Topic: Sales
A Smaller Middle Class Means Less Variety on Grocery Shelves
Researchers compare income disparity by county to product availability
Dealers Might Not Profit from Soaring Used-Car Prices
Lenders and private-party sellers constrain a seeming windfall
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 Apps: Driver Experience Turns Out to Be Crucial
A model improves on-time performance and yields more repeat business
Free Shipping: Our Preference to Spend on Ultimate Goals vs. Preliminary Steps
Prerequisites are valued poorly in a series of six experiments
Gift Cards: When Versatility Is a Drawback
Cards redeemable only at a favorite store beat adding a second, less-loved retailer
How Loyalty Programs Might Become More Profitable
Target customers with easy access to a competitor?
How Tax Collections From Online Sales Rose
Putting the onus on retailers, rather than shoppers, works better
Inventory Scarcity Messages in Online Retailing Can Backfire
If there are only six left, I guess I won’t be buying a dozen
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
Luxury Goods: The Perils and Profits in Lower-Priced Markets
A study uses game theory to suggest when designer companies should license their names for down-market goods
Middlemen: Matchmakers or Sources of Strategic Information?
Probing that question using a database of for-sale-by-owner home listings
Offering Free Upgrades Early to Manage Inventory and Boost Profit
Waiting until one product model runs out can be a costly mistake
Online Reviews Sway Experiential Purchases Less Than Those of Material Products
Reviews that explicitly talk about objective quality assessments are well received
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