Probabilistic Selling for Vertically Differentiated Products in a Decentralized Channel

Zhechao Yang
Zhechao Yang
[email protected]
https://orcid.org/0000-0002-0732-955X
Costello College of Business, George Mason University, Fairfax, Virginia 22030
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Hongseok Jang
Hongseok Jang
[email protected]
https://orcid.org/0000-0002-4065-0679
A.B. Freeman School of Business, Tulane University, New Orleans, Louisiana 70118
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Xiajun Amy Pan
Corresponding Author
Xiajun Amy Pan
[email protected]ﬂ.edu
https://orcid.org/0000-0002-2944-6183
Warrington College of Business, University of Florida, Gainesville, Florida 32611
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Zhechao Yang

[email protected]

https://orcid.org/0000-0002-0732-955X

Costello College of Business, George Mason University, Fairfax, Virginia 22030

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,

Hongseok Jang

[email protected]

https://orcid.org/0000-0002-4065-0679

A.B. Freeman School of Business, Tulane University, New Orleans, Louisiana 70118

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,

Corresponding Author

Xiajun Amy Pan

[email protected]ﬂ.edu

https://orcid.org/0000-0002-2944-6183

Warrington College of Business, University of Florida, Gainesville, Florida 32611

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Published Online:30 Apr 2026https://doi.org/10.1287/msom.2024.1036

Supplemental Material

msom.2024.1036.sm1.pdf

cover image Manufacturing & Service Operations Management

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Received:May 10, 2024
Accepted:February 23, 2026
Published Online:April 30, 2026

Copyright © 2026, INFORMS

Cite as

Zhechao Yang, Hongseok Jang, Xiajun Amy Pan (2026) Probabilistic Selling for Vertically Differentiated Products in a Decentralized Channel. Manufacturing & Service Operations Management 0(0).

https://doi.org/10.1287/msom.2024.1036

Keywords

Acknowledgments

The authors thank Department Editor, Mahesh Nagarajan, the anonymous Associate Editor, and the anonymous reviewers for their valuable comments and constructive suggestions, which have greatly improved the paper.