Interview with Svenja Hippel in Harvard Business Manager

Experiment by behavioral economists Svenja Hippel and Adrian Hillenbrand

May 21, 2019
Dr. Svenja Hippel & Dr. Adrian Hillenbrand

Nasty filters

Rooms with sea view, flights non-stop, seats with more legroom: When booking online, you can precisely sort the hits via filters. The price for this convenience: Disclosing your preferences. Who profits more from these filters? The customer or the retailer? The behavioral economists Svenja Hippel and Adrian Hillenbrand discovered in their experiment: Mainly the retailers profit. Collecting data helps them to accomplish higher prices.

The hypothesis: Who lets the customers search, wins.

Harvard Business Manager, 6/2019. (only for subscribers)

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