This study proposed and tested a model of consumer online buying behavior. The model posits that consumer online buying behavior is affected by demographics, channel knowledge, perceived channel utilities, and shopping orientations. Data were collected by a research company using an online survey of 999 U.S. Internet users, and were cross-validated with other similar national surveys before bei...

The use of price to influence a buyer’s purchasing behavior and thus improve supply chain coordination has received considerable attention. The vendor and buyer are independent economic entities, each maximizing its own profit. We consider the case of a buyer with fixed annual demand, independent of cost. The vendor’s objective is to set a price schedule that encourages the buyer to raise its o...

We study how seller exit and continuing sellers’ behavior on eBay are affected by an improvement in market transparency. The improvement was achieved by reducing strategic bias in buyer ratings. It led to a significant increase in buyer satisfaction with seller performance, but not to an increase in seller exit. When sellers had the choice between exiting—a reduction in adverse selection—and im...

Exogenous demand assumptions provide accurate results at the retail level. As we go in the supply chain, the orders of the buyers get more complicated. The orders are influenced by both the decisions of the supplier and the costs of the buyer’s operations. Therefore, it is critical for a supplier to understand the ordering behavior of a buyer in order to manage her operations. We consider a two...

a r t i c l e i n f o Keywords: Buyer–seller negotiations Status quo analysis Content analysis Co-citation analysis The main objective of this study is to provide an overview of the current status quo of negotiation research in marketing. In this context, we first conduct a quantitative analysis of existing literature on buyer–seller negotiations. Specifically, we undertake a screening of 10 hi...

The rapid growth of online retail in the last decade has led to widespread use of consumer-generated ratings. This paper theoretically and experimentally identifies influences that drive consumers to rate products and examines how those factors can create distortions in product ratings. By manipulating payoffs and effectively “deactivating” either the buyer or seller side of an artificial labor...

This experimental study investigates two bargaining games with twosided incomplete information between a seller and a buyer. In the first game with no outside options many subjects do not use the incomplete information to their advantage as predicted. We find that a model with adjusting priors better explains observed behavior. The second game gives the buyer the option to buy via search or ret...

In this research we develop mathematical models of Joint Economic Lot-sizing Problem (JELP) in a situation when a supplier offers time-based temporary price discounts to a buyer during a sale period. To respond this, the buyer places a special order with higher quantity. In literature, it has been assumed that the buyer tends to place the special order at the end of the sale period. We relax th...