Switching costs and network effects bind customers to vendors if products are incompatible,
locking customers or even markets in to early choices. Lock-in hinders customers from …

This chapter surveys the developments in price discrimination theory as it applies to
imperfectly competitive markets. Broad themes and conclusions are discussed in the areas …

In the context of personalization technologies, such as Web-based product-brokering
recommendation agents (RAs) in electronic commerce, existing technology acceptance …

The tailoring of a firm's marketing mix to the individual customer is the essence of one-to-one
marketing. In this paper, we distinguish between two forms of one-to-one marketing …

A basic yet crucial question is: why should the firm engage in database marketing? We
discuss three fundamental motivations: enhancing marketing productivity, creating and …

We present a review of research studies that deal with personalization and synthesize
current knowledge about these areas. We identify issues that we envision will be of interest …

Sales through an online channel are increasingly popular in the retailing industry.
Customers, however, cannot touch or feel a product before they purchase online. This leads …

Firms tracking consumer purchase information often use behavior-based pricing (BBP), ie,
price discriminate between consumers based on preferences revealed from purchase …

We examine consumers' price sensitivity using a new approach that incorporates
probabilistic thresholds for price gains and price losses in the reference price models. We …

Trade-in promotions are increasingly recognized as an effective strategy in retail operations
to boost sales. Retail firms can restrict their trade-in programs to current consumers through …