Probabilistic Selling for Vertically Differentiated Products in a Decentralized Channel
References
- (2017) The car sharing economy: Interaction of business model choice and product line design. Manufacturing Service Oper. Management 19(2):185–201.Link, Google Scholar
- (2021) Loot box pricing and design. Management Sci. 67(8):4809–4825.Link, Google Scholar
- (2025) Toy makers rush into ‘blind box’ trend for holidays following Labubu craze. Accessed December 10, 2025, https://www.reuters.com/business/retail-consumer/toy-makers-rush-into-blind-box-trend-holidays-following-labubu-craze-2025-11-14/.Google Scholar
- (2021) The power of opaque products in pricing. Management Sci. 67(8):4686–4702.Link, Google Scholar
- (2024) The effect of probabilistic selling on channel dynamics in supply chains. Manufacturing Service Oper. Management 26(2):632–645. Link, Google Scholar
- (2008) Probabilistic goods: A creative way of selling products and services. Marketing Sci. 27(4):674–690.Link, Google Scholar
- (2010) The economics of buyer uncertainty: Advance selling vs. probabilistic selling. Marketing Sci. 29(6):1040–1057.Link, Google Scholar
- (2015) Timing of product allocation: Using probabilistic selling to enhance inventory management. Management Sci. 61(2):474–484.Link, Google Scholar
- (2015) The effect of probabilistic selling on the optimal product mix. J. Retailing 91(3):451–467.Crossref, Google Scholar
- Financial Times (2025) For Pop Mart, tiny blind boxes are big business. Accessed August 11, 2025, https://www.ft.com/content/cc083f49-90a5-4645-a039-0d1f88d2a0e4.Google Scholar
- (2023) Paying twice for aesthetic customization? The negative effect of uniqueness on a product’s resale value. J. Marketing Res. 60(3):602–624.Crossref, Google Scholar
- (2019) Vertical relations, opportunism, and welfare. RAND J. Econom. 50(2):342–358.Crossref, Google Scholar
- Global Growth Insights (2025) Blind box market size, share, growth, and industry analysis, by types (anime doll, cosmetic products, others), by applications (mall, vending machine, others), and regional insights and forecast to 2034. Accessed December 10, 2025, https://www.globalgrowthinsights.com/market-reports/blind-box-market-119920.Google Scholar
- (2022) Probabilistic selling in vertically differentiated markets: The role of substitution. Production Oper. Management 31(11):4191–4204.Crossref, Google Scholar
- (2022) Agency or wholesale? The role of retail pass-through. Management Sci. 68(10):7538–7554.Link, Google Scholar
- (2021) Dynamic probabilistic selling when customers have boundedly rational expectations. Manufacturing Service Oper. Management 23(6):1597–1615.Link, Google Scholar
- (2014) Sell probabilistic goods? A behavioral explanation for opaque selling. Marketing Sci. 33(5):743–759.Link, Google Scholar
- (2017) Product quality in a distribution channel with inventory risk. Marketing Sci. 36(5):747–761.Link, Google Scholar
- (2010) Revenue management with strategic customers: Last-minute selling and opaque selling. Management Sci. 56(3):430–448.Link, Google Scholar
- (2007) Price discrimination with opaque products. J. Revenue Pricing Management 6(2):118–134.Crossref, Google Scholar
- (2020) Amazon referral fee 2021 update—US marketplace. Accessed February 26, 2024, https://www.sellersnap.io/referral-fees-us/. Google Scholar
- (2010) The length of product line in distribution channels. Marketing Sci. 29(3):474–482.Link, Google Scholar
- (2019) Selling co-products through a distributor: The impact on product line design. Production Oper. Management 28(4):1010–1032.Crossref, Google Scholar
- (1991) Scarcity effects on value: A quantitative review of the commodity theory literature. Psych. Marketing 8(1):43–57.Crossref, Google Scholar
- (2022) Opaque selling and inventory management in vertically differentiated markets. Manufacturing Service Oper. Management 24(5):2543–2557.Link, Google Scholar
- (2013) Consumer heterogeneity, product quality, and distribution channels. Management Sci. 59(5):1162–1176.Link, Google Scholar
- (1988) The Theory of Industrial Organization (MIT Press, Cambridge, MA).Google Scholar
- (1998) Product line design for a distribution channel. Marketing Sci. 17(2):156–169.Link, Google Scholar
- (2009) Optimal price and product quality decisions in a distribution channel. Management Sci. 55(8):1347–1352.Link, Google Scholar
- (2015) Probabilistic selling in quality-differentiated markets. Management Sci. 61(8):1959–1977.Link, Google Scholar
- (2022) Which strategy is better for managing multi-product demand uncertainty: Inventory substitution or probabilistic selling? Eur. J. Oper. Res. 302(1):79–95.Crossref, Google Scholar
- (2019) Probabilistic selling for vertically differentiated products with salient thinkers. Marketing Sci. 38(3):442–460.Link, Google Scholar

