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...

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...

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...

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...

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...

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...

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....

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...

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...

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...

Internet technology has been adopted for multiple applications like e-government, e-learning, and e-commerce. It founds out that e-commerce provides advantages. For instance, flexibility and efficiency are some which can be achieved by e-commerce. However, this has disadvantages such as frauds...

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...

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...

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...

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 seeks to answer a question that has become increasingly more important as commerce moves from the tangible to the intangible - to what extent may a business use a contract to control the use of a fully paid product? The characterization of a transaction as a license or a sale...

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....

We experimentally investigate the strategic interaction between a product expert and a consumer. The expert privately chooses a ranking methodology to rank two products with uncertain relative merits; the consumer decides whether to acquire the resulting ranking report to guide her product...

Six Sigma is a disciplined, data-driven approach and methodology for eliminating defects in any process – from manufacturing to trading, 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....

Six Sigma deployment can bring a valuable process discipline and emphasis on performance measurement to sales and marketing activities. Six Sigma approach adds measurable value to sales and marketing performance and helps in increasing market share and top line revenue in targeted...

Sales and marketing ethics systematically examines marketing variables related to 4Ps of marketing (or marketing mix) - issues such as unsafe products, deceptive pricing, discrimination in distribution and deceptive advertising. Unethical sales and marketing activity causes various problems for...