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On the Value of Commitment and Availability Guarantees When Selling to Strategic Consumers

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Cited by:

  1. Zhang, Yang & Du, Xiaomin, 2017. "Network effects on strategic interactions: A laboratory approach," Journal of Economic Behavior & Organization, Elsevier, vol. 143(C), pages 133-146.
  2. Khouja, Moutaz & Liu, Xin & Zhou, Jing, 2020. "To sell or not to sell to an off-price retailer in the presence of strategic consumers," Omega, Elsevier, vol. 90(C).
  3. Cai, Jianhu & Hu, Xiaoqing & Tadikamalla, Pandu R. & Shang, Jennifer, 2017. "Flexible contract design for VMI supply chain with service-sensitive demand: Revenue-sharing and supplier subsidy," European Journal of Operational Research, Elsevier, vol. 261(1), pages 143-153.
  4. Ruomeng Cui & Dennis J. Zhang & Achal Bassamboo, 2019. "Learning from Inventory Availability Information: Evidence from Field Experiments on Amazon," Management Science, INFORMS, vol. 65(3), pages 1216-1235, March.
  5. Fei Gao & Xuanming Su, 2017. "Omnichannel Retail Operations with Buy-Online-and-Pick-up-in-Store," Management Science, INFORMS, vol. 63(8), pages 2478-2492, August.
  6. Liu, Jingchen & Zhai, Xin & Chen, Lihua, 2018. "The interaction between product rollover strategy and pricing scheme," International Journal of Production Economics, Elsevier, vol. 201(C), pages 116-135.
  7. Wen Zhang & Yi He, 2020. "Optimal advance selling discount strategy with future‐oriented consumers," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 41(3), pages 308-320, April.
  8. Khouja, Moutaz & Liu, Xin, 2021. "A price adjustment policy for maximizing revenue and countering strategic consumer behavior," International Journal of Production Economics, Elsevier, vol. 236(C).
  9. John R. Birge & Rodney P. Parker & Michelle Xiao Wu & S. Alex Yang, 2017. "When Customers Anticipate Liquidation Sales: Managing Operations Under Financial Distress," Manufacturing & Service Operations Management, INFORMS, vol. 19(4), pages 657-673, October.
  10. Roggeveen, Anne L. & Goodstein, Ronald C. & Grewal, Dhruv, 2014. "Improving the Effect of Guarantees: The Role of a Retailer's Reputation," Journal of Retailing, Elsevier, vol. 90(1), pages 27-39.
  11. Wei, Ying & Li, Feng, 2020. "Omnichannel supply chain operations for luxury products with conspicuous consumers," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 137(C).
  12. Yacheng Sun & Dan Zhang, 2019. "A Model of Customer Reward Programs with Finite Expiration Terms," Management Science, INFORMS, vol. 65(8), pages 3889-3903, August.
  13. Du, Shaofu & Wang, Li & Hu, Li, 2019. "Omnichannel management with consumer disappointment aversion," International Journal of Production Economics, Elsevier, vol. 215(C), pages 84-101.
  14. Yanan Song & Xiaobo Zhao, 2017. "A newsvendor problem with boundedly rational strategic customers," International Journal of Production Research, Taylor & Francis Journals, vol. 55(1), pages 228-243, January.
  15. Anily, Shoshana & Hassin, Refael, 2013. "Pricing, replenishment, and timing of selling in a market with heterogeneous customers," International Journal of Production Economics, Elsevier, vol. 145(2), pages 672-682.
  16. Rachel Soloveichik, 2022. "Theoretical Inflation for Unavailable Products," BEA Working Papers 0193, Bureau of Economic Analysis.
  17. Shining Wu & Qian Liu & Rachel Q. Zhang, 2015. "The Reference Effects on a Retailer’s Dynamic Pricing and Inventory Strategies with Strategic Consumers," Operations Research, INFORMS, vol. 63(6), pages 1320-1335, December.
  18. Derhami, Shahab & Montreuil, Benoit & Bau, Guilhem, 2021. "Assessing product availability in omnichannel retail networks in the presence of on-demand inventory transshipment and product substitution," Omega, Elsevier, vol. 102(C).
  19. Liang, Xiaoying & Ma, Lijun & Xie, Lei & Yan, Houmin, 2014. "The informational aspect of the group-buying mechanism," European Journal of Operational Research, Elsevier, vol. 234(1), pages 331-340.
  20. Li, Yiming & Li, Gang & Tayi, Giri Kumar & Cheng, T.C.E., 2019. "Omni-channel retailing: Do offline retailers benefit from online reviews?," International Journal of Production Economics, Elsevier, vol. 218(C), pages 43-61.
  21. Adam J. Mersereau & Dan Zhang, 2012. "Markdown Pricing with Unknown Fraction of Strategic Customers," Manufacturing & Service Operations Management, INFORMS, vol. 14(3), pages 355-370, July.
  22. Yuting Chen & Rong Zhang & Bin Liu, 2017. "Joint Decisions on Production and Pricing with Strategic Consumers for Green Crowdfunding Products," IJERPH, MDPI, vol. 14(9), pages 1-18, September.
  23. Yiangos Papanastasiou, 2020. "Newsvendor Decisions with Two-Sided Learning," Management Science, INFORMS, vol. 66(11), pages 5408-5426, November.
  24. Yasuyuki Kusuda, 2019. "Buy-Online-and-Pick-up-in-Store in Omnichannel Retailing," Papers 1909.00822, arXiv.org, revised Sep 2019.
  25. Feng Yang & Junjun Kong & Minyue Jin, 2019. "Two-Period Pricing with Selling Effort in the Presence of Strategic Customers," Asia-Pacific Journal of Operational Research (APJOR), World Scientific Publishing Co. Pte. Ltd., vol. 36(03), pages 1-21, June.
  26. Xuanming Su, 2010. "Optimal Pricing with Speculators and Strategic Consumers," Management Science, INFORMS, vol. 56(1), pages 25-40, January.
  27. Yiwei Chen & Vivek F. Farias, 2018. "Robust Dynamic Pricing with Strategic Customers," Mathematics of Operations Research, INFORMS, vol. 43(4), pages 1119-1142, November.
  28. Ruomeng Cui & Hyoduk Shin, 2018. "Sharing Aggregate Inventory Information with Customers: Strategic Cross-Selling and Shortage Reduction," Management Science, INFORMS, vol. 64(1), pages 381-400, January.
  29. Zhennan Yuan & Jin Qin & Xiaoming Yan & Yugang Yu, 2022. "Compensation policy for delivery delay in online retailing," Operational Research, Springer, vol. 22(4), pages 3869-3900, September.
  30. Khouja, Moutaz & Li, Yuefeng & Zhou, Jing, 2023. "Nonlinear pricing for yield management and countering strategic consumer behavior," European Journal of Operational Research, Elsevier, vol. 307(1), pages 212-232.
  31. Enrico Diecidue & Nils Rudi & Wenjie Tang, 2012. "Dynamic Purchase Decisions Under Regret: Price and Availability," Decision Analysis, INFORMS, vol. 9(1), pages 22-30, March.
  32. Chang Hwan Lee & Tsan‐Ming Choi & T. C. Edwin Cheng, 2021. "Operations strategies with snobbish and strategic consumers," Naval Research Logistics (NRL), John Wiley & Sons, vol. 68(3), pages 327-343, April.
  33. Tony Haitao Cui & Yinghao Zhang, 2018. "Cognitive Hierarchy in Capacity Allocation Games," Management Science, INFORMS, vol. 64(3), pages 1250-1270, March.
  34. Santiago Gallino & Antonio Moreno, 2014. "Integration of Online and Offline Channels in Retail: The Impact of Sharing Reliable Inventory Availability Information," Management Science, INFORMS, vol. 60(6), pages 1434-1451, June.
  35. Sonia Chien-I Chen & Chenglian Liu & Zhenyuan Wang & Farid Arya, 2022. "Innovative Strategies to Fuel Organic Food Business Growth: A Qualitative Research," IJERPH, MDPI, vol. 19(5), pages 1-22, March.
  36. Man Yu & Hyun-Soo Ahn & Roman Kapuscinski, 2015. "Rationing Capacity in Advance Selling to Signal Quality," Management Science, INFORMS, vol. 61(3), pages 560-577, March.
  37. Mehmet Sekip Altug & Tolga Aydinliyim, 2016. "Counteracting Strategic Purchase Deferrals: The Impact of Online Retailers’ Return Policy Decisions," Manufacturing & Service Operations Management, INFORMS, vol. 18(3), pages 376-392, July.
  38. Gérard P. Cachon & Pnina Feldman, 2015. "Price Commitments with Strategic Consumers: Why It Can Be Optimal to Discount More Frequently … Than Optimal," Manufacturing & Service Operations Management, INFORMS, vol. 17(3), pages 399-410, July.
  39. Zhang, Tao & Li, Gang & Lai, Kin Keung & Leung, John W.K., 2018. "Information disclosure strategies for the intermediary and competitive sellers," European Journal of Operational Research, Elsevier, vol. 271(3), pages 1156-1173.
  40. Rui Yin & Yossi Aviv & Amit Pazgal & Christopher S. Tang, 2009. "Optimal Markdown Pricing: Implications of Inventory Display Formats in the Presence of Strategic Customers," Management Science, INFORMS, vol. 55(8), pages 1391-1408, August.
  41. Yossi Aviv & Mike Mingcheng Wei & Fuqiang Zhang, 2019. "Responsive Pricing of Fashion Products: The Effects of Demand Learning and Strategic Consumer Behavior," Management Science, INFORMS, vol. 65(7), pages 2982-3000, July.
  42. Chao Liang & Metin Çakanyıldırım & Suresh P. Sethi, 2014. "Analysis of Product Rollover Strategies in the Presence of Strategic Customers," Management Science, INFORMS, vol. 60(4), pages 1033-1056, April.
  43. Dror Hermel & Benny Mantin, 2018. "Selling to strategic consumers: on the benefits of consumers’ valuation uncertainty and abundant inventory," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 17(3), pages 146-165, June.
  44. Huang, Lingchen & Huang, Zongsheng & Liu, Bin, 2022. "Interacting with strategic waiting for store brand: Online selling format selection," Journal of Retailing and Consumer Services, Elsevier, vol. 67(C).
  45. Huang, Zongsheng & Huang, Lingchen & Zhao, Yingxue & Meng, Xiaoge, 2021. "Money-back guarantee in the presence of strategic customer behavior," International Journal of Production Economics, Elsevier, vol. 239(C).
  46. José Correa & Ricardo Montoya & Charles Thraves, 2016. "Contingent Preannounced Pricing Policies with Strategic Consumers," Operations Research, INFORMS, vol. 64(1), pages 251-272, February.
  47. Vishal V. Agrawal & Stylianos Kavadias & L. Beril Toktay, 2016. "The Limits of Planned Obsolescence for Conspicuous Durable Goods," Manufacturing & Service Operations Management, INFORMS, vol. 18(2), pages 216-226, May.
  48. Hao, Zhaowei & Qi, Wei & Gong, Tianxiao & Chen, Lihua & Shen, Zuo-Jun Max, 2019. "Innovation uncertainty, new product press timing and strategic consumers," Omega, Elsevier, vol. 89(C), pages 122-135.
  49. Mingzheng Wang & Mengru Ma & Xiaohang Yue & Samar Mukhopadhyay, 2016. "A capacitated firm’s pricing strategies for strategic consumers with different search costs," Annals of Operations Research, Springer, vol. 240(2), pages 731-760, May.
  50. Yen-Ting Lin & Ali K. Parlaktürk & Jayashankar M. Swaminathan, 2018. "Are Strategic Customers Bad for a Supply Chain?," Manufacturing & Service Operations Management, INFORMS, vol. 20(3), pages 481-497, July.
  51. Van Foreest, Nicky D. & Teunter, Ruud H. & Syntetos, Aris A., 2018. "Base-stock policies with reservations," Omega, Elsevier, vol. 81(C), pages 48-56.
  52. Wen Zhang & Weizhe Yang, 2021. "Optimal pre-order strategy with delay in payments," Annals of Operations Research, Springer, vol. 305(1), pages 347-374, October.
  53. Wenyan Zhou & Oliver Hinz, 2016. "Determining profit-optimizing return policies – a two-step approach on data from taobao.com," Electronic Markets, Springer;IIM University of St. Gallen, vol. 26(2), pages 103-114, May.
  54. Martin A. Lariviere, 2016. "OM Forum—Supply Chain Contracting: Doughnuts to Bubbles," Manufacturing & Service Operations Management, INFORMS, vol. 18(3), pages 309-313, July.
  55. Tunuguntla, Vaishnavi & Basu, Preetam & Rakshit, Krishanu & Ghosh, Debabrata, 2019. "Sponsored search advertising and dynamic pricing for perishable products under inventory-linked customer willingness to pay," European Journal of Operational Research, Elsevier, vol. 276(1), pages 119-132.
  56. Dennis J. Zhang & Hengchen Dai & Lingxiu Dong & Fangfang Qi & Nannan Zhang & Xiaofei Liu & Zhongyi Liu & Jiang Yang, 2020. "The Long-term and Spillover Effects of Price Promotions on Retailing Platforms: Evidence from a Large Randomized Experiment on Alibaba," Management Science, INFORMS, vol. 66(6), pages 2589-2609, June.
  57. Lifeng Mu & Xin Tang & Vijayan Sugumaran & Wei Xu & Xiangyang Sun, 2023. "Optimal rebate strategy for an online retailer with a cashback platform: commission-driven or marketing-based?," Electronic Commerce Research, Springer, vol. 23(1), pages 475-510, March.
  58. Li, Yanran & Li, Bo & Zheng, Wei & Chen, Xue, 2021. "Reveal or hide? Impact of demonstration on pricing decisions considering showrooming behavior," Omega, Elsevier, vol. 102(C).
  59. Ye, Taofeng & Yang, Huiqiang, 2020. "Price and Quality Management with Strategic Consumers: Whether to Introduce a High or Low Product Variant," Applied Mathematics and Computation, Elsevier, vol. 386(C).
  60. Zhan Pang & Wenqiang Xiao & Xuying Zhao, 2021. "Preorder Price Guarantee in e-Commerce," Manufacturing & Service Operations Management, INFORMS, vol. 23(1), pages 123-138, 1-2.
  61. Christian Borgs & Ozan Candogan & Jennifer Chayes & Ilan Lobel & Hamid Nazerzadeh, 2014. "Optimal Multiperiod Pricing with Service Guarantees," Management Science, INFORMS, vol. 60(7), pages 1792-1811, July.
  62. Zhang, Tao & Li, Gang & Tayi, Giri Kumar, 2023. "A strategic analysis of virtual showrooms deployment in online retail platforms," Omega, Elsevier, vol. 117(C).
  63. Mustafa O. Kabul & Ali K. Parlaktürk, 2019. "The Value of Commitments When Selling to Strategic Consumers: A Supply Chain Perspective," Management Science, INFORMS, vol. 65(10), pages 4754-4770, October.
  64. Gérard P. Cachon & Santiago Gallino & Marcelo Olivares, 2019. "Does Adding Inventory Increase Sales? Evidence of a Scarcity Effect in U.S. Automobile Dealerships," Management Science, INFORMS, vol. 65(4), pages 1469-1485, April.
  65. Xingyue (Luna) Zhang & James A. Dearden & Yuliang Yao, 2022. "Let them stay or let them go? Online retailer pricing strategy for managing stockouts," Production and Operations Management, Production and Operations Management Society, vol. 31(11), pages 4173-4190, November.
  66. Ye, Taofeng & Sun, Hao, 2016. "Price-setting newsvendor with strategic consumers," Omega, Elsevier, vol. 63(C), pages 103-110.
  67. Małgorzata Niklewicz-Pijaczyńska & Elżbieta Stańczyk & Anna Gardocka-Jałowiec & Zofia Gródek-Szostak & Agata Niemczyk & Katarzyna Szalonka & Magdalena Homa, 2021. "A Strategy for Planned Product Aging in View of Sustainable Development Challenges," Energies, MDPI, vol. 14(22), pages 1-20, November.
  68. Tim Noparumpa & Burak Kazaz & Scott Webster, 2015. "Wine Futures and Advance Selling Under Quality Uncertainty," Manufacturing & Service Operations Management, INFORMS, vol. 17(3), pages 411-426, July.
  69. Robert Swinney, 2011. "Selling to Strategic Consumers When Product Value Is Uncertain: The Value of Matching Supply and Demand," Management Science, INFORMS, vol. 57(10), pages 1737-1751, October.
  70. So Yeon Chun & Anton Ovchinnikov, 2019. "Strategic Consumers, Revenue Management, and the Design of Loyalty Programs," Management Science, INFORMS, vol. 65(9), pages 3969-3987, September.
  71. Gad Allon & Achal Bassamboo, 2011. "Buying from the Babbling Retailer? The Impact of Availability Information on Customer Behavior," Management Science, INFORMS, vol. 57(4), pages 713-726, April.
  72. Gérard P. Cachon & Robert Swinney, 2011. "The Value of Fast Fashion: Quick Response, Enhanced Design, and Strategic Consumer Behavior," Management Science, INFORMS, vol. 57(4), pages 778-795, April.
  73. Kostas Bimpikis & Wedad J. Elmaghraby & Ken Moon & Wenchang Zhang, 2020. "Managing Market Thickness in Online Business-to-Business Markets," Management Science, INFORMS, vol. 66(12), pages 5783-5822, December.
  74. Nicole Perez Becker & Benny Mantin & Joachim Arts, 2022. "Strategic Behavior in a Serial Newsvendor," DEM Discussion Paper Series 22-02, Department of Economics at the University of Luxembourg.
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  78. Cuihong Li & Fuqiang Zhang, 2013. "Advance Demand Information, Price Discrimination, and Preorder Strategies," Manufacturing & Service Operations Management, INFORMS, vol. 15(1), pages 57-71, September.
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