In this paper, we develop a theoretical model to analyze the pricing strategies of competing retailers with asymmetric cross-selling capabilities when product demand changes. Our results suggest that retailers with better opportunities for cross-selling have higher incentives to adopt loss...

It is well known that the Internet has significantly reduced consumers' search costs online. But relatively little is known about how search costs affect consumer demand structure in online markets. In this paper, we identify the impact of search costs on firm competition and market structure by...

Business scholars and thought leaders suggest that increased reliance on digital sources (e.g., blogs, social media, and online forums) exhibited by the emerging millennial workforce may affect procurement decisions. These arguments contend with research that indicates that organizational buyers...