Designing Information to Engage Customers

业务 营销 过程管理 计算机科学 知识管理
作者
Liang Guo
出处
期刊:Social Science Research Network [Social Science Electronic Publishing]
标识
DOI:10.2139/ssrn.4808122
摘要

Collaborative customization is common in many markets. Sellers and customers can collectively discover the value of a product's basic design. Customers' willingness to pay can also be increased by being engaged to improve the product design. We study how a seller can design the information structure of collective learning about the product's basic value to induce costly customer engagement. We consider a setting in which the parties' expected payoffs are determined endogenously through the strategic interaction between seller pricing and customer engagement and purchase. The customer tends to be engaged in equilibrium, as the uncertainty on the product's basic value becomes higher to dilute the responsiveness of the optimal price to customer engagement. Therefore, the seller seeks to maximize the probability of generating an intermediate posterior belief. Thus, the optimal information design involves either exaggerating or downplaying the product's basic value, when the prior is low or high, respectively. We show that considering restrictive information structures can generate qualitatively different implications. We also examine how the (un)observability of engagement may influence the parties' strategic interaction, their expected payoffs, as well as the seller-optimal information design.
最长约 10秒,即可获得该文献文件

科研通智能强力驱动
Strongly Powered by AbleSci AI
更新
PDF的下载单位、IP信息已删除 (2025-6-4)

科研通是完全免费的文献互助平台,具备全网最快的应助速度,最高的求助完成率。 对每一个文献求助,科研通都将尽心尽力,给求助人一个满意的交代。
实时播报
3秒前
桔子完成签到,获得积分10
5秒前
二般人完成签到 ,获得积分10
10秒前
忐忑的阑香完成签到,获得积分10
11秒前
11秒前
罗晓倩完成签到,获得积分10
11秒前
ShiyuZuo完成签到,获得积分10
12秒前
诚心千筹发布了新的文献求助10
15秒前
15秒前
YamDaamCaa应助shawn采纳,获得100
18秒前
桃子完成签到,获得积分20
18秒前
Rondab应助大观天下采纳,获得30
19秒前
DijiaXu应助爱科研采纳,获得10
22秒前
水中鱼完成签到,获得积分10
22秒前
共享精神应助无情的匪采纳,获得10
22秒前
科目三应助yoyo采纳,获得10
22秒前
23秒前
前隆是狗完成签到,获得积分10
23秒前
yyyyyyy111发布了新的文献求助10
26秒前
SYLH应助淅淅12345采纳,获得10
27秒前
29秒前
YWang发布了新的文献求助10
30秒前
李健的小迷弟应助hh采纳,获得10
31秒前
33秒前
Orange应助莉丽采纳,获得10
33秒前
34秒前
juwish完成签到,获得积分10
35秒前
cst发布了新的文献求助10
35秒前
量子星尘发布了新的文献求助10
35秒前
Fengliguantou发布了新的文献求助10
36秒前
36秒前
脑洞疼应助zriverm采纳,获得10
37秒前
林宝雯发布了新的文献求助10
38秒前
cccyq完成签到,获得积分10
39秒前
40秒前
诚心千筹完成签到,获得积分10
41秒前
42秒前
pppp完成签到,获得积分10
43秒前
44秒前
情怀应助YWang采纳,获得10
45秒前
高分求助中
A new approach to the extrapolation of accelerated life test data 1000
ACSM’s Guidelines for Exercise Testing and Prescription, 12th edition 500
‘Unruly’ Children: Historical Fieldnotes and Learning Morality in a Taiwan Village (New Departures in Anthropology) 400
Indomethacinのヒトにおける経皮吸収 400
Phylogenetic study of the order Polydesmida (Myriapoda: Diplopoda) 370
基于可调谐半导体激光吸收光谱技术泄漏气体检测系统的研究 350
Robot-supported joining of reinforcement textiles with one-sided sewing heads 320
热门求助领域 (近24小时)
化学 材料科学 医学 生物 工程类 有机化学 生物化学 物理 内科学 纳米技术 计算机科学 化学工程 复合材料 遗传学 基因 物理化学 催化作用 冶金 细胞生物学 免疫学
热门帖子
关注 科研通微信公众号,转发送积分 3989069
求助须知:如何正确求助?哪些是违规求助? 3531351
关于积分的说明 11253589
捐赠科研通 3269939
什么是DOI,文献DOI怎么找? 1804851
邀请新用户注册赠送积分活动 882074
科研通“疑难数据库(出版商)”最低求助积分说明 809073