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Learning to Rank an Assortment of Products
(Institute for Operations Research and the Management Sciences (INFORMS), 2022-03)
We consider the product-ranking challenge that online retailers face when their customers typically behave as “window shoppers.” They form an impression of the assortment after browsing products ranked in the initial ...
Complex Disclosure
(Institute for Operations Research and the Management Sciences (INFORMS), 2022-05)
We present evidence that unnecessarily complex disclosure can result from strategic incentives to shroud information. In our laboratory experiment, senders are required to report their private information truthfully but ...
Product Quality and Entering Through Tying: Experimental Evidence
(Institute for Operations Research and the Management Sciences (INFORMS), 2019-02)
Dominant platform businesses often develop products in adjacent markets to complement their core business. One common approach used to gain traction in these adjacent markets has been to pursue a tying strategy. For example, ...
Winner Takes All? Tech Clusters, Population Centers, and the Spatial Transformation of U.S. Invention
(Elsevier BV, 2022-03)
U.S. invention has become increasingly concentrated around major tech centers since the 1970s, with implications for how much cities across the country share in concomitant local benefits. Is invention becoming a ...
Immigrant Entrepreneurship in America: Evidence From the Survey of Business Owners 2007 & 2012
(Elsevier BV, 2020-04)
We study immigrant entrepreneurship in 2007 and 2012 using the Survey of Business Owners. First-generation immigrants create about 25% of new firms in America, but this share exceeds 40% in some states. Immigrant-owned ...
Online Network Revenue Management Using Thompson Sampling
(Institute for Operations Research and the Management Sciences (INFORMS), 2018-11)
We consider a price-based network revenue management problem where a retailer aims to maximize revenue from multiple products with limited inventory over a finite selling season. As common in practice, we assume the demand ...
How Do Sales Efforts Pay Off? Dynamic Panel Data Analysis in the Nerlove–Arrow Framework
(Institute for Operations Research and the Management Sciences (INFORMS), 2019-11)
This paper evaluates the short- and long-term value of sales representatives’ detailing visits to different types of physicians. By understanding the dynamic effect of sales calls across heterogeneous physicians, we provide ...
How Market Power Affects Dynamic Pricing: Evidence from Inventory Fluctuations at Car Dealerships
(Institute for Operations Research and the Management Sciences (INFORMS), 2022-02)
This paper investigates empirically the effect of market power on dynamic pricing in the presence of inventories. Our setting is the auto retail industry; we analyze how automotive dealerships adjust prices to inventory ...
Procedural Justice and the Risks of Consumer Voting
(Institute for Operations Research and the Management Sciences (INFORMS), 2019-11)
Firms are increasingly giving consumers the vote. Eight studies demonstrate that when firms empower consumers to vote, consumers infer a series of implicit promises—even in the absence of explicit promises. We identify ...
Employee Responses to Compensation Changes: Evidence from a Sales Firm
(Institute for Operations Research and the Management Sciences (INFORMS), 2021-12)
What are the long-term consequences of compensation changes? Using data from an inbound sales call center, we study employee responses to a compensation change that ultimately reduced take-home pay by 7% for the average ...