Topic: Sales
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
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?
People Pay for the Right to Bid — and Then Overbid
Bidders sacrifice a better price to avoid ending up with nothing
Philadelphia’s Soda Tax Is Nearly Perfect for Maximizing Revenue
It’s less successful at curbing consumption so buyers shop outside the city
Quantifying the Benefits of Legally Cooperating with Competitors
Sales forecasting improves markedly as firms participate in standard setting organizations
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
Sales Promotions Influence People Beyond Purchasing Decisions
Exposure to discounts makes people impatient
Search Fatigue: Online Shoppers Grow Weary, Take a Break
A shopping session may unfold over a period of weeks, not minutes
Small Enterprises Benefit from Economies of Scale in Marijuana Retailing
Washington state data: Profits higher, prices lower at multi-store firms
To Spot Fake Online Reviews, Target the Reviewers
A test was 93% accurate; more efficient than analyzing reviews
When Exchange Rates Move, U.S. Companies Feel It — Even More Than Previously Thought
Firm-specific export data enables researchers to potentially solve a puzzle in economics
Why the Online Ad World Abandoned Soft-Floor Auctions
Complexity and a failure to boost platform revenue were culprits