Persuading Customers to Buy Early: The Value of Personalized Information Provisioning
研究零售商如何通过个性化信息提供（而非统一信息）来说服不同估值的顾客提前购买，发现个性化信息提供具有类似个性化定价的价值。
We study a pricing and information provisioning game between a better-informed seller (such as a retailer) and its customers. The seller is (ex post) better informed about product availability and can choose how to communicate this information to the customers. The customers are heterogeneous in their valuation for the product. The firm optimizes on publicly posted prices (which are the same for all customers) and its information provisioning (which can be personalized). Using a Bayesian persuasion framework, we find that public information provisioning, in which the firm sends the same information to all customers, has limited value. However, personalized information provisioning, in which the firm can share different information with different customers, has significant value and has attributes very similar to personalized pricing. This paper was accepted by Gabriel Weintraub, revenue management and market analytics.