We develop a dynamic pricing model of experience good between one seller and one buyer. The buyer can learn about how the product fits him by consumption. We characterize a class of equilibria in which the seller o↵ers low price to induce learning in the earlier period, followed by high price to extract the consequence of learning in the later period. Moreover, we show that shorter contract dur...

a r t i c l e i n f o This study addresses the business-to-business (B2B) trade fair from a relationship marketing perspective. The main purpose is to comprehend buyer and seller interactions in the context of the trade fair, evaluating their impact on relationship quality and on the development of the relationship in the long-term. A research model is proposed with the underlying rationale tha...

Among the growing literature on value creation in collaborative buyer-seller relationships, most researchers examine relationship value at a single point in time. In the present research, we explore whether different stages of the relationship life cycle moderate the relative importance of value-creating dimensions. To shed light on the dynamic nature of value in B2B relationships, we present t...

Trust is a sine qua non for trade. According to transaction cost economics, a contract always offers some opportunity to defect. In the case of asymmetric product information, where the seller is better informed about product quality than the buyer is, the buyer either has to rely on information provided by the seller or has to check the information by testing the product or tracing the supply ...

A group of players which contain n sellers and n buyers bargain over the partitions of n pies. A seller (/buyer) has to reach an agreement with a buyer (/seller) on the division of a pie. The players bargain in a system like the stock market: each seller(buyer) can either offer a selling(buying) price to all buyers(sellers) or accept a price offered by another buyer(seller). The offered prices ...

When an agent enters in an e-Market for the first time, it has no historical information that can be used to determine the strength of business relationship with participant agent, and must therefore rely on the reporting of other agents to prepare for negotiation with that agents. Beliefs of individual agents change through interaction with participant agents and are reflected in their on-goin...

I introduce a strategic seller to a standard model of real options. A privately informed seller, such as a startup, tries to court a forward-looking buyer, such as a venture capitalist. The buyer learns gradually about the seller’s quality, high or low, through exogenous news and can “adopt” the seller at any time. The seller pays a flow cost but can exit or privately upgrade its quality at any...

The explosive growth of eBusiness has allowed many companies to accumulate a repertoire of rich and unique datasets that can provide substantial value to other firms. Monetizing this data is a growing source of revenue to the data owners — one that can generate millions of dollars each year. The value of the data to a potential buyer is usually uncertain to both parties, and a mutually acceptab...

Bandwidth gains achieved in telecommunication technology have been followed by a recent proliferation of Intelligent Agents on the internet. Intelligent agents have emerged as mechanisms that aid both buyers and sellers in very different ways. It has been observed by several researchers that electronic search mechanisms promote "frictionless" competitive markets that lower buyers' search costs ...