On the Value of Commitment and Availability Guarantees When Selling to Strategic Consumers

Xuanming Su
Xuanming Su
[email protected]
Haas School of Business, University of California, Berkeley, Berkeley, California 94720
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,
Fuqiang Zhang
Fuqiang Zhang
[email protected]
Olin Business School, Washington University in St. Louis, St. Louis, Missouri 63130
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Xuanming Su

[email protected]

Haas School of Business, University of California, Berkeley, Berkeley, California 94720

Search for more papers by this author

Fuqiang Zhang

[email protected]

Olin Business School, Washington University in St. Louis, St. Louis, Missouri 63130

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Published Online:6 Mar 2009https://doi.org/10.1287/mnsc.1080.0991

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mnsc.1080.0991-sm-ec.pdf (226 KB)

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Volume 55, Issue 5

May 2009

Pages iv-873

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Received:July 18, 2007
Accepted:December 15, 2008
Published Online:March 06, 2009

Cite as

Xuanming Su, Fuqiang Zhang, (2009) On the Value of Commitment and Availability Guarantees When Selling to Strategic Consumers. Management Science 55(5):713-726.

https://doi.org/10.1287/mnsc.1080.0991

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On the Value of Commitment and Availability Guarantees When Selling to Strategic Consumers

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Volume 55, Issue 5

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