Internet technology has allowed for a higher degree of de-coupling between the information-intensive sales process and the physical process of inventory management than its brick-and-mortar counterpart. As a result, some Internet retailers choose to outsource inventory and back-end operations in...

We consider the problem of dynamically cross-selling products (e.g., books) or services (e.g., travel reservations) in the e-commerce setting. In particular, we look at a company that faces a stream of stochastic customer arrivals and may offer each customer a choice between the requested...

We describe a three-step process that a retailer can use to set retail store sales staff levels. First, use historical data on revenue and planned and actual staffing levels by store to estimate how revenue varies with the staffing level at each store. We disentangle the endogeneity between...

Problem Definition: How much, if at all, does training in product features increase a sales associate's sales productivity?Academic / Practical Relevance: A knowledgeable retail sales associate (SA) can explain the features of available product variants and give a customer sufficient confidence...