Topic: Sales
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
Inventory Scarcity Messages in Online Retailing Can Backfire
If there are only six left, I guess I won’t be buying a dozen
How Tax Collections From Online Sales Rose
Putting the onus on retailers, rather than shoppers, works better
How Many Pairs of Sandals Would You Look at Online?
On your phone, about 20. How retailers can best harvest sales from those glances
How Loyalty Programs Might Become More Profitable
Target customers with easy access to a competitor?
Gift Cards: When Versatility Is a Drawback
Cards redeemable only at a favorite store beat adding a second, less-loved retailer
Free Shipping: Our Preference to Spend on Ultimate Goals vs. Preliminary Steps
Prerequisites are valued poorly in a series of six experiments
Food Delivery Apps: Driver Experience Turns Out to Be Crucial
A model improves on-time performance and yields more repeat business
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
Dealers Might Not Profit from Soaring Used-Car Prices
Lenders and private-party sellers constrain a seeming windfall
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
A Smaller Middle Class Means Less Variety on Grocery Shelves
Researchers compare income disparity by county to product availability
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