• 907 Citations
  • 13 h-Index
19992020
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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.

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

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Research Output 1999 2020

  • 907 Citations
  • 13 h-Index
  • 19 Article
  • 1 Chapter
  • 1 Conference contribution
  • 1 Review article

Store Closings and Retailer Profitability: A Contingency Perspective

Feng, C. & Fay, S., Jan 1 2020, (Accepted/In press) In : Journal of Retailing.

Research output: Contribution to journalArticle

Profitability
Retailers
Contingency perspective
E-tail
Profit
1 Citation (Scopus)

Bidding for bidders? How the format for soliciting supplier participation in NYOP auctions impacts channel profit

Fay, S. & Zeithammer, R., Dec 1 2017, In : Management Science. 63, 12, p. 4324-4344 21 p.

Research output: Contribution to journalArticle

Profit
Suppliers
Bid
Participation
Auctions
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
6 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