IDEAS home Printed from https://ideas.repec.org/r/inm/ormksc/v27y2008i4p674-690.html

Probabilistic Goods: A Creative Way of Selling Products and Services

Citations

Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
as


Cited by:

  1. Yuetao Gao & Yue Wu, 2023. "Regulating Probabilistic Selling of Counterfeits," Management Science, INFORMS, vol. 69(8), pages 4498-4517, August.
  2. Sainam, Preethika & Balasubramanian, Sridhar & Bhattacharya, Shantanu & Ong, L. Lin, 2023. "Pricing under uncertainty: Forward and option pricing in sports markets," Journal of Business Research, Elsevier, vol. 167(C).
  3. Yong Chao & Lin Liu & Dongyuan Zhan, 2016. "Vertical Probabilistic Selling under Competition: the Role of Consumer Anticipated Regret," Working Papers 16-14, NET Institute.
  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. Aleksandra Kovacheva & Hristina Nikolova, 2024. "Uncertainty marketing tactics: An overview and a unifying framework," Journal of the Academy of Marketing Science, Springer, vol. 52(1), pages 1-22, January.
  6. Scott Fay & Robert Zeithammer, 2017. "Bidding for Bidders? How the Format for Soliciting Supplier Participation in NYOP Auctions Impacts Channel Profit," Management Science, INFORMS, vol. 63(12), pages 4324-4344, December.
  7. David Sayah & Stefan Irnich, 2019. "Optimal booking control in revenue management with two substitutable resources," Mathematical Methods of Operations Research, Springer;Gesellschaft für Operations Research (GOR);Nederlands Genootschap voor Besliskunde (NGB), vol. 89(2), pages 189-222, April.
  8. 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).
  9. Guiyang Xiong & Sundar Bharadwaj, 2014. "Prerelease Buzz Evolution Patterns and New Product Performance," Marketing Science, INFORMS, vol. 33(3), pages 401-421, May.
  10. Zhao, Zhang & Fu, Chunyu & Chen, Ming-Hsiang & Yang, Yang, 2025. "Curiosity and hotel revenue management challenges: Dynamics of opaque and low-end products," Annals of Tourism Research, Elsevier, vol. 111(C).
  11. Quan Zheng & Xiajun Amy Pan & Janice E. Carrillo, 2019. "Probabilistic Selling for Vertically Differentiated Products with Salient Thinkers," Marketing Science, INFORMS, vol. 38(3), pages 442-460, May.
  12. Ningyuan Chen & Adam N. Elmachtoub & Michael L. Hamilton & Xiao Lei, 2021. "Loot Box Pricing and Design," Management Science, INFORMS, vol. 67(8), pages 4809-4825, August.
  13. Rice, Dan Hamilton & Fay, Scott A. & Xie, Jinhong, 2014. "Probabilistic selling vs. markdown selling: Price discrimination and management of demand uncertainty in retailing," International Journal of Research in Marketing, Elsevier, vol. 31(2), pages 147-155.
  14. Yang, Guang & Tian, Lin & Cai, Mei & Cao, Jie & Gong, Zaiwu, 2025. "Vertically probabilistic selling mechanism under asymmetric quality-tier competition: An analytical exploration," International Journal of Production Economics, Elsevier, vol. 286(C).
  15. Mark Armstrong & John Vickers, 2023. "Multibrand Price Dispersion," Economics Series Working Papers 1029, University of Oxford, Department of Economics.
  16. Adam N. Elmachtoub & Michael L. Hamilton, 2021. "The Power of Opaque Products in Pricing," Management Science, INFORMS, vol. 67(8), pages 4686-4702, August.
  17. He, Qiaochu & Fan, Xiaoshuai & Chen, Ying-Ju & Yang, Hai, 2021. "On-demand service delivery under asymmetric information: Priority pricing, market selection, and horizontal substitution," International Journal of Production Economics, Elsevier, vol. 237(C).
  18. Hoover, D., 2026. "Opaque Selling with Endogenous Product Characteristics," Cambridge Working Papers in Economics 2601, Faculty of Economics, University of Cambridge.
  19. Courty, Pascal & Liu, Wenyu, 2013. "Opaque Selling: Static or Inter-Temporal Price Discrimination?," CEPR Discussion Papers 9463, Centre for Economic Policy Research.
  20. Chen, Yenming J. & Sheu, Jiuh-Biing, 2017. "Non-differentiated green product positioning: Roles of uncertainty and rationality," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 103(C), pages 248-260.
  21. Xufeng Yang & Juliang Zhang & Wen Jiao & Hong Yan, 2023. "Optimal Capacity Rationing Policy for a Container Leasing System with Multiple Kinds of Customers and Substitutable Containers," Management Science, INFORMS, vol. 69(3), pages 1468-1485, March.
  22. Guang Yang & Ying Wang & Mulin Liu, 2023. "Optimal Policy for Probabilistic Selling with Three-Way Revenue Sharing Contract under the Perspective of Sustainable Supply Chain," Sustainability, MDPI, vol. 15(4), pages 1-22, February.
  23. Wilfred Amaldoss & Sanjay Jain, 2008. "Joint Bidding in the Name-Your-Own-Price Channel: A Strategic Analysis," Management Science, INFORMS, vol. 54(10), pages 1685-1699, October.
  24. Zhang, Juliang & Deng, Lan & Liu, Huimin & Cheng, T.C.E., 2022. "Which strategy is better for managing multi-product demand uncertainty: Inventory substitution or probabilistic selling?," European Journal of Operational Research, Elsevier, vol. 302(1), pages 79-95.
  25. Xiaoqing Jing & Jinhong Xie, 2011. "Group Buying: A New Mechanism for Selling Through Social Interactions," Management Science, INFORMS, vol. 57(8), pages 1354-1372, August.
  26. Fu, Qi & Wang, Qifei & Xu, Xiaoya & Lian, Zhaotong, 2017. "A two-product newsvendor system with a flexible product," International Journal of Production Economics, Elsevier, vol. 193(C), pages 590-601.
  27. Jin Miao & Sanjay Jain, 2024. "Designing Loot Boxes: Implications for Profits and Welfare," Marketing Science, INFORMS, vol. 43(6), pages 1242-1259, November.
  28. Zelin Zhang & Kissan Joseph & Ramanathan Subramaniam, 2015. "Probabilistic Selling in Quality-Differentiated Markets," Management Science, INFORMS, vol. 61(8), pages 1959-1977, August.
  29. Zheyin Gu & Giri Tayi, 2015. "Consumer mending and online retailer fit-uncertainty mitigating strategies," Quantitative Marketing and Economics (QME), Springer, vol. 13(3), pages 251-282, September.
  30. Alonso, Juana M. & Socorro, M. Pilar, 2025. "Blind tickets to solve the inefficiencies of subsidies for residents in air transport markets," Transport Policy, Elsevier, vol. 171(C), pages 140-156.
  31. Yeu-Shiang Huang & Tzu-Yi Wu & Chih-Chiang Fang & Tzu-Liang (Bill) Tseng, 2021. "Decisions on Probabilistic Selling for Consumers with Different Risk Attitudes," Decision Analysis, INFORMS, vol. 18(2), pages 121-138, June.
  32. Niu, Baozhuang & Chen, Yuyang & Zhang, Jianhua & Chen, Kanglin & Jin, Yong, 2025. "Brands’ Livestream Selling with Influencers’ Converting Fans into Consumers," Omega, Elsevier, vol. 131(C).
  33. Anderson, Simon P. & Celik, Levent, 2020. "Opaque selling," Information Economics and Policy, Elsevier, vol. 52(C).
  34. Hongjuan Song & Yushi Jiang, 2019. "Dynamic pricing decisions by potential tourists under uncertainty: The effects of tourism advertising," Tourism Economics, , vol. 25(2), pages 213-234, March.
  35. Zhang, Zihao & Zhang, Mengying, 2024. "Pricing and Capacity Allocation in Opaque Selling," European Journal of Operational Research, Elsevier, vol. 318(1), pages 230-241.
  36. Feng, Bo & Mao, Zhaofang & Li, Hui, 2021. "Choices for competing service providers with heterogeneous customers: Traditional versus opaque sales modes," Omega, Elsevier, vol. 98(C).
  37. Alonso, Juana M. & Socorro, M. Pilar, 2024. "Blind booking: The effects on passengers' purchase decision, airlines’ profitability, and tourist destinations," Research in Transportation Economics, Elsevier, vol. 105(C).
  38. Pak Hou Che & Yue Chen, 2025. "Probabilistic Selling with Unsealing Strategy: An Analysis in Markets with Vertical-Differentiated Products," Mathematics, MDPI, vol. 13(12), pages 1-35, June.
  39. Zhaofang Mao & Ting Liu & Xiaomei Li, 2023. "Pricing mechanism of variable opaque products for dual-channel online travel agencies," Annals of Operations Research, Springer, vol. 329(1), pages 901-930, October.
  40. Yongbo Xiao & Jian Chen, 2014. "Evaluating the potential effects from probabilistic selling of similar products," Naval Research Logistics (NRL), John Wiley & Sons, vol. 61(8), pages 604-620, December.
  41. Fay, Scott & Xie, Jinhong & Feng, Cong, 2015. "The Effect of Probabilistic Selling on the Optimal Product Mix," Journal of Retailing, Elsevier, vol. 91(3), pages 451-467.
  42. Vasiliki Kostami, 2024. "If You Love Your Agents, Set Them Free: Task Discretion in Online Workplaces," Management Science, INFORMS, vol. 70(3), pages 1787-1809, March.
  43. Fernando Bernstein & A. Gürhan Kök & Lei Xie, 2015. "Dynamic Assortment Customization with Limited Inventories," Manufacturing & Service Operations Management, INFORMS, vol. 17(4), pages 538-553, October.
  44. Wenchang Zhu & Huseyin Topaloglu, 2024. "Performance Guarantees for Network Revenue Management with Flexible Products," Manufacturing & Service Operations Management, INFORMS, vol. 26(1), pages 252-270, January.
  45. Erbao Cao & He Li, 2020. "Group buying and consumer referral on a social network," Electronic Commerce Research, Springer, vol. 20(1), pages 21-52, March.
  46. Alice Moon & Leif D. Nelson, 2020. "The Uncertain Value of Uncertainty: When Consumers Are Unwilling to Pay for What They Like," Management Science, INFORMS, vol. 66(10), pages 4686-4702, October.
  47. Leela Nageswaran, 2023. "Implications of vaccine shopping during pandemic," Production and Operations Management, Production and Operations Management Society, vol. 32(4), pages 1133-1149, April.
  48. Scott Fay, 2009. "Competitive reasons for the Name-Your-Own-Price channel," Marketing Letters, Springer, vol. 20(3), pages 277-293, September.
  49. Scott Fay & Jinhong Xie, 2010. "The Economics of Buyer Uncertainty: Advance Selling vs. Probabilistic Selling," Marketing Science, INFORMS, vol. 29(6), pages 1040-1057, 11-12.
  50. Luyi Yang & Man Yu, 2026. "Too Good To Go: Combating Food Waste with Surprise Clearance," Management Science, INFORMS, vol. 72(3), pages 2307-2325, March.
  51. Qing Li & Christopher S. Tang & He Xu, 2020. "Mitigating the Double‐Blind Effect in Opaque Selling: Inventory and Information," Production and Operations Management, Production and Operations Management Society, vol. 29(1), pages 35-54, January.
  52. Yubo Chen & Jinhong Xie, 2008. "Online Consumer Review: Word-of-Mouth as a New Element of Marketing Communication Mix," Management Science, INFORMS, vol. 54(3), pages 477-491, March.
  53. 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.
  54. Zhang, Yi & Hua, Guowei & Cheng, T.C.E. & Zhang, Juliang & Fernandez, Vicenc, 2020. "Risk pooling through physical probabilistic selling," International Journal of Production Economics, Elsevier, vol. 219(C), pages 295-311.
  55. David Post & Martin Spann, 2012. "Improving Airline Revenues with Variable Opaque Products: “Blind Booking” at Germanwings," Interfaces, INFORMS, vol. 42(4), pages 329-338, August.
  56. Tingliang Huang & Zhe Yin, 2021. "Dynamic Probabilistic Selling When Customers Have Boundedly Rational Expectations," Manufacturing & Service Operations Management, INFORMS, vol. 23(6), pages 1597-1615, November.
  57. Sasanuma, Katsunobu & Hibiki, Akira & Sexton, Thomas, 2022. "An opaque selling scheme to reduce shortage and wastage in perishable inventory systems," Operations Research Perspectives, Elsevier, vol. 9(C).
  58. Dirk Sierag, 2017. "Pricing-based revenue management for flexible products on a network," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 16(3), pages 325-339, June.
  59. Yifan Jiao & Christopher S. Tang & Jingqi Wang, 2021. "Selling Virtual Items in Free-to-Play Games: Transparent Selling vs. Opaque Selling," Service Science, INFORMS, vol. 13(2), pages 53-76, June.
  60. Jeffrey D. Shulman & Anne T. Coughlan & R. Canan Savaskan, 2011. "Managing Consumer Returns in a Competitive Environment," Management Science, INFORMS, vol. 57(2), pages 347-362, February.
  61. Ben Li & Xiaolong Guo & Liang Liang, 2024. "Optimal pricing decision and capacity allocation of opaque selling in airline revenue management," Journal of Revenue and Pricing Management, Palgrave Macmillan, vol. 23(4), pages 356-368, August.
  62. Malgorzata Ogonowska, 2012. "Selling Tourism Products through the Opaque Channels," Post-Print halshs-01219441, HAL.
  63. Schäfers, Sebastian, 2022. "Product Lotteries and Loss Aversion," Working papers 2022/06, Faculty of Business and Economics - University of Basel.
  64. Halbheer, Daniel & Gärtner, Dennis L. & Gerstner, Eitan & Koenigsberg, Oded, 2018. "Optimizing service failure and damage control," International Journal of Research in Marketing, Elsevier, vol. 35(1), pages 100-115.
  65. Zhang, Yi & Hua, Guowei & Wang, Shouyang & Zhang, Juliang & Fernandez, Vicenc, 2018. "Managing demand uncertainty: Probabilistic selling versus inventory substitution," International Journal of Production Economics, Elsevier, vol. 196(C), pages 56-67.
  66. Ying He & Huaxia Rui, 2022. "Probabilistic selling in vertically differentiated markets: The role of substitution," Production and Operations Management, Production and Operations Management Society, vol. 31(11), pages 4191-4204, November.
  67. Antonio Rosato, 2016. "Selling substitute goods to loss-averse consumers: limited availability, bargains, and rip-offs," RAND Journal of Economics, RAND Corporation, vol. 47(3), pages 709-733, August.
  68. Nie, Tengfei & Bao, Hengjia & Huang, Rongji & Du, Shaofu, 2026. "Opaque pricing strategy with social network effects," Omega, Elsevier, vol. 138(C).
  69. Zhou, Yaqian & Ke, Jintao & Yang, Hai & Guo, Pengfei, 2024. "Platform integration in ride-sourcing markets with heterogeneous passengers," Transportation Research Part B: Methodological, Elsevier, vol. 188(C).
  70. Gérard P. Cachon, 2020. "A Research Framework for Business Models: What Is Common Among Fast Fashion, E-Tailing, and Ride Sharing?," Management Science, INFORMS, vol. 66(3), pages 1172-1192, March.
  71. Tingliang Huang & Yimin Yu, 2014. "Sell Probabilistic Goods? A Behavioral Explanation for Opaque Selling," Marketing Science, INFORMS, vol. 33(5), pages 743-759, September.
  72. Zheyin (Jane) Gu & Ying Xie, 2013. "Facilitating Fit Revelation in the Competitive Market," Management Science, INFORMS, vol. 59(5), pages 1196-1212, May.
  73. 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.
  74. Nurşen Aydın & Ş. İlker Birbil & Hüseyin Topaloğlu, 2017. "Delayed Purchase Options in Single-Leg Revenue Management," Transportation Science, INFORMS, vol. 51(4), pages 1031-1045, November.
  75. K. Sudhir, 2018. "Editorial—Introducing A New Section— Marketing Science: Frontiers," Marketing Science, INFORMS, vol. 37(1), pages 1-4, January.
  76. Scott Fay & Jinhong Xie, 2015. "Timing of Product Allocation: Using Probabilistic Selling to Enhance Inventory Management," Management Science, INFORMS, vol. 61(2), pages 474-484, February.
  77. Xun Xu & Yiming Zhuang & Jonathan E. Jackson, 2025. "Investigating the impact of online information provision on the market price of blind box," Electronic Commerce Research, Springer, vol. 25(5), pages 3889-3926, October.
  78. Kinshuk Jerath & Serguei Netessine & Senthil K. Veeraraghavan, 2010. "Revenue Management with Strategic Customers: Last-Minute Selling and Opaque Selling," Management Science, INFORMS, vol. 56(3), pages 430-448, March.
  79. Konstantinos Giannakas & Murray Fulton, 2020. "On the market for “Lemons”: quality provision in markets with asymmetric information," Humanities and Social Sciences Communications, Palgrave Macmillan, vol. 7(1), pages 1-6, December.
  80. Yao Cui & Izak Duenyas & Ozge Sahin, 2018. "Pricing of Conditional Upgrades in the Presence of Strategic Consumers," Management Science, INFORMS, vol. 64(7), pages 3208-3226, July.
  81. Hsiao, Lu & Chen, Ying-Ju & Xiong, Hui & Liu, Haoyu, 2022. "Incentives for disclosing the store brand supplier," Omega, Elsevier, vol. 109(C).
  82. Yifan Wu & Shibo Jin, 2022. "Joint pricing and inventory decision under a probabilistic selling strategy," Operational Research, Springer, vol. 22(2), pages 1209-1233, April.
  83. Guo, Xiaolong & Bian, Junsong & Wu, Peiyan & Shi, Victor & Chen, Huangen, 2023. "Probabilistic product design with regret-anticipated consumers," International Journal of Production Economics, Elsevier, vol. 263(C).
  84. Hang Ren & Tingliang Huang, 2022. "Opaque Selling and Inventory Management in Vertically Differentiated Markets," Manufacturing & Service Operations Management, INFORMS, vol. 24(5), pages 2543-2557, September.
IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.