Pricing and Promotions
The Extensions and Ends of Influence: E-Mail to Exploding DealsApr 13, 2018 Cait Lamberton, University of Pittsburgh
Scarcity is one of Cialdini's most time-honored and consistently-used principles of influence, but does it hold true in digital environments?
Randomized Markdowns and Online MonitoringFeb 22, 2018 Kostas Bimpikis, Stanford University
Online retail reduces the costs of obtaining information about a product's price and availability and enables customers to better time their purchases to potentially take advantage of lower prices. At the same time, firms can observe and exploit their customers' monitoring behavior and use this information to better price and target their promotions.
The Effect of Price Rank on Clicks and Conversations in Online Search AdvertisingJan 29, 2018 Mengzhou Zhuang, Jongkuk Lee, Eric (Er) Fang, and Xiaoling Li, 2018, 18-102-01
One of the first studies to show how product price influences consumers’ responses to display ads.
Dynamic Pricing in a Labor Market: Surge Pricing and Flexible Work on the Uber PlatformFeb 09, 2017 Keith Chen, University of California, Los Angeles and Chief Economist, Uber
In many markets, new technologies allow traditional jobs to be divided into discrete tasks that are widely distributed across workers and dynamically priced given prevailing supply and demand conditions. This “sharing” or “gig” economy represents a more flexible work system, and is most common in two-sided markets in which a firm acts as a platform to connect service providers and consumers.
The Impact of Referral Coupons on Customer Behavior and Firm Revenues: Evidence from Field ExperimentsAug 5, 2016 Raghuram Iyengar and Young-Hoon Park, 2016, 16-123
Inspired by the success of referral campaigns in the service industry, retailers have begun offering coupons redeemable by target customers and their friends. How well do they work? The evidence is surprising.
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