nep-mkt New Economics Papers
on Marketing
Issue of 2018‒05‒28
three papers chosen by
Marco Novarese
Università del Piemonte Orientale

  1. Deception and Competition in Search Markets By Tobias Gamp; Daniel Kraehmer
  2. The international sales accelerator: A project management tool for improving sales performance in foreign target markets By Gerybadze, Alexander; Wiesenauer, Simone
  3. Consumer Arbitrage in Cross-Border E-commerce By José Anson; Mauro Boffa

  1. By: Tobias Gamp; Daniel Kraehmer
    Abstract: We study the interplay between deception and consumer search in a search market where firms may deceive some naive consumers with inferior products that display hidden (bad) attributes. We derive an equilibrium in which both superior and inferior quality is offered and show that as search frictions vanish, superior goods are entirely driven out of the market. Deception harms sophisticated consumers, as it forces them to search longer to find a superior product. We argue that policy interventions that reduce search frictions such as the standardization of price and package formats may harm welfare. In contrast, reducing the number of naive consumers through transparency policies and education campaigns as well as a minimum quality standard can improve welfare.
    Keywords: Deceptive product, Inferior product, Naivete, Consumer Search
    JEL: D18 D21 D43 D83
    Date: 2018–05
  2. By: Gerybadze, Alexander; Wiesenauer, Simone
    Abstract: There is a current research gap in the marketing and management literature regarding the setup of sales and distribution structures as well as the rollout in foreign target markets in order to establish countrywide presences. Due to this gap, we developed the International Sales Accelerator Model. The data collection and verification of the model took place during a thirdparty funds project with Baden-Württemberg's business development agency, and environmental agency. The results reveal that the model represents a summary of best practices from different internationalization processes of very large companies. It is a seven-stage project management tool with the objective to improve the sales performance of companies entering foreign target markets.
    Keywords: International Market Selection,Sales and Distribution Development in Foreign Markets,Environmental Technology Industry
    Date: 2018
  3. By: José Anson; Mauro Boffa
    Abstract: In today's internet markets consumers can search for, find and compare prices worldwide. Online, information circulates faster than offline and arbitrage opportunities such as the ones arising from currency shocks are easily unveiled. In this paper, we estimate for the first time exchange rate elasticities for cross-border e-commerce transactions. Exploiting a new high-frequency database on international transactions of parcels, we find that a 1 % appreciation of the domestic currency increases e-commerce imports by 0.7 %. Comparing the result with traditional estimates in offline markets, this implies a 50 % exchange rate pass-through online.
    Keywords: Online trade, Arbitrage, Exchange rate pass-through
    JEL: F F
    Date: 2018–03

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