Documents disponibles écrits par cet auteur

Goodbye pareto principle, hello long tail / Erik Brynjolfsson in Management science, Vol. 57 N° 8 (Août 2011) 

Public ISBD [article]  in Management science > Vol. 57 N° 8 (Août 2011) . - pp. 1373-1386 Titre : Goodbye pareto principle, hello long tail : The effect of search costs on the concentration of product sales Type de document : texte imprimé Auteurs : Erik Brynjolfsson, Auteur ; Yu (Jeffrey) Hu, Auteur ; Duncan Simester, Auteur Année de publication : 2011 Article en page(s) : pp. 1373-1386 Note générale : Management Langues : Anglais (eng) Mots-clés : Long  tail  Search  cost  Product  variety  Concentration  Product  sales  Internet  Electronic  commerce Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : Many markets have historically been dominated by a small number of best-selling products. The Pareto principle, also known as the 80/20 rule, describes this common pattern of sales concentration. However, information technology in general and Internet markets in particular have the potential to substantially increase the collective share of niche products, thereby creating a longer tail in the distribution of sales. This paper investigates the Internet's “long tail” phenomenon. By analyzing data collected from a multichannel retailer, it provides empirical evidence that the Internet channel exhibits a significantly less concentrated sales distribution when compared with traditional channels. Previous explanations for this result have focused on differences in product availability between channels. However, we demonstrate that the result survives even when the Internet and traditional channels share exactly the same product availability and prices. Instead, we find that consumers' usage of Internet search and discovery tools, such as recommendation engines, are associated with an increase the share of niche products. We conclude that the Internet's long tail is not solely due to the increase in product selection but may also partly reflect lower search costs on the Internet. If the relationships we uncover persist, the underlying trends in technology portend an ongoing shift in the distribution of product sales. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/8.toc [article] Goodbye pareto principle, hello long tail : The effect of search costs on the concentration of product sales [texte imprimé] / Erik Brynjolfsson, Auteur ; Yu (Jeffrey) Hu, Auteur ; Duncan Simester, Auteur . - 2011 . - pp. 1373-1386. Management Langues : Anglais (eng) in Management science > Vol. 57 N° 8 (Août 2011) . - pp. 1373-1386 Mots-clés : Long  tail  Search  cost  Product  variety  Concentration  Product  sales  Internet  Electronic  commerce Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : Many markets have historically been dominated by a small number of best-selling products. The Pareto principle, also known as the 80/20 rule, describes this common pattern of sales concentration. However, information technology in general and Internet markets in particular have the potential to substantially increase the collective share of niche products, thereby creating a longer tail in the distribution of sales. This paper investigates the Internet's “long tail” phenomenon. By analyzing data collected from a multichannel retailer, it provides empirical evidence that the Internet channel exhibits a significantly less concentrated sales distribution when compared with traditional channels. Previous explanations for this result have focused on differences in product availability between channels. However, we demonstrate that the result survives even when the Internet and traditional channels share exactly the same product availability and prices. Instead, we find that consumers' usage of Internet search and discovery tools, such as recommendation engines, are associated with an increase the share of niche products. We conclude that the Internet's long tail is not solely due to the increase in product selection but may also partly reflect lower search costs on the Internet. If the relationships we uncover persist, the underlying trends in technology portend an ongoing shift in the distribution of product sales. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/8.toc

Managing product variety and collocation in a competitive environment: an empirical investigation of consumer electronics retailing / Charlotte R. Ren in Management science, Vol. 57 N° 6 (Juin 2011) 

Public ISBD [article]  in Management science > Vol. 57 N° 6 (Juin 2011) . - pp. 1009-1024 Titre : Managing product variety and collocation in a competitive environment: an empirical investigation of consumer electronics retailing Type de document : texte imprimé Auteurs : Charlotte R. Ren, Auteur ; Ye Hu, Auteur ; Yu (Jeffrey) Hu, Auteur Année de publication : 2011 Article en page(s) : pp. 1009-1024 Note générale : Management Langues : Anglais (eng) Mots-clés : Product  variety  Competition  Collocation  Differentiation Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : Product variety is an important strategic tool that firms can use to attract customers and respond to competition. This study focuses on the retail industry and investigates how stores manage their product variety, contingent on the presence of competition and their actual distance from rivals. Using a unique data set that contains all Best Buy and Circuit City stores in the United States, the authors find that a store's product variety (i.e., number of stock-keeping units) increases if a rival store exists in its market but, in the presence of such competition, decreases when the rival store is collocated (within one mile of the focal store). Moreover, collocated rival stores tend to differentiate themselves by overlapping less in product range than do noncollocated rivals. This smaller and more differentiated product variety may be because of coordinated interactions between collocated stores. In summary, this paper presents evidence of both coordination and competition in retailers' use of product variety. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/6.toc [article] Managing product variety and collocation in a competitive environment: an empirical investigation of consumer electronics retailing [texte imprimé] / Charlotte R. Ren, Auteur ; Ye Hu, Auteur ; Yu (Jeffrey) Hu, Auteur . - 2011 . - pp. 1009-1024. Management Langues : Anglais (eng) in Management science > Vol. 57 N° 6 (Juin 2011) . - pp. 1009-1024 Mots-clés : Product  variety  Competition  Collocation  Differentiation Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : Product variety is an important strategic tool that firms can use to attract customers and respond to competition. This study focuses on the retail industry and investigates how stores manage their product variety, contingent on the presence of competition and their actual distance from rivals. Using a unique data set that contains all Best Buy and Circuit City stores in the United States, the authors find that a store's product variety (i.e., number of stock-keeping units) increases if a rival store exists in its market but, in the presence of such competition, decreases when the rival store is collocated (within one mile of the focal store). Moreover, collocated rival stores tend to differentiate themselves by overlapping less in product range than do noncollocated rivals. This smaller and more differentiated product variety may be because of coordinated interactions between collocated stores. In summary, this paper presents evidence of both coordination and competition in retailers' use of product variety. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/57/6.toc

Technology usage and online sales / Prabuddha De in Management science, Vol. 56 N° 11 (Novembre 2010) 

Public ISBD [article]  in Management science > Vol. 56 N° 11 (Novembre 2010) . - pp. 1930-1945 Titre : Technology usage and online sales : An empirical study Type de document : texte imprimé Auteurs : Prabuddha De, Auteur ; Yu (Jeffrey) Hu, Auteur ; Mohammad S. Rahman, Auteur Année de publication : 2011 Article en page(s) : pp. 1930-1945 Note générale : Management Langues : Anglais (eng) Mots-clés : Electronic  commerce  Internet  Technology  usage  Online  sales  Search  Recommendation Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : Despite the widespread adoption of search and recommendation technologies on the Internet, empirical research that examines the effect of these technologies is scarce. How do online consumers use these technologies? Does consumers' technology usage have an effect on the sales to them or their purchasing patterns? This paper empirically measures consumers' usage of website technologies by analyzing server log data. We match technology usage data to sales data, controlling for consumers' historical purchasing behavior. Our unique data set allows us to reveal the relationship between technology usage and online sales. Our analyses show that consumers' information technology usage has a significant effect on the sales to them, but this effect varies for different technologies and across different products. In particular, the use of directed search has a positive effect on the sales of promoted products, whereas it has a negative effect on the sales of nonpromoted products. In contrast, the use of a recommendation system has a positive effect on the sales of both promoted and nonpromoted products. Surprisingly, the use of nondirected search has an insignificant effect on online sales. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/cgi/content/abstract/56/11/1930 [article] Technology usage and online sales : An empirical study [texte imprimé] / Prabuddha De, Auteur ; Yu (Jeffrey) Hu, Auteur ; Mohammad S. Rahman, Auteur . - 2011 . - pp. 1930-1945. Management Langues : Anglais (eng) in Management science > Vol. 56 N° 11 (Novembre 2010) . - pp. 1930-1945 Mots-clés : Electronic  commerce  Internet  Technology  usage  Online  sales  Search  Recommendation Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : Despite the widespread adoption of search and recommendation technologies on the Internet, empirical research that examines the effect of these technologies is scarce. How do online consumers use these technologies? Does consumers' technology usage have an effect on the sales to them or their purchasing patterns? This paper empirically measures consumers' usage of website technologies by analyzing server log data. We match technology usage data to sales data, controlling for consumers' historical purchasing behavior. Our unique data set allows us to reveal the relationship between technology usage and online sales. Our analyses show that consumers' information technology usage has a significant effect on the sales to them, but this effect varies for different technologies and across different products. In particular, the use of directed search has a positive effect on the sales of promoted products, whereas it has a negative effect on the sales of nonpromoted products. In contrast, the use of a recommendation system has a positive effect on the sales of both promoted and nonpromoted products. Surprisingly, the use of nondirected search has an insignificant effect on online sales. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/cgi/content/abstract/56/11/1930