Pricing Strategy on E-commerce sites
Explains why some buyers can become more price-conscious while shopping online.
Generating Positive Word-of-Mouth through Peer-to-Peer Gifts
Through exchange of gifts, individuals, inadvertently, introduce and spread the word about new products in their social network. We call this process “social sampling” and show that this is a very powerful channel to acquire customers who are also very valuable for the sellers.
Pricing Strategy for Private Labels
Recommends the pricing strategy for the success of private labels (also called store brands)
Increasing Conversion Rate for E-tailers Along the Path to Purchase
E-tailers get a large number of visitors but, typically, convert only about 3% of them into paying customers. Intervention along the path to purchase, as visitors make their purchase decisions, can substantially push up the conversion rate.