The Use and Value of Social Information in Selective Selling of Exclusive Products

References

• Aflaki A, Feldman P, Swinney R (2016) Becoming strategic: The endogenous determination of time preferences and its implications for multiperiod pricing. Working paper, University of Pittsburgh, Pittsburgh.Google Scholar
• Allon G, Zhang D (2017) Managing service systems in the presence of social networks. Working paper, University of Pennsylvania, Philadelphia.Google Scholar
• Amaldoss W, Jain S (2005a) Conspicuous consumption and sophisticated thinking. Management Sci. 51(10):1449–1466.Link, Google Scholar
• Amaldoss W, Jain S (2005b) Pricing of conspicuous goods: A competitive analysis of social effects. J. Marketing Res. 42(1):30–42.Crossref, Google Scholar
• Anderson C, Hildreth JAD, Howland L (2015) Is the desire for status a fundamental human motive? A review of the empirical literature. Psych. Bull. 141(3):574–601.Crossref, Google Scholar
• Bagwell LS, Bernheim BD (1996) Veblen effects in a theory of conspicuous consumption. Amer. Econom. Rev. 86(3):349–373.Google Scholar
• Banerjee A, Chandrasekhar AG, Duflo E, Jackson MO (2013) The diffusion of microfinance. Science 341(6144):1236498.Crossref, Google Scholar
• Bénabou R (2000) Unequal societies: Income distribution and the social contract. Amer. Econom. Rev 90(1):96–129.Crossref, Google Scholar
• Bloch F, Quérou N (2013) Pricing in social networks. Games Econom. Behav. 80:243–261.Crossref, Google Scholar
• Bonacich P (1987) Power and centrality: A family of measures. Amer. J. Sociol. 92(5):1170–1182.Crossref, Google Scholar
• Candogan O, Bimpikis K, Ozdaglar A (2012) Optimal pricing in networks with externalities. Oper. Res. 60(4):883–905.Link, Google Scholar
• Chao A, Schor JB (1998) Empirical tests of status consumption: Evidence from women’s cosmetics. J. Econom. Psych. 19(1):107–131.Crossref, Google Scholar
• Charles KK, Hurst E, Roussanov N (2009) Conspicuous consumption and race. Quart. J. Econom. 124(2):425–467.Crossref, Google Scholar
• Cohen MC, Harsha P (2013) Designing price incentives in a network with social interactions. Working paper, New York University, New York.Google Scholar
• Corbo J, Calvó-Armengol A, Parkes DC (2007) The importance of network topology in local contribution games. Proc. Internat. Workshop Web Internet Econom. (Springer, New York), 388–395.Crossref, Google Scholar
• Fainmesser IP, Galeotti A (2015) Pricing network effects. Rev. Econom. Stud. 83(1):165–198.Crossref, Google Scholar
• Galeotti A, Goyal S (2009) Influencing the influencers: A theory of strategic diffusion. RAND J. Econom. 40(3):509–532.Crossref, Google Scholar
• Heffetz O (2011) A test of conspicuous consumption: Visibility and income elasticities. Rev. Econom. Statist. 93(4):1101–1117.Crossref, Google Scholar
• Heffetz O, Frank RH (2008) Preferences for status: Evidence and economic implications. Benhabib J, Bisin A, Jackson M, eds. Handbook of Social Economics, vol. 1 (Elsevier, Amsterdam), 69–91.Google Scholar
• Hu H-B, Wang X-F (2009) Disassortative mixing in online social networks. Europhys. Lett. 86(1):18003.Crossref, Google Scholar
• Hu M, Milner J, Wu J (2016) Liking and following and the newsvendor: Operations and marketing policies under social influence. Management Sci. 62(3):867–879.Link, Google Scholar
• Jackson MO (2008) Social and Economic Networks (Princeton University Press, Princeton, NJ).Crossref, Google Scholar
• Jackson MO, Zenou Y (2014) Games on networks. Young HP, Zamir S, eds. Handbook of Game Theory, vol. 4 (Elsevier, Amsterdam), 95–164.Google Scholar
• Jinkins D (2016) Conspicuous consumption in the United States and China. J. Econom. Behav. Organ. 127:115–132.Crossref, Google Scholar
• Kastanakis MN, Balabanis G (2014) Explaining variation in conspicuous luxury consumption: An individual differences’ perspective. J. Bus. Res. 67(10):2147–2154.Crossref, Google Scholar
• Lewis MA, Neighbors C (2006) Social norms approaches using descriptive drinking norms education: A review of the research on personalized normative feedback. J. Amer. College Health 54(4):213–218.Crossref, Google Scholar
• McPherson M, Smith-Lovin L, Cook JM (2001) Birds of a feather: Homophily in social networks. Annual Rev. Sociol. 27(1):415–444.Crossref, Google Scholar
• Newman ME (2003) Mixing patterns in networks. Phys. Rev. E 67(2):026126.Crossref, Google Scholar
• Newman ME (2010) Networks: An Introduction (Oxford University Press, Oxford, UK).Crossref, Google Scholar
• Papanastasiou Y, Savva N (2016) Dynamic pricing in the presence of social learning and strategic consumers. Management Sci. 63(4):919–939.Link, Google Scholar
• Richins ML, Rudmin FW (1994) Materialism and economic psychology. J. Econom. Psych. 15(2):217–231.Crossref, Google Scholar
• Roels G, Su X (2013) Optimal design of social comparison effects: Setting reference groups and reference points. Management Sci. 60(3):606–627.Link, Google Scholar
• Ross L, Bierbrauer G, Hoffman S (1976) The role of attribution processes in conformity and dissent: Revisiting the Asch situation. Amer. Psych. 31(2):148–157.Crossref, Google Scholar
• Schultz PW, Nolan JM, Cialdini RB, Goldstein NJ, Griskevicius V (2007) The constructive, destructive, and reconstructive power of social norms. Psych Sci. 18(5):429–434.Crossref, Google Scholar
• Simsek A, Ozdaglar A, Acemoglu D (2005) On the uniqueness of solutions for nonlinear and mixed complementarity problems. Working paper, Massachusetts Institute of Technology, Cambridge, MA.Google Scholar
• Tereyagoglu N, Veeraraghavan S (2012) Selling to conspicuous consumers: Pricing, production, and sourcing decisions. Management Sci. 58(12):2168–2189.Link, Google Scholar
• Verhallen TM, Robben HS (1994) Scarcity and preference: An experiment on unavailability and product evaluation. J. Econom. Psych. 15(2):315–331.Crossref, Google Scholar
• Yu M, Debo L, Kapuscinski R (2015) Strategic waiting for consumer-generated quality information: Dynamic pricing of new experience goods. Management Sci. 62(2):410–435.Link, Google Scholar