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Learning in Online Advertising

Author

Listed:
  • W. Jason Choi

    (Columbia Business School, Columbia University, New York, New York 10027)

  • Amin Sayedi

    (Foster School of Business, University of Washington, Seattle, Washington 98195)

Abstract
Prior literature on pay-per-click advertising assumes that publishers know advertisers’ click-through rates (CTRs). This information, however, is not available when a new advertiser first joins a publisher. The new advertiser’s CTR can be learned only if its ad is shown to enough consumers, that is, the advertiser wins enough auctions. Because publishers use CTRs to calculate payments and allocations, the lack of information about a new advertiser can affect the advertisers’ bids. Using a game-theory model, we analyze advertisers’ strategies, their payoffs, and the publisher’s revenue in a learning environment. Our results indicate that a new advertiser always bids higher (sometimes above valuation) in the beginning. The incumbent advertiser’s strategy depends on its valuation and CTR. A strong incumbent increases its bid to deter the publisher from learning the new advertiser’s CTR, whereas a weak incumbent decreases its bid to facilitate learning. Interestingly, the publisher may benefit from not knowing the new advertiser’s CTR because its ignorance could induce advertisers to bid more aggressively. Nonetheless, the publisher’s revenue sometimes decreases because of this lack of information. The publisher can mitigate this loss by lowering the reserve price of, offering advertising credit to, or boosting the bids of new advertisers.

Suggested Citation

  • W. Jason Choi & Amin Sayedi, 2019. "Learning in Online Advertising," Marketing Science, INFORMS, vol. 38(4), pages 584-608, July.
    • Handle: RePEc:inm:ormksc:v:38:y:2019:i:4:p:584-608
    DOI: 10.1287/mksc.2019.1154
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    References listed on IDEAS

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    Cited by:

    1. W. Jason Choi & Amin Sayedi, 2023. "Open and Private Exchanges in Display Advertising," Marketing Science, INFORMS, vol. 42(3), pages 451-475, May.
    2. Savannah Wei Shi & Michael Trusov, 2021. "The Path to Click: Are You on It?," Marketing Science, INFORMS, vol. 40(2), pages 344-365, March.
    3. Ming Chen & Sareh Nabi & Marciano Siniscalchi, 2023. "Advancing Ad Auction Realism: Practical Insights & Modeling Implications," Papers 2307.11732, arXiv.org, revised Apr 2024.

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