There are many situations in which buyers have a significant stake in what a firm learns about their demands. Specifically, any time that price discrimination is possible on an individual bases and repeat purchases are likely, buyers possess incentives for strategic manipulation of demand information. A simple two-period model in which a monopolist endeavors to learn about the demand parameter ...

This paper studies how the interplay of individual and social learning affects price dynamics. I consider a monopolist selling a new experience good over time to many buyers. Buyers learn from their own private experiences (individual learning) as well as by observing other buyers’ experiences (social learning). Individual learning generates ex post heterogeneity, which affects the buyers’ purc...

The standard monopoly pricing problem is re-considered when the buyer can disclose his type (e.g. age, income, experience) at some cost. In the optimal sales mechanism with costly disclosure, the seller posts a price list, including a “sticker price” available to any buyer and a schedule of discounts available to those who disclose certain types. Unambiguous welfare implications of such a prici...

We construct an agent-based model of the online electronics market, consisting of 10,000 buyers and 50 sellers. Buyers repeatedly interact with sellers, searching for high quality and low price, but only some buyers know seller quality prior to purchase. Buyers may learn seller quality directly or from information obtained from other buyers or else estimate quality through market share heuristi...

We provide experimental evidence on the ability to detect deceit in a buyer-seller game with asymmetric information. Sellers have private information about the value of a good and sometimes have incentives to mislead buyers. We examine if buyers can spot deception in face-to-face encounters. We vary whether buyers can interrogate the seller and the contextual richness. The buyers' prediction ac...

Despite many success stories, B2B e-commerce penetration remains low. Many firms introduce electronic channels in addition to their traditional sales channels, but find that buyer usage of the e-channel over time does not keep up with initial expectations. Firms must understand the underlying factors that drive channel usage and how these factors change over time and across buyers. Using panel ...

Compulsive exercise is associated with unhealthy outcomes and is common among eating disorder populations. This study aimed to replicate previous cross-sectional work by considering psychological characteristics as longitudinal predictors of compulsive exercise. A sample of 369 adolescents (n = 221 female, n = 148 male) completed measures of compulsive exercise, eating disorder psychopathology,...

OBJECTIVE Pathological gambling is proposed as a participant of an impulsive-compulsive spectrum related to obsessive-compulsive disorder. This study aims to contrast pathological gambling and obsessive-compulsive disorder regarding course, comorbidity, and personality, hence testing the validity of the impulsive-compulsive spectrum. METHOD 40 pathological gambling and 40 obsessive-compulsive...