Netessine / Tang / Netessine. Consumer-Driven Demand and Operations Management Models

A Systematic Study of Information-Technology-Enabled Sales Mechanisms
1. Auflage 2009
ISBN: 978-0-387-98026-3
Verlag: Springer US
Format: PDF
Kopierschutz: 1 - PDF Watermark

E-Book, Englisch, Band 131, 488 Seiten

Reihe: International Series in Operations Research & Management Science

This important book is by top scholars in supply chain management, revenue management, and e-commerce, all of which are grounded in information technologies and consumer demand research. The book looks at new selling techniques designed to reach the consumer.

Autoren/Hrsg.

Netessine., Serguei

Netessine, Serguei

Tang, Christopher S.

Inhaltsverzeichnis

1;Preface;6
1.1;References;8
2;Introduction;9
2.1;Overall Structure;10
2.2;Chapter Highlights;10
2.3;References;13
3;Acknowledgments;14
4;Contents;15
5;Rational Consumer Behavior: Endogenous Decision Making Mechanisms;23
5.1;Cheap Talk in Operations: Role of Intentional Vagueness;24
5.1.1;1.1 Introduction;25
5.1.2;1.2 Classical Cheap Talk Game;27
5.1.3;1.3 Service Application;29
5.1.4;1.4 Retail Application;39
5.1.5;1.5 Summary;52
5.1.6;1.6 The Past and the Future;53
5.1.7;References;56
5.2;Product Design in a Market with Satisficing Customers;58
5.2.1;2.1 Introduction;58
5.2.2;2.2 Literature Survey;63
5.2.3;2.3 Applications and Variations to Basic Model;64
5.2.4;2.4 Analysis of General Model;68
5.2.5;2.5 Extensions;72
5.2.6;2.6 Concluding Remarks: Satisficers vs. Utility Maximizers;76
5.2.7;2.7 Proofs;77
5.2.8;References;81
5.3;The Effect of Assortment Rotation on Consumer Choice and Its Impact on Competition;84
5.3.1;3.1 Introduction;84
5.3.2;3.2 Literature Review;88
5.3.3;3.3 The Multi-period Utility Model with Satiation;90
5.3.4;3.4 Competing on Assortment Rotation;92
5.3.5;3.5 Conclusions;98
5.3.6;References;99
5.4;Models of Herding Behavior in Operations Management;101
5.4.1;4.1 Introduction;102
5.4.2;4.2 Related Literature;105
5.4.3;4.3 Herding in a Single Queue;106
5.4.4;4.4 Herding and Queue Selection;111
5.4.5;4.5 Discussion and Further Research Opportunities;127
5.4.6;References;131
6;Organizational Strategies for Managing Rational/ Strategic Consumer Behavior;133
6.1;Internet-Based Distribution Channel for Product Diversion with Potential Manufacturer's Intervention;134
6.1.1;5.1 Introduction;135
6.1.2;5.2 Literature Review;138
6.1.3;5.3 Problem Description;140
6.1.4;5.4 Retailer-Only Secondary Market;142
6.1.5;5.5 ManufacturerÌs Intervention;146
6.1.6;5.6 Discussion and Conclusion;160
6.1.7;5.7 Appendix;163
6.1.8;References;172
6.2;Managing Client Portfolio in a Two-Tier Supply Chain;174
6.2.1;6.1 Introduction;174
6.2.2;6.2 Literature Review;177
6.2.3;6.3 The Basic Model;179
6.2.4;6.4 The Bullwhip Effect with Multiple Clients;180
6.2.5;6.5 Client Portfolio;182
6.2.6;6.6 Conclusion;183
6.2.7;Appendix;185
6.2.8;References;195
6.3;Strategic Customer Behavior and the Benefit of Decentralization;196
6.3.1;7.1 Introduction;196
6.3.2;7.2 Durable Goods;197
6.3.3;7.3 Perishable Goods;205
6.3.4;7.4 Conclusion and Future Research;215
6.3.5;Appendix;217
6.3.6;References;220
7;Product Strategies for Managing Rational/ Strategic Consumer Behavior;221
7.1;Is Assortment Selection a Popularity Contest?;222
7.1.1;8.1 Introduction;223
7.1.2;8.2 Literature Review;224
7.1.3;8.3 Models;225
7.1.4;8.4 Analytical Results and Numerical Observations;232
7.1.5;8.5 Concluding Remarks;243
7.1.6;References;244
7.2;Product Design, Pricing, and Capacity Investment in a Congested Production System;246
7.2.1;9.1 Introduction;246
7.2.2;9.2 Literature Review;248
7.2.3;9.3 Basic Model and Assumptions;250
7.2.4;9.4 Quadratic Cost Functions;251
7.2.5;9.5 General Power Cost Functions;255
7.2.6;9.6 Conclusions and Current Research;258
7.2.7;Appendix;260
7.2.8;References;268
7.3;Selling to Strategic Customers: Opaque Selling Strategies;269
7.3.1;10.1 Introduction;269
7.3.2;10.2 Literature Review;273
7.3.3;10.3 FirmÌs Selling Strategies Under Deterministic Demand;279
7.3.4;10.4 Modeling Uncertain Demand: The Effect of Uncertainty on Opaque Selling Strategies;287
7.3.5;10.5 Other Related Considerations and Future Research;295
7.3.6;10.6 Appendix A: Deterministic Demand;298
7.3.7;10.7 Appendix B: Uncertain Demand;308
7.3.8;References;315
7.4;Competing Through Mass Customization;317
7.4.1;11.1 Introduction;318
7.4.2;11.2 Model;321
7.4.3;11.3 Pricing Game;323
7.4.4;11.4 The Adoption Game;325
7.4.5;11.5 MC vs. Traditional Approach;327
7.4.6;11.6 Comparative Statics: Conditions Favoring MC;330
7.4.7;11.7 Concluding Remarks;332
7.4.8;References;334
8;Operational Strategies for Managing Rational/ Strategic Consumer Behavior;337
8.1;Counteracting Strategic Consumer Behavior in Dynamic Pricing Systems;338
8.1.1;12.1 Introduction;338
8.1.2;12.2 The Effectiveness of Price Segmentation in Face of Strategic Customers;339
8.1.3;12.3 Price Commitments;348
8.1.4;12.4 Capacity Rationing;349
8.1.5;12.5 Internal Price-Matching Policies;358
8.1.6;12.6 Limiting Inventory Information;366
8.1.7;References;366
8.2;Mitigating the Adverse Impact of Strategic Waiting in Dynamic Pricing Settings: A Study of Two Sales Mechanisms;368
8.2.1;13.1 Introduction;368
8.2.2;13.2 Model Preliminaries;370
8.2.3;13.3 Two Inventory Display Formats;371
8.2.4;13.4 Two Operating Regimes;379
8.2.5;13.5 Conclusions;384
8.2.6;References;384
8.3;The Impact of Strategic Consumer Behavior on the Value of Operational Flexibility;386
8.3.1;14.1 Introduction;387
8.3.2;14.2 Modeling Traditional and Flexible Production;388
8.3.3;14.3 Modeling Strategic Consumer Purchasing;390
8.3.4;14.4 Equilibrium Analysis;393
8.3.5;14.5 The Value of Flexibility;397
8.3.6;14.6 Extensions and Complications;405
8.3.7;14.7 Conclusions;409
8.3.8;References;409
8.4;Capacity Rationing with Strategic Customers;411
8.4.1;15.1 Introduction;412
8.4.2;15.2 Capacity Rationing Under Rational Expectations;414
8.4.3;15.3 Capacity Rationing When Customers Learn;423
8.4.4;15.4 Relation to Rational Expectation Equilibrium;431
8.4.5;15.5 Conclusions;432
8.4.6;References;433
9;Pricing Strategies for Managing Rational/ Strategic Consumer Behavior;434
9.1;Shaping Consumer Demand Through the Use of Contingent Pricing;435
9.1.1;16.1 Introduction;435
9.1.2;16.2 Contingent Pricing;437
9.1.3;16.3 Contingent Pricing with Strategic Consumers;438
9.1.4;16.4 Conclusion;444
9.1.5;Appendix;445
9.1.6;References;446
9.2;Strategic Consumer Response to Dynamic Pricing of Perishable Products;447
9.2.1;17.1 Introduction;447
9.2.2;17.2 Literature Review;449
9.2.3;17.3 Strategic Consumer Behavior;451
9.2.4;17.4 Simulation Results;456
9.2.5;17.5 Extensions;461
9.2.6;17.6 Conclusions and Future Research;464
9.2.7;Appendix;465
9.2.8;References;469
9.3;Strategic Behavior in Supply Chains: Information Acquisition;471
9.3.1;18.1 Introduction;472
9.3.2;18.2 Motivating Example: Costume Gallery;473
9.3.3;18.3 Literature Review;476
9.3.4;18.4 Independent Retailers and Products;477
9.3.5;18.5 Advance Purchase Discounts: Risk Sharing and Supply Chain Performance;482
9.3.6;18.6 Application at Costume Gallery;484
9.3.7;18.7 Conclusions and FutureWork;488
9.3.8;References;488
9.4;Index;490