Pricing in online markets has been of much interest to academics and practitioners, particularly for unique IT services. In this paper, we theorize and empirically examine three primary factors that affect provider pricing of outsourced IT services: production cost, competitive dynamics (accounting for competitors’ attributes) and frictional cost (accounting for buyers’ information). We test th...

We show uniform, linear prices in power exchange markets, such as in the Amsterdam Power Exchange (APX) DayAhead market or the Nord Pool Elspot market, that allow nonconvex, “fill or kill” block bids by market participants may not result in an equilibrium in an economic sense, nor do they maximize surplus to market participants. We propose, as an alternative, a multi-part, discriminatory pricin...

Recent advances in information technologies create numerous opportunities for retailers to turn customer information into additional profits by targeted pricing: charging different prices to different market segments based on customer demographic variables. However, rigorous theoretical analysis regarding what is the profit-maximizing set of variables remains scarce. This study develops a game-...

We organize the existing theoretical pricing research into a new two-level framework for industrial goods pricing. The first level consists of four pricing situations: New Product, Competitive, Product Line, and Cost-based. The second level consists of the pricing strategies appropriate for a given situation. For example, within the new product pricing situation, there are three alternative pri...

If searching for a better price becomes easier for consumers, conventional wisdom suggests that pricing pressure will increase on firms, thereby lowering prices, reducing firm profits and narrowing assortments. There is indeed evidence that recent search facilitating technologies, such as the Internet, have in some markets reduced prices. But there is also evidence that firms have been able to ...

Environmental strains are causing consumers to trade up to greener alternatives and many brown products are losing market coverage to premium-priced green rivals. In order to tackle this threat, many companies currently offering only brown products are contemplating the launch of a green product to complement their product portfolio. This paper provides strategic insights into and tactical rami...

There is a strong competition from low-priced imported catfish fillets resulting in a declining market share for domestic farm-raised catfish fillets. To match the competition, catfish processors are embarking on pricing policy measures that are volume-oriented instead of profitor image-oriented. This could be an effective short-run pricing policy measure for optimal longrun sustainability and ...

In this article the coordination of pricing and cooperative advertising decisions in one-manufacturer one-retailer decentralized supply chain with different market power for channel members is studied. The products are both perishable and substitutable. The problem is modeled as a nonlinear bi-level programming problem to consider both retailer and manufacturer decisions about prices and advert...