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Advance selling decisions with overconfident consumers
1. | College of Business Administration, Hunan University, Changsha 410082, China, China |
2. | Nanyang Business School, Nanyang Technological University, Nanyang Avenue, 639798, Singapore |
References:
[1] |
O. Bar-Gill and R. Stone, Pricing misperceptions: Explaining pricing structure in the cell phone service market, Journal of Empirical Legal Studies, 9 (2012), 430-456.
doi: 10.1111/j.1740-1461.2012.01258.x. |
[2] |
W. L. Cooper, T. Homem-de-Mello and A. J. Kleywegt, Models of the spiral-down effect in revenue management, Operations Research, 54 (2006), 968-987.
doi: 10.1287/opre.1060.0304. |
[3] |
W. L. Cooper and L. Li, On the use of buy up as a model of customer choice in revenue management, Production and Operations Management, 21 (2012), 833-850.
doi: 10.1111/j.1937-5956.2012.01352.x. |
[4] |
D. C. Croson, R. Croson and Y. Ren, How to manage an overconfident newsvendor, 2008. Available from: http://www.researchgate.net/profile/ David_Croson/ publication/228434339_How_to_manage_an_overconfident_newsvendor/links/ 546284ef0cf2837efdaffc04.pdf. |
[5] |
F. Gino and G. Pisano, Toward a theory of behavioral operations, Manufacturing & Service Operations Management, 10 (2008), 676-691.
doi: 10.1287/msom.1070.0205. |
[6] |
M. D. Grubb, Selling to overconfident consumers, American Economic Review, 99 (2009), 1770-1807. |
[7] |
U. Malmendier and G. Tate, CEO overconfidence and corporate investment, The Journal of Finance, 60 (2005), 2661-2700.
doi: 10.1111/j.1540-6261.2005.00813.x. |
[8] |
D. A. Moore and P. J. Healy, The trouble with overconfidence, Psychological Review, 115 (2008), 502-517.
doi: 10.1037/0033-295X.115.2.502. |
[9] |
Ö. Özer and Y. Zheng, Behavioral Issues in Pricing Management, in The Oxford Handbook of Pricing Management (eds. Ö. Özer and R. Phillips), Oxford University Press, 2011. |
[10] |
I. Popescu and Y. Wu, Dynamic pricing strategies with reference effects, Operations Research, 55 (2007), 413-429.
doi: 10.1287/opre.1070.0393. |
[11] |
A. Prasad, K. E. Stecke and X. Zhao, Advance selling by a newsvendor retailer, Production and Operations Management, 20 (2011), 129-142. |
[12] |
Y. Ren, Biased Decisions: Three Essays on Decision Making, Ph.D thesis, University of Texas at Dallas, 2010. |
[13] |
Y. Ren and R. Croson, Overconfidence in newsvendor orders: An experimental study, Management Science, 59 (2013), 2502-2517.
doi: 10.1287/mnsc.2013.1715. |
[14] |
E. Van den Steen, Overconfidence by Bayesian-rational agents, Management Science, 57 (2011), 884-896. |
[15] |
S. D. Vigna and U. Malmendier, Contract design and self-control: Theory and evidence, The Quarterly Journal of Economics, CXIX (2004), 353-402. |
[16] |
J. Xie and S. M. Shugan, Electronic tickets, smart cards, and online prepayments: When and how to advance sell, Marketing Science, 20 (2001), 219-243.
doi: 10.1287/mksc.20.3.219.9765. |
[17] |
M. Yu, R. Kapuscinski and H. Ahn, Advance selling with interdependent customer valuations, 2011. Available from: http://papers.ssrn.com/sol3/papers.cfm?abstract_id=2042755. |
[18] |
T. R. Zenger, Why do employers only reward extreme performance? Examining the relationships among performance, pay, and turnover, Administrative Science Quarterly, 37 (1992), 198-219.
doi: 10.2307/2393221. |
[19] |
X. Zhao and K. E. Stecke, Pre-orders for new to-be-released products considering consumer loss aversion, Production and Operations Management, 19 (2010), 198-215.
doi: 10.1111/j.1937-5956.2009.01092.x. |
show all references
References:
[1] |
O. Bar-Gill and R. Stone, Pricing misperceptions: Explaining pricing structure in the cell phone service market, Journal of Empirical Legal Studies, 9 (2012), 430-456.
doi: 10.1111/j.1740-1461.2012.01258.x. |
[2] |
W. L. Cooper, T. Homem-de-Mello and A. J. Kleywegt, Models of the spiral-down effect in revenue management, Operations Research, 54 (2006), 968-987.
doi: 10.1287/opre.1060.0304. |
[3] |
W. L. Cooper and L. Li, On the use of buy up as a model of customer choice in revenue management, Production and Operations Management, 21 (2012), 833-850.
doi: 10.1111/j.1937-5956.2012.01352.x. |
[4] |
D. C. Croson, R. Croson and Y. Ren, How to manage an overconfident newsvendor, 2008. Available from: http://www.researchgate.net/profile/ David_Croson/ publication/228434339_How_to_manage_an_overconfident_newsvendor/links/ 546284ef0cf2837efdaffc04.pdf. |
[5] |
F. Gino and G. Pisano, Toward a theory of behavioral operations, Manufacturing & Service Operations Management, 10 (2008), 676-691.
doi: 10.1287/msom.1070.0205. |
[6] |
M. D. Grubb, Selling to overconfident consumers, American Economic Review, 99 (2009), 1770-1807. |
[7] |
U. Malmendier and G. Tate, CEO overconfidence and corporate investment, The Journal of Finance, 60 (2005), 2661-2700.
doi: 10.1111/j.1540-6261.2005.00813.x. |
[8] |
D. A. Moore and P. J. Healy, The trouble with overconfidence, Psychological Review, 115 (2008), 502-517.
doi: 10.1037/0033-295X.115.2.502. |
[9] |
Ö. Özer and Y. Zheng, Behavioral Issues in Pricing Management, in The Oxford Handbook of Pricing Management (eds. Ö. Özer and R. Phillips), Oxford University Press, 2011. |
[10] |
I. Popescu and Y. Wu, Dynamic pricing strategies with reference effects, Operations Research, 55 (2007), 413-429.
doi: 10.1287/opre.1070.0393. |
[11] |
A. Prasad, K. E. Stecke and X. Zhao, Advance selling by a newsvendor retailer, Production and Operations Management, 20 (2011), 129-142. |
[12] |
Y. Ren, Biased Decisions: Three Essays on Decision Making, Ph.D thesis, University of Texas at Dallas, 2010. |
[13] |
Y. Ren and R. Croson, Overconfidence in newsvendor orders: An experimental study, Management Science, 59 (2013), 2502-2517.
doi: 10.1287/mnsc.2013.1715. |
[14] |
E. Van den Steen, Overconfidence by Bayesian-rational agents, Management Science, 57 (2011), 884-896. |
[15] |
S. D. Vigna and U. Malmendier, Contract design and self-control: Theory and evidence, The Quarterly Journal of Economics, CXIX (2004), 353-402. |
[16] |
J. Xie and S. M. Shugan, Electronic tickets, smart cards, and online prepayments: When and how to advance sell, Marketing Science, 20 (2001), 219-243.
doi: 10.1287/mksc.20.3.219.9765. |
[17] |
M. Yu, R. Kapuscinski and H. Ahn, Advance selling with interdependent customer valuations, 2011. Available from: http://papers.ssrn.com/sol3/papers.cfm?abstract_id=2042755. |
[18] |
T. R. Zenger, Why do employers only reward extreme performance? Examining the relationships among performance, pay, and turnover, Administrative Science Quarterly, 37 (1992), 198-219.
doi: 10.2307/2393221. |
[19] |
X. Zhao and K. E. Stecke, Pre-orders for new to-be-released products considering consumer loss aversion, Production and Operations Management, 19 (2010), 198-215.
doi: 10.1111/j.1937-5956.2009.01092.x. |
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