consumer behavior

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 ...

Politics and the Consumption of Luxury Goods
DUBOIS, David | KIM, Christine | PARK, Brian

Political views can tell us a lot about a person, not just what they might do in the ballot box. How someone sees their place in the social hierarchy, or whether they consider themselves liberal or conservative, can affect the dec ...

Market Strategies: Manufacturers, Retailers, and Consumers
GUAN, Xu | CHEN, Ying-Ju

Supply chains are an integral part of business and form the network between a company and its suppliers to produce and distribute products to consumers. A supply chain also often contains various forms of information asymmetry (wh ...

Under Pressure: Consumers’ Responses to Context-based Marketing
KAWAGUCHI, Kohei | UETAKE, Kosuke | WANATABE, Yasutora

Consumer demographics, product attributes, and purchase history has long been at the heart of marketing communications. That said, with the rise of big data and real-time consumer information, more attention has been paid recently ...

Customer Bounded Rationality in Posterior Price-Matching Mechanism
YIN, Zhe | HUANG, Tingliang | CHEN, Ying-Ju

The posterior price-matching is a mechanism where a firm reimburses the price difference to a customer who has purchased a product before a markdown. Thus, it is unlikely for a monopolist seller to mark down in a market where cons ...

Going against the Flow: Bodily Sensation and Consumer Choice
KWON, Mina | ADAVAL, Rashmi

Economists believe that consumers making purchasing decisions are pre-programmed to choose the normatively preferred option, described as “going with the flow.” However, going against the flow may be equally important. ...