search query: @author Xie, J. / total: 11
reference: 5 / 11
| Author: | Xie, J. Shugan, S. M. |
| Title: | Electronic Tickets, Smart Cards, and Online Prepayments: When and How to Advance Sell |
| Journal: | Marketing Science
2001 : SUMMER, VOL. 20:3, p. 219-243 |
| Index terms: | PAYMENT SYSTEMS INFORMATION TECHNOLOGY PRICING |
| Language: | eng |
| Abstract: | In this paper, the authors take the next step from Shugan and Xie (2000). The authors show that advance-selling profits do not come from buyer surplus, but from more buyers being able to purchase. The authors determine when and how to advance sell in a variety of situations, including situations with limited capacity, second-period arrivals, refunds, buyer risk aversion, exogenous credibility, continuous preference distributions, and premium pricing. The authors determine when advance selling improves profits and, when it does, how to set advance prices. The authors ask and answer questions: when sellers should advance sell; how much advance selling can improve profits compared with only spot selling; what factors impact the profitability of advance selling and how; whether advance prices should be higher or lower or the same as spot prices. |
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