Documents disponibles écrits par cet auteur

How does the variance of product ratings matter? / Monic Sun in Management science, Vol. 58 N° 4 (Avril 2012) 

Public ISBD [article]  in Management science > Vol. 58 N° 4 (Avril 2012) . - pp. 696-707 Titre : How does the variance of product ratings matter? Type de document : texte imprimé Auteurs : Monic Sun, Auteur Année de publication : 2012 Article en page(s) : pp. 696-707 Note générale : Management Langues : Anglais (eng) Mots-clés : Information  transmission  Product  ratings  Social  media  User-generated  content Résumé : This paper examines the informational role of product ratings. We build a theoretical model in which ratings can help consumers figure out how much they would enjoy the product. In our model, a high average rating indicates a high product quality, whereas a high variance of ratings is associated with a niche product, one that some consumers love and others hate. Based on its informational role, a higher variance would correspond to a higher subsequent demand if and only if the average rating is low. We find empirical evidence that is consistent with the theoretical predictions with book data from Amazon.com and BN.com. A higher standard deviation of ratings on Amazon improves a book's relative sales rank when the average rating is lower than 4.1 stars, which is true for 35% of all the books in our sample. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/58/4/696.abstract [article] How does the variance of product ratings matter? [texte imprimé] / Monic Sun, Auteur . - 2012 . - pp. 696-707. Management Langues : Anglais (eng) in Management science > Vol. 58 N° 4 (Avril 2012) . - pp. 696-707 Mots-clés : Information  transmission  Product  ratings  Social  media  User-generated  content Résumé : This paper examines the informational role of product ratings. We build a theoretical model in which ratings can help consumers figure out how much they would enjoy the product. In our model, a high average rating indicates a high product quality, whereas a high variance of ratings is associated with a niche product, one that some consumers love and others hate. Based on its informational role, a higher variance would correspond to a higher subsequent demand if and only if the average rating is low. We find empirical evidence that is consistent with the theoretical predictions with book data from Amazon.com and BN.com. A higher standard deviation of ratings on Amazon improves a book's relative sales rank when the average rating is lower than 4.1 stars, which is true for 35% of all the books in our sample. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/58/4/696.abstract

Optimal search for product information / Fernando Branco in Management science, Vol. 58 N° 11 (Novembre 2012) 

Public ISBD [article]  in Management science > Vol. 58 N° 11 (Novembre 2012) . - pp. 2037-2056 Titre : Optimal search for product information Type de document : texte imprimé Auteurs : Fernando Branco, Auteur ; Monic Sun, Auteur ; J. Miguel Villas-Boas, Auteur Année de publication : 2013 Article en page(s) : pp. 2037-2056 Note générale : Management Langues : Anglais (eng) Mots-clés : Marketing  Pricing  Search  costs  Information  Learning Résumé : Consumers often need to search for product information before making purchase decisions. We consider a tractable (continuous-time) model of gradual learning, in which consumers incur search costs to learn further product information, and update their expected utility of the product at each search occasion. We characterize the optimal stopping rules for either purchase, or no purchase, as a function of search costs and of the importance/informativeness of each attribute. This paper also characterizes how the likelihood of purchase changes with the ex ante expected utility, search costs, and the importance/informativeness of each attribute. We discuss optimal pricing, the impact of consumer search on profits and social welfare, and how the seller chooses its price to strategically affect the extent of the consumers' search behavior. We show that lower search costs can hurt the consumer because the seller may then choose to charge higher prices. Discounting creates asymmetry in the purchase and no-purchase search thresholds, and may lead to lower prices if search occurs in equilibrium, or higher prices if there is no search in equilibrium. This paper also considers searching for signals of the value of the product, heterogeneous importance of attributes, endogenous intensity of search, and social learning. ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/58/11/2037.abstract [article] Optimal search for product information [texte imprimé] / Fernando Branco, Auteur ; Monic Sun, Auteur ; J. Miguel Villas-Boas, Auteur . - 2013 . - pp. 2037-2056. Management Langues : Anglais (eng) in Management science > Vol. 58 N° 11 (Novembre 2012) . - pp. 2037-2056 Mots-clés : Marketing  Pricing  Search  costs  Information  Learning Résumé : Consumers often need to search for product information before making purchase decisions. We consider a tractable (continuous-time) model of gradual learning, in which consumers incur search costs to learn further product information, and update their expected utility of the product at each search occasion. We characterize the optimal stopping rules for either purchase, or no purchase, as a function of search costs and of the importance/informativeness of each attribute. This paper also characterizes how the likelihood of purchase changes with the ex ante expected utility, search costs, and the importance/informativeness of each attribute. We discuss optimal pricing, the impact of consumer search on profits and social welfare, and how the seller chooses its price to strategically affect the extent of the consumers' search behavior. We show that lower search costs can hurt the consumer because the seller may then choose to charge higher prices. Discounting creates asymmetry in the purchase and no-purchase search thresholds, and may lead to lower prices if search occurs in equilibrium, or higher prices if there is no search in equilibrium. This paper also considers searching for signals of the value of the product, heterogeneous importance of attributes, endogenous intensity of search, and social learning. ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/58/11/2037.abstract