Consumer search: What can we learn from pre-purchase data?
Author
Abstract
Suggested Citation
DOI: 10.1016/j.jretai.2024.02.003
Download full text from publisher
As the access to this document is restricted, you may want to search for a different version of it.
References listed on IDEAS
- Dina Mayzlin & Jiwoong Shin, 2011. "Uninformative Advertising as an Invitation to Search," Marketing Science, INFORMS, vol. 30(4), pages 666-685, July.
- Yuxin Chen & Song Yao, 2017. "Sequential Search with Refinement: Model and Application with Click-Stream Data," Management Science, INFORMS, vol. 63(12), pages 4345-4365, December.
- Dan Yavorsky & Elisabeth Honka & Keith Chen, 2021. "Consumer search in the U.S. auto industry: The role of dealership visits," Quantitative Marketing and Economics (QME), Springer, vol. 19(1), pages 1-52, March.
- Simon P. Anderson & Régis Renault, 2006.
"Advertising Content,"
American Economic Review, American Economic Association, vol. 96(1), pages 93-113, March.
- Simon P. Anderson & Régis Renault, 2002. "Advertising Content," Virginia Economics Online Papers 362, University of Virginia, Department of Economics.
- Anderson, Simon & Renault, Régis, 2005. "Advertising Content," CEPR Discussion Papers 5064, C.E.P.R. Discussion Papers.
- Michael Choi & Anovia Yifan Dai & Kyungmin Kim, 2018. "Consumer Search and Price Competition," Econometrica, Econometric Society, vol. 86(4), pages 1257-1281, July.
- Anindya Ghose & Panagiotis G. Ipeirotis & Beibei Li, 2014. "Examining the Impact of Ranking on Consumer Behavior and Search Engine Revenue," Management Science, INFORMS, vol. 60(7), pages 1632-1654, July.
- Stephan Seiler & Song Yao, 2017. "The impact of advertising along the conversion funnel," Quantitative Marketing and Economics (QME), Springer, vol. 15(3), pages 241-278, September.
- Weitzman, Martin L, 1979.
"Optimal Search for the Best Alternative,"
Econometrica, Econometric Society, vol. 47(3), pages 641-654, May.
- M. L. Weitzman, 1978. "Optimal Search for the Best Alternative," Working papers 214, Massachusetts Institute of Technology (MIT), Department of Economics.
- Steven Salop & Joseph Stiglitz, 1977.
"Bargains and Ripoffs: A Model of Monopolistically Competitive Price Dispersion,"
The Review of Economic Studies, Review of Economic Studies Ltd, vol. 44(3), pages 493-510.
- Steven C. Salop & Joseph E. Stiglitz, 1977. "Bargains and ripoffs: a model of monopolistically competitive price dispersion," Special Studies Papers 94, Board of Governors of the Federal Reserve System (U.S.).
- Bradley T. Shapiro, 2018. "Positive Spillovers and Free Riding in Advertising of Prescription Pharmaceuticals: The Case of Antidepressants," Journal of Political Economy, University of Chicago Press, vol. 126(1), pages 381-437.
- Raluca Ursu & Stephan Seiler & Elisabeth Honka, 2023. "The Sequential Search Model: A Framework for Empirical Research," CESifo Working Paper Series 10264, CESifo.
- Zhenling Jiang & Tat Chan & Hai Che & Youwei Wang, 2021. "Consumer Search and Purchase: An Empirical Investigation of Retargeting Based on Consumer Online Behaviors," Marketing Science, INFORMS, vol. 40(2), pages 219-240, March.
- Stahl, Dale O., 1996. "Oligopolistic pricing with heterogeneous consumer search," International Journal of Industrial Organization, Elsevier, vol. 14(2), pages 243-268.
- Bart J. Bronnenberg & Jun B. Kim & Carl F. Mela, 2016. "Zooming In on Choice: How Do Consumers Search for Cameras Online?," Marketing Science, INFORMS, vol. 35(5), pages 693-712, September.
- Aditya Jain & Sanjog Misra & Nils Rudi, 2020. "The Effect of Sales Assistance on Purchase Decisions: An analysis using retail video data," Quantitative Marketing and Economics (QME), Springer, vol. 18(3), pages 273-303, September.
- Simon P. Anderson & Régis Renault, 2013.
"The Advertising Mix for a Search Good,"
Management Science, INFORMS, vol. 59(1), pages 69-83, April.
- Anderson, Simon & Renault, Régis, 2012. "The advertising mix for a search good," CEPR Discussion Papers 8756, C.E.P.R. Discussion Papers.
- S. Anderson & Régis Renault, 2012. "The advertising mix for a search good," Post-Print hal-02978391, HAL.
- Haan, Marco A. & Moraga-González, José L. & Petrikaitė, Vaiva, 2018.
"A model of directed consumer search,"
International Journal of Industrial Organization, Elsevier, vol. 61(C), pages 223-255.
- Moraga-González, José-Luis & Haan, Marco & Petrikaite, Vaiva, 2017. "A Model of Directed Consumer Search," CEPR Discussion Papers 11955, C.E.P.R. Discussion Papers.
- Ali Hortaçsu & Chad Syverson, 2004.
"Product Differentiation, Search Costs, and Competition in the Mutual Fund Industry: A Case Study of S&P 500 Index Funds,"
The Quarterly Journal of Economics, President and Fellows of Harvard College, vol. 119(2), pages 403-456.
- Ali Hortacsu & Chad Syverson, 2003. "Product Differentiation, Search Costs, and Competition in the Mutual Fund Industry: A Case Study of the S&P 500 Index Funds," NBER Working Papers 9728, National Bureau of Economic Research, Inc.
- Ilya Morozov & Stephan Seiler & Xiaojing Dong & Liwen Hou, 2021. "Estimation of Preference Heterogeneity in Markets with Costly Search," Marketing Science, INFORMS, vol. 40(5), pages 871-899, September.
- Daniel Garcia & Sandro Shelegia, 2018.
"Consumer search with observational learning,"
RAND Journal of Economics, RAND Corporation, vol. 49(1), pages 224-253, March.
- Sandro Shelegia & Daniel Garcia, 2015. "Consumer Search with Observational Learning," Vienna Economics Papers vie1502, University of Vienna, Department of Economics.
- Raluca M. Ursu, 2018. "The Power of Rankings: Quantifying the Effect of Rankings on Online Consumer Search and Purchase Decisions," Marketing Science, INFORMS, vol. 37(4), pages 530-552, August.
- Diamond, Peter A., 1971. "A model of price adjustment," Journal of Economic Theory, Elsevier, vol. 3(2), pages 156-168, June.
- Sergei Koulayev, 2014. "Search for differentiated products: identification and estimation," RAND Journal of Economics, RAND Corporation, vol. 45(3), pages 553-575, September.
- José Luis Moraga-González & Zsolt Sándor & Matthijs R Wildenbeest, 2023.
"Consumer Search and Prices in the Automobile Market,"
The Review of Economic Studies, Review of Economic Studies Ltd, vol. 90(3), pages 1394-1440.
- José Luis Moraga-González & Zsolt Sándor & Matthijs R. Wildenbeest, 2015. "Consumer Search and Prices in the Automobile Market," Tinbergen Institute Discussion Papers 15-033/VII, Tinbergen Institute.
- Moraga-González, José L. & Sándor, Zsolt & R. Wildenbeest, Matthijs, 2015. "Consumer Search and Prices in the Automobile Market," IESE Research Papers D/1123, IESE Business School.
- Moraga-González, José-Luis & Wildenbeest, Matthijs & Sándor, Zsolt, 2015. "Consumer Search and Prices in the Automobile Market," CEPR Discussion Papers 10487, C.E.P.R. Discussion Papers.
- Wildenbeest, Matthijs & Moraga-González, José-Luis & Sándor, Zsolt, 2021. "Consumer Search and Prices in the Automobile Market," CEPR Discussion Papers 16574, C.E.P.R. Discussion Papers.
- Reinganum, Jennifer F, 1979.
"A Simple Model of Equilibrium Price Dispersion,"
Journal of Political Economy, University of Chicago Press, vol. 87(4), pages 851-858, August.
- Jennifer F. Reinganum, 1978. "A Simple Model of Equilibrium Price Dispersion," Discussion Papers 335, Northwestern University, Center for Mathematical Studies in Economics and Management Science.
- Elisabeth Honka, 2014. "Quantifying search and switching costs in the US auto insurance industry," RAND Journal of Economics, RAND Corporation, vol. 45(4), pages 847-884, December.
- Matthijs R. Wildenbeest, 2011.
"An empirical model of search with vertically differentiated products,"
RAND Journal of Economics, RAND Corporation, vol. 42(4), pages 729-757, December.
- Matthijs R Wildenbeest, 2009. "An Empirical Model of Search with Vertically Differentiated Products," Working Papers 2009-01, Indiana University, Kelley School of Business, Department of Business Economics and Public Policy.
- Dennis H. Gensch, 1987. "A Two-Stage Disaggregate Attribute Choice Model," Marketing Science, INFORMS, vol. 6(3), pages 223-239.
- Stephan Seiler & Fabio Pinna, 2017. "Estimating Search Benefits from Path-Tracking Data: Measurement and Determinants," Marketing Science, INFORMS, vol. 36(4), pages 565-589, July.
- Hauser, John R & Wernerfelt, Birger, 1990. "An Evaluation Cost Model of Consideration Sets," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 16(4), pages 393-408, March.
- Jeffrey R. Brown & Austan Goolsbee, 2002.
"Does the Internet Make Markets More Competitive? Evidence from the Life Insurance Industry,"
Journal of Political Economy, University of Chicago Press, vol. 110(3), pages 481-507, June.
- Brown, Jeffrey, 2000. "Does the Internet Make Markets More Competitive? Evidence from the Life Insurance Industry," Working Paper Series rwp00-007, Harvard University, John F. Kennedy School of Government.
- Steven Berry & James Levinsohn & Ariel Pakes, 2004.
"Differentiated Products Demand Systems from a Combination of Micro and Macro Data: The New Car Market,"
Journal of Political Economy, University of Chicago Press, vol. 112(1), pages 68-105, February.
- Steven Berry & James Levinsohn & Ariel Pakes, 1998. "Differentiated Products Demand Systems from a Combination of Micro and Macro Data: The New Car Market," NBER Working Papers 6481, National Bureau of Economic Research, Inc.
- Levinsohn, James & Berry, Steven & Pakes, Ariel, 2004. "Differentiated Products Demand Systems from a Combination of Micro and Macro Data: The New Car Market," Scholarly Articles 3436404, Harvard University Department of Economics.
- Steven Berry & James Levinsohn & Ariel Pakes, 2001. "Differentiated Products Demand Systems from a Combination of Micro and Macro Data: The New Car Market," Cowles Foundation Discussion Papers 1337, Cowles Foundation for Research in Economics, Yale University.
- Chen Liang & Zhan (Michael) Shi & T. S. Raghu, 2019. "The Spillover of Spotlight: Platform Recommendation in the Mobile App Market," Information Systems Research, INFORMS, vol. 30(4), pages 1296-1318, December.
- Jia Liu & Olivier Toubia, 2018. "A Semantic Approach for Estimating Consumer Content Preferences from Online Search Queries," Marketing Science, INFORMS, vol. 37(6), pages 930-952, November.
- Raluca M. Ursu & Daria Dzyabura, 2020. "Retailers’ product location problem with consumer search," Quantitative Marketing and Economics (QME), Springer, vol. 18(2), pages 125-154, June.
- Jun B. Kim & Paulo Albuquerque & Bart J. Bronnenberg, 2010. "Online Demand Under Limited Consumer Search," Marketing Science, INFORMS, vol. 29(6), pages 1001-1023, 11-12.
- Ding, Yucheng & Zhang, Tianle, 2018.
"Price-directed consumer search,"
International Journal of Industrial Organization, Elsevier, vol. 58(C), pages 106-135.
- Ding, Yucheng & Zhang, Tianle, 2018. "Price-directed Consumer Search," MPRA Paper 93552, University Library of Munich, Germany.
- Babur De los Santos & Sergei Koulayev, 2017. "Optimizing Click-Through in Online Rankings with Endogenous Search Refinement," Marketing Science, INFORMS, vol. 36(4), pages 542-564, July.
- Mark Armstrong & Jidong Zhou, 2011.
"Paying for Prominence,"
Economic Journal, Royal Economic Society, vol. 121(556), pages 368-395, November.
- Armstrong, Mark & Zhou, Jidong, 2011. "Paying for prominence," MPRA Paper 30529, University Library of Munich, Germany.
- Han Hong & Matthew Shum, 2006. "Using price distributions to estimate search costs," RAND Journal of Economics, RAND Corporation, vol. 37(2), pages 257-275, June.
- Daniel W. Elfenbein & Raymond Fisman & Brian McManus, 2015.
"Market Structure, Reputation, and the Value of Quality Certification,"
American Economic Journal: Microeconomics, American Economic Association, vol. 7(4), pages 83-108, November.
- Daniel Elfenbein & Raymond Fisman & Brian McManus, 2014. "Market Structure, Reputation, and the Value of Quality Certification," NBER Working Papers 20074, National Bureau of Economic Research, Inc.
- Elisabeth Honka & Ali Hortaçsu & Maria Ana Vitorino, 2017.
"Advertising, consumer awareness, and choice: evidence from the U.S. banking industry,"
RAND Journal of Economics, RAND Corporation, vol. 48(3), pages 611-646, August.
- Maria Ana Vitorino & Ali Hortacsu & Elisabeth Honka, 2014. "Advertising, Consumer Awareness and Choice: Evidence from the U.S. Banking Industry," 2014 Meeting Papers 574, Society for Economic Dynamics.
- Daniel M. Ringel & Bernd Skiera, 2016. "Visualizing Asymmetric Competition Among More Than 1,000 Products Using Big Search Data," Marketing Science, INFORMS, vol. 35(3), pages 511-534, May.
- MacMinn, Richard D, 1980. "Search and Market Equilibrium," Journal of Political Economy, University of Chicago Press, vol. 88(2), pages 308-327, April.
- Chiara Farronato & Andrey Fradkin & Alexander MacKay, 2023.
"Self-Preferencing at Amazon: Evidence from Search Rankings,"
AEA Papers and Proceedings, American Economic Association, vol. 113, pages 239-243, May.
- Chiara Farronato & Andrey Fradkin & Alexander MacKay, 2023. "Self-Preferencing at Amazon: Evidence from Search Rankings," NBER Working Papers 30894, National Bureau of Economic Research, Inc.
- Jia Liu & Olivier Toubia & Shawndra Hill, 2021. "Content-Based Model of Web Search Behavior: An Application to TV Show Search," Management Science, INFORMS, vol. 67(10), pages 6378-6398, October.
- Rafael P. Greminger, 2022. "Heterogeneous Position Effects and the Power of Rankings," Papers 2210.16408, arXiv.org, revised Dec 2023.
- Xiang Hui & Maryam Saeedi & Zeqian Shen & Neel Sundaresan, 2016. "Reputation and Regulations: Evidence from eBay," Management Science, INFORMS, vol. 62(12), pages 3604-3616, December.
- Günter J. Hitsch & Ali Hortaçsu & Xiliang Lin, 2021. "Prices and promotions in U.S. retail markets," Quantitative Marketing and Economics (QME), Springer, vol. 19(3), pages 289-368, December.
- Chris Gu & Yike Wang, 2022. "Consumer Online Search with Partially Revealed Information," Management Science, INFORMS, vol. 68(6), pages 4215-4235, June.
- Alan T. Sorensen, 2000. "Equilibrium Price Dispersion in Retail Markets for Prescription Drugs," Journal of Political Economy, University of Chicago Press, vol. 108(4), pages 833-862, August.
- Raluca M. Ursu & Qianyun Zhang & Elisabeth Honka, 2023. "Search Gaps and Consumer Fatigue," Marketing Science, INFORMS, vol. 42(1), pages 110-136, January.
- Nathan M. Fong, 2017. "How Targeting Affects Customer Search: A Field Experiment," Management Science, INFORMS, vol. 63(7), pages 2353-2364, July.
- Gerard R. Butters, 1977. "Equilibrium Distributions of Sales and Advertising Prices," The Review of Economic Studies, Review of Economic Studies Ltd, vol. 44(3), pages 465-491.
- Sam K. Hui & Peter S. Fader & Eric T. Bradlow, 2009. "—The Traveling Salesman Goes Shopping: The Systematic Deviations of Grocery Paths from TSP Optimality," Marketing Science, INFORMS, vol. 28(3), pages 566-572, 05-06.
- Jia Liu & Olivier Toubia, 2020. "Search query formation by strategic consumers," Quantitative Marketing and Economics (QME), Springer, vol. 18(2), pages 155-194, June.
- repec:dau:papers:123456789/12407 is not listed on IDEAS
- Robert, Jacques & Stahl, Dale O, II, 1993. "Informative Price Advertising in a Sequential Search Model," Econometrica, Econometric Society, vol. 61(3), pages 657-686, May.
- Jiwoong Shin & Jungju Yu, 2021. "Targeted Advertising and Consumer Inference," Marketing Science, INFORMS, vol. 40(5), pages 900-922, September.
- Yi-Lin Tsai & Elisabeth Honka, 2021. "Informational and Noninformational Advertising Content," Marketing Science, INFORMS, vol. 40(6), pages 1030-1058, November.
- Stahl, Dale O, II, 1989. "Oligopolistic Pricing with Sequential Consumer Search," American Economic Review, American Economic Association, vol. 79(4), pages 700-712, September.
Most related items
These are the items that most often cite the same works as this one and are cited by the same works as this one.- Rafael P. Greminger, 2022. "Optimal Search and Discovery," Management Science, INFORMS, vol. 68(5), pages 3904-3924, May.
- De los Santos, Babur, 2018.
"Consumer search on the Internet,"
International Journal of Industrial Organization, Elsevier, vol. 58(C), pages 66-105.
- Babur de los Santos, 2008. "Consumer Search on the Internet," Working Papers 2008-06, Indiana University, Kelley School of Business, Department of Business Economics and Public Policy.
- Babur De los Santos, 2008. "Consumer Search on the Internet," Working Papers 08-15, NET Institute, revised Sep 2008.
- Giovanni Compiani & Gregory Lewis & Sida Peng & Peichun Wang, 2024. "Online Search and Optimal Product Rankings: An Empirical Framework," Marketing Science, INFORMS, vol. 43(3), pages 615-636, May.
- Xing Zhang & Tat Y. Chan & Ying Xie, 2018. "Price Search and Periodic Price Discounts," Management Science, INFORMS, vol. 64(2), pages 495-510, February.
- Raluca M. Ursu & Qianyun Zhang & Elisabeth Honka, 2023. "Search Gaps and Consumer Fatigue," Marketing Science, INFORMS, vol. 42(1), pages 110-136, January.
- Hana Choi & Carl F. Mela, 2019. "Monetizing Online Marketplaces," Marketing Science, INFORMS, vol. 38(6), pages 948-972, November.
- Rafael P. Greminger, 2022. "Heterogeneous Position Effects and the Power of Rankings," Papers 2210.16408, arXiv.org, revised Dec 2023.
- Jiarui Liu, 2021. "Sequential Search Models: A Pairwise Maximum Rank Approach," Papers 2104.13865, arXiv.org, revised Nov 2021.
- Elisabeth Honka & Stephan Seiler & Raluca Ursu, 2023. "Consumer Search: What Can We Learn from Pre-Purchase Data?," CESifo Working Paper Series 10786, CESifo.
- Dan Yavorsky & Elisabeth Honka & Keith Chen, 2021. "Consumer search in the U.S. auto industry: The role of dealership visits," Quantitative Marketing and Economics (QME), Springer, vol. 19(1), pages 1-52, March.
- Robert Donnelly & Ayush Kanodia & Ilya Morozov, 2024. "Welfare Effects of Personalized Rankings," Marketing Science, INFORMS, vol. 43(1), pages 92-113, January.
- Timothy J. Richards & Stephen F. Hamilton & Koichi Yonezawa, 2017.
"Variety and the Cost of Search in Supermarket Retailing,"
Review of Industrial Organization, Springer;The Industrial Organization Society, vol. 50(3), pages 263-285, May.
- Richards, Timothy J. & Yonezawa, Koichi & Hamilton, Stephen F., 2014. "Variety and the cost of search in supermarket retailing," 2014 International Congress, August 26-29, 2014, Ljubljana, Slovenia 182778, European Association of Agricultural Economists.
- T. Tony Ke & Song Lin, 2020. "Informational Complementarity," Management Science, INFORMS, vol. 66(8), pages 3699-3716, August.
- Raluca M. Ursu & Qingliang Wang & Pradeep K. Chintagunta, 2020. "Search Duration," Marketing Science, INFORMS, vol. 39(5), pages 849-871, September.
- Yuxin Chen & Song Yao, 2017. "Sequential Search with Refinement: Model and Application with Click-Stream Data," Management Science, INFORMS, vol. 63(12), pages 4345-4365, December.
- Anindya Ghose & Panagiotis G. Ipeirotis & Beibei Li, 2019. "Modeling Consumer Footprints on Search Engines: An Interplay with Social Media," Management Science, INFORMS, vol. 65(3), pages 1363-1385, March.
- Gibbard, Peter, 2023. "Search with two stages of information acquisition: A structural econometric model of online purchases," Information Economics and Policy, Elsevier, vol. 65(C).
- Fishman, Arthur & Simhon, Avi, 2003. "Can Income Equality Increase Competitiveness?," Discussion Papers 14983, Hebrew University of Jerusalem, Department of Agricultural Economics and Management.
- Atabek Atayev, 2021. "Uncertain Product Availability in Search Markets," Papers 2109.15211, arXiv.org.
- Martin Obradovits & Philipp Plaickner, 2023.
"Price-Directed Search, Product Differentiation and Competition,"
Review of Industrial Organization, Springer;The Industrial Organization Society, vol. 63(3), pages 317-348, November.
- Martin Obradovits & Philipp Plaickner, 2022. "Price-Directed Search, Product Differentiation and Competition," Working Papers 2022-14, Faculty of Economics and Statistics, Universität Innsbruck.
More about this item
Keywords
Consumer Search; Limited Information; Consideration Sets; Retailing;All these keywords.
JEL classification:
- D43 - Microeconomics - - Market Structure, Pricing, and Design - - - Oligopoly and Other Forms of Market Imperfection
- D83 - Microeconomics - - Information, Knowledge, and Uncertainty - - - Search; Learning; Information and Knowledge; Communication; Belief; Unawareness
- L13 - Industrial Organization - - Market Structure, Firm Strategy, and Market Performance - - - Oligopoly and Other Imperfect Markets
Statistics
Access and download statisticsCorrections
All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:jouret:v:100:y:2024:i:1:p:114-129. See general information about how to correct material in RePEc.
If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.
If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .
If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.
For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: https://www.journals.elsevier.com/journal-of-retailing .
Please note that corrections may take a couple of weeks to filter through the various RePEc services.