• Management Science and Financial Engineering
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• 제11권3호
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• pp.95-107
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• 2005

As online shopping malls have emerged as a substantial shopping channel, they have used various sales promotion strategies to acquire new customers. Most of these strategies have been applied by offline malls for years. One, loss-leader pricing, is a type of promotional pricing in which stores sell well known products below their marginal cost, in order to attract customers and induce them to purchase more goods through impulse buying. This strategy is based on the expectation that customers will factor transaction costs into their purchasing decisions. However, its application to online malls fails to recognize that transaction costs are lower online, and that customers will behave differently as a result. Our study predicts that loss-leader pricing will not work online because online malls entail lower searching and moving costs than offline malls The study examines the effectiveness of loss-leader pricing with empirical data from a survey as well as log data from a Korean online shopping mall. The results show that while loss-leader pricing does attract customers to online shopping malls, it encourages cherry-picking rather than impulse purchases of regular-price goods.

• 한국경영과학회지
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• 제31권3호
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• pp.53-62
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• 2006

Many information providers in the electronic market struggle to attain revenue from their information goods including contents or other services and they tend to charge for their contents or services since they are confronted with difficulties in attaining revenue from online advertising. This study examines why they begin to charge for their contents or services and explores Pricing strategies for their contents. Also, this paper explores business strategies when conventional offline contents firms enter the online contents market and draws some implications for the condition of entry of offline contents providers into the online market.

• 한국IT서비스학회지
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• 제16권4호
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• pp.177-195
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• 2017

Traditionally, news was consumed only through printed newspapers and broadcasting media, such as radio and television. However, the Internet has enabled people to consume news content online. Since most of online news content has been provided for free, it is not easy for news providers to charge the fixed subscription fee for online news content. Therefore, as an alternative strategy, some online news providers have tried to adopt the Pay-What-You-Want (PWYW) pricing model, which allows users (readers) to pay as much as they want after consuming news content. As this pricing model shows some possibility to grow and replace the unsuccessful monetization strategy of online news content, we therefore examined the comparative importance of seven heuristic attributes (i.e., article evaluation, article share, article comment, article information design, article length, writer SNS, and writer information) affecting readers' voluntary payment behavior through a conjoint analysis with 379 news articles collected from online news Website (i.e., Ohmynews.com) where the PWYW model has been working successfully. This study found that article share and article length are the most important factors which affect online news content users' voluntary payment. Finally, two major and eight minor propositions are suggested based on the findings of the study. This study would suggest guidelines for how to create online news content which induces much more voluntary payment.

• 한국산학경영학회:학술대회논문집
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• 한국산학경영학회 2004년도 추계학술연구발표회
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• pp.4-22
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• 2004

과거에는 많은 온라인 컨텐츠 회사들이 자신의 컨텐츠 서비스에 대하여 무료로 제공하는 경향이 있었다. 그러나 최근 수익모델의 한계에 부딪히며, 특히 온라인 광고수입에 대한 한계를 느끼기 시작하면서 자신들의 서비스에 요금을 부과하기 시작했다. 이 논문은 이론적인 모델을 통하여 온라인 컨텐츠 회사들이 왜 자신의 컨텐츠 서비스에 요금을 부과하게 되었는지를 광고수익과 시장변수에 따른 조건에 따라 살펴본다. 또한 기존의 오프라인 컨텐츠 회사들이 온라인시장에 진입할 때의 조건들과 균형가격을 살펴보면서, 온라인 컨텐츠 시장에서의 가격전략과 비즈니스모델에 관련된 시사점을 논의한다.

• 한국통신학회논문지
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• 제31권8B호
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• pp.764-768
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• 2006

본 논문에서는 대용량의 대역폭을 사용하는 다양한 멀티미디어 서비스에서 발생할 수 있는 네트워크 혼잡 문제를 효율적으로 제어하며, 동시에 우선순위가 높은 서비스의 QoS를 보장하는 적응적 온라인 가격결정 방법을 제안하였다. 이 방법은 현재 네트워크의 트래픽 상황을 기반으로 하여 적응성과 유연성을 제공하는 실시간 온라인기법을 기반으로 수행되기 때문에 실제 네트워크 운영에 적용하기가 용이하다. 컴퓨터 시뮬레이션을 통하여 본 논문이 제안한 방법이 다양한 네트워크 트래픽 상황에서 우수한 성능을 가지는 것을 확인할 수 있었다.

• 한국IT서비스학회지
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• 제6권2호
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• pp.19-33
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• 2007

The current advance of IT and the e-commerce triggers the wide practice of dynamic pricing in all industries although the price discrimination has been very cautiously applied in the limited areas in the past. The price discrimination which offers different prices for each customer depending on their preference and buying behaviors has recently gained attention as it could provide superior benefits to sellers. The wide adoption of price discrimination, on the other hand, is reported to face buyer resistances and complaints. Our limited understanding on the perception of price fairness, which we think is key concept in the price discrimination on the Internet-enabled transactions, motives us to investigate factors that affect the perception of price fairness. This study focuses on illusion of control and lateral customer relationship to investigate their effects on price fairness in online auction and group purchase context. By conducting laboratory experiments, our study demonstrates that customers' perception on illusion of control in price determination and advantageous lateral customer relationship significantly affect price fairness perception in both online auction and group purchase environment. The findings are expected to provide researchers and managers with useful insights to develop better pricing strategies and design effective dynamic pricing mechanisms.

• 한국의류학회지
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• 제45권5호
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• pp.892-906
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• 2021

This study explores the effects of providing information on the price fairness perception and intention of continuous use in an online fashion platform, given a price difference due to AI algorithm pricing. We investigated the moderating roles of price inequality (loss vs. gain) and technology insecurity. The experiments used four stimuli based on price inequality (loss vs. gain) and information provision (provided or not) on price inequality. We developed a mock website and offered a scenario on the product presentation based on an AI algorithm pricing. Participants in their 20s and 30s were randomly allocated to one of the stimuli. To test the hypotheses, a total of 257 responses were analyzed using Process Macro 3.4. According to the results, price fairness perception mediated between information provision and continuous use intention when consumers saw the price inequality as a gain. When the consumers perceived high technology insecurity, information provision affected the intention of continuous use mediated by price fairness perception.

• Asia pacific journal of information systems
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• 제29권4호
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• pp.673-689
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• 2019

The Internet enables businesses to acquire a great deal of information, including prices in the open markets. In this study, we investigate what the value of reference price information is to a company in the market and how the company can make use of such information. Using business analytics, we were able to estimate prices of used cars for a rent-a-car company. The results show that a smart pricing information system is useful for collecting online reference price information and for estimating future prices of used cars and rental prices.

• Asia pacific journal of information systems
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• 제17권4호
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• pp.97-112
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• 2007

Most traditional newspaper publishers provide online editions to counter the competition of online news providers. However, the relationship between the online and print editions of the same newspaper has not been clearly defined. Some see the online newspaper as a substitute, while others consider it a complement. A 2002 NAA online newspaper consumer survey indicated that one-third of its respondents said they were now using the print newspaper less. Others have argued that the online edition will not wipe out print consumption, and may even complement it. While the print edition offers particular advantages such as portability, less eye strain, and the tactile experience of a printed page, the online edition also offers specific advantages such as access to breaking news, continually updated information, access to old archives, etc. All these factors would tend to lower the degree of interchangeability between the products. However, recent empirical studies show that the online edition is a substitute for rather than a complement of the print edition. Still, to some print readers, the online edition provides additional value. In this paper, by capturing the two different aspects of online editions the substitute aspect and the additional value added aspect as well as other available online alternatives, we develop an analytical model to derive the optimal production and distribution strategies of both online and print editions. Confronting the "free versus fee" issue, we show that it is optimal to provide an online version of the print newspaper for free to non-print subscribers. However, the amount of free news content that the publishers need to put on the Web depends on the available alternatives on the online market. The "fee" and "free" options both have merits and demerits as well. If the publisher charges for the online version of the print newspaper, she can generate revenue from the fee charged to online readers. However, doing so will limit the size of the online audience and further reduce online advertising revenue. At the same time, by providing a high-quality online version and charging for it, the price of the print newspaper must stay low in order to lure high valued readers. On the contrary, if the publisher provides an online version of the print newspaper for free, she can obtain a larger audience for the online version. At the same time, by providing a low-quality online newspaper, the publisher can increase the print newspaper price to get more revenue from high valued offline readers, although no revenue is incoming from online version readers. Through systematic measuring of all the pros and cons, our analysis shows that the optimal option is not "fee" but "free."

• 한국전자거래학회지
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• 제14권4호
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• pp.133-148
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• 2009

다수의 구매자와 판매자가 존재하는 경매분야에서 효율적인 협상에 대한 새로운 에이전트 협상방법론을 제시하였다. 경매문제를 게임이론으로 재 정의하고 이를 에이전트 협상에 적용하여, 온라인 티켓 재판매 시장 문제에 적용하였다. 본 에이전트를 적용한 결과 모든 구매자가 만족할 수 있는 내쉬균형을 보이고, 구매자와 판매자의 조합이 파레토 최적임을 보여주고 있다. 특히 본 에이전트 협상을 적용할 수 있는 새로운 비즈니스 모델을 수립하고, 에이전트 협상 진행 시 필요한 도메인과 프로세스를 온톨로지로 구현하였다.