Advance Pricing of Services and Other Implications of Separating Purchase and Consumption

By Steven M. Shugan, Jinhong Xie. 2000

253 citations recorded by the source corpus.

Subfields: Marketing, Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/14a38f3a28dd09d03e1fddc5ca241c782f29679e

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Marketing

1. Jinhong Xie
2. Ruth N. Bolton
3. Steven M. Shugan
4. E. Gummesson
5. C. Lovelock
6. M. Myers
7. S. Raj
8. Indrajit Sinha

In Organizational Behavior and Human Resource Management

1. Steven M. Shugan
2. Jinhong Xie
3. Ruth N. Bolton
4. E. Gummesson
5. M. Myers
6. Stephen Louis Vargo
7. Peter C. Verhoef
8. Bård Tronvoll

Citations in the corpus

• Advance-selling as a competitive marketing tool ☆ (2005, methodology): “Second, advance selling can be a tool to produce greater sales in the advance period than in the spot period (Shugan and Xie 2000, Xie and Shugan 2001, Shugan and Xie 2004).”
• Price-Based Global Market Segmentation for Services (2003, background): “The remainder of this section integrates three diverse streams of literature—service strategy, global strategy, and pricing—to provide a conceptual framework for the development of our model (see Figure 1).”
• Whither Services Marketing? (2004, background): “Revenue management strategies (also known as yield management) recognize that many customers explicitly place more value on some time periods than others and that different segments vary widely in their price sensitivity (Kimes and Chase 1998; Kimes and Wirtz 2003; Shugan and Xie 2000).”
• Reference Price Research: Review and Propositions (2005, background): “Reference Price Research / 89 Kalwani and Yim (1992) find that consumers assimilate prices that are within ±4% of the regular price of the brand. Han, Gupta, and Lehmann (2001) propose that the thresholds for assimilating prices are “fuzzy” or probabilistic.”
• Electronic Tickets, Smart Cards, and Online Prepayments: When and How to Advance Sell (2001, background): “Following the Shugan-Xie basic model (Shugan and Xie 2000), we consider potential buyers facing two possible consumption states—favorable or unfavorable (i.e., a two-point Bernoulli distribution).”