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Research Note—Improving the Efficiency of Course Bidding at Business Schools: Field and Laboratory Studies

Krishna, Aradhna; Ünver, M. Utku - In: Marketing Science 27 (2008) 2, pp. 262-282

exceeds supply for many courses, course allocation needs to be done equitably and efficiently. Many schools use bidding … laboratory studies that compare a typical course-bidding mechanism with the alternate Gale-Shapley Pareto-dominant market …

Persistent link: https://www.econbiz.de/10008789834

Practice Prize Paper--Uncovering Implicit Consumer Needs for Determining Explicit Product Positioning: Growing Prudential Annuities' Variable Annuity Sales

Kumar, V.; Shah, Denish - In: Marketing Science 30 (2011) 4, pp. 595-603

emotion(s). This approach, which was backed by extensive research (as described in this study), enabled Prudential to gain … implementation of the "Emotion Quotient" (EQ) Tool. The EQ Tool enabled Prudential to redefine its marketing and sales approach along … uncover and quantify the prevalence of certain emotions (such as fear and regret) in the prospective consumer and then …

Persistent link: https://www.econbiz.de/10010990372

Consumer Deliberation and Product Line Design

Guo, Liang - 2013

This paper studies optimal product line design when consumers need to incur costly deliberation to uncover their valuations for quality. To induce deliberation, a firm must maintain quality dispersion and cut the price of the high-end product so that consumers are motivated to deliberate in the...

Persistent link: https://www.econbiz.de/10013088992

Consumer Fairness Concerns and Dynamic Pricing in a Channel

Diao, Wen - 2019

The extant literature has well documented consumers' fairness concerns. For example, when a firm charges a higher price than what's considered fair (a reference point), some consumers may experience some psychological disutility when buying from the firm. This paper studies a channel where the...

Persistent link: https://www.econbiz.de/10012865381

Virus Shook the Streaming Star : Estimating the COVID-19 Impact on Music Consumption

Sim, Jaeung; Cho, Daegon; Hwang, Youngdeok; Telang, Rahul - 2021

Many have speculated that the recent outbreak of COVID-19 has led to a surge in the use of online streaming services. However, this assumption has not been closely examined for music streaming services, the consumption patterns of which can be different from video streaming services. To provide...

Persistent link: https://www.econbiz.de/10013217827

Self-Control and Incentives: An Analysis of Multiperiod Quota Plans

Jain, Sanjay - In: Marketing Science 31 (2012) 5, pp. 855-869

It is well known that individuals often fail to exert proper self-control. In organizational settings, this can lead to reduced productivity and profits. We use the literature on present-biased preferences to model employees' self-control problems and examine how firms can design compensation...

Persistent link: https://www.econbiz.de/10010837173

Marketing of Vice Goods: A Strategic Analysis of the Package Size Decision

Jain, Sanjay - In: Marketing Science 31 (2012) 1, pp. 36-51

Consumers are often unable to resist the temptation of overconsuming certain products such as cookies, crackers, soft drinks, alcohol, etc. To control their consumption, some consumers buy small packages or abstain from purchasing the product altogether. Other consumers, however, still purchase...

Persistent link: https://www.econbiz.de/10010630454

The Benefit of Uniform Price for Branded Variants

Chen, Yuxin; Cui, Tony Haitao - In: Marketing Science 32 (2013) 1, pp. 36-50

The extensive adoption of uniform pricing for branded variants is a puzzling phenomenon, considering that firms may improve profitability through price discrimination. In this paper, we incorporate consumers' concerns of peer-induced price fairness into a model of price competition and show that...

Persistent link: https://www.econbiz.de/10010631257

Optimal Product Line Design When Consumers Exhibit Choice Set-Dependent Preferences

A. Ye(scedilla)im Orhun - In: Marketing Science 28 (2009) 5, pp. 868-886

In a market of consumers with varying willingness to pay, using product line as a discrimination tool may extract higher profits than serving all consumers with a single product. Local context effects, however, point to yet another consideration in designing product lines: how the appeal of a...

Persistent link: https://www.econbiz.de/10008787877

Limited Memory, Categorization, and Competition

Chen, Yuxin; Iyer, Ganesh; Pazgal, Amit - In: Marketing Science 29 (2010) 4, pp. 650-670

This paper investigates the effects of a limited consumer memory on the price competition between firms. It studies a specific aspect of memory--namely, the categorization of available price information that the consumers may need to recall for decision making. This paper analyzes competition...

Persistent link: https://www.econbiz.de/10008788080