brand combination. The framework contains firm actions, the consumer search process, the choice...

Companies in a variety of industries (e.g., airlines, hotels, theaters) often use last-minute sales to dispose of unsold capacity. Although this may generate incremental revenues in the short term, the long-term consequences of such a strategy are not immediately obvious: More discounted...

Firms in several markets attract consumers by offering discounts in other unrelated markets. This promotion strategy, which we call "cross-market discounts," has been successfully adopted in the last few years by many grocery retailers in partnership with gasoline retailers across North America,...

Pharmaceutical companies face the problem of how to project the persistency patterns of patients who are taking their manufactured medications – i.e., how to determine the percentage of patients who will continue to refill a given prescription on a timely basis. The authors have developed a...

In this paper we present a parsimonious model for the analysis of underreported Poisson count data. In contrast to previously developed methods, we are able to derive analytic expressions for the key marginal posterior distributions that are of interest. The usefulness of this model is explored...

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...