Topic: Sales
As Few as Three Options Can Be Too Many for Online Shoppers
A large field experiment suggests two items is the sweet spot for converting motivated lookers into buyers
How Many Pairs of Sandals Would You Look at Online?
On your phone, about 20. How retailers can best harvest sales from those glances
Proposed: Give Consumers on Amazon a Direct Line to Small Business Products
Third-party sellers would gain; consumers might pay more but increase control of products display
Middlemen: Matchmakers or Sources of Strategic Information?
Probing that question using a database of for-sale-by-owner home listings
To Spot Fake Online Reviews, Target the Reviewers
A test was 93% accurate; more efficient than analyzing reviews
Online Reviews: Should Sellers Show All or a Subset Relevant to You?
Most sellers do one or the other, but giving shoppers both might lift sales
How Loyalty Programs Might Become More Profitable
Target customers with easy access to a competitor?
Offering Free Upgrades Early to Manage Inventory and Boost Profit
Waiting until one product model runs out can be a costly mistake
Dealers Might Not Profit from Soaring Used-Car Prices
Lenders and private-party sellers constrain a seeming windfall
Quantifying the Benefits of Legally Cooperating with Competitors
Sales forecasting improves markedly as firms participate in standard setting organizations
How Tax Collections From Online Sales Rose
Putting the onus on retailers, rather than shoppers, works better
Search Fatigue: Online Shoppers Grow Weary, Take a Break
A shopping session may unfold over a period of weeks, not minutes
Gift Cards: When Versatility Is a Drawback
Cards redeemable only at a favorite store beat adding a second, less-loved retailer
Philadelphia’s Soda Tax Is Nearly Perfect for Maximizing Revenue
It’s less successful at curbing consumption so buyers shop outside the city
A Smaller Middle Class Means Less Variety on Grocery Shelves
Researchers compare income disparity by county to product availability
Why the Online Ad World Abandoned Soft-Floor Auctions
Complexity and a failure to boost platform revenue were culprits