Advance Selling: Effects of Interdependent Consumer Valuations and Seller’s Capacity

Man Yu
Man Yu
[email protected]
Department of Information Systems, Business Statistics and Operations Management, Hong Kong University of Science and Technology, Clearwater Bay, Kowloon, Hong Kong
Search for more papers by this author
,
Roman Kapuscinski
Roman Kapuscinski
[email protected]
Ross School of Business, University of Michigan, Ann Arbor, Michigan 48109
Search for more papers by this author
,
Hyun-Soo Ahn
Hyun-Soo Ahn
[email protected]
Ross School of Business, University of Michigan, Ann Arbor, Michigan 48109
Search for more papers by this author

Department of Information Systems, Business Statistics and Operations Management, Hong Kong University of Science and Technology, Clearwater Bay, Kowloon, Hong Kong

Search for more papers by this author

Roman Kapuscinski

[email protected]

Ross School of Business, University of Michigan, Ann Arbor, Michigan 48109

Search for more papers by this author

Hyun-Soo Ahn

[email protected]

Ross School of Business, University of Michigan, Ann Arbor, Michigan 48109

Search for more papers by this author

Published Online:27 Feb 2015https://doi.org/10.1287/mnsc.2014.2047

Supplemental Material

mnsc.2014.2047-sm-as_valuation_interdependence_supplementary_document.pdf (450 KB)

Cited by
- Presale Strategies for Fresh Agricultural Products Considering Option Ordering
  18 March 2026 | Systems, Vol. 14, No. 3
- Pricing Limited Capacity Under Consumer Deliberation
  16 February 2026 | Production and Operations Management, Vol. 38
- Pre-Sale Strategies Considering Consumer Anticipated Regret
  15 February 2026 | Mathematics, Vol. 14, No. 4
- Channel structure of online retail platforms: impact of asymmetric information and capacity constraints
  21 January 2026 | International Journal of Production Research, Vol. 30
- Should a retailer opt for an advance selling strategy? Perspectives from a capital-constrained supply chain
  Omega, Vol. 138
- Advance selling in the presence of valuation uncertainty and demand correlation
  Omega, Vol. 138
- Pricing in the Presence of Strategic Consumers and Social Learning Under Contingent Pricing and Price Guarantee
  10 April 2025 | Production and Operations Management, Vol. 34, No. 10
- Advance Selling and Upgrading in Priority Queues
  Yaolei Wang,
  Ping Cao,
  Jingui Xie,
  Dongyuan Zhan
  28 July 2025 | Manufacturing & Service Operations Management, Vol. 27, No. 5
- Advance Selling Without Disclosing the Regular Price? The Role of Anticipated Regret
  23 April 2025 | Managerial and Decision Economics, Vol. 46, No. 6
- Advance selling strategy and pricing decisions with online reviews
  3 January 2024 | International Transactions in Operational Research, Vol. 32, No. 5
- Research on the pricing strategy of e-commerce agricultural products: should presale be adopted?
  12 July 2023 | Electronic Commerce Research, Vol. 25, No. 3
- Winning seats: Contingency selling in markets with limited capacity and diverse preferences
  International Journal of Research in Marketing, Vol. 42, No. 2
- Advance selling and service cancelation when consumers are overconfident
  5 March 2024 | Kybernetes, Vol. 54, No. 7
- Advance Selling to Ease Financial Distress
  Yiangos Papanastasiou; ,
  Shuang Xiao; ,
  S. Alex Yang
  5 July 2024 | Management Science, Vol. 71, No. 4
- Selling Bonus Actions in Video Games
  Lifei Sheng; ,
  Xuying Zhao; ,
  Christopher Thomas Ryan
  10 June 2024 | Management Science, Vol. 71, No. 3
- Decision-Making in Remanufacturing Supply Chains: Game Theory Analysis of Recycling Models and Consumer Value Perception
  29 November 2024 | Sustainability, Vol. 16, No. 23
- Online Retailing Operations: Is It Wise to Offer Free Sample Trial and Money-Back Guarantee Together?
  4 November 2024 | Production and Operations Management, Vol. 33, No. 11
- Advance Selling Strategy with Return Service: The Impacts of Information Disclosure and Disclosure Methods
  8 June 2024 | Asia-Pacific Journal of Operational Research, Vol. 41, No. 04
- Can Merchants Benefit from Entry by (Amazon-Like) Platform if Multiagent Prices Signal Quality?
  Ye Qiu,
  Ram C. Rao
  8 December 2023 | Marketing Science, Vol. 43, No. 4
- Supply chain pricing strategies for advance selling with a deposit
  2 May 2023 | IMA Journal of Management Mathematics, Vol. 35, No. 3
- Prediction of Information Diffusion of New Products: Based on Product Launch and Media Difference
  9 May 2023 | Journal of the Knowledge Economy, Vol. 15, No. 2
- Impact of consumer foresight on efficient overselling
  9 October 2023 | Naval Research Logistics (NRL), Vol. 71, No. 3
- Pricing and outsourcing strategies in different online sales models within a co‐opetitive supply chain
  12 November 2023 | Managerial and Decision Economics, Vol. 45, No. 2
- Livestreaming sales strategy considering valuation correlation and influence effect
  Electronic Commerce Research and Applications, Vol. 63
- Pricing with Product Rollover in Advance Selling
  1 January 2024 | SSRN Electronic Journal, Vol. 32
- New-arrival or second-hand? A direct-to-consumer business model for electric vehicles in the sustainable transportation
  Energy Reports, Vol. 10
- How Advance Sales Can Reduce Profits: When to Buy, When to Sell, and What Price to Charge
  Amihai Glazer,
  Refael Hassin,
  Irit Nowik
  10 May 2023 | Manufacturing & Service Operations Management, Vol. 25, No. 5
- A Data-Driven Bilevel Optimization Problem Considering Product Popularity for the E-Commerce Presale Mode
  23 February 2023 | International Journal of Fuzzy Systems, Vol. 25, No. 5
- The impact of capacity information on lexicographical capacity allocation
  European Journal of Operational Research, Vol. 308, No. 2
- Optimal pricing strategy for new products considering reference price effect in advance selling
  1 August 2023 | RAIRO - Operations Research, Vol. 57, No. 4
- The Impact of Capacity Information on Supplier Encroachment
  Omega, Vol. 117
- A study on limited pre-sale strategy with consideration of consumer regret
  3 May 2023 | PLOS ONE, Vol. 18, No. 5
- Research on the Game Relationship and Behavior Optimization between Banks and Customers in the Omni-Channel Environment
  26 March 2023 | Systems, Vol. 11, No. 4
- Optimizing mixed bundle pricing strategy: Advance selling and consumer regret
  Omega, Vol. 115
- Supply chain optimization considering consumers’ mental accounting by time dimension in advance selling
  JUSTC, Vol. 53, No. 8
- Advance selling of uncertain demand in low-carbon supply chain
  17 October 2022 | Industrial Management & Data Systems, Vol. 122, No. 12
- Commitment or not? Creator's quality strategies with uncertain market in reward-based crowdfunding
  22 July 2021 | International Journal of Production Research, Vol. 60, No. 17
- Advance selling under deposit expansion and consumer’s valuation change
  14 October 2021 | Operational Research, Vol. 22, No. 4
- Buy two and get X% off: Quantity discount under consumers’ anticipated regret
  International Journal of Production Economics, Vol. 250
- Preordering in Luxury Fashion: Will Additional Demand Information Bring Negative Effects to the Retailer? *
  7 October 2020 | Decision Sciences, Vol. 53, No. 4
- Pricing and Distribution Strategies of Fresh Agricultural Product Supply Chain considering Substitutes
  Mathematical Problems in Engineering, Vol. 2022
- Immediate sale or stock-up: value of rent-to-own contracts for experience goods
  17 January 2021 | International Journal of Production Research, Vol. 60, No. 5
- Optimal Pricing and Overbooking of Reservations
  1 March 2022 | Production and Operations Management, Vol. 31, No. 3
- Advance booking discount strategies: Competition, information transparency and spot market
  Transportation Research Part E: Logistics and Transportation Review, Vol. 158
- Advance Selling Strategy and Product Pricing with Online Reviews
  SSRN Electronic Journal, Vol. 20
- List Now or Later? An Equilibrium Analysis of Advance-Booking Platforms
  SSRN Electronic Journal, Vol. 62
- An advance selling strategy with a trade-in program
  JUSTC, Vol. 52, No. 8
- Advance Selling Strategy for Risk-averse Strategic Customers
- Self-Selected Task Allocation
  Refael Hassin,
  Adam Nathaniel
  14 September 2020 | Manufacturing & Service Operations Management, Vol. 23, No. 6
- Advance selling, competition, and brand substitutability
  2 June 2021 | Managerial and Decision Economics, Vol. 42, No. 7
- Advance Booking Discount for Risk-Averse Firm in the Presence of Spot Market
  18 July 2019 | Emerging Markets Finance and Trade, Vol. 57, No. 8
- Pricing and advertising in a supply chain in the presence of strategic consumers
  Omega, Vol. 101
- Optimal duration, rate and price when online retailers offer installment payment services
  22 January 2021 | Nankai Business Review International, Vol. 12, No. 1
- Choice of pricing and marketing strategies in reward-based crowdfunding campaigns
  Decision Support Systems, Vol. 144
- Time-sensitive markdown strategies for perishable products based on dynamic quality evaluation
  28 April 2020 | Kybernetes, Vol. 50, No. 1
- The role of voucher sale in advance for a capital-constrained supply chain
  7 May 2021 | RAIRO - Operations Research, Vol. 55, No. 2
- Optimal pricing and production decisions of fashion apparel brands in a two‐stage sales setting
  25 September 2020 | International Transactions in Operational Research, Vol. 28, No. 2
- Advance Selling and Advertising: A Newsvendor Framework
  10 January 2020 | Decision Sciences, Vol. 52, No. 1
- Preorder Price Guarantee in e-Commerce
  Zhan Pang,
  Wenqiang Xiao,
  Xuying Zhao
  15 November 2019 | Manufacturing & Service Operations Management, Vol. 23, No. 1
- Optimal Pricing of the Dual-Channel Closed-Loop Supply Chain in Advance Selling Mode
  30 June 2020
- Presale Strategy for a Dual-Channel Retailer Considering Sales Effort
  IEEE Access, Vol. 9
- Markdown Time for Perishables Based on Dynamic Quality Evaluation for Complex Data Analysis
  3 February 2021 | Wireless Communications and Mobile Computing, Vol. 2021, No. 1
- Who Beneﬁts from Platform Entry if Multi-Agent Prices Signal Product Quality?
  SSRN Electronic Journal, Vol. 20
- Quality choice and capacity rationing in advance selling
  Journal of Industrial & Management Optimization, Vol. 17, No. 6
- Advance Selling Decision for Perishable Products in the Presence of Strategic Consumers
- Online advance selling or not: Pricing strategy of new product entry in a supply chain
  13 July 2020 | Managerial and Decision Economics, Vol. 41, No. 8
- Advance Purchase Discounts for Supply Chain Finance System Coordination
  4 December 2020 | Sustainability, Vol. 12, No. 23
- Wine Analytics
  Burak Kazaz
  5 November 2020
- A bibliometrics data analysis of management science
  16 March 2020 | Journal of Data, Information and Management, Vol. 2, No. 3
- Analytics for Wine Futures: Realistic Prices
  1 September 2020 | Production and Operations Management, Vol. 29, No. 9
- Synchronizing pricing and replenishment to serve forward‐looking customers
  11 June 2020 | Naval Research Logistics (NRL), Vol. 67, No. 5
- Efficient coordination of supply contracts with demand learning and two production modes
  International Journal of Production Economics, Vol. 225
- Optimal advance selling discount strategy with future‐oriented consumers
  13 December 2019 | Managerial and Decision Economics, Vol. 41, No. 3
- Buyer Valuation Uncertainty and Firm Information Provision Strategies
  15 December 2019
- Advance Selling to Ease Financial Distress
  SSRN Electronic Journal, Vol. 20
- Cooperative advertising to induce strategic customers for purchase at the full price
  5 July 2017 | International Transactions in Operational Research, Vol. 26, No. 6
- Optimal pricing for advance selling with uncertain product quality and consumer fitness
  19 January 2019 | Journal of the Operational Research Society, Vol. 70, No. 9
- Online marketing: When to offer a refund for advanced sales
  International Journal of Research in Marketing, Vol. 36, No. 3
- Joint pricing and overbooking policy in a full payment presale mechanism of new products
  3 July 2017 | International Transactions in Operational Research, Vol. 26, No. 5
- Option contract design for supply chains under asymmetric cost information
  Kybernetes, Vol. 48, No. 5
- Retail Clusters in Developing Economies
  Xuying Zhao,
  Arthur Lim,
  Hong Guo,
  Chao Ding,
  Jing-Sheng Song
  4 May 2018 | Manufacturing & Service Operations Management, Vol. 21, No. 2
- The Selection and Pricing of Mixed Multi-Channel Marketing Model for Mid-High Wines Under Experience Driven
  Journal of Systems Science and Information, Vol. 7, No. 1
- Managing Television Commercial Inventory under Competition: An Equilibrium Analysis
  28 June 2018 | Decision Sciences, Vol. 50, No. 1
- Advance Selling in the Presence of Market Power and Risk‐Averse Consumers
  18 July 2018 | Decision Sciences, Vol. 50, No. 1
- Entry of online presale of fresh produce: A competitive analysis
  European Journal of Operational Research, Vol. 272, No. 1
- Pricing Strategy for New Products with Presales
  27 December 2019 | Mathematical Problems in Engineering, Vol. 2019, No. 1
- Does the buy-online-and-pick-up-in-store strategy with pre-orders benefit a retailer with the consideration of returns?
  International Journal of Production Economics, Vol. 206
- Preselling to a retailer with cash flow shortage on the manufacturer
  Omega, Vol. 80
- Optimal markdown pricing for holiday basket with customer valuation
  29 January 2018 | International Journal of Production Research, Vol. 56, No. 18
- Buyer-seller amount-price equilibrium for prepaid services: Implication for promotional pricing
  Journal of Retailing and Consumer Services, Vol. 44
- Multichannel Distribution Strategy: Selling to a Competing Buyer with Limited Supplier Capacity
  Zhibin (Ben) Yang,
  Xinxin Hu,
  Haresh Gurnani,
  Huiqi Guan
  19 April 2017 | Management Science, Vol. 64, No. 5
- Merchant and Platform: Pricing Strategy and Product Entry
  SSRN Electronic Journal, Vol. 20
- Synchronizing Pricing and Replenishment to Serve Forward-Looking Customers with Lost Sales
  SSRN Electronic Journal, Vol. 55
- Advance selling with freebies and limited production capacity
  Omega, Vol. 73
- Seller’s reputation and capacity on the illicit drug markets: 11-month study on the Finnish version of the Silk Road
  Drug and Alcohol Dependence, Vol. 178
- Advance selling with part payment for new to-be-released products
  Journal of Modelling in Management, Vol. 12, No. 3
- Coordinating a Supply Chain When Facing Strategic Consumers
  24 May 2016 | Decision Sciences, Vol. 48, No. 2
- Advance selling to strategic consumers
  4 October 2016 | Computational Management Science, Vol. 13, No. 4
- Social learning and delay in a dynamic model of price competition
  Journal of Economic Theory, Vol. 165
- Advance selling with preorder-dependent customer valuation
  Operations Research Letters, Vol. 44, No. 4
- When Does a Retailer's Advance Selling Capability Benefit Manufacturer, Retailer, or Both?
  1 June 2016 | Production and Operations Management, Vol. 25, No. 6
- The effects of an undisclosed regular price and a positive leadtime in a presale mechanism
  European Journal of Operational Research, Vol. 250, No. 3
- Strategic Waiting for Consumer-Generated Quality Information: Dynamic Pricing of New Experience Goods
  Man Yu,
  Laurens Debo,
  Roman Kapuscinski
  15 July 2015 | Management Science, Vol. 62, No. 2
- Product Launches and Buying Frenzies: A Dynamic Perspective
  1 January 2016 | Production and Operations Management, Vol. 25, No. 1
- Retail Clusters in Developing Countries
  SSRN Electronic Journal, Vol. 17
- Rationing Capacity in Advance Selling to Signal Quality
  Man Yu,
  Hyun-Soo Ahn,
  Roman Kapuscinski
  16 June 2014 | Management Science, Vol. 61, No. 3

Volume 61, Issue 9

September 2015

Pages iv-vi, 2013-2280

Article Information

Supplemental Material

Metrics

Information

Received:August 12, 2011
Accepted:May 19, 2014
Published Online:February 27, 2015

Cite as

Man Yu, Roman Kapuscinski, Hyun-Soo Ahn (2015) Advance Selling: Effects of Interdependent Consumer Valuations and Seller’s Capacity. Management Science 61(9):2100-2117.

https://doi.org/10.1287/mnsc.2014.2047

Keywords

PDF download

Available Issues

Available Issues

Available Issues

Available Issues

Available Issues

Available Issues

Available Issues

Available Issues

Available Issues

Advance Selling: Effects of Interdependent Consumer Valuations and Seller’s Capacity

Supplemental Material

Volume 61, Issue 9

Article Information

Supplemental Material

Metrics

Information

Cite as

Keywords

Sign Up for INFORMS Publications Updates and News