A Model of Two-Sided Costly Communication for Building New Product Category Demand

References

• Agarwal R, Bayus BL (2002) The market evolution and sales takeoff of product innovations. Management Sci. 48(8):1024–1041.Link, Google Scholar
• Amaldoss W, Meyer RJ, Raju JS, Rapoport A (2000) Collaborating to compete. Marketing Sci. 19(2):105–126.Link, Google Scholar
• Anton JJ, Yao DA (2004) Little patents and big secrets: Managing intellectual property. RAND J. Econom. 35(1):1–22.Crossref, Google Scholar
• Bass FM, Krishnamoorthy A, Prasad A, Sethi SP (2005) Generic and brand advertising strategies in a dynamic duopoly. Marketing Sci. 24(4):556–568.Link, Google Scholar
• Bayus BL, Jain S, Rao AG (2001) Truth or consequences: An analysis of vaporware and new product announcements. J. Marketing Res. 38(1):3–13.Crossref, Google Scholar
• Beardi C (2001) Sirius, XM heat up satellite radio race. Advertising Age 71:4–5.Google Scholar
• Bonaccorsi A, Lipparini A (1994) Strategic partnerships in new product development: An Italian case study. J. Product Innovation Management 11(2):134–145.Crossref, Google Scholar
• Boston E (2003) XM takes satellite-radio lead, but Sirius could gain ground. Advertising Age (June 2), http://adage.com/article/news/xm-takessatellite-radio-lead-sirius-gain-ground/49361/.Google Scholar
• Brandenburger AM, Nalebuff BJ (1996) Co-opetition (Doubleday, New York).Google Scholar
• Bucklin LP, Sengupta S (1993) Organizing successful co-marketing alliances. J. Marketing 57(2):32–46.Crossref, Google Scholar
• Chandy RK, Tellis GJ (1998) Organizing for radical product innovation: The overlooked role of willingness to cannibalize. J. Marketing Res. 35(4):474–487.Crossref, Google Scholar
• Choi JP, Davidson C (2004) Strategic second sourcing by multinationals. Internat. Econom. Rev. 45(2):579–600.Crossref, Google Scholar
• Choi JP, Kristiansen EG, Nahm J (2005) An economic analysis of product pre-announcements. CESifo Econom. Stud. 51(2–3):299–319.Crossref, Google Scholar
• Christensen CM (1997) The Innovator’s Dilemma: When New Technologies Cause Great Firms to Fail (Harvard Business School Press, Boston).Google Scholar
• De Fraja G (1993) Strategic spillovers in patent races. Internat. J. Indust. Organ. 11(1):139–146.Crossref, Google Scholar
• Denicolò V, Franzoni LA (2004) Patents, secrets, and the first-inventor defense. J. Econom. Management Strategy 13(3):517–538.Crossref, Google Scholar
• Dewatripont M, Tirole J (2005) Modes of communication. J. Political Econom. 113(6):1217–1238.Crossref, Google Scholar
• Ellison G (2006) Bounded rationality in industrial organization. Newey W, Persson T, Blundell R, eds. Advances in Economics and Econometrics: Theory and Applications, Ninth World Congress, Vol. 2 (Cambridge University Press, Cambridge, UK), 142–174.Crossref, Google Scholar
• Farrell J, Gallini NT (1988) Second-sourcing as a commitment: Monopoly incentives to attract competition. Quart. J. Econom. 103(4):673–694.Crossref, Google Scholar
• Farrell J, Saloner G (1986) Installed base and compatibility: Innovation, product preannouncements, and predation. Amer. Econom. Rev. 76(5):940–955.Google Scholar
• Garfinkel S (2014) Glass, darkly. MIT Tech. Rev. (February 17), https://www.technologyreview.com/s/524576/glass-darkly/.Google Scholar
• Gardete PM, Guo L (2015) Informative advertising with discretionary search. Working paper, Stanford University, Stanford, CA.Google Scholar
• Gerlach HA (2004) Announcement, entry, and preemption when consumers have switching costs. RAND J. Econom. 35(1):184–202.Crossref, Google Scholar
• Gill D (2008) Strategic disclosure of intermediate research results. J. Econom. Management Strategy 17(3):733–758.Crossref, Google Scholar
• Goldfarb A, Ho T-H, Amaldoss W, Brown A, Chen Y, Cui TH, Galasso Aet al. (2012) Behavioral models of managerial decision-making. Marketing Lett. 23(2):405–421.Crossref, Google Scholar
• Guo L (2016) Contextual deliberation and preference construction. Management Sci. 62(10):2977–2993.Link, Google Scholar
• Guo L, Zhang J (2012) Consumer deliberation and product line design. Marketing Sci. 31(6):995–1007.Link, Google Scholar
• Haan MA (2003) Vaporware as a means of entry deterrence. J. Indust. Econom. 51(3):345–358.Crossref, Google Scholar
• Hamel G, Doz Y, Prahaladv CK (1989) Collaborate with your competitors—And win. Harvard Bus. Rev. 67(1):133–139.Google Scholar
• Harbison JR, Pekar P Jr (1998) Smart Alliances: A Practical Guide to Repeatable Success (Jossey-Bass Publishers, San Francisco).Google Scholar
• Hauser JR, Wernerfelt B (1990) An evaluation cost model of consideration sets. J. Consumer Res. 16(4):393–408.Crossref, Google Scholar
• Hendricks K, Kovenock D (1989) Asymmetric information, information externalities, and efficiency: The case of oil exploration. RAND J. Econom. 20(2):164–182.Crossref, Google Scholar
• Ho T-H, Lim N, Camerer CF (2006) Modeling the psychology of consumer and firm behavior with behavioral economics. J. Marketing Res. 43(3):307–331.Crossref, Google Scholar
• Horstmann I, MacDonald GM, Slivinski A (1985) Patents as information transfer mechanisms: To patent or (maybe) not to patent. J. Political Econom. 93(5):837–858.Crossref, Google Scholar
• Inkpen AC (1996) Creating knowledge through collaboration. Calif. Management Rev. 39(1):123–141.Crossref, Google Scholar
• Jansen J (2010) Strategic information disclosure and competition for an imperfectly protected innovation. J. Indust. Econom. 58(2):349–372.Crossref, Google Scholar
• Jing B (2016) Lowering customer evaluation costs, product differentiation, and price competition. Marketing Sci. 35(1):113–127.Link, Google Scholar
• Kuksov D, Villas-Boas JM (2010) When more alternatives lead to less choice. Marketing Sci. 29(3):507–524.Link, Google Scholar
• Kultti K, Takalo T, Toikka J (2007) Secrecy versus patenting. RAND J. Econom. 38(1):22–42.Crossref, Google Scholar
• Lane C (2014) Tesla takes on car dealerships in a fight to the death. Washington Post (March 12), https://www.washingtonpost.com/opinions/charles-lane-tesla-takes-on-car-dealerships-in-a-fight-to-the-death/2014/03/12/2956a9f2-a9ff-11e3-8599-ce7295b6851c_story.html.Google Scholar
• Li X, Yanzhi L, Shi M (2017) Managing consumer deliberations in a decentralized distribution channel. Working paper, University of Toronto, Toronto.Google Scholar
• Lu MY (2018) Unbranded advertising—Credible signal or consumer deception? Working paper, McGill University, Montréal.Google Scholar
• Luo X, Rindfleisch A, Tse DK (2007) Working with rivals: The impact of competitor alliances on financial performance. J. Marketing Res. 44(1):73–83.Crossref, Google Scholar
• Mayzlin D, Shin J (2011) Uninformative advertising as an invitation to search. Marketing Sci. 30(4):666–685.Link, Google Scholar
• Morrison A, Geringer JM, McLellan K (1992) Diaper war: Kimberly-Clark vs. Procter & Gamble (A) (condensed). Case Study 9A92M003, Ivey School of Business, Western University, London, Ontario, Canada.Google Scholar
• Nieto MJ, Santamaría L (2007) The importance of diverse collaborative networks for the novelty of product innovation. Technovation 27(6–7):367–377.Crossref, Google Scholar
• Ofek E, Turut Ö (2013) Vaporware, suddenware, and trueware: New product preannouncements under market uncertainty. Marketing Sci. 32(2):342–355.Link, Google Scholar
• Rabin M (2013) Incorporating limited rationality into economics. J. Econom. Literature 51(2):528–543.Crossref, Google Scholar
• Ramsey M (2014) Tesla motors offers open license to its patents. Wall Street Journal (June 12), http://online.wsj.com/articles/tesla-motors-says-it-will-allow-others-to-use-its-patents-1402594375.Google Scholar
• Salop SC (1979) Monopolistic competition with outside goods. Bell J. Econom. 10(1):141–156.Crossref, Google Scholar
• Shen Q (2014) A dynamic model of entry and exit in a growing industry. Marketing Sci. 33(5):712–724.Link, Google Scholar
• Shen Q, Xiao P (2014) McDonald’s and KFC in China: Competitors or companions? Marketing Sci. 33(2):287–307.Link, Google Scholar
• Shepard A (1987) Licensing to enhance demand for new technologies. RAND J. Econom. 18(3):360–368.Crossref, Google Scholar
• Shin J (2005) The role of selling costs in signaling price image. J. Marketing Res. 42(3):302–312.Crossref, Google Scholar
• Shin J (2007) How does free riding on customer service affect competition? Marketing Sci. 26(4):488–503.Link, Google Scholar
• Shugan SM (1980) The cost of thinking. J. Consumer Res. 7(2):99–111.Crossref, Google Scholar
• Steensma HK (1996) Acquiring technological competencies through inter-organizational collaboration: An organizational learning perspective. J. Engrg. Tech. Management 12(4):267–286.Crossref, Google Scholar
• Teo TSH, Chua KT, Yong Z, Lim TDS, Boon JJJ (2015) Google Glass: Development, marketing and user acceptance. Case Study 9B15M096 Ivey School of Business, Western University, London, Ontario, Canada.Google Scholar
• Tsai K-H (2009) Collaborative networks and product innovation performance: Toward a contingency perspective. Res. Policy 38(5): 765–778.Crossref, Google Scholar
• Villas-Boas JM (2009) Product variety and endogenous pricing with evaluation costs. Management Sci. 55(8):1338–1346.Link, Google Scholar
• Wathieu L, Bertini M (2007) Price as a stimulus to think: The case for willful overpricing. Marketing Sci. 26(1):118–129.Link, Google Scholar
• Wernerfelt B (1994) Selling formats for search goods. Marketing Sci. 13(3):298–309.Link, Google Scholar
• Wernerfelt B (1996) Efficient marketing communication: Helping the customer learn. J. Marketing Res. 33(2):239–246.Crossref, Google Scholar