Pricing and Promotions
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.
Competitive Price Targeting with Smartphone CouponsFeb 8, 2016 Jean-Pierre Dubé, Zheng Fang, Nathan Fong, and Xueming Luo, 2016, 16-103
Mobile technology allows firms to target promotional offers to customers located near a competitor. How does competitor response moderate the profitability of geo-conquesting?
Should You Adapt Your Pricing and Ratings Reaction to a Country’s Cultural and Socioeconomic Setting?Jan 19, 2016 Raoul Kuebler, Koen Pauwels, Gokhan Yildirim, and Thomas Fandrich, 2016, 16-100
Many firms tend to offer similar prices and marketing around the world. How do countries differ in the market’s response? This study analyzes the sensitivity of sales to price and user ratings across 60 developing and developed markets.
Snap Coupons: Investigating Mobile Coupon Adoption, Use, and ValueNov 19, 2015 Paul Mills and César Zamudio, 2015, 15-119
Uses commercial data to examine redemption behavior and mobile platform use of “pull” coupons delivered to supermarket shoppers at the point of purchase.
Cashback Is Cash Forward: Delaying a Discount to Increase Future SpendingJul 1, 2015 Prasad Vana, Anja Lambrecht, and Marco Bertini, 2015, 15-112
Examines purchase behavior in the context of online cashback shopping, using panel data obtained from a large cashback company.
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