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Title |
Researcher |
Other |
200908Rational Retail PricingSrinivasanShuba August 2009 |
Rational Retail Pricing200908SrinivasanShuba Rational Retail Pricing
If there is one thing you would assume from basic marketing principles, it is that retailers should adapt prices to changing demand. Vincent Nijs notes, however, that if the cost of adapting prices exceeds the benefits, they won’t. |
SrinivasanShuba200908Rational Retail Pricing Shuba Srinivasan
Koen Pauwels Vincent Nijs |
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200906Global Dual Sourcing StrategiesAllonGad June 2009 |
Global Dual Sourcing Strategies200906AllonGad Global Dual Sourcing Strategies
Many researchers say that their greatest flashes of inspiration come not from extraordinary events but from everyday activities. Intuitive leaps are triggered by observing life unfolding around them, they say. We are all familiar with the anecdote - historically accurate or not - of an apple falling on Isaac Newton’s head while he rested beneath the tree, jolting him to contemplate universal gravitation. |
AllonGad200906Global Dual Sourcing Strategies Gad Allon
Jan A. Van Mieghem |
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200901Learning from Zillow and ZootsChopraSunil January 2009 |
Learning from Zillow and Zoots200901ChopraSunil Learning from Zillow and Zoots
Have you ever Zillowed your house? Zillow is a Web-based service offering residential property valuations. With a simple street address, Zillow will tell you the property’s estimated value, square footage, and lot size, as well the value of neighboring properties and recent comparable transactions. |
ChopraSunil200901Learning from Zillow and Zoots Sunil Chopra
Martin Lariviere |
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200809Firm Size and Service LevelAllonGad September 2008 |
Firm Size and Service Level200809AllonGad Firm Size and Service Level
Both Ameritrade and E-Trade, small online brokerage firms, tout their guaranteed transaction times as part of their service to customers. However, capable large-scale competitors such as Merrill Lynch Direct make no such guarantee. Why do some firms choose to promote a customer service guarantee as one of their benefits while others are content to conform to the customer service standard set by their industry? |
AllonGad200809Firm Size and Service Level Gad Allon
Itay Gurvich |
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200712Are Reservations Recommended?AlexandrovAlexei December 2007 |
Are Reservations Recommended?200712AlexandrovAlexei Are Reservations Recommended?
To understand restaurant reservations, we need an explanation that does not depend upon varying prices to customers. Alexandrov and Lariviere identify a variety of situations that effect whether it is in the best interests of a restaurant to offer or not offer reservations. Their research provides evidence that providing reservations can increase demand. Considering the additional operational advantages of allowing reservations, it is not surprising that restaurants and other service-based businesses offer reservations without getting paid for them. |
AlexandrovAlexei200712Are Reservations Recommended? Alexei Alexandrov
Martin Lariviere |
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200710A New Channel Strategy for DellChopraSunil October 2007 |
A New Channel Strategy for Dell200710ChopraSunil A New Channel Strategy for Dell
Dell impressed many in its early years with its distinct model of supply chain management, selling customized computers directly to customers to meet burgeoning PC demand. By using this innovative sales model, Dell became an industry and shareholders' darling, a high-tech pioneer with seemingly limitless growth. Those days appear to be over: Dell's profits and shares have dropped considerably from their peaks in recent times. |
ChopraSunil200710A New Channel Strategy for Dell Sunil Chopra
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200709Beating the Bottlenecks in E-CommerceLinWuqin September 2007 |
Beating the Bottlenecks in E-Commerce200709LinWuqin Beating the Bottlenecks in E-Commerce
It’s the familiar demand of sales and services businesses played out over the Web: Executives want to ensure that their customers obtain maximum satisfaction while keeping the costs of doing business as low as possible. That problem looms particularly large for online organizations. The combination of growing demand for e-commerce and the increasing complexity of the Internet’s infrastructure has put intense pressure on information technology (IT) planners to harmonize the two requirements in inventive ways. An innovative research project headed by Wuqin Lin, associate professor of managerial economics and decision science at the Kellogg School, provides guidance for doing just that. |
LinWuqin200709Beating the Bottlenecks in E-Commerce Wuqin Lin
Zhen Liu Cathy H. Xia Li Zhang |
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200707Supply Chain Coordination with Revenue-Sharing ContractsCachonGérard July 2007 |
Supply Chain Coordination with Revenue-Sharing Contracts200707CachonGérard Supply Chain Coordination with Revenue-Sharing Contracts
Industries with relatively low administrative costs and low retail effort, like video rentals, can benefit of using revenue sharing contracts. Gérard Cachon and Martin Lariviere examine the pros and cons of this type of strategy. |
CachonGérard200707Supply Chain Coordination with Revenue-Sharing Contracts Gérard Cachon
Martin Lariviere |
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200705Stair Steps to Heavenly SavingsSohoniMilind May 2007 |
Stair Steps to Heavenly Savings200705SohoniMilind Stair Steps to Heavenly Savings
Manufacturers and retailers often use incentive programs to motivate their sales forces to perform. Volume-based incentives, which reward sales teams based on the number of units sold, are particularly popular; such incentives can boost unit volumes for the company, thus improving market share and creating economies of scale. |
SohoniMilind200705Stair Steps to Heavenly Savings Milind Sohoni
Sunil Chopra Usha Mohan M. Nuri Sendil |
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