The Innovation of Probabilistic Selling Strategy: A Review and Future Research

DOI

10.2991/978-94-6463-980-3_18How to use a DOI?

Keywords

Probabilistic selling; Review Literature; Loot box; Return policy

Abstract

Probabilistic selling is a sales strategy that a seller hides the specific characteristics of a product to the consumer until the consumer make a purchase. Probabilistic selling is getting increasingly popular and can be seen in people’s daily lives frequently, and there are many studies about it. Previous literature reviews in this field have provided a detailed classification and summary of the probabilistic selling papers that existed at that time. However, there have been some articles studying the new changes in probability sales, or proposing new perspectives on the mechanism of probabilistic selling these years. This article mainly focuses on articles in the field of probabilistic selling that have emerged in recent years and have not been included in previous review literature. It is divided into three parts: the application of probabilistic selling in some industries aside from commonly discussed fields, new changes in probabilistic selling models, and new insights proposed by researchers on consumer behavior or probabilistic selling mechanisms.

Copyright

© 2025 The Author(s)

Open Access

Open Access This chapter is licensed under the terms of the Creative Commons Attribution-NonCommercial 4.0 International License (http://creativecommons.org/licenses/by-nc/4.0/), which permits any noncommercial use, sharing, adaptation, distribution and reproduction in any medium or format, as long as you give appropriate credit to the original author(s) and the source, provide a link to the Creative Commons license and indicate if changes were made.

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TY  - CONF
AU  - Qisong Yan
PY  - 2025
DA  - 2025/12/26
TI  - The Innovation of Probabilistic Selling Strategy: A Review and Future Research
BT  - Proceedings of the 2025 5th International Conference on Business Administration and Data Science (BADS 2025)
PB  - Atlantis Press
SP  - 192
EP  - 201
SN  - 2352-538X
UR  - https://doi.org/10.2991/978-94-6463-980-3_18
DO  - 10.2991/978-94-6463-980-3_18
ID  - Yan2025
ER  -