Retailers selling items through Internet auctions frequently use buy-now prices (BNPs), which allow the immediate selling of an item to consumers at a fixed price. Previous research has proposed several theories of the usage of BNPs by bidders. We study the usage of BNPs from a seller's point of...

Long queues in seasonal sales shopping are seemingly undesirable for shoppers and retailers. Yet, this paper proposes that shoppers' impatience can be a virtue for retailers. It shows that, when shoppers do queue, it is desirable under some conditions for retailers to strategically keep the...

Purpose – The purpose of this paper is to examine how consumers respond differently to “scratch and save (SAS)” promotions versus “tensile price claims (TPC).” SAS promotions provide a possible discount (determined probabilistically) but conceal the exact amount until purchase. Tensile...

The return of a product is often one of a series of transactions that a consumer undertakes in search of a good. Recognizing this, we analyze returns as part of a product search process: Upon returning a product, consumers may immediately purchase an alternative one, which they may later replace...