Working Papers

The Role of Local Environments in Customer Acquisition Online

Jeonghye Choi, David R. Bell, and Leonard M. Lodish

Jan 1, 2008

Examines new buyer acquisition via search and word-of-mouth at an online retailer; links cumulative zip-level search and WOM sales data to zip-level market features, including local sales tax, shipping times, local market characteristics, and offline retail alternatives.

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