Choice Manipulation Through Comparability in Markets with Verifiable Multi-Attribute Products
نویسندگان
چکیده
We illustrate how an information sender may use unveri ̄able signals regarding a set of substitute products located in an alternative market to manipulate the choices made by uninformed but perfectly rational decision makers (DMs) within the veri ̄ablemarket where the information sender operates. We do so by de ̄ning an optimal information gathering structure for rational DMs who acquire information sequentially from a set of multidimensional products. The resulting strategic signaling environment delivers two main results that are illustrated numerically. First, in order for the sender to successfully manipulate the information gathering and choice behavior of DMs, he should release signals on characteristics that di®er from their most preferred ones. Second, the capacity of the sender to manipulate the behavior of DMs depends negatively on his reputation regarding the expected value of the unobserved characteristics guaranteed toDMswithin themarket where he operates. Normative applications to online search environments conditioned by the provision of strategic reviews in social media are presented.
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ورودعنوان ژورنال:
- International Journal of Information Technology and Decision Making
دوره 14 شماره
صفحات -
تاریخ انتشار 2015