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发布日期：2015-12-22 14:16 来源：北京大学国家发展研究院
This Thursday on December 24 at 14:00-15:30 in CCER Zhifuxuan, we will have Dr. Liu Lin to give us a lecture. He is currently an assistant professor at University of central Florida. 时间：12月24日（星期四）下午2:00-3:30 地点：致福轩 主讲人：Liu Lin 题目：Vertical Probabilistic Selling: the Role of Consumer Anticipated Regret 摘要：This paper studies vertical probabilistic selling (mixing products with different qualities) when firms compete, and consumers have different abilities to anticipate the potential post-purchase regret raised by the possibility of obtaining the inferior products. We show that, when consumers have either no or full ability to anticipate the regret, probabilistic selling emerges only when the product differentiation between firms is intermediate. However, when consumers have partial ability to anticipate the regret, probabilistic selling will arise more often and yield higher profit compared with the previous two cases. This is due to the “reverse quality discrimination”: the perceived quality of the random product becomes non-increasing in consumer type. Such reverse discrimination can increase product differentiation at competition margin and, meanwhile, maintain sufficient attractiveness of the random product for infra-marginal consumers. Nevertheless, consumers’ perceived quality of the random product is not fully reversed in the full anticipation case, and this mutes the benefits from the“reverse quality discrimination.” Thus, the profit of probabilistic selling is not monotone in consumers’ ability to anticipate regret. Accordingly, the random product provider prefers consumers to anticipate the regret partially, but not fully. In addition, the probabilistic selling always benefits its provider, but may hurt the competitor. 主讲人简介： Lin received his Ph.D. from the University of Southern California, M.S. from Emory University, and B.E. from Tsinghua University. His research interests include the application of industrial organization models in marketing, online shopping intermediaries, e-commerce and consumer product evaluation. His papers have appeared in Management Science and Journal of Economics and Management Strategy. His webpage: https://business.ucf.edu/person/lin-liu/
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教学项目展开 / 收起
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sidenav header background[12月24日]管理学workshop
发布日期：2015-12-22 14:16 来源：北京大学国家发展研究院
This Thursday on December 24 at 14:00-15:30 in CCER Zhifuxuan, we will have Dr. Liu Lin to give us a lecture. He is currently an assistant professor at University of central Florida. 时间：12月24日（星期四）下午2:00-3:30 地点：致福轩 主讲人：Liu Lin 题目：Vertical Probabilistic Selling: the Role of Consumer Anticipated Regret 摘要：This paper studies vertical probabilistic selling (mixing products with different qualities) when firms compete, and consumers have different abilities to anticipate the potential post-purchase regret raised by the possibility of obtaining the inferior products. We show that, when consumers have either no or full ability to anticipate the regret, probabilistic selling emerges only when the product differentiation between firms is intermediate. However, when consumers have partial ability to anticipate the regret, probabilistic selling will arise more often and yield higher profit compared with the previous two cases. This is due to the “reverse quality discrimination”: the perceived quality of the random product becomes non-increasing in consumer type. Such reverse discrimination can increase product differentiation at competition margin and, meanwhile, maintain sufficient attractiveness of the random product for infra-marginal consumers. Nevertheless, consumers’ perceived quality of the random product is not fully reversed in the full anticipation case, and this mutes the benefits from the“reverse quality discrimination.” Thus, the profit of probabilistic selling is not monotone in consumers’ ability to anticipate regret. Accordingly, the random product provider prefers consumers to anticipate the regret partially, but not fully. In addition, the probabilistic selling always benefits its provider, but may hurt the competitor. 主讲人简介： Lin received his Ph.D. from the University of Southern California, M.S. from Emory University, and B.E. from Tsinghua University. His research interests include the application of industrial organization models in marketing, online shopping intermediaries, e-commerce and consumer product evaluation. His papers have appeared in Management Science and Journal of Economics and Management Strategy. His webpage: https://business.ucf.edu/person/lin-liu/
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