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Probabilistic Goods: A Creative Way of Selling Products and Services

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Cited by:

  1. 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.
  2. 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.
  3. 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.
  4. Guiyang Xiong & Sundar Bharadwaj, 2014. "Prerelease Buzz Evolution Patterns and New Product Performance," Marketing Science, INFORMS, vol. 33(3), pages 401-421, May.
  5. 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.
  6. 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.
  7. 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.
  8. 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.
  9. 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.
  10. 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.
  11. 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.
  12. 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.
  13. Anderson, Simon P. & Celik, Levent, 2020. "Opaque selling," Information Economics and Policy, Elsevier, vol. 52(C).
  14. 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.
  15. 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.
  16. 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.
  17. 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.
  18. 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.
  19. Scott Fay, 2009. "Competitive reasons for the Name-Your-Own-Price channel," Marketing Letters, Springer, vol. 20(3), pages 277-293, September.
  20. 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.
  21. 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.
  22. 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.
  23. 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.
  24. 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.
  25. Malgorzata Ogonowska, 2012. "Selling Tourism Products through the Opaque Channels," Post-Print halshs-01219441, HAL.
  26. 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.
  27. 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.
  28. Tingliang Huang & Yimin Yu, 2014. "Sell Probabilistic Goods? A Behavioral Explanation for Opaque Selling," Marketing Science, INFORMS, vol. 33(5), pages 743-759, September.
  29. 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.
  30. 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.
  31. K. Sudhir, 2018. "Editorial—Introducing A New Section— Marketing Science: Frontiers," Marketing Science, INFORMS, vol. 37(1), pages 1-4, January.
  32. 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.
  33. 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.
  34. Hsiao, Lu & Chen, Ying-Ju & Xiong, Hui & Liu, Haoyu, 2022. "Incentives for disclosing the store brand supplier," Omega, Elsevier, vol. 109(C).
  35. 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.
  36. Yuetao Gao & Yue Wu, 2023. "Regulating Probabilistic Selling of Counterfeits," Management Science, INFORMS, vol. 69(8), pages 4498-4517, August.
  37. 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).
  38. Yong Chao & Lin Liu & Dongyuan Zhan, 2016. "Vertical Probabilistic Selling under Competition: the Role of Consumer Anticipated Regret," Working Papers 16-14, NET Institute.
  39. 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.
  40. 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.
  41. 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.
  42. Mark Armstrong & John Vickers, 2023. "Multibrand Price Dispersion," Economics Series Working Papers 1029, University of Oxford, Department of Economics.
  43. 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.
  44. Adam N. Elmachtoub & Michael L. Hamilton, 2021. "The Power of Opaque Products in Pricing," Management Science, INFORMS, vol. 67(8), pages 4686-4702, August.
  45. 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).
  46. Courty, Pascal & Liu, Wenyu, 2013. "Opaque Selling: Static or Inter-Temporal Price Discrimination?," CEPR Discussion Papers 9463, C.E.P.R. Discussion Papers.
  47. 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.
  48. 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.
  49. Jin Miao & Sanjay Jain, 2024. "Designing Loot Boxes: Implications for Profits and Welfare," Marketing Science, INFORMS, vol. 43(6), pages 1242-1259, November.
  50. Zelin Zhang & Kissan Joseph & Ramanathan Subramaniam, 2015. "Probabilistic Selling in Quality-Differentiated Markets," Management Science, INFORMS, vol. 61(8), pages 1959-1977, August.
  51. Zhang, Zihao & Zhang, Mengying, 2024. "Pricing and Capacity Allocation in Opaque Selling," European Journal of Operational Research, Elsevier, vol. 318(1), pages 230-241.
  52. 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).
  53. 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).
  54. 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.
  55. 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.
  56. 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.
  57. 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.
  58. 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.
  59. 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.
  60. 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).
  61. Schäfers, Sebastian, 2022. "Product Lotteries and Loss Aversion," Working papers 2022/06, Faculty of Business and Economics - University of Basel.
  62. 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.
  63. 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.
  64. Zheyin (Jane) Gu & Ying Xie, 2013. "Facilitating Fit Revelation in the Competitive Market," Management Science, INFORMS, vol. 59(5), pages 1196-1212, May.
  65. Konstantinos Giannakas & Murray Fulton, 2020. "On the market for “Lemons”: quality provision in markets with asymmetric information," Palgrave Communications, Palgrave Macmillan, vol. 7(1), pages 1-6, December.
  66. 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.
  67. 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).
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