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When Discounts Hurt Sales: The Case of Daily-Deal Markets

Citations

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Cited by:

  1. Thomas Clauss & Peter Harengel & Marianne Hock, 2019. "The perception of value of platform-based business models in the sharing economy: determining the drivers of user loyalty," Review of Managerial Science, Springer, vol. 13(3), pages 605-634, June.
  2. Nina Angelovska & Sasho Josimovski & Lidija Pulevska Ivanovska, 2019. "Drivers that Impact the Merchants’ Repeat Intention for Group Deal Promotions," Managing Global Transitions, University of Primorska, Faculty of Management Koper, vol. 17(3 (Fall)), pages 221-238.
  3. Duan, Yongrui & Liu, Tonghui & Mao, Zhixin, 2022. "How online reviews and coupons affect sales and pricing: An empirical study based on e-commerce platform," Journal of Retailing and Consumer Services, Elsevier, vol. 65(C).
  4. Cheng Zhao & Chong Alex Wang, 2023. "A cross-site comparison of online review manipulation using Benford’s law," Electronic Commerce Research, Springer, vol. 23(1), pages 365-406, March.
  5. Yao Tang, 2023. "A product strategy for daily deal campaigns utilizing demand expansion and consumer leakage," Electronic Commerce Research, Springer, vol. 23(3), pages 1861-1883, September.
  6. Zibo Liu & Zhijie Lin & Ying Zhang & Yong Tan, 2022. "The Signaling Effect of Sampling Size in Physical Goods Sampling Via Online Channels," Production and Operations Management, Production and Operations Management Society, vol. 31(2), pages 529-546, February.
  7. Jicheng Zeng & Yulin Fang & Huifang Li & Youwei Wang & Kai H. Lim, 2025. "Untangling the Performance Impact of E-marketplace Sellers’ Deployment of Platform-Based Functions: A Configurational Perspective," Information Systems Research, INFORMS, vol. 36(3), pages 1397-1417, September.
  8. Yi Ding & Haifeng Xu & Chee Wei Phang & Bernard C. Y. Tan, 2025. "Understanding consumers’ online browsing patterns and influence of marketing stimuli: A two-layer sequence analysis approach," Journal of the Academy of Marketing Science, Springer, vol. 53(6), pages 1715-1747, December.
  9. Tianshu Sun & Yanhao “Max” Wei & Joseph Golden, 2026. "Geographical Pattern of Online Word of Mouth: How Offline Environment Influences Online Sharing," Information Systems Research, INFORMS, vol. 37(2), pages 736-760, June.
  10. Wang, Jie & Ma, Benedict Jun & Yang, Yanyi & Cheng, Chun-Hung & Kuo, Yong-Hong, 2025. "Group buying with consumer disappointment at failed deals," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 194(C).
  11. Ao Shen & Peng Wang & Yongyuan Ma, 2022. "When crowding‐in and when crowding‐out? The boundary conditions on the relationship between negative online reviews and online sales," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 43(6), pages 2016-2032, September.
  12. Zhe (James) Zhang & Shivendu Shivendu & Peng Wang, 2021. "Is Investment in Data Analytics Always Profitable? The Case of Third‐Party‐Online‐Promotion Marketplace," Production and Operations Management, Production and Operations Management Society, vol. 30(7), pages 2321-2337, July.
  13. Xueming Luo & Xianghua Lu & Jing Li, 2019. "When and How to Leverage E-commerce Cart Targeting: The Relative and Moderated Effects of Scarcity and Price Incentives with a Two-Stage Field Experiment and Causal Forest Optimization," Information Systems Research, INFORMS, vol. 30(4), pages 1203-1227, December.
  14. Zikopoulos, Christos, 2025. "Analysis of optimal defective allowance policies for reducing product returns under alternative modeling of consumer behavior," International Journal of Production Economics, Elsevier, vol. 284(C).
  15. Yao Tang & Xu Guan, 2022. "Seller Organization and Percentage Fee Design in the Daily Deal Market," Information Systems Research, INFORMS, vol. 33(4), pages 1287-1302, December.
  16. Ren, Xinxin & Cao, Jingjing & Xu, Xianhao & Gong, Yeming (Yale), 2021. "A two-stage model for forecasting consumers’ intention to purchase with e-coupons," Journal of Retailing and Consumer Services, Elsevier, vol. 59(C).
  17. Hongfei Li & Jing Peng & Gang Wang & Xue Bai, 2024. "The Impact of Process- vs. Outcome-Oriented Reviews on the Sales of Healthcare Services," Information Systems Research, INFORMS, vol. 35(4), pages 1909-1927, December.
  18. Liangfei Qiu & Arunima Chhikara & Asoo Vakharia, 2021. "Multidimensional Observational Learning in Social Networks: Theory and Experimental Evidence," Information Systems Research, INFORMS, vol. 32(3), pages 876-894, September.
  19. Xin Tian & Jiayu Tang & Yun Zhou, 2025. "Impact of promotion design on retail operating performance: Evidence from Chinese Chain retailers," Electronic Commerce Research, Springer, vol. 25(5), pages 3515-3557, October.
  20. Zhang, Yanfen & Xu, Qi & Zhang, Guoqing, 2023. "Optimal contracts with moral hazard and adverse selection in a live streaming commerce market," Journal of Retailing and Consumer Services, Elsevier, vol. 74(C).
  21. Xue Bai & James R. Marsden & William T. Ross & Gang Wang, 2020. "A Note on the Impact of Daily Deals on Local Retailers’ Online Reputation: Mediation Effects of the Consumer Experience," Information Systems Research, INFORMS, vol. 31(4), pages 1132-1143, December.
  22. Jorge Mejia & Anandasivam Gopal & Michael Trusov, 2020. "Deal or No Deal? Online Deals, Retailer Heterogeneity, and Brand Evaluations in a Competitive Environment," Information Systems Research, INFORMS, vol. 31(4), pages 1087-1106, December.
  23. Liu Ming & Tunay I. Tunca, 2022. "Consumer Equilibrium, Demand Effects, and Efficiency in Group Buying," Manufacturing & Service Operations Management, INFORMS, vol. 24(3), pages 1437-1456, May.
  24. Hui Li & Qiaowei Shen & Yakov Bart, 2021. "Dynamic Resource Allocation on Multi-Category Two-Sided Platforms," Management Science, INFORMS, vol. 67(2), pages 984-1003, February.
  25. Tang, Yao & Chen, Rachel R. & Guan, Xu, 2021. "Daily-deal market with consumer retention: Price discrimination or quality differentiation," Omega, Elsevier, vol. 102(C).
  26. Ji, Guojun & Fu, Tianyu & Li, Shuhao, 2023. "Optimal selling format considering price discount strategy in live-streaming commerce," European Journal of Operational Research, Elsevier, vol. 309(2), pages 529-544.
  27. Zheng, Dan & Chen, Yuxin & Zhang, Zhe & Che, Hai, 2022. "Retail price discount depth and perceived quality uncertainty," Journal of Retailing, Elsevier, vol. 98(3), pages 542-557.
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