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作者：Feng, Qi; Li, Yuanchen; Shanthikumar, J. George
作者单位：Purdue University System; Purdue University
摘要：When firms post prices to sell their products in a competitive market, buyers often seek to bargain down the prices. The existing studies on dynamic competition, however, focus on firms' dynamic pricing strategies without considering the possibility of bargaining. We model a random stream of buyers with heterogeneous valuations who may choose to negotiate for a discount from a posted price. When bargaining is allowed, a seller firm's competing strategy depends not only on her reservation value...
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作者：Leung, Woon Sau; Li, Jing; Sun, Jiong
作者单位：University of Edinburgh; Tsinghua University; Purdue University System; Purdue University
摘要：We investigate whether labor unionization of customer firms affects the operating performance of their dependent suppliers. Using a sample of U.S. union elections, our regression discontinuity tests show that passing a union election leads to a 6.9 percentage-point decline in supplier operating margin in the following year. Such negative effects are more pronounced for customers with stronger bargaining power vis-a-vis dependent suppliers. Additional tests show that the reduced supplier operat...
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作者：Lin, Mei; Pan, Xiajun Amy; Zheng, Quan
作者单位：Singapore Management University; State University System of Florida; University of Florida; Chinese Academy of Sciences; University of Science & Technology of China, CAS
摘要：Two-sided platforms are often coupled with exclusive hardware products that connect two sides of users, the consumers of the hardware product (i.e., buyers) and the application developers (i.e., sellers). The hardware product in the platform business model introduces three important issues that are not yet well understood in the literature of platform pricing: potentially downward-trending production cost, product quality improvements, and consumers' strategic behaviors. Using analytical model...
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作者：Karatzas, Antonios; Papadopoulos, Georgios; Godsell, Janet
作者单位：University of East Anglia; University of East Anglia; University of Warwick
摘要：Manufacturers moving into services must design a service delivery system that can effectively and efficiently support their product-service offerings. Commonly, such manufacturers outsource customer service and support to independent service suppliers, while maintaining the ownership and control of certain service units. Despite the increasing number of studies in service triads investigating ways that may improve service performance and customer satisfaction, the dynamics of mixed-ownership s...
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作者：Naumov, Sergey; Keith, David R.; Fine, Charles H.
作者单位：Pennsylvania Commonwealth System of Higher Education (PCSHE); Pennsylvania State University; Pennsylvania State University - University Park; Massachusetts Institute of Technology (MIT); Massachusetts Institute of Technology (MIT)
摘要：Automated vehicles (AVs) have emerged rapidly in recent years, becoming a focus of high expectations and heated debates. Advocates argue that the arrival of AVs will make driving safer, greener, cheaper, and faster, bringing ubiquitous access to transportation while significantly reducing traffic congestion and environmental impacts. Skeptics, in contrast, suggest that the appeal of AVs will induce additional driving, offsetting or even overwhelming the positive effects of increased automation...
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作者：Qu, Huashuai; Ryzhov, Ilya O.; Fu, Michael C.; Bergerson, Eric; Kurka, Megan; Kopacek, Ludek
作者单位：University System of Maryland; University of Maryland College Park; University System of Maryland; University of Maryland College Park; University System of Maryland; University of Maryland College Park
摘要：In business-to-business (B2B) pricing, a seller seeks to maximize revenue obtained from high-volume transactions involving a wide variety of buyers, products, and other characteristics. Buyer response is highly uncertain, and the seller only observes whether buyers accept or reject the offered prices. These deals are also subject to high opportunity cost, since revenue is zero if the price is rejected. The seller must adapt to this uncertain environment and learn quickly from new deals as they...
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作者：Esenduran, Gokce; Hill, James A.; Noh, In Joon
作者单位：Purdue University System; Purdue University; University System of Ohio; Ohio State University
摘要：Each year, global consumers dispose of 20 million-50 million tons of electronic products, including laptops, tablets, and, most commonly, cell phones. Realizing the residual value in used electronics, consumers frequently look for ways to sell their devices, whereas independent parties (IPs) such as Gazelle and NextWorth and original equipment manufacturers (OEMs) such as Apple compete in acquiring them. These firms also compete with online marketplaces such as eBay, which offer a channel for ...
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作者：Yang, Ruina; Mai, Yinhua; Lee, Chung-Yee; Teo, Chung-Piaw
作者单位：Xi'an Jiaotong University; Tsinghua University; Tsinghua Shenzhen International Graduate School; Hong Kong University of Science & Technology; National University of Singapore
摘要：In an elegant study on salesforce incentive design, Steenburgh and Ahearne (2012) have argued that a multi-faceted portfolio approach, based on the classification of workers into laggards, core, and star performers, can induce better result from the salesforce, compared to traditional approaches used in companies. In this paper, we construct a portfolio of incentive contracts with a three-piece linear-quadratic-linear structure and study their incentive effects. It is well known that such cont...
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作者：Jiang, Houyuan; Pang, Zhan; Savin, Sergei
作者单位：University of Cambridge; Purdue University System; Purdue University; University of Pennsylvania
摘要：Our study investigates the effects of introducing performance-based incentives in a competitive health care market. We consider a market in which a payer applies a performance-based compensation contract to two competing hospitals. We use G/G/m queuing dynamics to describe the patient care process and include information asymmetry between the payer and the hospitals regarding the hospital operating costs. Our paper is the first to study the performance-based contracting problem in a health car...
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作者：Ertekin, Necati; Ketzenberg, Michael E.; Heim, Gregory R.
作者单位：University of Minnesota System; University of Minnesota Twin Cities; Texas A&M University System; Texas A&M University College Station; Mays Business School
摘要：This study contributes to the understanding of consumer return behavior by examining associations between in-store customer shopping experiences and subsequent customer returns. Return rates can vary a great deal across stores within a company and across salespersons within a store. We empirically examine returns across these two levels with respect to three retail service quality dimensions: salesperson friendliness, salesperson competence, and store environment. We conduct a detailed analysi...
