In markets with search frictions, consumers can acquire information about goods either through costly search or from friends via word-of-mouth (WOM) communication. How do sellers’ market power react to a very large increase in the number of consumers’ friends with whom they engage in WOM?...

This paper explores how a seller should transmit product information to bidders with horizontally differentiated preferences. Under cheap-talk, we show that, in an informative equilibrium, the seller provides less precise information for more popular product attributes. Second, for any given...

The basis of competition in today’s marketplace is changing from one based on human labor, to one where the principle source of value creation is an organization’s knowledge, and the organization’s ability to rapidly acquire new knowledge through learning. The rise of the knowledge economy...

The aim of the present paper is to highlight the way in which communication reflects in the negotiation process. Negotiation is known as the oldest means of communication that leads to the development of human relationships, continuously adjusting them to the values that are imposed when an...

Managers are very interested in word of mouth communication because they believe that a product's success is related to the word of mouth that it generates. However, there are at least three significant challenges associated with measuring word of mouth. First, how does one even gather the data?...

We study the effect of noise due to exogenous information distortions in the context of Bayesianpersuasion. In particular, we ask whether more noise (a la Blackwell) is always harmful forthe information designer, i.e., the sender. We show that in general this is not the case. Weprovide a...

The latest advances in digital technologies have changed the way companies communicate with their stakeholders. This chapter explores the businesses’ usage of digital communication channels. It focuses on their utilization of social media for marketing and promotion of products, corporate...

How does lie detection constrain the potential for one person to persuade another to change her action? We consider a model of Bayesian persuasion in which the Receiver can detect lies with positive probability. We show that the Sender lies more when the lie detection probability increases. As...

Businesses are increasingly using corporate communication technologies to interact with prospective customers. Therefore, this study explores the corporate executives’ readiness to use interactive media for engagement with online users. The methodology relied on valid and reliable measures to...

This research article explores the integration of neuromarketing strategies in contemporary digital marketing and communication. Neuromarketing, an interdisciplinary field that merges neuroscience with marketing, aims to understand consumer behaviour, cognitive processes, and emotional responses...