seller behavior

No More Mr Nice Guy: Tougher Negotiators Make Better Deals
JEONG, Martha | MINSON, Julia | YEOMANS, Michael | GINO, Francesca

Distributive bargaining is innately competitive: one party cannot benefit without the other’s losing out ...

Optimal Pricing and Sequential Consumption
ZHOU, Junjie | 陳瀅儒

Social interactions play a crucial role in the markets of social goods. This paper examines the optimal sellin ...

“Bang bang”: an optimal sales strategy for perishable goods
HU, Peng | SHUM, Stephen | 于漫

Shopkeepers and store managers should base decisions on whether to discount or destroy leftover perishable goo ...

“Does Being Nice Help in Negotiation?”

The old adage, “You can catch more flies with honey than vinegar,” suggests that it is easier to g ...

The Perils of too much Information: An Agricultural Framework
陳瀅儒 | HE, Qiao-Chu | SHEN, Zuo-Jun Max

Agriculture—the science of cultivating soil, growing crops, and raising livestock—is the primary e ...

How to Win Friends and Influence People

Marketers and other agents use a variety of tactics to influence us. One commonly-used persuasion tactic is fl ...

Behavioral Finance

Standard models of financial markets assume people behave rationally. Behavioral finance builds on this founda ...