Topic: Sales

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

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

Sale signs at a mall with people walking Feature / Behavioral Decision Making

Sales Promotions Influence People Beyond Purchasing Decisions

Exposure to discounts makes people impatient

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

Man buying jeans Research Brief / E-commerce

Retailing Cross-Platform Win: A Pop-Up Store Boosts Online Sales

Alibaba finds a fresh twist on an old-school store is an effective marketing tool

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

Person looking at billboard ads on a wall Research Brief / Branding

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

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

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

Mobile phone using the Yelp app Research Brief / E-commerce

Online Reviews Sway Experiential Purchases Less Than Those of Material Products

Reviews that explicitly talk about objective quality assessments are well received

Censored pricing at a store - Sale Price Research Brief / Pricing

Opaque Pricing: How Sellers Can Gather Data and Boost Revenue

Websites peddle unnamed hotels and even cities; would you pay to omit one from the list?