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Dynamic Pricing Strategies in the Presence of Demand Shifts
Indexado
WoS WOS:000343747800003
Scopus SCOPUS_ID:84908514681
DOI 10.1287/MSOM.2014.0489
Año 2014
Tipo artículo de investigación

Citas Totales

Autores Afiliación Chile

Instituciones Chile

% Participación
Internacional

Autores
Afiliación Extranjera

Instituciones
Extranjeras


Abstract



Many factors introduce the prospect of changes in the demand environment that a firm faces, with the specifics of such changes not necessarily known in advance. If and when realized, such changes affect the delicate balance between demand and supply and thus current prices should account for these future possibilities. We study the dynamic pricing problem of a retailer facing the prospect of a change in the demand function during a finite selling season with no inventory replenishment opportunity. In particular, the time of the change and the postchange demand function are unknown upfront, and we focus on the fundamental trade-off between collecting revenues from current demand and doing so for postchange demand, with the capacity constraint introducing the main tension. We develop a formulation that allows for isolating the role of dynamic pricing in balancing inventory consumption throughout the horizon. We establish that, in many settings, optimal pricing policies follow a monotone path up to the change in demand. We show how one may compare upfront the attractiveness of pre-and postchange demand conditions and how such a comparison depends on the problem primitives. We further analyze the impact of the model inputs on the optimal policy and its structure, ranging from the impact of model parameter changes to the impact of different representations of uncertainty about future demand.

Métricas Externas



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Disciplinas de Investigación



WOS
Management
Operations Research & Management Science
Scopus
Sin Disciplinas
SciELO
Sin Disciplinas

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Publicaciones WoS (Ediciones: ISSHP, ISTP, AHCI, SSCI, SCI), Scopus, SciELO Chile.

Colaboración Institucional



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Autores - Afiliación



Ord. Autor Género Institución - País
1 Besbes, Omar Hombre Columbia Univ - Estados Unidos
Columbia Business School - Estados Unidos
2 SAURE-VALENZUELA, DENIS ROLAND Hombre Universidad de Chile - Chile

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Financiamiento



Fuente
National Science Foundation
Chilean Millennium Institute of Complex Engineering Systems
Business Intelligence Research Center (CEINE) at the University of Chile

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Agradecimientos



Agradecimiento
The authors thank Stephen Graves, the associate editor, and the three referees for thoughtful and constructive comments, which helped improve the quality of this work in various fronts. This research is supported in part by the National Science Foundation [Grant CMMI-1233441], the Chilean Millennium Institute of Complex Engineering Systems [ICM: P05-004-F FIN. ICM-FIC], and the Business Intelligence Research Center (CEINE) at the University of Chile.

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