Topic: 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?
Online Reviews Sway Experiential Purchases Less Than Those of Material Products
Reviews that explicitly talk about objective quality assessments are well received
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
Free Shipping: Our Preference to Spend on Ultimate Goals vs. Preliminary Steps
Prerequisites are valued poorly in a series of six experiments
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
Inventory Scarcity Messages in Online Retailing Can Backfire
If there are only six left, I guess I won’t be buying a dozen
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
Food Delivery Apps: Driver Experience Turns Out to Be Crucial
A model improves on-time performance and yields more repeat business
Sales Promotions Influence People Beyond Purchasing Decisions
Exposure to discounts makes people impatient
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
Small Enterprises Benefit from Economies of Scale in Marijuana Retailing
Washington state data: Profits higher, prices lower at multi-store firms
Why the Online Ad World Abandoned Soft-Floor Auctions
Complexity and a failure to boost platform revenue were culprits
A Smaller Middle Class Means Less Variety on Grocery Shelves
Researchers compare income disparity by county to product availability
Philadelphia’s Soda Tax Is Nearly Perfect for Maximizing Revenue
It’s less successful at curbing consumption so buyers shop outside the city
Gift Cards: When Versatility Is a Drawback
Cards redeemable only at a favorite store beat adding a second, less-loved retailer