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  • 1
    Online Resource
    Online Resource
    JSTOR ; 1988
    In:  Journal of the American Statistical Association Vol. 83, No. 401 ( 1988-03), p. 150-
    In: Journal of the American Statistical Association, JSTOR, Vol. 83, No. 401 ( 1988-03), p. 150-
    Type of Medium: Online Resource
    ISSN: 0162-1459
    RVK:
    RVK:
    Language: Unknown
    Publisher: JSTOR
    Publication Date: 1988
    detail.hit.zdb_id: 2064981-2
    detail.hit.zdb_id: 207602-0
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  • 2
    Online Resource
    Online Resource
    Informa UK Limited ; 1988
    In:  Journal of the American Statistical Association Vol. 83, No. 401 ( 1988-03), p. 150-159
    In: Journal of the American Statistical Association, Informa UK Limited, Vol. 83, No. 401 ( 1988-03), p. 150-159
    Type of Medium: Online Resource
    ISSN: 0162-1459 , 1537-274X
    RVK:
    RVK:
    Language: English
    Publisher: Informa UK Limited
    Publication Date: 1988
    detail.hit.zdb_id: 2064981-2
    detail.hit.zdb_id: 207602-0
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  • 3
    Online Resource
    Online Resource
    Institute for Operations Research and the Management Sciences (INFORMS) ; 2016
    In:  Manufacturing & Service Operations Management Vol. 18, No. 1 ( 2016-02), p. 34-50
    In: Manufacturing & Service Operations Management, Institute for Operations Research and the Management Sciences (INFORMS), Vol. 18, No. 1 ( 2016-02), p. 34-50
    Abstract: Do service provider efforts to educate customers influence customer outcomes? We analyze the outcome of a field experiment executed by a major public cloud infrastructure services provider in 2011. Out of 2,673 customers who adopted the service during the experiment, 366 received a service intervention: an engagement through which the provider offered initial guidance on how to use basic features of the service. Before execution, it was unclear if this proactive customer education would have positive or negative effects on customer retention and demand for technology support. We show the treatment reduces by half the number of customers who churn from the service during the first week. Further, treated customers ask 19.55% fewer questions during the first week of their tenure than the controls. Although the treatment’s effects decay within one week, we show that such proactive customer education can have significant economic benefits for the provider. In particular, we find that treated customers increase their accumulated usage of the service by 46.57% in the eight months after sign-up. Finally, we provide evidence that the effects of the treatment are strongest among customers who have less experience with the provider.
    Type of Medium: Online Resource
    ISSN: 1523-4614 , 1526-5498
    RVK:
    Language: English
    Publisher: Institute for Operations Research and the Management Sciences (INFORMS)
    Publication Date: 2016
    detail.hit.zdb_id: 2023273-1
    SSG: 3,2
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  • 4
    Online Resource
    Online Resource
    Institute for Operations Research and the Management Sciences (INFORMS) ; 2014
    In:  Manufacturing & Service Operations Management Vol. 16, No. 3 ( 2014-07), p. 346-364
    In: Manufacturing & Service Operations Management, Institute for Operations Research and the Management Sciences (INFORMS), Vol. 16, No. 3 ( 2014-07), p. 346-364
    Abstract: The use of multiattribute auctions for procurement of products and services when both price and quality matter is becoming more frequent. Such auctions often employ scoring rules and are open ended in winner determination. Yet there is a significant gap in the literature on the efficiency of these procurement mechanisms. In this paper, providing a theoretical model and utilizing data from legal service procurement auctions, we study how open-ended scoring auctions can be used effectively in procurement and demonstrate the roles supplier quality and incumbency play in this process. We demonstrate that open-ended auctions can generate substantial savings to a buyer without compromising quality. We study the underlying mechanism and show how the auction format can work to achieve such performance. We find that the buyer's revealed preferences significantly differ from her stated preferences. Finally, we contribute to the understanding of the role of incumbency in procurement auctions by providing evidence that what may be perceived as incumbency bias can in fact be a revelation of preference for quality.
    Type of Medium: Online Resource
    ISSN: 1523-4614 , 1526-5498
    RVK:
    Language: English
    Publisher: Institute for Operations Research and the Management Sciences (INFORMS)
    Publication Date: 2014
    detail.hit.zdb_id: 2023273-1
    SSG: 3,2
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  • 5
    Online Resource
    Online Resource
    Institute for Operations Research and the Management Sciences (INFORMS) ; 2022
    In:  Management Science Vol. 68, No. 1 ( 2022-01), p. 7-8
    In: Management Science, Institute for Operations Research and the Management Sciences (INFORMS), Vol. 68, No. 1 ( 2022-01), p. 7-8
    Type of Medium: Online Resource
    ISSN: 0025-1909 , 1526-5501
    RVK:
    Language: English
    Publisher: Institute for Operations Research and the Management Sciences (INFORMS)
    Publication Date: 2022
    detail.hit.zdb_id: 206345-1
    detail.hit.zdb_id: 2023019-9
    SSG: 3,2
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  • 6
    Online Resource
    Online Resource
    Institute for Operations Research and the Management Sciences (INFORMS) ; 2003
    In:  Management Science Vol. 49, No. 11 ( 2003-11), p. 1597-1615
    In: Management Science, Institute for Operations Research and the Management Sciences (INFORMS), Vol. 49, No. 11 ( 2003-11), p. 1597-1615
    Abstract: This paper surveys the underlying theory and practice in the use of options in support of emerging business-to-business (B2B) markets. Such options, on both capacity and output, play an important role in integrating long- and short-term contracting between multiple buyers and sellers in such markets. This trend is especially important in capital-intensive industries, where improvements in fine tuning the coordination of supply and demand carry large economic benefits. Typically, such options are benchmarked (or defined) on the basis of spot market information conveyed through near real-time B2B transactions. This paper notes broad set of goods and services currently being traded in both B2B short-run markets and long-term contract markets, and reviews economic and managerial frameworks that have been proposed to explain the structure of contracting in these markets. We provide a general framework based on transactions cost economics, and we use this framework to provide review and synthesis of existing literature to explain various types of contracting linked to B2B exchanges in capital-intensive industries. The paper concludes with a discussion of implementation challenges and open research questions.
    Type of Medium: Online Resource
    ISSN: 0025-1909 , 1526-5501
    RVK:
    Language: English
    Publisher: Institute for Operations Research and the Management Sciences (INFORMS)
    Publication Date: 2003
    detail.hit.zdb_id: 206345-1
    detail.hit.zdb_id: 2023019-9
    SSG: 3,2
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  • 7
    Online Resource
    Online Resource
    Institute for Operations Research and the Management Sciences (INFORMS) ; 2013
    In:  Management Science Vol. 59, No. 1 ( 2013-01), p. 102-121
    In: Management Science, Institute for Operations Research and the Management Sciences (INFORMS), Vol. 59, No. 1 ( 2013-01), p. 102-121
    Abstract: We examine whether ownership of intellectual property rights (IPR) or downstream capabilities is effective in encouraging entry into markets complementary to a proprietary platform by preventing the platform owner from expropriating rents from start-ups. We study this question in the context of the software industry, an environment where evidence of the efficacy of IPR as a mechanism to appropriate the returns from innovation has been mixed. Entry, in our context, is measured by an independent software vendor's (ISV's) decision to become certified by a platform owner and produce applications compatible with the platform. We find that ISVs with a greater stock of formal IPR (such as patents and copyrights), and those with stronger downstream capabilities (as measured by trademarks and consulting services) are more likely to join the platform, suggesting that these mechanisms are effective in protecting ISVs from the threat of expropriation. We also find that the effects of IPR on the likelihood of partnership are greater when an ISV has weak downstream capabilities or when the threat of imitation is greater, such as when the markets served by the ISV are growing quickly. This paper was accepted by Gérard P. Cachon, information systems.
    Type of Medium: Online Resource
    ISSN: 0025-1909 , 1526-5501
    RVK:
    Language: English
    Publisher: Institute for Operations Research and the Management Sciences (INFORMS)
    Publication Date: 2013
    detail.hit.zdb_id: 206345-1
    detail.hit.zdb_id: 2023019-9
    SSG: 3,2
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  • 8
    Online Resource
    Online Resource
    Institute for Operations Research and the Management Sciences (INFORMS) ; 2005
    In:  Management Science Vol. 51, No. 3 ( 2005-03), p. 452-466
    In: Management Science, Institute for Operations Research and the Management Sciences (INFORMS), Vol. 51, No. 3 ( 2005-03), p. 452-466
    Abstract: This paper develops a framework for analyzing business-to-business (B2B) transactions and supply chain management based on integrating contract procurement markets with spot markets using capacity options and forwards. The framework is motivated by the emergence of B2B exchanges in several industrial sectors to facilitate such integrated contract and spot procurement. In the framework developed, a buyer and multiple sellers may either contract for delivery in advance (the “contracting” option) or they may buy and sell some or all of their input/output in a spot market. Contract pricing involves both a reservation fee per unit of capacity and an execution fee per unit of output if capacity is called. The key question addressed is the structure of the optimal portfolios of contracting and spot market transactions for the buyer and these sellers, and the pricing thereof in market equilibrium. Existence and structure of market equilibria are characterized for the associated competitive game between sellers with heterogeneous technologies, under the assumption that they know the buyer's demand function. This allows an explicit characterization of the price of capacity options and the value of managerial flexibility, as well as providing conditions under which B2B exchanges are efficient and sustainable.
    Type of Medium: Online Resource
    ISSN: 0025-1909 , 1526-5501
    RVK:
    Language: English
    Publisher: Institute for Operations Research and the Management Sciences (INFORMS)
    Publication Date: 2005
    detail.hit.zdb_id: 206345-1
    detail.hit.zdb_id: 2023019-9
    SSG: 3,2
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  • 9
    In: Journal of the American Statistical Association, Informa UK Limited, Vol. 88, No. 422 ( 1993-06), p. 400-409
    Type of Medium: Online Resource
    ISSN: 0162-1459 , 1537-274X
    RVK:
    RVK:
    Language: English
    Publisher: Informa UK Limited
    Publication Date: 1993
    detail.hit.zdb_id: 2064981-2
    detail.hit.zdb_id: 207602-0
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  • 10
    Online Resource
    Online Resource
    Informa UK Limited ; 2012
    In:  Journal of the Operational Research Society Vol. 63, No. 1 ( 2012-01), p. 79-88
    In: Journal of the Operational Research Society, Informa UK Limited, Vol. 63, No. 1 ( 2012-01), p. 79-88
    Type of Medium: Online Resource
    ISSN: 0160-5682 , 1476-9360
    RVK:
    Language: English
    Publisher: Informa UK Limited
    Publication Date: 2012
    detail.hit.zdb_id: 716033-1
    detail.hit.zdb_id: 2007775-0
    SSG: 3,2
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