Sales promotion is a common marketing approach used in the clothing industry to attract customers and increase sales, resulting in the effect of sales promotions on consumer purchasing behavior. Discounts, coupons, flash sales, and loyalty bonuses are all forms of sales promotions. Advertising...

This research work examines how consumer behavior and purchasing pattern are affected by recycled cotton-polyester blended clothing, with a particular emphasis on sustainable apparel merchandising. The use of recycled materials has drawn a lot of attention as environmental sustainability in the...

The proliferation of cameras and their video data in retail marketing presents new opportunities for academics to study customer behavior with the newer video analytics tools. In collaboration with a large retail chain store in Asia, we obtained a unique video dataset collected from in-store...

Subscription programs, which offer customers access to exclusive benefits and discounts for a recurring membership fee, are experiencing a surge in popularity in the retail sector. Most new subscription programs are launched by retailers already offering their customers free loyalty programs...

Previous literature has suggested that newspaper publishers should optimize how they advertise their online subscriptions. However, empirical findings on the effectiveness of advertising messages in increasing people’s willingness to pay for such online subscriptions are still rare. Therefore,...

Retailers move products to eye-level shelves to boost their sales. However, little is known on what happens to the sales of products moved to other shelves as a result of bringing a product to the eye-level. We study how simultaneously changing the vertical locations of multiple products affects...

We consider the problem of setting the optimal prices and promotions for a large number of products when the firm lacks demand information. At each time, a customer arrives and chooses a product based on a discrete choice model where each product's utility depends on product features, its price...

Two-invoice mechanism (TIM) was introduced by the Chinese government with the purpose of reducing pharmaceutical prices. This paper studies the impact of the TIM on a pharmaceutical supply chain consisting of a manufacturer, buyer, and agent (in the absence of a TIM) or a third-party (in the...

We broaden and develop the classic captive-and-shopper model of sales. Firstly, we allow for asymmetric marginal costs as well as asymmetric captive audiences. These asymmetries jointly determine the identities of the two or more firms we find compete (via randomized sales) to serve shoppers. In...

This research examines the effectiveness of two common types of restricted price promotions: threshold promotions (conditional on spending more than a threshold amount or a promotion “trigger”) and capped promotions (limited to a maximum dollar value or a cap “trigger”). Results show...

We investigate strategies a reward-based crowdfunding platform employs to align an entrepreneur’s choice of pledge and target levels with its own preferences. We consider two instruments the platform can employ: the way it chooses to promote campaigns to potential backers, and its share of the...