Retail Sample Boxes: Counteracting the Adverse Effect of Accelerated Learning via Future Credit

References

• Adams WJ, Yellen JL (1976) Commodity bundling and the burden of monopoly. Quart. J. Econom. 90(3):475–498.Crossref, Google Scholar
• Bawa K, Shoemaker R (2004) The effects of free sample promotions on incremental brand sales. Marketing Sci. 23(3):345–363.Link, Google Scholar
• Bergemann D, Välimäki J (2006) Dynamic pricing of new experience goods. J. Political Econom. 114(4):713–743.Crossref, Google Scholar
• Bhargava HK, Chen RR (2012) The benefit of information asymmetry: When to sell to informed customers? Decision Support Systems 53(2):345–356.Crossref, Google Scholar
• Boleslavsky R, Cotton CS, Gurnani H (2017) Demonstrations and price competition in new product release. Management Sci. 63(6):2016–2026.Link, Google Scholar
• Boyacı T, Akçay Y (2018) Pricing when customers have limited attention. Management Sci. 64(7):2995–3014.Link, Google Scholar
• Branco F, Sun M, Villas-Boas JM (2012) Optimal search for product information. Management Sci. 58(11):2037–2056.Link, Google Scholar
• Branco F, Sun M, Villas-Boas JM (2016) Too much information? information provision and search costs. Marketing Sci. 35(4):605–618.Link, Google Scholar
• Cachon GP, Terwiesch C, Xu Y (2005) Retail assortment planning in the presence of consumer search. Manufacturing Service Oper. Management 7(4):330–346.Link, Google Scholar
• Cachon GP, Terwiesch C, Xu Y (2008) On the effects of consumer search and firm entry in a multiproduct competitive market. Marketing Sci. 27(3):461–473.Link, Google Scholar
• Caminal R (2012) The design and efficiency of loyalty rewards. J. Econom. Management Strategy 21(2):339–371.Crossref, Google Scholar
• Chellappa RK, Shivendu S (2005) Managing piracy: Pricing and sampling strategies for digital experience goods in vertically segmented markets. Inform. Systems Res. 16(4):400–417.Link, Google Scholar
• Chen Y, Moorthy S, Zhang ZJ (2005) Research note—price discrimination after the purchase: Rebates as state-dependent discounts. Management Sci. 51(7):1131–1140.Link, Google Scholar
• Chen YH, Jiang B (2021) Dynamic pricing and price commitment of new experience goods. Production Oper. Management 30(8):2752–2764.Google Scholar
• Chhabra M, Das S, Sarne D (2014) Expert-mediated sequential search. Eur. J. Oper. Res. 234(3):861–873.Crossref, Google Scholar
• Cremer J (1984) On the economics of repeat buying. RAND J. Econom. 15(3):396–403.Crossref, Google Scholar
• Galbreth MR, Ghosh B (2017) Competition with asymmetric experience uncertainty. Decision Sci. 48(5):990–1012.Crossref, Google Scholar
• Gu Z, Xie Y (2013) Facilitating fit revelation in the competitive market. Management Sci. 59(5):1196–1212.Link, Google Scholar
• Heiman A, McWilliams B, Shen Z, Zilberman D (2001) Learning and forgetting: Modeling optimal product sampling over time. Management Sci. 47(4):532–546.Link, Google Scholar
• Jain D, Mahajan V, Muller E (1995) An approach for determining optimal product sampling for the diffusion of a new product. J. Product Innovation Management 12(2):124–135.Crossref, Google Scholar
• Jalili M, Pangburn MS (2020a) Pricing joint sales and rentals: When are purchase conversion discounts optimal? Production Oper. Management 29(12):2679–2695.Crossref, Google Scholar
• Jalili M, Pangburn MS (2020b) Understanding the value of delayed discounts in retail rewards programs. Decision Sci. 52(4):952–985.Crossref, Google Scholar
• Jiang B, Yang B (2019) Quality and pricing decisions in a market with consumer information sharing. Management Sci. 65(1):272–285.Link, Google Scholar
• Jing B (2011a) Exogenous learning, seller-induced learning, and marketing of durable goods. Management Sci. 57(10):1788–1801.Link, Google Scholar
• Jing B (2011b) Pricing experience goods: The effects of customer recognition and commitment. J. Econom. Management Strategy 20(2):451–473.Crossref, Google Scholar
• Jing B (2015) Customer recognition in experience vs. inspection good markets. Management Sci. 62(1):216–224.Link, Google Scholar
• Ke TT, Shen Z-JM, Villas-Boas JM (2016) Search for information on multiple products. Management Sci. 62(12):3576–3603.Link, Google Scholar
• Kohn MG, Shavell S (1974) The theory of search. J. Econom. Theory 9(2):93–123.Crossref, Google Scholar
• Lewis TR, Sappington DEM (1994) Supplying information to facilitate price discrimination. Internat. Econom. Rev. 35(2):309–327.Crossref, Google Scholar
• Li F, Yi Z (2017) Trial or no trial: Supplying costly signals to improve profits. Decision Sci. 48(4):795–827.Crossref, Google Scholar
• Lippman SA, McCall JJ (1976) The economics of job search: A survey. Econom. Inquiry 14(2):155–189.Crossref, Google Scholar
• Lippman SA, McCardle KF (1991) Uncertain search: A model of search among technologies of uncertain values. Management Sci. 37(11):1474–1490.Link, Google Scholar
• Liu Y, Cooper WL, Wang Z (2019) Information provision and pricing in the presence of consumer search costs. Production Oper. Management 28(7):1603–1620.Crossref, Google Scholar
• McCall BP, McCall JJ (2008) The Economics of Search (Routledge, London).Crossref, Google Scholar
• Najafi S, Lee C-G, Asadolahi SN, Nahmias S (2018) Dynamic pricing under consumer’s sequential search. Preprint, submitted February 19, http://dx.doi.org/10.2139/ssrn.2800370.Google Scholar
• Nelson P (1970) Information and consumer behavior. J. Political Econom. 78(2):311–329.Crossref, Google Scholar
• Oh S, Özer Ö (2016) Characterizing the structure of optimal stopping policies. Production Oper. Management 25(11):1820–1838.Crossref, Google Scholar
• Roberts JH, Lattin JM (1991) Development and testing of a model of consideration set composition. J. Marketing Res. 28(4):429–440.Crossref, Google Scholar
• Schmalensee R (1984) Gaussian demand and commodity bundling. J. Bus. 57(1):S211–S230.Crossref, Google Scholar
• Shapiro C (1983) Optimal pricing of experience goods. Bell J. Econom. 14(2):497–507.Crossref, Google Scholar
• Shulman JD, Coughlan AT, Canan Savaskan RC (2009) Optimal restocking fees and information provision in an integrated demand-supply model of product returns. Manufacturing Service Oper. Management 11(4):577–594.Link, Google Scholar
• Stigler GJ (1961) The economics of information. J. Political Econom. 69(3):213–225.Crossref, Google Scholar
• Stigler GJ (1962) Information in the labor market. J. Political Econom. 70(5 Part 2):94–105.Crossref, Google Scholar
• Stremersch S, Tellis GT (2002) Strategic bundling of products and prices: A new synthesis for marketing. J. Marketing 66(1):55–72.Crossref, Google Scholar
• Sun M (2011) Disclosing multiple product attributes. J. Econom. Management Strategy 20(1):195–224.Crossref, Google Scholar
• Sun Y, Zhang D (2019) A model of customer reward programs with finite expiration terms. Management Sci. 65(8):3889–3903.Link, Google Scholar
• Venkatesh R, Mahajan V (2009) The design and pricing of bundles: A review of normative guidelines and practical approaches. Rao VR, ed. Handbook of Pricing Research in Marketing (Edward Elgar Publishing Ltd., Cheltenham, UK), 232–257.Crossref, Google Scholar
• Villas-Boas JM (2004) Consumer learning, brand loyalty, and competition. Marketing Sci. 23(1):134–145.Link, Google Scholar
• Villas-Boas JM (2006) Dynamic competition with experience goods. J. Econom. Management Strategy 15(1):37–66.Crossref, Google Scholar
• Wang CA, Zhang XM (2009) Sampling of information goods. Decision Support Systems 48(1):14–22.Crossref, Google Scholar
• Weitzman ML (1979) Optimal search for the best alternative. Econometrica 47(3):641–654.Crossref, Google Scholar
• Wolinsky A (1986) True monopolistic competition as a result of imperfect information. Quart. J. Econom. 101(3):493–511.Crossref, Google Scholar
• Xie J, Shugan SM (2001) Electronic tickets, smart cards, and online prepayments: When and how to advance sell. Marketing Sci. 20(3):219–243.Link, Google Scholar
• Xiong H, Chen Y-J (2014) Product line design with seller-induced learning. Management Sci. 60(3):784–795.Link, 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