This essay attempts to build a simple theoretical model of optimization to decipher the effect of digitalization of a part of the entire production structure which we call here trading or transaction or marketing. In the basic model we use traditional Cobb - Douglas production function to argue...

Some studies have examined ticket sales in the context of a sporting event. However, only a few have investigated the determinants of ticket prices, and, to date, none have done so in the context of a multidisciplinary sports mega-event. This study examines this complex paradigm through the case...

Purpose: The purpose of the study is to test the relationships between the antecedents of noneconomic satisfaction and its influence on economic satisfaction from both a seller's and a purchaser's perspective. Design/methodology/approach: Purchase and sales managers working for Taiwanese...

Vertical coordination in agriculture has received popularity in recent years. They have emerged to transform farm enterprises from subsistence farming to commercially oriented production. Despite the importance attached to them, some farm enterprise owners are involved in side selling even...

Six Sigma is a disciplined, data-driven approach and methodology for eliminating defects in any process – from manufacturing to non-manufacturing and from product to service. There is a lot of interest in deploying Six Sigma to sales and marketing to reduce the uncertainty inherent in it....

The unprecedented access of firms to consumer level data facilitates more precisely targeted individual pricing. We study the incentives of a data broker to sell data about a segment of the market to three competing firms. The segment only includes a share of the consumers in the market around...

When should entrepreneurs choose to enter the market with a start-up? And when should they sell their invention or business idea? New research on how entrepreneurs decide between entry and sale offers significant insights for policy makers concerned about economic welfare. At first glance, the...

Antitrust enforcers and its other defenders have never done a good job of selling their field to the public. That is not entirely their fault. Antitrust is inherently technical, and a less engaging discipline to most people than, say, civil rights or criminal law. The more serious problem is...

South Asia has seen a digital revolution in recent years. The number of persons who use the internet has risen drastically. They use it for shopping, social media and online sales. However, there exists a literature gap as far as the effect of outbound digital marketing in B2B markets is...

This paper documents a gender revenue gap arising when individuals sell personal belongings such as china, jewelry, paintings, toys, and furniture. We study a novel data set that is hand-collected from a popular TV show which is watched every weekday by more than 2 million people. The median...

Communication between seller and buyer is done through multiple channels. There are multiple ways to use technical media and channel selection to create more information, but does this lead to a better performance of a firm? Research on the impact of different marketing channels in the industry...

Purpose - The purpose of this study is to investigate the influence of digital transformation on the intersection of marketing and sales departments. Design/methodology/approach - This area has received little attention in academic literature while considerable amount of research exists...

We evaluate whether and how branded TV product placement affects sales for cigarette brands. We use data on product placement from TV shows and data on retail sales of cigarettes to estimate a demand model that incorporates the level of product placement exposure for each cigarette brand. We...

As the usage of livestreaming as a shopping channel skyrocketed during Covid-19 lockdowns (especially in China), numerous brands started to leverage livestream selling to drive sales. One core challenge for companies is to identify when to join the tide of livestream selling and how to select a...

This article investigates the impact of branding on sales performance. Different important concepts are analyzed. These include comparison of Self-image with Brand image, Brand Authenticity, Brand Orientation, and Sonic Branding. We investigate how branding impacts the consumer buying process in...

We present a model that suggests possible explanations for the observed proliferation of "pay-per-use" (PPU) business models over the last two decades. Delivering "fractions" of a product as a service off ers a cost advantage to customers with lower usage but requires extra delivery costs....

Gamification as the use of game mechanisms for motivation in non-game contexts has been gaining popularity and is considered one of the hottest topics in management. However, there is little research on gamification in remuneration systems, especially with regard to the sales force. The article...

We develop a model of strategic geoblocking, where two competing multi-channel retailers, located in different countries, can decide to block access to their online store from foreign consumers. We characterize the equilibrium when firms decide unilaterally whether to introduce geoblocking...

The retail e-commerce yields lucrative revenue in many industries. In this work, we provide a strategic perspective by investigating how consumer valuation, product quality, and manufacturers’ competition influence the choice of selling agreement using stylized models. The utility and...

Despite significant investment, companies are often unsuccessful in developing their salesforce, leading executives to question whether it is worth it to invest in salespeople development at all. Therefore, companies must identify optimal developmental intervention options and measure their...

The presence of financial constraints changes traditional auction theory predictions. In the case of multiple items, such constraints may affect revenue equivalence and efficiency of different auction formats. We consider a simple complete information setting with three financially constrained...