Pricing and Promotions
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.
Indulgent Consumption: Redemption Windows and the Appeal of Daily DealsApr 3, 2015 Yogesh Joshi and Anastasiya Pocheptsova, 2015, 15-103
Explores consumer response to redemption windows for daily deals; analyzes the interactive effect of deal type (hedonic vs. utilitarian) and the length of redemption window on purchase likelihood.
How Free Digital Products GrowJan 22, 2015 Gil Appel, Barak Libai, and Eitan Muller, 2015, 15-100
Using data on tens of thousands of digital products, provides evidence that freeware’s growth pattern departs from the traditional bell-shaped growth with a cumulative “s-shaped” pattern; identifies archetype growth patterns for such free products.
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