Seller Behavior

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, and so on. Alternatively, for various reasons, a seller might choose to reduce their investment in advertising or limit certain ... 閱讀更多

Distributive bargaining is innately competitive: one party cannot benefit without the other’s losing out. To secure the best deals, good negotiation skills are crucial. Negotiators usually opt for one of two opposing communication styles—warm and friendly or tough and firm. But which has the upper hand in a distributive bargaining context? Negotiation expert ... 閱讀更多

Distributive bargaining is innately competitive: one party cannot benefit without the other’s losing out. To secure the best deals, good negotiation skills are crucial. Negotiators usually opt for one of two opposing communication styles—warm and friendly or tough and firm. But which has the upper hand in a distributive bargaining context? Negotiation expert ... 閱讀更多

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 products they actually get only after they have made the purchase. Opaque selling entails a “double-blind” process: customers do not know ... 閱讀更多

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 launch strategy to sell social goods to a customer group in a network. Under this strategy, not only can the firm determine prices ... 閱讀更多

Shopkeepers and store managers should base decisions on whether to discount or destroy leftover perishable goods on consumer behavior, an innovative new study has found. While marking down prices can provide welcome revenue for foodstuffs that would otherwise go to waste, this can also result in “intertemporal cannibalization”—a reduction in full-price sales ... 閱讀更多

The old adage, “You can catch more flies with honey than vinegar,” suggests that it is easier to get what we want by being nice and flattering to others, than it is to be tough and demanding. We explored whether this rule of thumb holds true in a negotiation context. In four experiments, both in the laboratory and in the field, we find that negotiators who ... 閱讀更多

Agriculture—the science of cultivating soil, growing crops, and raising livestock—is the primary economic sector of many developing economies throughout the world. Within this context, farmer producer organisations (FPOs) aim to combat poverty by reducing inefficiencies in agricultural markets. For example, FPOs work closely with farmers to integrate ... 閱讀更多

Marketers and other agents use a variety of tactics to influence us. One commonly-used persuasion tactic is flattery. But does flattery really work, or do we see right through it? Professor Jaideep Sengupta draws on his extensive research on persuasion techniques to present insights into this topic. He highlights the unexpected long-term effects of flattery ... 閱讀更多

Standard models of financial markets assume people behave rationally. Behavioral finance builds on this foundation by taking insights from cognitive psychology to explain puzzling observations in asset prices that cannot be explained by reason. To illustrate, Prof. Utpal BHATTACHARYA will give three examples from his research on behavioral finance ... 閱讀更多