consumer behavior

The More You Search, the Less You Find
PARK, Sang Kyu | SELA, Aner

When we fall in love with a product but fail to catch its name, the obvious solution is to search for it online—guided only by our fuzzy recollection of the product and a few general search terms. How likely are we to correc ...

Strategically Managing Information to Influence Consumer Preferences
GUAN, Xu | WANG, Yulan | YI, Zelong | CHEN, Ying-Ju

The decision to disclose product information to potential customers is something that must be considered by sellers. Common methods that are used to present quality information include advertisements, free samples, product labels, ...

From Moment to Moment: Measuring Real-Time Movie Engagement
ZHANG, Qiang | WANG, Wenbo | CHEN, Yuxin

Movies are full of highs and lows, plot twists, and bursts of action and dialogue. Understanding how viewers respond to such lively and fluctuating content in real time is challenging. In recent work, HKUST’s Wenbo Wang and ...

The Importance of Information

Voluntary corporate disclosure takes place when information is put forward by a company’s management that goes beyond its necessary requirements. As such, this disclosure can be an essential tool for price discovery. In fact ...

Abating Double-Blind Effect in Opaque Selling
LI, Qing | TANG, Christopher | XU, He

Opaque selling is a marketing strategy adopted by industries such as retailing and travel under which firms sell end-of-the-season inventory of different products as a single opaque good and customers find out the specific product ...

When Resources Are Scarce, Range Pricing Offers Will Be More Attractive
FAN, Linying | LI, Xueni Shirley | JIANG, Yuwei

“Save from 30% to 50% today!” Range offers like this—advertising flexible price options within a fixed range—are a popular marketing strategy. Surprisingly, however, we know little about how customers react ...

Strategic Distribution Channels
LU, Tao | CHEN, Ying-Ju | TOMLIN, Brian | WANG, Yimin

A wide variety of industries have production lines that produce multiple outputs at the same time. In some cases, these outputs serve different purposes, such as chemical processes, oil refining, and so on. Production outputs can ...

Consumer Choice in the Information Age
KE, T. Tony | LIN, Song

In today’s digital era, online research plays a key part in the decision to buy a particular product or brand. The enormous amount of product information instantly available to customers on the Internet has changed the way t ...

Optimal Pricing and Sequential Consumption
ZHOU, Junjie | CHEN, Ying-Ju

Social interactions play a crucial role in the markets of social goods. This paper examines the optimal selling scheme when products show such social good feature. This paper examines a monopoly firm model adopting sequential lau ...

Fairness Concern and Distribution Channel Selection
YI, Zelong | WANG, Yulan | LIU, Yun | CHEN, Ying-Ju

As unfairness in business transactions widely exists nowadays, consumers are increasingly worried about fairness. This kind of concern of fairness drives them to compare their payoffs with the sellers’ profits, and where a t ...