We analyze a model in which a firm with multiple locations chooses capacity and prices to maximize efficiency. We find that the firm provisions capacity in such a way that the expected fraction of demand that will be unfilled is lower in locations with greater expected demand. The firm also sets lower prices in larger locations. Finally, if a customer is indifferent between multiple locations, then it is more efficient to place this customer in a location with greater expected demand. These theoretical results are consistent with empirical evidence that we present from a major public cloud provider.

We present the results of a large field experiment on setting reserve prices in auctions for online advertisements, guided by the theory of optimal auction design suitably adapted to the sponsored search setting. Consistent with the theory, following the introduction of new reserve prices revenues in these auctions have increased substantially.

We consider the problem of pricing guaranteed contracts in online display advertising. This problem has two key characteristics that when taken together distinguish it from related offline and online pricing problems: (1) the guaranteed contracts are sold months in advance, and at various points in time, and (2) the inventory that is sold to guaranteed contracts - user visits - is very high-dimensional, having hundreds of possible attributes, and advertisers can potentially buy any of the very large number (many trillions) of combinations of these attributes. Consequently, traditional pricing methods such as real-time or combinatorial auctions, or optimization-based pricing based on self- and cross-elasticities are not directly applicable to this problem. We hence propose a new pricing method, whereby the price of a guaranteed contract is computed based on the prices of the individual user visits that the contract is expected to get. The price of each individual user visit is in turn computed using historical sales prices that are negotiated between a sales person and an advertiser, and we propose two different variants in this context. Our evaluation using real guaranteed contracts shows that the proposed pricing method is accurate in the sense that it can effectively predict the prices of other (out-of-sample) historical contracts.

This talk describes the optimal (revenue maximizing) auction for sponsored search advertising. We show that a search engine's optimal reserve price is independent of the number of bidders. Using simulations, we consider the changes that result from a search engine's choice of reserve price and from changes in the number of participating advertisers.

How should players bid in keyword auctions such as those used by Google, Yahoo! and MSN?allWe consider greedy bidding strategies for a repeated auction on a single keyword, where in each round, each player chooses some optimal bid for the next round, assuming that the other players merely repeat their previous bid. We study the revenue, convergence and robustness properties of such strategies. Most interesting among these is a strategy we call the balanced bidding strategy (BB): it is known that BB has a unique fixed point with payments identical to those of the VCG mechanism. We show that if all players use the BB strategy and update each round, BB converges when the number of slots is at most 2, but does not always converge for 3 or more slots. On the other hand, we present a simple variant which is guaranteed to converge to the same fixed point for any number of slots. In a model in which only one randomly chosen player updates each round according to the BB strategy, we prove that convergence occurs with probability 1.We complement our theoretical results with empirical studies.