Customers in sales processes increasingly encounter automated sales agents (ASAs) that
complement or replace human sales agents (HSAs). Yet, little is known about whether, how …

Firms can now offer personalized recommendations to consumers who return to their
website, using consumers' previous browsing history on that website. In addition, online …

How does advertising influence consumer decisions and market outcomes? We utilize
detailed data on consumer shopping behavior and choices over bank accounts to …

This paper models how regulatory attempts to protect the privacy of consumers' data affect
the competitive structure of data‐intensive industries. Our results suggest that the commonly …

Rapid improvements in the precision of mobile technologies now make it possible for
advertisers to go beyond real-time static location and contextual information on consumers …

The authors study consumers' click behavior on organic and sponsored links after a keyword
search on an Internet search engine. Using a data set of individual-level click activity after …

Modern websites rely on personal data to design better content and to market themselves.
The European Union's General Data Protection Regulation (GDPR) was intended to make …

Managers and academics often think of price promotions merely as incentives that entice
consumers to accept offers that they might not have considered otherwise. Yet the prospect …

Many retailers are rushing into the click-and-collect (C&C) format, where shoppers place
orders online and pick up the goods themselves later. The authors study the demand …

The role of information and communication technology for economic growth has been
emphasized repeatedly. Technological breakthroughs have generated new forms of …