Selling an opaque product through an intermediary: The case of disguising one's product

By Scott A. Fay. 2008

138 citations recorded by the source corpus.

Subfields: Marketing, Organizational Behavior and Human Resource Management, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/290c6a0a703c948b50b11ec0c455c7c16b038775

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. Senthil K. Veeraraghavan
2. Gangshu (George) Cai
3. Serguei Netessine
4. Kinshuk Jerath
5. Xuanming Su
6. Zhaolin Li
7. Tamer Boyaci

In Organizational Behavior and Human Resource Management

1. Senthil K. Veeraraghavan
2. Gangshu (George) Cai
3. Serguei Netessine
4. Kinshuk Jerath

In Strategy and Management

1. Senthil K. Veeraraghavan
2. Gangshu (George) Cai
3. Serguei Netessine
4. Kinshuk Jerath
5. Xuanming Su

Citations in the corpus

• Channel Selection and Coordination in Dual-Channel Supply Chains (2010, background): “Interested readers may refer to Ingene and Parry (2004) (Chapter 1) for more properties regarding this utility function.”
• Revenue Management with Strategic Customers: Last-Minute Selling and Opaque Selling (2010, methodology): “We capture this consideration by invoking a horizontal differentiation model similar to that of Fay (2008) and other papers on opaque selling.”