McKesson Drug Company: a case study of Economost—a strategic information system
Journal of Management Information Systems - Special Issue: Decision Support and Knowledge-based Systems
A strategic analysis of electronic marketplaces
MIS Quarterly - Special issue on the strategic use of information systems
The emerging role of electronic marketplaces on the Internet
Communications of the ACM
When and How is the Internet Likely to Decrease Price Competition?
Marketing Science
HICSS '98 Proceedings of the Thirty-First Annual Hawaii International Conference on System Sciences-Volume 6 - Volume 6
Hyper-Differentiation Strategies: Delivering Value, Retaining Profits
HICSS '03 Proceedings of the 36th Annual Hawaii International Conference on System Sciences (HICSS'03) - Track 8 - Volume 8
Rosenbluth international: strategic transformation of a successful enterprise
Journal of Management Information Systems - Special section: Strategic and competitive information systems
Journal of Management Information Systems - Special section: Strategic and competitive information systems
Journal of Management Information Systems - Special section: Strategic and competitive information systems
Journal of Management Information Systems - Special section: Strategic and competitive information systems
Reintermediation strategies in business-to-business electronic commerce
International Journal of Electronic Commerce - Special issue: Electronic intermediaries and networks in business-to-business electronic commerce
Overchoice and Assortment Type: When and Why Variety Backfires
Marketing Science
Journal of Management Information Systems
When Online Reviews Meet Hyperdifferentiation: A Study of the Craft Beer Industry
Journal of Management Information Systems
Journal of Management Information Systems
Electronic Commerce Research and Applications
The Journal of Strategic Information Systems
Designing online selling mechanisms: Transparency levels and prices
Decision Support Systems
How Information Changes Consumer Behavior and How Consumer Behavior Determines Corporate Strategy
Journal of Management Information Systems
Journal of Management Information Systems
Disruptive technology: How Kodak missed the digital photography revolution
The Journal of Strategic Information Systems
The defensive use of IT in a newly vulnerable market: The New York Stock Exchange, 1980-2007
The Journal of Strategic Information Systems
Journal of Management Information Systems
À la carte pricing and price elasticity of demand in air travel
Decision Support Systems
Event history, spatial analysis and count data methods for empirical research in information systems
Information Technology and Management
Advice sharing between paired users in online travel planning
Journal of Theoretical and Applied Electronic Commerce Research
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Digital intermediaries and Internet search technologies have commoditized many products, resulting in intense price competition and channel conflict. Firms use decommoditization strategies to regain control over distribution channels, as well as to implement resonance marketing and hyperdifferentiation, which allows them to improve margins through differentiation. We test two hypotheses: the decommoditization hypothesis and the resonance marketing hypothesis. We use data from an airline with a new íï戮驴 la carte pricing mechanism, which allows consumers to tailor airline ticket bundles to suit their individual preferences. We compare íï戮驴 la carte ticket pricing, whose features can be modified by the purchaser, and fixed (bundled offer) sales, which cannot be modified. We found that a significant number of travelers do use íï戮驴 la carte pricing, which allows the airlines to regain some control over distribution. We find that travelers customized standard bundles when it was possible for them to make íï戮驴 la carte ticket bookings, but mainly for low-feature standard bundles. Frequent-flyer members purchased higher-feature bundles more often when they had the opportunity. The findings support the proposed hypotheses. We discuss the implications for distribution strategy and channel conflict management.