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We thank the participants at the MSI-JAMS Conference at Miami, three anonymous reviewers and the editors for helpful comments. Abstract It has been hypothesized that the online medium and the Internet lower search costs and that electronic markets are more competitive than conventional markets. This suggests that price dispersion-the distribution of prices(More)
The product life cycle (PLC) is the result of multiple supply and demand forces. However, past research has focused primarily on the role of diffusion in driving the PLC. This study takes a step toward a broader theoretical perspective on the PLC by incorporating informational cascades and developing and testing many new hypotheses based on this theory. The(More)
Frictionless e-commerce implies that price dispersion for identical products sold by different e-tailers should be smaller than it is offline, but some recent empirical evidence reveals the opposite. A study by Smith et al. (2000) suggests that such a phenomenon may be due to heterogeneity among e-tailers in such factors as shopping convenience, consumer(More)
land. The authors thank the two anonymous JMR reviewers for their helpful comments and guidance. Consumers often use both objective and subjective criteria to evaluate a product. For example, power tool users may evaluate a power tool on the basis of not only its objective attributes, such as price and switch type, but also its subjective characteristics,(More)
I n channel structures characterized by a powerful retailer (e.g., Wal-Mart, Home Depot), the dominant retailer's acceptance of a manufacturer's new product often determines the success of the new offering. Focusing on a manufacturer in such a market, we develop an approach to positioning and pricing a new product that directly incorporates the retailer's(More)
the area editor and three anonymous referees for their many helpful suggestions. Abstract We propose, operationalize and estimate a new model to capture unobserved consideration from discrete choice data. This model consists of a multivariate binary choice model component for consideration and a multinomial probit model component for choice, given(More)
Acknowledgements: The authors are grateful to Brian Ratchford and two anonymous referees of the Journal of Retailing for their careful and constructive critiques of an earlier version of the paper. We also acknowledge with gratitude the useful comments provided by participants of the workshop on Channel Productivity at the Abstract We explore the(More)
Are those who are familiar with scientific research on consumer behavior better able to make predictions about phenomena in this field? Predictions were made for 105 hypotheses from 20 empirical studies selected from Journal of Consumer Research. A total of 1,736 predictions were obtained from 16 academics, 12 practitioners, and 43 high school students: The(More)