discounting

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 ...

Discounts: A Double-Edged Sword
CAO, Zike | HUI, Kai Lung | XU, Hong

For retailers seeking to stand out in the cutthroat world of e-commerce, discounts can offer a powerful advertising tool. Across the Web, businesses compete for customers’ attention by announcing the most exclusive deals and ...

When Discount Hurts Sales

How much should we discount our products or services? Many online sellers offer deep discounts to attract consumers. This is especially the case in online markets where the sellers are often less known to consumers. The question i ...

When Discounts Hurts Sales: The Case of Daily-Deal Markets

Online daily-deal platforms, such as Groupon and LivingSocial, have become a prominent price promotion venue. As two-sided markets, daily-deal platforms allow merchants to attract new consumers via discounts and consumers to explo ...