Please use this identifier to cite or link to this item: https://repository.iimb.ac.in/handle/2074/15381
Title: Waterfall versus sprinkler product launch strategy: Influencing the herd
Authors: Bhalla, Manaswini 
Keywords: Marketing;Consumption;Consumer services
Issue Date: 2013
Conference: 20th April, 2011, Indira Gandhi Institute of Development and Research, Mumbai 
Abstract: A seller decides the price and sequence in which a product of unknown value is introduced to consumers. Consumers inspect the product before consumption and observe past prices and sales. Consumption at a high price is informative for later consumers as it indicates that the product is likely to be of high value. I show that on an average prices decrease over time. However, expected revenue on an average rises over time. For a high enough discount factor, I find that for extreme beliefs the firm introduces the product to all consumers but for intermediate values the product is introduced only to one consumer.
URI: https://repository.iimb.ac.in/handle/2074/15381
Appears in Collections:2010-2019 P

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