We design a market experiment to examine the impact of channel power on trade promotion budget and its allocation. Our experimental results show that a manufacturer with higher channel power offers a smaller percentage trade promotion budget and decreases allocation to discount-based promotions...

We present a general consumer preference model for experience products that overcomes the limitations of consumer choice models, especially, when it is not easy to consider some qualitative attributes of a product or too many attributes relative to the available amount of preference data, by...

We study whether and how peer referrals increase screening, testing, and identification of patients with tuberculosis, an infectious disease responsible for over one million deaths annually. In an experiment with 3,176 patients at 122 tuberculosis treatment centers in India, we find that small...

Online platform businesses have thrived and created enormous economic value in recent decades. However, disintermediation, which occurs when platform users bypass the platform to complete transactions directly, has become the Achilles’ heel of the platform business model, hurting platforms'...

In collaboration with three companies selling a diverse set of products, we conducted randomized field experiments in which experimentally tailored email ads were sent to millions of individuals. We found consistently that personalizing the emails by adding consumer-specific information (e.g.,...