Topic: Sales

A dark blue maze with a white arrow that shows the way out all against a light blue background. Research Brief / Consumer Behavior

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

Cans of Ayam Brand tuna Research Brief / Retail

A Smaller Middle Class Means Less Variety on Grocery Shelves

Researchers compare income disparity by county to product availability

Search results of three different types of pink slippers Research Brief / Consumer Behavior

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

Research Brief / Supply Chain

Dealers Might Not Profit from Soaring Used-Car Prices

Lenders and private-party sellers constrain a seeming windfall

Illustration of a woman holding both of her hands to her face Research Brief / Marketing

Did You Forget, or Never Know? How It Impacts Purchasing

A different decision tree is used when product information is forgotten, rather than just unknown

Food delivery in China Research Brief / E-commerce

Food Delivery Apps: Driver Experience Turns Out to Be Crucial

A model improves on-time performance and yields more repeat business

Person shopping online on a laptop Research Brief / Marketing

Free Shipping: Our Preference to Spend on Ultimate Goals vs. Preliminary Steps

Prerequisites are valued poorly in a series of six experiments

Wal-Mart giftcard Research Brief / Behavioral Decision Making

Gift Cards: When Versatility Is a Drawback

Cards redeemable only at a favorite store beat adding a second, less-loved retailer

Shopping cart with digital display. Research Brief / Sales

How Loyalty Programs Might Become More Profitable

Target customers with easy access to a competitor?

A full aisle in a supermarket. Research Brief / Pricing

How an Accounting Change Hit Store Prices

Consumer goods got costlier as manufacturers moved to avoid new revenue recognition rules

Handmade leather sandals, isolated on white background. Research Brief / E-commerce

How Many Pairs of Sandals Would You Look at Online?

On your phone, about 20. How retailers can best harvest sales from those glances

Chocolate truffles in a display case Research Brief / Consumer Behavior

How Much We Value Something Increases Our Patience

Delayed gratification isn’t just about willpower

Shopper looks at an online shopping checkout form surrounded by many delivery boxes Forecast / E-commerce

How Tax Collections From Online Sales Rose

Putting the onus on retailers, rather than shoppers, works better

A woman shops in the shoe aisle at a department store in New York City Research Brief / Supply Chain

If Shoe Shoppers Will Accept a Half-Size Difference, How Should Merchants Adjust Inventory?

Carrying fewer pairs of some sizes could be a potential profit booster for boutiques

Strawberry doughnut in a box Research Brief / Advertising

Inventory Scarcity Messages in Online Retailing Can Backfire

If there are only six left, I guess I won’t be buying a dozen

Stack of college textbooks on a shelf Research Brief / Education

Is Anyone Happy about the College Textbook Market?

Buyers find the tomes heavy, costly and too frequently revised, while sellers might like to kill the used book market entirely