How Does the Use of Trademarks by Third-Party Sellers Affect Online Search?

Posted: 24 Oct 2012

See all articles by Lesley Chiou

Lesley Chiou

Occidental College - Department of Economics

Catherine E. Tucker

Massachusetts Institute of Technology (MIT) - Management Science (MS)

Multiple version iconThere are 2 versions of this paper

Date Written: 2012

Abstract

Firms that sell via a direct channel and via indirect channels have to decide whether to allow third-party sellers to use trademarked brand names of products in their advertising. This question has been particularly controversial for advertising on search engines. In June 2009, Google started allowing any third-party reseller of a product to use a trademark such as “DoubleTree” in the text of its ad, even if the reseller did not have the trademark holder's permission. We study the effects of this change empirically within the hotel industry. We find some evidence that allowing third-party sellers to use a trademark in their online search advertising weakly reduced the likelihood of a consumer clicking on a trademark holder's paid search ads. However, the decrease in paid clicks was outweighed by a large increase in consumers clicking on the unpaid links to the hotelier's website within the main search results. Our evidence shows that when a third-party seller focuses on a trademarked brand in its ads, the ads become less distinct, and customers are more likely to ignore the advertised offers and buy from the direct channel.

Keywords: trademarks, online search, search advertising

Suggested Citation

Chiou, Lesley and Tucker, Catherine E., How Does the Use of Trademarks by Third-Party Sellers Affect Online Search? (2012). Marketing Science, Vol. 31, No. 5, 2012; pp. 819-837; DOI: 10.1287/mksc.1120.0724, Available at SSRN: https://ssrn.com/abstract=2163020

Lesley Chiou (Contact Author)

Occidental College - Department of Economics ( email )

1600 Campus Road
Los Angeles, CA 90041
United States

HOME PAGE: http://www.faculty.oxy.edu/lchiou

Catherine E. Tucker

Massachusetts Institute of Technology (MIT) - Management Science (MS) ( email )

100 Main St
E62-536
Cambridge, MA 02142
United States

HOME PAGE: http://cetucker.scripts.mit.edu

Do you have a job opening that you would like to promote on SSRN?

Paper statistics

Abstract Views
789
PlumX Metrics