• 873 Citations
  • 13 h-Index
19992017
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Fingerprint Dive into the research topics where Scott Fay is active. These topic labels come from the works of this person. Together they form a unique fingerprint.

  • 5 Similar Profiles
Retailers Business & Economics
Bid Business & Economics
Auctions Business & Economics
Bidding Business & Economics
Profit Business & Economics
Seller Business & Economics
Buyers Business & Economics
Uncertainty Business & Economics

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Research Output 1999 2017

  • 873 Citations
  • 13 h-Index
  • 17 Article
  • 1 Chapter
  • 1 Conference contribution
  • 1 Review article
5 Citations (Scopus)

Why offer lower prices to past customers? Inducing favorable social price comparisons to enhance customer retention

Lee, S. H. S. & Fay, S., Jun 1 2017, In : Quantitative Marketing and Economics. 15, 2, p. 123-163 41 p.

Research output: Contribution to journalArticle

Customer retention
Price discrimination
Peers
Pricing strategy
Profit
3 Citations (Scopus)

Inferring salesperson capability using stochastic frontier analysis

Feng, C. & Fay, S., Jul 2 2016, In : Journal of Personal Selling and Sales Management. 36, 3, p. 294-306 13 p.

Research output: Contribution to journalArticle

Stochastic models
Sales
sales
Statistical tests
Insurance
5 Citations (Scopus)

Overbidding in electronic auctions: factors influencing the propensity to overbid and the magnitude of overbidding

Feng, C., Fay, S. & Sivakumar, K., Mar 1 2016, In : Journal of the Academy of Marketing Science. 44, 2, p. 241-260 20 p.

Research output: Contribution to journalArticle

Overbidding
Electronic auctions
Propensity
Auctions
Influencing factors
10 Citations (Scopus)

The Effect of Probabilistic Selling on the Optimal Product Mix

Fay, S., Xie, J. & Feng, C., Sep 1 2015, In : Journal of Retailing. 91, 3, p. 451-467 17 p.

Research output: Contribution to journalArticle

Product mix
Retailers
New product introduction
Assortment
Costs
5 Citations (Scopus)

The role of customer expectations in name-your-own-price markets

Fay, S. & Lee, S. H. S., Mar 1 2015, In : Journal of Business Research. 68, 3, p. 675-683 9 p.

Research output: Contribution to journalArticle

Customer expectations
Market price
Bid
Retailers
Costs