A reverse mechanism of advance selling driven by information asymmetry and competition

Zou, Yi

doi:10.1016/j.heliyon.2023.e15615

Cited by 2 publications

(2 citation statements)

References 36 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“…Wang et al [ 18 ] measure consumer utility based on time preference and compare four presale strategy models to maximize seller revenue. Zou [ 19 ] reports that in the face of market competition and information asymmetry, retailers adopt a reverse presale model that promotes the retailer’s market share while increasing the enterprise’s profits and order quantity. Yang et al [ 20 ] consider retailer fairness concerns and construct three game models to analyze the impact of the presale scale and consumer green preferences on the optimal supply chain decision.…”

Section: Literature Reviewmentioning

confidence: 99%

“…Noori-daryan et al [10] examined the behavior of two complementary enterprises in the airline and hospitality industries using advance reservation policies when partial refunds were allowed. Current research on presale strategy focuses primarily on presale pricing [11][12][13], capacity and inventory [14][15][16], return policy and consumer presale regret [17,18] and other presale-related issues [19][20][21]. Zhang et al [11] shows that under the presale mode of new products, the influence of reference price on the presale decision and pricing.…”

Section: Presale Strategymentioning

confidence: 99%

See 1 more Smart Citation

Selection of presale models for innovative products considering channel preferences and valuation differences

Jiang,

Qin,

Zuo

et al. 2024

PLoS ONE

View full text Add to dashboard Cite

To reduce financial pressure and operational risk, and improve match between supply and demand, an increasing number of enterprises are adopting presales to launch new products. In this context, this paper investigates three presale models for innovative products, namely, the no-presale model, the manufacturer presale model and the retailer presale model. A Hotelling model is used to describe the impact of channel preferences and valuation differences on the two-stage competition between innovative products. Aiming at evaluating the purchase behavior of consumers under three presale modes, a game optimization model is established to analyze the presale decision problem for innovative products under different presale entities. The research shows that: (1) Compared with no-presale, presales can help enterprises obtain more profits. The overall profit of the supply chain is optimal under the retailer presale mode. (2) When the difference in channel preferences is small, the manufacturer obtains the greatest profit by choosing the direct presale model. In contrast, the selection of different presale entities has a significant impact on product sales and supply chain enterprise profits. At this point, the manufacturer should choose the retailer presale model. (3) When the product valuation discount is high, the manufacturer can increase the spot and wholesale prices to induce consumers to choose the presale method to purchase the product. In the opposite situation, the manufacturer should lower the presale price to improve the presale utility of consumers and encourage them to participate in the presale. These conclusions provide more targeted suggestions for enterprises to formulate presale strategies, which can help them grasp market demand and improve market competitiveness.

show abstract

Section: Literature Reviewmentioning

confidence: 99%

Section: Presale Strategymentioning

confidence: 99%

Selection of presale models for innovative products considering channel preferences and valuation differences

Jiang,

Qin,

Zuo

et al. 2024

PLoS ONE

View full text Add to dashboard Cite

show abstract

Drivers and Obstacles of Consumers’ Continuous Participation Intention in Online Pre-Sales: Social Exchange Theory Perspective

Wang,

Qiu,

Yin

et al. 2024

Behavioral Sciences

View full text Add to dashboard Cite

This study focuses on the factors influencing consumers’ continuous participation willingness in online pre-sale activities. Based on perceived value and social exchange theory, it analyzes how perceived benefits (including practical benefits, hedonic benefits, and social benefits) and perceived costs (including search costs, waiting costs, and adjustment costs) affect consumer satisfaction and their continuous participation intention in online pre-sales. A total of 527 valid questionnaires were collected, and structural equation modeling was used for data analysis. The results indicate that perceived benefits are significantly positively correlated with consumer satisfaction and their willingness to continue participating, while perceived costs are significantly negatively correlated with both aspects. Additionally, the study found that product type moderates the effect of perceived benefits and perceived costs on consumer satisfaction. This research helps retailers understand consumers’ willingness to continuously participate in online pre-sales and provides valuable insights for developing pre-sale strategies.

show abstract

A reverse mechanism of advance selling driven by information asymmetry and competition

Cited by 2 publications

References 36 publications

Selection of presale models for innovative products considering channel preferences and valuation differences

Selection of presale models for innovative products considering channel preferences and valuation differences

Drivers and Obstacles of Consumers’ Continuous Participation Intention in Online Pre-Sales: Social Exchange Theory Perspective

Contact Info

Product

Resources

About