Mitigating the adverse impact of strategic waiting in dynamic pricing settings: A study of two sales mechanisms

Yossi Aviv, Christopher S. Tang, Rui Yin

Research output: Chapter in Book/Report/Conference proceedingChapter

6 Scopus citations

Abstract

As post-season clearance sales become more prevalent, more customers postpone their purchases and wait for the clearance price. This form of strategic waiting can reduce retailers’ revenue. As a way to mitigate the negative effect of strategic waiting, we analyze two sales mechanisms in this chapter. The first sales mechanism deals with the way inventory information is conveyed to customers. Specifically, we consider two types of inventory display formats under which the retailer can either display all (DA) available units to the customers or display one (DO) unit at a time so that customers have perfect (imperfect) information about the actual inventory level under the DA (DO) display format. The second sales mechanism involves an additional purchasing option that allows each customer to make a “non-withdrawable reservation.” Specifically, if a customer reserves an item during the season and the reserved item remains unsold at the end of the season, then this customer is obligated to purchase the reserved item at the clearance price. In this chapter, we analyze the implications of these two sales mechanisms on the customers’ strategic purchasing behavior, the retailer’s optimal pricing and ordering decisions, and the retailer’s expected profit.

Original languageEnglish (US)
Title of host publicationInternational Series in Operations Research and Management Science
PublisherSpringer New York LLC
Pages353-370
Number of pages18
DOIs
StatePublished - Jan 1 2009

Publication series

NameInternational Series in Operations Research and Management Science
Volume131
ISSN (Print)0884-8289

ASJC Scopus subject areas

  • Software
  • Computer Science Applications
  • Strategy and Management
  • Management Science and Operations Research
  • Applied Mathematics

Fingerprint Dive into the research topics of 'Mitigating the adverse impact of strategic waiting in dynamic pricing settings: A study of two sales mechanisms'. Together they form a unique fingerprint.

  • Cite this

    Aviv, Y., Tang, C. S., & Yin, R. (2009). Mitigating the adverse impact of strategic waiting in dynamic pricing settings: A study of two sales mechanisms. In International Series in Operations Research and Management Science (pp. 353-370). (International Series in Operations Research and Management Science; Vol. 131). Springer New York LLC. https://doi.org/10.1007/978-0-387-98026-3_13