Group Buying: A New Mechanism for Selling Through Social Interactions
This paper examines a unique selling strategy, Group Buying, under which consumers enjoy a discounted group price if they are willing and able to achieve a required group size and coordinate their transaction time. We argue that Group Buying allows a seller to gain from facilitating consumer social...
Saved in:
| Published in | Management science Vol. 57; no. 8; pp. 1354 - 1372 |
|---|---|
| Main Authors | , |
| Format | Journal Article |
| Language | English |
| Published |
Hanover, MD
INFORMS
01.08.2011
Institute for Operations Research and the Management Sciences |
| Series | Management Science |
| Subjects | |
| Online Access | Get full text |
Cover
Loading…
| Abstract | This paper examines a unique selling strategy, Group Buying, under which consumers enjoy a discounted group price if they are willing and able to achieve a required group size and coordinate their transaction time. We argue that Group Buying allows a seller to gain from facilitating consumer social interaction, i.e., using a group discount to motivate informed customers to work as "sales agents" to acquire less-informed customers through interpersonal information/knowledge sharing. We formally model such an information-sharing effect and examine if and when Group Buying is more profitable than (1) traditional individual-selling strategies, and (2) another popular social interaction scheme, Referral Rewards programs. We show that Group Buying dominates traditional individual-selling strategies when the information/knowledge gap between expert and novice consumers is neither too high nor too low (e.g., for products in the midstage of their life cycle) and when interpersonal information sharing is very efficient (e.g., in cultures that emphasize trust and group conformity, or when implemented through existing online social networks). We also show that, unlike Referral Rewards programs, Group Buying requires information sharing before any transaction takes place, thereby increasing the scale of social interaction but also incurring a higher cost. As a result, Group Buying is optimal when interpersonal communication is very efficient or when the product valuation of the less-informed consumer segment is high.
This paper was accepted by Preyas Desai, marketing. |
|---|---|
| AbstractList | This paper examines a unique selling strategy, Group Buying, under which consumers enjoy a discounted group price if they are willing and able to achieve a required group size and coordinate their transaction time. We argue that Group Buying allows a seller to gain from facilitating consumer social interaction, i.e., using a group discount to motivate informed customers to work as "sales agents" to acquire less-informed customers through interpersonal information/knowledge sharing. We formally model such an information-sharing effect and examine if and when Group Buying is more profitable than (1) traditional individual-selling strategies, and (2) another popular social interaction scheme, Referral Rewards programs. We show that Group Buying dominates traditional individual-selling strategies when the information/knowledge gap between expert and novice consumers is neither too high nor too low (e.g., for products in the midstage of their life cycle) and when interpersonal information sharing is very efficient (e.g., in cultures that emphasize trust and group conformity, or when implemented through existing online social networks). We also show that, unlike Referral Rewards programs, Group Buying requires information sharing before any transaction takes place, thereby increasing the scale of social interaction but also incurring a higher cost. As a result, Group Buying is optimal when interpersonal communication is very efficient or when the product valuation of the less-informed consumer segment is high. This paper was accepted by Preyas Desai, marketing. This paper examines a unique selling strategy, Group Buying, under which consumers enjoy a discounted group price if they are willing and able to achieve a required group size and coordinate their transaction time. We argue that Group Buying allows a seller to gain from facilitating consumer social interaction, i.e., using a group discount to motivate informed customers to work as “sales agents” to acquire less-informed customers through interpersonal information/knowledge sharing. We formally model such an information-sharing effect and examine if and when Group Buying is more profitable than (1) traditional individual-selling strategies, and (2) another popular social interaction scheme, Referral Rewards programs. We show that Group Buying dominates traditional individual-selling strategies when the information/knowledge gap between expert and novice consumers is neither too high nor too low (e.g., for products in the midstage of their life cycle) and when interpersonal information sharing is very efficient (e.g., in cultures that emphasize trust and group conformity, or when implemented through existing online social networks). We also show that, unlike Referral Rewards programs, Group Buying requires information sharing before any transaction takes place, thereby increasing the scale of social interaction but also incurring a higher cost. As a result, Group Buying is optimal when interpersonal communication is very efficient or when the product valuation of the less-informed consumer segment is high. This paper was accepted by Preyas Desai, marketing. This paper examines a unique selling strategy, Group Buying, under which consumers enjoy a discounted group price if they are willing and able to achieve a required group size and coordinate their transaction time. We argue that Group Buying allows a seller to gain from facilitating consumer social interaction, i.e., using a group discount to motivate informed customers to work as "sales agents" to acquire less-informed customers through interpersonal information/knowledge sharing. We formally model such an information-sharing effect and examine if and when Group Buying is more profitable than (1) traditional individual-selling strategies, and (2) another popular social interaction scheme, Referral Rewards programs. We show that Group Buying dominates traditional individual-selling strategies when the information/knowledge gap between expert and novice consumers is neither too high nor too low (e.g., for products in the midstage of their life cycle) and when interpersonal information sharing is very efficient (e.g., in cultures that emphasize trust and group conformity, or when implemented through existing online social networks). We also show that, unlike Referral Rewards programs, Group Buying requires information sharing before any transaction takes place, thereby increasing the scale of social interaction but also incurring a higher cost. As a result, Group Buying is optimal when interpersonal communication is very efficient or when the product valuation of the less-informed consumer segment is high. This paper examines a unique selling strategy, Group Buying, under which consumers enjoy a discounted group price if they are willing and able to achieve a required group size and coordinate their transaction time. We argue that Group Buying allows a seller to gain from facilitating consumer social interaction, i.e., using a group discount to motivate informed customers to work as "sales agents" to acquire less-informed customers through interpersonal information/knowledge sharing. We formally model such an information-sharing effect and examine if and when Group Buying is more profitable than (1) traditional individual-selling strategies, and (2) another popular social interaction scheme, Referral Rewards programs. We show that Group Buying dominates traditional individual-selling strategies when the information/knowledge gap between expert and novice consumers is neither too high nor too low (e.g., for products in the midstage of their life cycle) and when interpersonal information sharing is very efficient (e.g., in cultures that emphasize trust and group conformity, or when implemented through existing online social networks). We also show that, unlike Referral Rewards programs, Group Buying requires information sharing before any transaction takes place, thereby increasing the scale of social interaction but also incurring a higher cost. As a result, Group Buying is optimal when interpersonal communication is very efficient or when the product valuation of the less-informed consumer segment is high. Key words: Group Buying; word of mouth; interpersonal information sharing; Referral Rewards programs; pricing; social interaction; marketing; Internet History: Received May 2, 2009; accepted March 4, 2011, by Preyas Desai, marketing. Published online in Articles in Advance June 30, 2011. This paper examines a unique selling strategy, Group Buying, under which consumers enjoy a discounted group price if they are willing and able to achieve a required group size and coordinate their transaction time. We argue that Group Buying allows a seller to gain from facilitating consumer social interaction, i.e., using a group discount to motivate informed customers to work as "sales agents" to acquire less-informed customers through interpersonal information/knowledge sharing. We formally model such an information-sharing effect and examine if and when Group Buying is more profitable than (1) traditional individual-selling strategies, and (2) another popular social interaction scheme, Referral Rewards programs. We show that Group Buying dominates traditional individual-selling strategies when the information/knowledge gap between expert and novice consumers is neither too high nor too low (e.g., for products in the midstage of their life cycle) and when interpersonal information sharing is very efficient (e.g., in cultures that emphasize trust and group conformity, or when implemented through existing online social networks). We also show that, unlike Referral Rewards programs, Group Buying requires information sharing before any transaction takes place, thereby increasing the scale of social interaction but also incurring a higher cost. As a result, Group Buying is optimal when interpersonal communication is very efficient or when the product valuation of the less-informed consumer segment is high. [PUBLICATION ABSTRACT] |
| Audience | Trade Academic |
| Author | Jing, Xiaoqing Xie, Jinhong |
| Author_xml | – sequence: 1 givenname: Xiaoqing surname: Jing fullname: Jing, Xiaoqing – sequence: 2 givenname: Jinhong surname: Xie fullname: Xie, Jinhong |
| BackLink | http://pascal-francis.inist.fr/vibad/index.php?action=getRecordDetail&idt=24426054$$DView record in Pascal Francis http://econpapers.repec.org/article/inmormnsc/v_3a57_3ay_3a2011_3ai_3a8_3ap_3a1354-1372.htm$$DView record in RePEc |
| BookMark | eNqFkc1v1DAQxS1UJLaFKzekCMStWWwn_gi3bdWWSgscWs6W43WyXiV2sBPQ_vdMulUL0kooGluJf_Ocee8UnfjgLUJvCV4SKsWn3iezJGR-LTh_gRaEUZ4zhskJWmBMWU4qXL1CpyntMMZCCr5AVzcxTEN2Me2dbz9nq-yb_Z19tWarvUt91oSY3dmug8Psfgtou83ugnG6y279aKM2ows-vUYvG90l--ZxP0M_rq_uL7_k6-83t5erdW5YJcec1rqsZEl0Xeq6IdQUlWC04VTophGSGUtLYomoZb0xvC5IJRmvmSS11hsYsThD7w-6Qww_J5tGtQtT9HClkrKUhBSsBOjDAWp1Z5XzTRjhP3uXjFpRzioheVEBlR-hWuthqA6MbRx8_odfHuHh2djemaMN53811FNy3iZYkmu3Y2r1lNJRfRNDStE2aoiu13GvCFZzvmrOV835qjlfaFgfGqIdrHmine9DfEB_qUIzAcseimJCYHNQEmqAms0CKUHVduxB7uOjtToZ3TVRe-PSkywtS8rxg7vvDtwujSE-nzNZMIjw2dfZotin_43xB-f71mU |
| CODEN | MSCIAM |
| CitedBy_id | crossref_primary_10_1016_j_neucom_2015_11_123 crossref_primary_10_1016_j_jretconser_2021_102882 crossref_primary_10_1016_j_rgo_2017_04_001 crossref_primary_10_1108_K_03_2023_0402 crossref_primary_10_1287_mnsc_2015_2298 crossref_primary_10_1287_mnsc_2020_3718 crossref_primary_10_1016_j_elerap_2012_11_006 crossref_primary_10_1080_14783363_2021_1903855 crossref_primary_10_1007_s10257_014_0257_0 crossref_primary_10_1007_s10660_016_9232_9 crossref_primary_10_1016_j_tcs_2020_12_040 crossref_primary_10_2139_ssrn_3345669 crossref_primary_10_1016_j_jretconser_2021_102808 crossref_primary_10_1287_mnsc_2017_2740 crossref_primary_10_1108_K_11_2015_0290 crossref_primary_10_3390_joitmc7010091 crossref_primary_10_1287_mnsc_2023_4948 crossref_primary_10_1007_s10660_016_9214_y crossref_primary_10_1287_mnsc_2020_3840 crossref_primary_10_2139_ssrn_3656742 crossref_primary_10_2139_ssrn_2625901 crossref_primary_10_1007_s10479_021_04261_3 crossref_primary_10_1287_msom_2020_0869 crossref_primary_10_1287_msom_2020_0868 crossref_primary_10_1142_S0217595918500227 crossref_primary_10_2139_ssrn_2353868 crossref_primary_10_2139_ssrn_2405552 crossref_primary_10_4018_IJWSR_2019040102 crossref_primary_10_1016_j_jbusres_2017_06_012 crossref_primary_10_1057_s41272_018_00181_3 crossref_primary_10_1109_ACCESS_2019_2949101 crossref_primary_10_1016_j_ejor_2023_08_042 crossref_primary_10_1016_j_elerap_2024_101357 crossref_primary_10_1016_j_ijhm_2013_06_012 crossref_primary_10_1109_ACCESS_2019_2961975 crossref_primary_10_2139_ssrn_4052385 crossref_primary_10_3934_jimo_2015_11_1 crossref_primary_10_1007_s10586_017_1104_0 crossref_primary_10_1108_APJML_04_2021_0231 crossref_primary_10_1016_j_ejor_2016_05_054 crossref_primary_10_1111_poms_12756 crossref_primary_10_1371_journal_pone_0175687 crossref_primary_10_2139_ssrn_2815290 crossref_primary_10_1108_03090561311324255 crossref_primary_10_1002_nav_21718 crossref_primary_10_1111_deci_12253 crossref_primary_10_2139_ssrn_4592999 crossref_primary_10_2139_ssrn_2580364 crossref_primary_10_1108_JBIM_03_2017_0083 crossref_primary_10_1177_0972150918822106 crossref_primary_10_1007_s10660_018_9315_x crossref_primary_10_3390_su14126968 crossref_primary_10_1080_08911762_2024_2319608 crossref_primary_10_1177_10949968221112624 crossref_primary_10_1007_s11116_019_10064_0 crossref_primary_10_1108_BFJ_03_2012_0058 crossref_primary_10_1016_j_elerap_2015_07_003 crossref_primary_10_1016_j_ins_2018_11_009 crossref_primary_10_2139_ssrn_3242687 crossref_primary_10_2139_ssrn_3967275 crossref_primary_10_1108_IntR_05_2014_0127 crossref_primary_10_2139_ssrn_2859831 crossref_primary_10_1080_10919392_2016_1228353 crossref_primary_10_1287_isre_2022_1138 crossref_primary_10_1111_deci_12612 crossref_primary_10_1007_s11747_011_0283_0 crossref_primary_10_1007_s10479_016_2108_5 crossref_primary_10_1016_j_orl_2012_04_005 crossref_primary_10_1108_JSM_04_2014_0129 crossref_primary_10_1016_j_im_2023_103910 crossref_primary_10_3390_fi7040516 crossref_primary_10_1287_opre_2019_1915 crossref_primary_10_1509_jmr_14_0653 crossref_primary_10_2139_ssrn_2737748 crossref_primary_10_1111_itor_13193 crossref_primary_10_1111_jbl_12157 crossref_primary_10_1002_cb_2246 crossref_primary_10_1111_itor_13075 crossref_primary_10_1002_mde_3180 crossref_primary_10_1016_j_ejor_2024_06_015 crossref_primary_10_1108_INTR_05_2021_0313 crossref_primary_10_1007_s10660_019_09357_4 crossref_primary_10_1016_j_knosys_2015_09_009 crossref_primary_10_1016_j_ejor_2019_05_019 crossref_primary_10_2139_ssrn_4082229 crossref_primary_10_1007_s11002_014_9289_y crossref_primary_10_1016_j_ejor_2018_02_051 crossref_primary_10_54691_bcpbm_v38i_4047 crossref_primary_10_1002_mde_3987 crossref_primary_10_2139_ssrn_1862465 crossref_primary_10_1002_mde_4030 crossref_primary_10_1002_nav_21970 crossref_primary_10_1108_INTR_11_2019_0444 crossref_primary_10_1016_j_chb_2018_03_028 crossref_primary_10_1108_JPBM_06_2014_0631 crossref_primary_10_1108_NBRI_11_2017_0064 crossref_primary_10_1016_j_tele_2016_12_001 crossref_primary_10_1287_mnsc_2014_2004 crossref_primary_10_2139_ssrn_2542037 crossref_primary_10_2139_ssrn_2925962 crossref_primary_10_1287_msom_2022_1083 crossref_primary_10_1007_s10660_022_09619_8 crossref_primary_10_1111_poms_13782 crossref_primary_10_4018_IJEIS_326549 crossref_primary_10_1080_19368623_2017_1272085 crossref_primary_10_1287_mksc_2014_0900 crossref_primary_10_1111_jems_12000 crossref_primary_10_1016_j_eswa_2023_121911 crossref_primary_10_1016_j_jbusres_2014_03_008 crossref_primary_10_1108_IJRDM_09_2013_0183 crossref_primary_10_1007_s11518_016_5326_0 crossref_primary_10_4018_JOEUC_2020100101 crossref_primary_10_1016_j_elerap_2014_10_005 crossref_primary_10_1111_ajsp_12083 crossref_primary_10_1007_s11276_021_02600_7 crossref_primary_10_3390_su13042366 crossref_primary_10_1016_j_ijpe_2024_109170 crossref_primary_10_1016_j_ejor_2019_07_016 crossref_primary_10_1016_j_ejor_2020_11_019 crossref_primary_10_1287_mnsc_2016_2666 crossref_primary_10_2139_ssrn_3348692 crossref_primary_10_1080_00207543_2014_965350 crossref_primary_10_1016_j_cie_2021_107179 crossref_primary_10_1111_itor_12482 crossref_primary_10_1287_deca_2021_0427 crossref_primary_10_2753_JEC1086_4415180205 crossref_primary_10_2139_ssrn_3095094 crossref_primary_10_2139_ssrn_3352047 crossref_primary_10_1080_08961530_2014_967902 crossref_primary_10_1287_isre_2017_0772 crossref_primary_10_2139_ssrn_1727508 crossref_primary_10_2139_ssrn_2577275 crossref_primary_10_1007_s11518_013_5225_6 crossref_primary_10_1123_ijsc_2018_0104 crossref_primary_10_1142_S0219622014500898 crossref_primary_10_1007_s10660_018_9288_9 crossref_primary_10_1007_s12525_024_00702_6 crossref_primary_10_3390_su11041016 crossref_primary_10_2139_ssrn_2103979 crossref_primary_10_2139_ssrn_3267076 crossref_primary_10_2139_ssrn_3275449 crossref_primary_10_1108_13555851311314031 crossref_primary_10_1080_10919392_2020_1761750 crossref_primary_10_3934_jimo_2013_9_291 crossref_primary_10_1080_10864415_2021_1967007 crossref_primary_10_1080_10864415_2021_1967006 crossref_primary_10_3389_fpsyg_2022_933633 crossref_primary_10_14424_ijcscm110121_34_48 crossref_primary_10_1016_j_ejor_2013_10_031 crossref_primary_10_1016_j_jretconser_2015_12_005 crossref_primary_10_1080_17517575_2017_1412503 crossref_primary_10_1108_IJCHM_02_2014_0090 crossref_primary_10_1007_s11747_022_00837_y crossref_primary_10_1016_j_omega_2022_102636 crossref_primary_10_3280_MC2014_003004 crossref_primary_10_3390_math11244951 crossref_primary_10_1002_joom_1121 crossref_primary_10_1016_j_rgo_2018_09_001 crossref_primary_10_1002_mde_3825 crossref_primary_10_1016_j_elerap_2017_07_003 crossref_primary_10_1016_j_knosys_2019_105108 crossref_primary_10_1016_j_jretconser_2017_02_002 crossref_primary_10_1287_mksc_2018_1121 crossref_primary_10_1287_mnsc_2023_4691 crossref_primary_10_2139_ssrn_2506352 crossref_primary_10_1287_isre_2021_1089 crossref_primary_10_1177_0149206312439327 crossref_primary_10_1287_mnsc_2014_2015 crossref_primary_10_1109_TEVC_2021_3091615 crossref_primary_10_25300_MISQ_2021_15352 crossref_primary_10_1016_j_knosys_2018_09_024 crossref_primary_10_1111_poms_13150 crossref_primary_10_1016_j_im_2017_03_001 crossref_primary_10_1016_j_omega_2015_10_003 crossref_primary_10_1080_00207543_2017_1282643 crossref_primary_10_1287_isre_2021_1070 crossref_primary_10_1016_j_elerap_2012_12_002 crossref_primary_10_1016_j_dss_2023_113980 crossref_primary_10_1057_jors_2016_29 crossref_primary_10_1111_poms_13948 crossref_primary_10_3233_HSM_150837 crossref_primary_10_1016_j_im_2015_04_004 crossref_primary_10_1016_j_jbusres_2022_03_093 crossref_primary_10_12677_orf_2024_142175 crossref_primary_10_2139_ssrn_2176554 crossref_primary_10_3390_su15032433 crossref_primary_10_1177_0022242919874049 crossref_primary_10_1287_mnsc_2013_1740 crossref_primary_10_1287_mnsc_2018_3034 crossref_primary_10_1016_j_ijresmar_2016_05_001 crossref_primary_10_1080_15332861_2018_1463804 |
| Cites_doi | 10.1509/jmkg.70.3.074 10.1287/mksc.1040.0071 10.1287/mnsc.48.9.1143.172 10.1287/mksc.1040.0096 10.1177/002224296903300303 10.2307/3087440 10.1287/mksc.1070.0318 10.1287/mnsc.41.9.1509 10.1177/002224378001700405 10.1177/0092070304268417 10.1287/mksc.1100.0576 10.1287/mksc.1070.0350 10.1287/mksc.1050.0128 10.1287/mksc.6.1.1 10.1287/mnsc.49.11.1546.20582 10.1287/mksc.20.1.82.10195 10.1509/jmkr.48.2.238 10.1509/jmkr.48.3.486 10.1509/jmkr.43.3.345 10.1162/105864097567075 10.1509/jmkr.46.6.754 10.1007/s11002-005-5902-4 10.2307/2295890 10.1086/209080 10.1287/mksc.20.3.219.9765 10.1287/mnsc.1070.0810 10.1287/mksc.1090.0500 10.1287/mksc.12.2.125 |
| ContentType | Journal Article |
| Copyright | 2011 INFORMS 2015 INIST-CNRS COPYRIGHT 2011 Institute for Operations Research and the Management Sciences Copyright Institute for Operations Research and the Management Sciences Aug 2011 |
| Copyright_xml | – notice: 2011 INFORMS – notice: 2015 INIST-CNRS – notice: COPYRIGHT 2011 Institute for Operations Research and the Management Sciences – notice: Copyright Institute for Operations Research and the Management Sciences Aug 2011 |
| DBID | IQODW DKI X2L AAYXX CITATION N95 XI7 8BJ FQK JBE |
| DOI | 10.1287/mnsc.1110.1366 |
| DatabaseName | Pascal-Francis RePEc IDEAS RePEc CrossRef Gale Business: Insights Business Insights: Essentials International Bibliography of the Social Sciences (IBSS) International Bibliography of the Social Sciences International Bibliography of the Social Sciences |
| DatabaseTitle | CrossRef International Bibliography of the Social Sciences (IBSS) |
| DatabaseTitleList | CrossRef International Bibliography of the Social Sciences (IBSS) |
| Database_xml | – sequence: 1 dbid: DKI name: RePEc IDEAS url: http://ideas.repec.org/ sourceTypes: Index Database |
| DeliveryMethod | fulltext_linktorsrc |
| Discipline | Business Applied Sciences |
| EISSN | 1526-5501 |
| EndPage | 1372 |
| ExternalDocumentID | 2432899301 A265978639 10_1287_mnsc_1110_1366 inmormnsc_v_3a57_3ay_3a2011_3ai_3a8_3ap_3a1354_1372_htm 24426054 25835785 mnsc.1110.1366 |
| Genre | Research Article |
| GroupedDBID | 08R 0R1 1AW 1OL 29M 2AX 3EH 3R3 3V. 4 4.4 41 5GY 6XO 7WY 7X5 85S 8AO 8FI 8FJ 8FL 8VB AABCJ AAIKC AAPBV AAYJJ ABBHK ABEFU ABIVO ABNOP ABPPZ ABSIS ABTRL ABUFD ABUWG ABZEH ACDCL ACHQT ACNCT ACTDY ACVYA ACYGS ADBBV ADDCT ADGDI ADNFJ AEILP AENEX AETEA AEUPB AFDAS AFFDN AFFNX AFKRA AJPNJ AKVCP ALMA_UNASSIGNED_HOLDINGS AQNXB AQSKT AQUVI AZQEC B-7 BBAFP BENPR BEZIV BPHCQ BVXVI CBXGM CCKSF CS3 CWXUR CYVLN DU5 DWQXO EBA EBE EBO EBR EBS EBU ECR EHE EJD EMK EPL F20 F5P FH7 FRNLG FYUFA G8K GENNL GNUQQ GROUPED_ABI_INFORM_ARCHIVE GROUPED_ABI_INFORM_COMPLETE GROUPED_ABI_INFORM_RESEARCH GUPYA HGD HVGLF H~9 IAO IEA IGG IOF IPO ISM ITC JAV JBC JPL JSODD JST K6 K60 L8O LI M0C M0T M2M MV1 N95 NEJ NIEAY P-O P2P PQEST PQQKQ PQUKI PRINS PROAC QWB REX RNS RPU SA0 SJN TH9 TN5 U5U UKR VOH VQA WH7 X XFK XHC XI7 XXP XZL Y99 YCJ YNT YZZ ZCG ZL0 -~X 18M AABXT AAMNW AAWTO ABDNZ ABKVW ABLWH ABXSQ ABYYQ ACGFO ADEPB ADNWM ADULT AEGXH AEMOZ AFAIT AFTQD AGHSJ AHAJD AIAGR BAAKF ICW IPC IPY ISL JAAYA JBMMH JBZCM JENOY JHFFW JKQEH JLEZI JLXEF JPPEU K1G K6~ OFU XSW .-4 41~ AAYOK CCPQU IQODW PQBIZ PSYQQ UKHRP YYP ADYLN DKI X2L AAYXX ADACV ALIPV CITATION IPSME LPU PQBZA AAAZS AAXLS ADMHG APTMU 8BJ FQK JBE |
| ID | FETCH-LOGICAL-c598t-2ba49841ab4abf12c39752f627aff785ce241e17b8bdc6b319856b581baad2873 |
| ISSN | 0025-1909 |
| IngestDate | Thu Oct 10 21:09:09 EDT 2024 Thu Feb 22 23:46:38 EST 2024 Fri Feb 02 05:14:17 EST 2024 Fri Feb 02 04:19:59 EST 2024 Tue Oct 08 14:28:25 EDT 2024 Thu Sep 12 18:12:39 EDT 2024 Wed Aug 18 03:11:58 EDT 2021 Sun Oct 22 16:09:56 EDT 2023 Fri Feb 02 07:02:56 EST 2024 Tue Jan 05 23:25:09 EST 2021 |
| IsPeerReviewed | true |
| IsScholarly | true |
| Issue | 8 |
| Keywords | Knowledge engineering interpersonal information sharing Costs Discount Expert system Conformity Modeling Marketing Life cycle Group Buying Sales Information communication Consumer Confidence Size effect Pricing Culture Firm strategy Evaluation word of mouth Group size Social network Transaction processing Knowledge transfer Interactive system Referral Rewards programs Social interaction Internet Reward |
| Language | English |
| License | CC BY 4.0 |
| LinkModel | OpenURL |
| MergedId | FETCHMERGED-LOGICAL-c598t-2ba49841ab4abf12c39752f627aff785ce241e17b8bdc6b319856b581baad2873 |
| PQID | 884811354 |
| PQPubID | 40737 |
| PageCount | 19 |
| ParticipantIDs | pascalfrancis_primary_24426054 gale_infotracacademiconefile_A265978639 repec_primary_inmormnsc_v_3a57_3ay_3a2011_3ai_3a8_3ap_3a1354_1372_htm gale_infotracgeneralonefile_A265978639 gale_infotracmisc_A265978639 crossref_primary_10_1287_mnsc_1110_1366 informs_primary_10_1287_mnsc_1110_1366 jstor_primary_25835785 proquest_journals_884811354 gale_businessinsightsgauss_A265978639 |
| ProviderPackageCode | Y99 RPU NIEAY |
| PublicationCentury | 2000 |
| PublicationDate | 2011-08-01 |
| PublicationDateYYYYMMDD | 2011-08-01 |
| PublicationDate_xml | – month: 08 year: 2011 text: 2011-08-01 day: 01 |
| PublicationDecade | 2010 |
| PublicationPlace | Hanover, MD |
| PublicationPlace_xml | – name: Hanover, MD – name: Linthicum |
| PublicationSeriesTitle | Management Science |
| PublicationTitle | Management science |
| PublicationYear | 2011 |
| Publisher | INFORMS Institute for Operations Research and the Management Sciences |
| Publisher_xml | – name: INFORMS – name: Institute for Operations Research and the Management Sciences |
| References | B20 B21 B22 B23 B24 B25 B26 B27 B28 B29 B30 B31 B10 B32 B11 B33 B12 B34 B13 B35 B14 B36 B15 B37 B16 B38 B17 B39 B18 B19 B1 B2 B3 B4 B5 B6 B7 B8 B9 Boehret K. (B7) 2010 Swan J. E. (B32) 1989; 65 Engel J. F. (B17) 1982 Elliott S. (B16) 2004 Tang C. S. (B34) 2008 Schultz J. S. (B29) 2010 Areddy J. T. (B5) 2006 |
| References_xml | – ident: B12 – ident: B9 – ident: B35 – ident: B14 – ident: B10 – ident: B3 – ident: B20 – ident: B1 – ident: B27 – ident: B7 – ident: B5 – ident: B29 – ident: B25 – ident: B23 – ident: B21 – ident: B18 – ident: B16 – ident: B31 – ident: B33 – ident: B37 – ident: B39 – ident: B8 – ident: B36 – ident: B11 – ident: B13 – ident: B2 – ident: B26 – ident: B4 – ident: B28 – ident: B6 – ident: B24 – ident: B22 – ident: B17 – ident: B32 – ident: B15 – ident: B30 – ident: B34 – ident: B19 – ident: B38 – ident: B27 doi: 10.1509/jmkg.70.3.074 – ident: B21 doi: 10.1287/mksc.1040.0071 – ident: B30 doi: 10.1287/mnsc.48.9.1143.172 – ident: B31 doi: 10.1287/mksc.1040.0096 – ident: B18 doi: 10.1177/002224296903300303 – ident: B26 doi: 10.2307/3087440 – issue: 24 year: 2010 ident: B7 publication-title: Wall Street Journal contributor: fullname: Boehret K. – ident: B19 doi: 10.1287/mksc.1070.0318 – ident: B36 doi: 10.1287/mnsc.41.9.1509 – ident: B28 doi: 10.1177/002224378001700405 – ident: B8 doi: 10.1177/0092070304268417 – volume-title: Consumer Behavior year: 1982 ident: B17 contributor: fullname: Engel J. F. – ident: B20 doi: 10.1287/mksc.1100.0576 – ident: B2 doi: 10.1287/mksc.1070.0350 – ident: B33 doi: 10.1287/mksc.1050.0128 – issue: 14 year: 2004 ident: B16 publication-title: New York Times contributor: fullname: Elliott S. – start-page: A.1 issue: 28 year: 2006 ident: B5 publication-title: Wall Street Journal contributor: fullname: Areddy J. T. – volume: 65 start-page: 516 issue: 4 year: 1989 ident: B32 publication-title: J. Retailing contributor: fullname: Swan J. E. – ident: B15 doi: 10.1287/mksc.6.1.1 – ident: B3 doi: 10.1287/mnsc.49.11.1546.20582 – ident: B6 doi: 10.1287/mksc.20.1.82.10195 – ident: B13 doi: 10.1509/jmkr.48.2.238 – ident: B39 doi: 10.1509/jmkr.48.3.486 – ident: B14 doi: 10.1509/jmkr.43.3.345 – issue: 12 year: 2008 ident: B34 publication-title: Wall Street Journal contributor: fullname: Tang C. S. – ident: B10 doi: 10.1162/105864097567075 – ident: B35 doi: 10.1509/jmkr.46.6.754 – ident: B22 doi: 10.1007/s11002-005-5902-4 – ident: B9 doi: 10.2307/2295890 – ident: B1 doi: 10.1086/209080 – ident: B37 doi: 10.1287/mksc.20.3.219.9765 – ident: B12 doi: 10.1287/mnsc.1070.0810 – ident: B38 doi: 10.1287/mksc.1090.0500 – ident: B4 doi: 10.1287/mksc.12.2.125 – issue: 27 year: 2010 ident: B29 publication-title: New York Times contributor: fullname: Schultz J. S. |
| SSID | ssj0007876 |
| Score | 2.5271811 |
| Snippet | This paper examines a unique selling strategy, Group Buying, under which consumers enjoy a discounted group price if they are willing and able to achieve a... |
| SourceID | proquest gale crossref repec pascalfrancis jstor informs |
| SourceType | Aggregation Database Index Database Publisher |
| StartPage | 1354 |
| SubjectTerms | Applied sciences Computer science; control theory; systems Computer systems and distributed systems. User interface Consumer spending Consumers Customer services Customers Exact sciences and technology Firm modelling Group Buying Group purchasing organizations Information sharing Information systems. Data bases Internet interpersonal information sharing Knowledge sharing Loyalty programs Management science Market strategy Marketing Marketing strategies Memory organisation. Data processing Online social networks Operational research and scientific management Operational research. Management science pricing Product life cycle Profit margins Referral Rewards programs Remote searching Sales Sales personnel Selling Social aspects Social interaction Social networks Software Studies Websites word of mouth |
| Title | Group Buying: A New Mechanism for Selling Through Social Interactions |
| URI | https://www.jstor.org/stable/25835785 http://econpapers.repec.org/article/inmormnsc/v_3a57_3ay_3a2011_3ai_3a8_3ap_3a1354-1372.htm https://www.proquest.com/docview/884811354 |
| Volume | 57 |
| hasFullText | 1 |
| inHoldings | 1 |
| isFullTextHit | |
| isPrint | |
| link | http://utb.summon.serialssolutions.com/2.0.0/link/0/eLvHCXMwnV3db9MwELdgFYgXxNdE2ajywMcDChAncR3eOtRpgDYQbFLfIjtxRh_6QdMijb-e38VOmowhPh7sRq7jOL7z-e5yH4w9AZcQSqFIayMTP8qHma8leQGLJNEqzpOiynV4fCKOzqL3k3hyybtkrV9mP670K_kfqKINcCUv2X-AbDMoGnAN-KIGhFH_FYytJulgc-G8lkeVueKxIW9eSn5BJoRfjI26feoS8jh_3EoTaJ0ayjaDujWHeeEOx8bGxmU_mUzV4lt94KF9Yr9w4O-vC9eat9WiLS3C1jKBZvZxaVbOEK-2_2vsOVvTcNSnrVSk5LhgMSwRNI6kcuFDDgraNNcGpXa4JVsENAhtTGl3GAehTezzC6HnpCo5nM3LjIg-pe8QlyJqV2c0j2UVzuc663FQIpDA3sH45NPn5rAGvRJ1Vl-auIvrieFfdQfv8C3u9L5hg9uWtS0rGdaqEnursElROlJLb2WWJmsxL6d32G0ndXgji0J32TUzv8du1k4P99m4wiTPYtIbb-QBj7wGjzw83nN45Dk88iweeW08esDODsenb498l2DDz-JErn2uVZTIKFA6UroIeAbmNOaF4ENVFFi1zIC_M8FQS51nQoNay1joGJKOUjmWKNxlO_PF3DxkXqyTJEpMrkJJieWVigR_nUWkYVBhHvA-e14vX7q0cVRSkj8xSkoLTZIofVsVos-e0uqmLgkrqpLUVOW52pRlOuICIrAEX40Rq34EgzVeVDl_EsyHQpp1ej7r9Dy3Ad2v6rjf6QhKm3XHcQD_4yvsVvjQdKvRsM8GHQTZdogoU0Qc9dlejTGpIzRlKinlBW2MPhtXSNTcNp3PMB169vc0VPEQ1QUKbXD8TFEkyhKFbk9pN4HSzh79bn577NaWOOyznfVqYx6D6V7rgds4A4idH979BOAG1Zk |
| link.rule.ids | 315,783,787,4016,27936,27937,33756 |
| linkProvider | ProQuest |
| openUrl | ctx_ver=Z39.88-2004&ctx_enc=info%3Aofi%2Fenc%3AUTF-8&rfr_id=info%3Asid%2Fsummon.serialssolutions.com&rft_val_fmt=info%3Aofi%2Ffmt%3Akev%3Amtx%3Ajournal&rft.genre=article&rft.atitle=Group+Buying%3A+A+New+Mechanism+for+Selling+Through+Social+Interactions&rft.jtitle=Management+science&rft.au=Jing%2C+Xiaoqing&rft.au=Xie%2C+Jinhong&rft.date=2011-08-01&rft.pub=Institute+for+Operations+Research+and+the+Management+Sciences&rft.issn=0025-1909&rft.eissn=1526-5501&rft.volume=57&rft.issue=8&rft.spage=1354&rft.epage=1372&rft_id=info:doi/10.1287%2Fmnsc.1110.1366&rft.externalDocID=25835785 |
| thumbnail_l | http://covers-cdn.summon.serialssolutions.com/index.aspx?isbn=/lc.gif&issn=0025-1909&client=summon |
| thumbnail_m | http://covers-cdn.summon.serialssolutions.com/index.aspx?isbn=/mc.gif&issn=0025-1909&client=summon |
| thumbnail_s | http://covers-cdn.summon.serialssolutions.com/index.aspx?isbn=/sc.gif&issn=0025-1909&client=summon |