This chapter reviews the theoretical and empirical literature on the concept of credibility and
its areas of application relevant to information science and technology, encompassing …

In online direct selling, a customer will not experience the product when making the
purchase decision. Concerns about product quality and the return policy may prevent the …

Although the use of 9priceendingsiswidespreadamongstUSreta….Inthispaper,
wepresentaseriesofthreefield-studiesinwhichpriceendingswereexperimen …

We use the results of three large-scale field experiments to investigate how the depth of a
current price promotion affects future purchasing of first-time and established customers …

Deceptive signalling occurs when resource seekers provide communication or observable
behaviour that seems to indicate high‐quality attributes yet actually misleads about the …

Managers often state that they are reluctant to vary prices for fear of “antagonizing
customers.” However, there is no empirical evidence that antagonizing customers through …

Marketers disclose quality information directly to potential consumers using a variety of
communication channels. This study investigates how competition may influence duopoly …

This paper explores whether and how a firm should adapt its strategy in view of consumer
use of prior customer ratings. Specifically, we consider optimal pricing and whether the firm …

Research on consumer in-store shopping behavior does not account for the existence of
different types of display locations (eg storefront, store rear, secondary, front end cap, rear …

It is well known that sellers can use warranties to screen consumers and increase profits.
The ability of warranties to signal is also well accepted. The author considers a situation in …