D firms neglect competition when making entry decisions? This paper addresses this question analyzing the time of day at which eBay sellers set their auctions to end. Consistent with competition neglect, it is found that (i) a disproportionate share of auctions end during peak bidding hours, (ii) such hours exhibit lower selling rates and prices, and (iii) peak listing is more prevalent among s...

Academics and industry observers sharply disagree on how online distribution will change the number and variety of products that consumers purchase. Proponents of the “long-tail” idea argue that a significant increase in the supply of products through online channels will fuel a shift in consumption away from hits to a vast number of lower-selling niche products. The “superstars” theory predict...

Although take-it-or-leave-it pricing is the main mode of operation for many retailers, a number of retailers discreetly allow price negotiation when some haggle-prone customers ask for a bargain. At these retailers, the posted price, which itself is subject to dynamic adjustments in response to the pace of sales during the selling season, serves two important roles: (i) it is the take-it-or-lea...

This study aimed to investigate the effect of relationship marketing and cross selling, either partially or simultaneously, toward performance insurance products at PT. Sun Life Indonesia Sales Office Singaraja. The data collection technique was carried out a questionnaire method filled in via Google Form with Saturated Sampling system 110 samples respondents from financial consultant team. ana...

Over the last ten years, the internet has become an important marketing tool and a profitable selling channel. The biggest challenge for most online business is converting Web users into customers effectively and at a high rate. Understanding the audience of a website is essential for achieving high conversion rates. This paper describes the research carried out in online search behaviour. The ...

Introduction Short Message Service (SMS), or texting, is a typical killer application. It is not only popular but profitable, bringing in significant revenue to network operators. There is even a strong after market selling RingTones, info alerts and crude interactive games. A great technological irony is that such a successful product is so under appreciated. For all of the frenzied SMS market...

Research in marketing, and business in general, involves understanding when effect-sizes are expected to be large and when they are expected to be small. Understanding the contexts in which consumers are sensitive to offers and variables such as price, is an important aspect of merchandising, selling and promotion. In this paper, we propose efficient methods of learning about contextual factors...

I am a consultant and author specializing in consumer-oriented Internet topics. I am the primary author of The Internet for Dummies, the world’s best selling book on the Internet, which has sold over seven million copies in nine editions in over two dozen languages since 1993. I am also the co-author of numerous other books including the recent Internet Privacy for Dummies (2002) and Fighting S...

Marketing in general, and selling in particular, tends to be the most conspicuous organizational functions to customers and the general public at large. As such, many researchers have examined ethics in sales. Three general conclusions emerge from my research on ethics. First, although sales personnel view several business practices and situations differently (visà-vis being appropriate or inap...

Despite progress in raising the level of transparency about funding, conflicts of interest, and ghostwriting, drug companies remain free to pursue subtle and, therefore, effective means of marketing. Continuing medical education programs and "consensus" panels continue to be funded by companies selling products directly tied to the messages being conveyed by the resulting "educational" material...