Selling to strategic customers with cost uncertainty
نویسندگان
چکیده
منابع مشابه
Selling to Strategic Customers: Opaque Selling Strategies
Over the past few years, firms in the travel and entertainment industries have begun using novel sales strategies for revenue management. In this chapter, we study a selling strategy called opaque selling, in which firms guarantee one of several fully specified products, but hide the identity of the product that the consumer will actually obtain until after the purchase is completed. Several fi...
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Companies in a variety of industries (e.g., airlines, hotels, theaters) often use last-minute sales to dispose of unsold capacity. Although this may generate incremental revenues in a short term, the long-term consequences of such a strategy are not immediately obvious: more discounted last-minute tickets may lead to more consumers anticipating the discount and delaying the purchase rather than...
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We consider a firm selling a fixed amount of inventory to customers who possess uncertain valuations on a product prior to purchase and realize their complete valuations only after purchase. The firm determines the returns policies over two periods; each of which targets for a group of brand loyal customers or regular shoppers. The customers are strategic, taking into account both the product a...
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Motivated by the fast growing practice of web analytics, we study whether strategic customers are willing to click. Clicking reveals advance demand information which the firm can use to reduce demand-supply mismatch cost thereby increasing product availability to customers. Using newsvendor models that incorporate customers who anticipate that their clicks are tracked, we demonstrate how the ma...
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ژورنال
عنوان ژورنال: Frontiers of Business Research in China
سال: 2020
ISSN: 1673-7326,1673-7431
DOI: 10.1186/s11782-019-0068-8