Selling through online marketplaces with consumer profiling

Article Business

The Perils of Personalized Pricing with Network Effects

Bita Hajihashemi et al.

Summary: This research examines how network effects impact price personalization, finding that in markets with network effects, personalized pricing may reduce demand, profit, and consumer surplus for all consumers.

MARKETING SCIENCE (2022)

Add to Collection

Article Management

Personalization from Customer Data Aggregation Using List Price

Zibin Xu et al.

Summary: When consumers' inferences of their reservation values are affected by noise, firms can use customer data aggregation to improve knowledge. This can lead to personalized pricing, but may also cause consumer suspicions of overpaying. To alleviate suspicions, firms can include a list price in their personalization scheme, especially when consumers underestimate their value. Contrary to conventional wisdom, firms cannot abuse their informational advantage to manipulate consumers into overestimation, and price discrimination may actually benefit consumers by preventing overpayment.

MANAGEMENT SCIENCE (2022)

Add to Collection

Article Management

The Value of Personalized Pricing

Adam N. Elmachtoub et al.

Summary: Increased availability of high-quality customer information has led to a growing interest in personalized pricing strategies, which can potentially offer greater value compared to simple single-price strategies. By analyzing statistical data and customer features, the potential benefits of personalized pricing over traditional pricing models are examined to provide insights for different markets.

MANAGEMENT SCIENCE (2021)

Add to Collection

Article Engineering, Manufacturing

Information Sharing in an Online Marketplace with Co-opetitive Sellers

Guo Li et al.

Summary: The study explores the importance of information sharing in the e-commerce environment among online marketplaces, manufacturers, and retailers. Online marketplaces tend to prefer full information sharing or sharing information only with manufacturers based on competition intensity and demand variability; manufacturers prefer full information sharing, while retailers choose whether to share demand information with online marketplaces or manufacturers depending on the specific situation.

PRODUCTION AND OPERATIONS MANAGEMENT (2021)

Add to Collection

Article Management

Information Sharing on Retail Platforms

Zekun Liu et al.

Summary: This study examines the information-sharing strategy for a retail platform with multiple competing sellers. The results show that the platform has incentives to share information with sellers and propose a simple pricing mechanism to achieve optimal information sharing outcomes.

M&SOM-MANUFACTURING & SERVICE OPERATIONS MANAGEMENT (2021)

Add to Collection

Article Management

Strategic contracting and hybrid use of agency and wholesale contracts in e-commerce platforms

Yusuke Zennyo

EUROPEAN JOURNAL OF OPERATIONAL RESEARCH (2020)

Add to Collection

Article Engineering, Manufacturing

Consumer Profiling with Data Requirements: Structure and Policy Implications

Tommaso Valletti et al.

PRODUCTION AND OPERATIONS MANAGEMENT (2020)

Add to Collection

Article Management

Competitive Personalized Pricing

Zhijun Chen et al.

MANAGEMENT SCIENCE (2020)

Add to Collection

Article Information Science & Library Science

An Empirical Analysis of Seller Advertising Strategies in an Online Marketplace

Haoyan Sun et al.

INFORMATION SYSTEMS RESEARCH (2020)

Add to Collection

Article Management

The Value of Personal Information in Online Markets with Endogenous Privacy

Rodrigo Montes et al.

MANAGEMENT SCIENCE (2019)

Add to Collection

Article Engineering, Manufacturing

Effects of Monitoring Technology on the Insurance Market

Yu-Hung Chen et al.

PRODUCTION AND OPERATIONS MANAGEMENT (2019)

Add to Collection

Article Information Science & Library Science

Who Wants Consumers to Be Informed? Facilitating Information Disclosure in a Distribution Channel

Lin Hao et al.

INFORMATION SYSTEMS RESEARCH (2019)

Add to Collection

Article Management

Pricing with Cookies: Behavior-Based Price Discrimination and Spatial Competition

Chongwoo Choe et al.

MANAGEMENT SCIENCE (2018)

Add to Collection

Article Management

Joint Dynamic Pricing and Order Fulfillment for E-commerce Retailers

Yanzhe (Murray) Lei et al.

M&SOM-MANUFACTURING & SERVICE OPERATIONS MANAGEMENT (2018)

Add to Collection

Article Management

Online Shopping and Platform Design with Ex Ante Registration Requirements

Florian Morath et al.

MANAGEMENT SCIENCE (2018)

Add to Collection

Article Engineering, Manufacturing

The Impact of Consumer Fairness Seeking on Distribution Channel Selection: Direct Selling vs. Agent Selling

Zelong Yi et al.

PRODUCTION AND OPERATIONS MANAGEMENT (2018)

Add to Collection

Article Engineering, Manufacturing

How Add-on Pricing Interacts with Distribution Contracts

Xianjun Geng et al.

PRODUCTION AND OPERATIONS MANAGEMENT (2018)

Add to Collection

Article Engineering, Manufacturing

Marketplace, Reseller, or Hybrid: Strategic Analysis of an Emerging E-Commerce Model

Lin Tian et al.

PRODUCTION AND OPERATIONS MANAGEMENT (2018)

Add to Collection

Article Engineering, Manufacturing

How Do Price Promotions Affect Customer Behavior on Retailing Platforms? Evidence from a Large Randomized Experiment on Alibaba

Dennis J. Zhang et al.

PRODUCTION AND OPERATIONS MANAGEMENT (2018)

Add to Collection

Article Business

Behavior-Based Pricing in Marketing Channels

Krista J. Li

MARKETING SCIENCE (2018)

Add to Collection

Article Management

Behavior-Based Pricing, Production Efficiency, and Quality Differentiation

Bing Jing

MANAGEMENT SCIENCE (2017)

Add to Collection

Article Computer Science, Information Systems

Platform or Wholesale? A Strategic Tool for Online Retailers to Benefit from Third-Party Information

Young Kwark et al.

MIS QUARTERLY (2017)

Add to Collection

Article Management

Agency Selling or Reselling? Channel Structures in Electronic Retailing

Vibhanshu Abhishek et al.

MANAGEMENT SCIENCE (2016)

Add to Collection

Article Management

Online Shopping Intermediaries: The Strategic Design of Search Environments

Anthony Dukes et al.

MANAGEMENT SCIENCE (2016)

Add to Collection

Article Economics

The Economics of Privacy

Alessandro Acquisti et al.

JOURNAL OF ECONOMIC LITERATURE (2016)

Add to Collection

Article Management

Competing with Privacy

Ramon Casadesus-Masanell et al.

MANAGEMENT SCIENCE (2015)

Add to Collection

Article Management

Marketplace or Reseller?

Andrei Hagiu et al.

MANAGEMENT SCIENCE (2015)

Add to Collection

Article Engineering, Manufacturing

The Strategic Role of Third-Party Marketplaces in Retailing

Benny Mantin et al.

PRODUCTION AND OPERATIONS MANAGEMENT (2014)

Add to Collection

Article Economics

Consumer privacy in oligopolistic markets: Winners, losers, and welfare

Curtis Taylor et al.

INTERNATIONAL JOURNAL OF INDUSTRIAL ORGANIZATION (2014)

Add to Collection

Article Business

Hide and Seek: Costly Consumer Privacy in a Market with Repeat Purchases

Vincent Conitzer et al.

MARKETING SCIENCE (2012)

Add to Collection

Selling through online marketplaces with consumer profiling

Related references

Export Citation

Share Paper