This paper studies the optimal product and pricing decisions in a crowdfunding mechanism
by which a project between a creator and many buyers will be realized only if the total funds …

Marketers are becoming increasingly reliant on videos to market their products and services.
However, there is no standard set of measures of visual information that can be applied to …

In this paper we study such pricing practices like MCI's Friends and Family Program that
employ price discriminations on the basis of callers' social ties. We characterize a consumer's …

Consumer choice is influenced in a direct and meaningful way by the actions taken by
others. These “actions” range from face-to-face recommendations from a friend to the passive …

Reward programs, a promotional tool to develop customer loyalty, offer incentives to consumers
on the basis of cumulative purchases of a given product or service from a firm. Reward …

Sales contests are commonly used by firms as a short-term motivational device to increase
salespeople's efforts. Conceptually, sales contests and piece-rate schemes, such as salary, …

This paper studies the design of group-buying mechanisms in a two-period game where
cohorts of consumers arrive at a deal and make sign-up decisions sequentially. A firm can …

Brands often form alliances to enhance their brand equities. In this paper, we examine the
alliances between professional athletes (athlete brands) and sports teams (team brands) in …

We consider the case of a first-time interaction between a buyer and a supplier who is unreliable
in delivery. The supplier declares her estimate of the ability to meet the order obligations…

In goal–oriented services, consumers want to get transported from one well–defined state (start)
to another (destination) state without much concern for intermediate states. A cost–…