Although survival is a crucial performance concern for new products in markets with network effects due to high uncertainty and innovation risk in such markets, it has received scant academic attention. This paper investigates pioneers' survival (dis)advantage compared with their early followers...

This paper examines probabilistic selling (PS) as an inventory management mechanism, paying special attention to the impact of the timing of product assignment to buyers of probabilistic goods. In practice, sellers tend to offer probabilistic products only after major demand uncertainty has been...

Determination of the merchandise assortment is an important decision for retailers since the composition and depth of the product mix greatly impact both unit sales and costs. This paper considers how Probabilistic Selling (PS), an emerging marketing strategy, impacts the type and number of...

Although Advance Selling and Probabilistic Selling differ in both motivation and implementation, we argue that they share a common characteristic - both offer consumers a choice involving buyer uncertainty. We develop a formal model to examine the general economics of purchase options that...