Dynamic pricing in a trade-in program with replacement and new customers

Trade-in programs have been widely adopted to enhance repeat purchase from replacement customers. Considering that a market consists of replacement and new segments, we study the joint and dynamic decisions on the selling price of new product (hereafter, “selling price”) and the trade-in price involved in the program. By adopting a vertical product differentiation choice model, we investigate two scenarios in this paper. In the base model, the manufacturer has sufficiently large production capacity to fulfill the customer demand. We characterize the structural properties of the joint pricing decisions and compare them with the optimal pricing policy under regular selling. We further propose a semi-dynamic trade-in program, under which the new product is sold at a fixed price and the trade-in price can be adjusted dynamically. Numerical experiments are conducted to evaluate the performance of the dynamic and semi-dynamic trade-in programs. In an extended model, we consider the scenario in which the manufacturer stocks a batch of new products in the beginning of the selling horizon and the inventory cannot be replenished. Following a revenue management framework, we characterize the structural properties with respect to time period and inventory level of new products.     

Optimal pricing and inventory control policy in periodic‐review systems with fixed ordering cost and lost sales

This paper studies a periodic‐review pricing and inventory control problem for a retailer, which faces stochastic price‐sensitive demand, under quite general modeling assumptions. Any unsatisfied demand is lost, and any leftover inventory at the end of the finite selling horizon has a salvage value. The cost component for the retailer includes holding, shortage, and both variable and fixed ordering costs. The retailer's objective is to maximize its discounted expected profit over the selling horizon by dynamically deciding on the optimal pricing and replenishment policy for each period. We show that, under a mild assumption on the additive demand function, at the beginning of each period an (s,S) policy is optimal for replenishment, and the value of the optimal price depends on the inventory level after the replenishment decision has been done. Our numerical study also suggests that for a sufficiently long selling horizon, the optimal policy is almost stationary. Furthermore, the fixed ordering cost (K) plays a significant role in our modeling framework. Specifically, any increase in K results in lower s and higher S. On the other hand, the profit impact of dynamically changing the retail price, contrasted with a single fixed price throughout the selling horizon, also increases with K. We demonstrate that using the optimal policy values from a model with backordering of unmet demands as approximations in our model might result in significant profit penalty. © 2005 Wiley Periodicals, Inc. Naval Research Logistics, 2006     

Synchronizing pricing and replenishment to serve forward-looking customers

We incorporate strategic customer waiting behavior in the classical economic order quantity (EOQ) setting. The seller determines not only the timing and quantities of the inventory replenishment, but also the selling prices over time. While similar ideas of market segmentation and intertemporal price discrimination can be carried over from the travel industries to other industries, inventory replenishment considerations common to retail outlets and supermarkets introduce additional features to the optimal pricing scheme. Specifically, our study provides concrete managerial recommendations that are against the conventional wisdom on “everyday low price” (EDLP) versus “high-low pricing” (Hi-Lo). We show that in the presence of inventory costs and strategic customers, Hi-Lo instead of EDLP is optimal when customers have homogeneous valuations. This result suggests that because of strategic customer behavior, the seller obtains a new source of flexibility—the ability to induce customers to wait—which always leads to a strictly positive increase of the seller's profit. Moreover, the optimal inventory policy may feature a dry period with zero inventory, but this period does not necessarily result in a loss of sales as customers strategically wait for the upcoming promotion. Furthermore, we derive the solution approach for the optimal policy under heterogeneous customer valuation setting. Under the optimal policy, the replenishments and price promotions are synchronized, and the seller adopts high selling prices when the inventory level is low and plans a discontinuous price discount at the replenishment point when inventory is the highest.     

Optimal disposal policies for a single-item inventory system with returns

We consider a single-item inventory system in which the stock level can increase due to items being returned as well as decrease when demands occur. Returned items can be repaired and then used to satisfy future demand, or they can be disposed of. We identify those inventory levels where disposal is the best policy. It is shown that this problem is equivalent to a problem of controlling a single-server queue. When the return and demand processes are both Poisson, we find the optimal policy exactly. When the demand and return processes are more general, we use diffusion approximations to obtain an approximate model, which is then solved. The approximate model requires only mean and variance data. Besides the optimal policy, the output of the models includes such characteristics as the operating costs, the purchase rate for new items, the disposal rate for returned items and the average inventory level. Several numerical examples are given. An interesting by-product of our investigation is an approximation for the steady-state behavior of the bulk GI/G/1 queue with a queue limit.     

Some new results on the preservation of the NBUE and NWUE aging classes under the formation of coherent systems

We consider the classical problem of whether certain classes of lifetime distributions are preserved under the formation of coherent systems. Under the assumption of independent and identically distributed (i.i.d.) component lifetimes, we consider the NBUE (new better than used in expectation) and NWUE (new worse than used in expectation) classes. First, a necessary condition for a coherent system to preserve the NBUE class is given. Sufficient conditions are then obtained for systems satisfying this necessary condition. The sufficient conditions are satisfied for a collection of systems which includes all parallel systems, but the collection is shown to be strictly larger. We also prove that no coherent system preserves the NWUE class. As byproducts of our study, we obtain the following results for the case of i.i.d. component lifetimes: (a) the DFR (decreasing failure rate) class is preserved by no coherent systems other than series systems, and (b) the IMRL (increasing mean residual life) class is not preserved by any coherent systems. Generalizations to the case of dependent component lifetimes are briefly discussed.     

An optimal ordering policy for situations with uncertainty in supply

A one-period inventory model where supply is a random variable with mean proportional to the quantity ordered has been considered. Under new better than used in expectation assumption on the supply variable, a strategy which maximizes a minimum profit has been suggested. An estimate for this maximin order quantity whenever the (customer) demand distribution is unknown has been proposed and almost sure convergence of this estimate to its true value with increasing sample size has been established.     

Dynamic pricing and replenishment: Optimality,bounds, and asymptotics

In many applications, managers face the problem of replenishing and selling products during a finite time horizon. We investigate the problem of making dynamic and joint decisions on product replenishment and selling in order to improve profit. We consider a backlog scenario in which penalty cost (resulting from fulfillment delay) and accommodation cost (resulting from shortage at the end of the selling horizon) are incurred. Based on continuous‐time and discrete‐state dynamic programming, we study the optimal joint decisions and characterize their structural properties. We establish an upper bound for the optimal expected profit and develop a fluid policy by resorting to the deterministic version of the problem (ie, the fluid problem). The fluid policy is shown to be asymptotically optimal for the original stochastic problem when the problem size is sufficiently large. The static nature of the fluid policy and its lack of flexibility in matching supply with demand motivate us to develop a “target‐inventory” heuristic, which is shown, numerically, to be a significant improvement over the fluid policy. Scenarios with discrete feasible sets and lost‐sales are also discussed in this article.     

Revenue maximization in two-station tandem queueing systems

We study optimal pricing for tandem queueing systems with finite buffers. The service provider dynamically quotes prices to incoming price sensitive customers to maximize the long-run average revenue. We present a Markov decision process model for the optimization problem. For systems with two stations, general-sized buffers, and two or more prices, we describe the structure of the optimal dynamic pricing policy and develop tailored policy iteration algorithms to find an optimal pricing policy. For systems with two stations but no intermediate buffer, we characterize conditions under which quoting either a high or a low price to all customers is optimal and provide an easy-to-implement algorithm to solve the problem. Numerical experiments are conducted to compare the developed algorithms with the regular policy iteration algorithm. The work also discusses possible extensions of the obtained results to both three-station systems and two-station systems with price and congestion sensitive customers using numerical analysis.     

Asymptotic normality of the estimated optimal order quantity for one-period inventories with supply uncertainty

A one-period inventory situation where the supply is an NBUE random variable with mean proportional to the quantity ordered has been considered. The optimal exponential order quantity, which maximizes the minimum profit obtainable in the NBUE class of supply distributions, is a function of the demand distribution function. Here we show that an estimator of the maximin order quantity, which is already known to converge almost surely to its true value, converges also in distribution to an appropriate normal law with increasing sample size.     

Evaluating the potential effects from probabilistic selling of similar products

In this article, we consider an online retailer who sells two similar products (A and B) over a finite selling period. Any stock left at the end of the period has no value (like clothes going out of fashion at the end of a season). Aside from selling the products at regular prices, he may offer an additional option that sells a probabilistic good, “A or B,” at a discounted price. Whenever a customer buys a probabilistic good, he needs to assign one of the products for the fulfillment. Considering the choice behavior of potential customers, we model the problem using continuous‐time, discrete‐state, finite‐horizon dynamic programming. We study the optimal admission decisions and devise two scenarios, whose value functions can be used as benchmarks to evaluate the demand induction effect and demand dilution effect of probabilistic selling (PS). We further investigate an extension of the base MDP (Markov Decision Process) model in which the fulfillment of probabilistic sales is uncontrollable by the retailer. A special case of the extended model can be used as a benchmark to quantify the potential inventory pooling effect of PS. Finally, numerical experiments are conducted to evaluate the overall profit improvement, and the effects from adopting the PS strategy. © 2014 Wiley Periodicals, Inc. Naval Research Logistics, 61: 604–620, 2014     

A dynamic,nonstationary inventory problem for a price/quantity setting firm

A dynamic and nonstationary model is formulated for a firm which attempts to minimize total expected costs over a finite planning horizon. The control variables are price and production. The price p and the demand ζ are linked through the relationship ζ = g(p) + η, where g(p) is the riskless demand curve and η is a random variable. The general model allows for proportional ordering costs, convex holding and stockout costs, downward sloping riskless demand curve, backlogging, partial backlogging, lost sales, partial spoilage of inventory, and two modes of collecting revenue. Sufficient conditions are developed for this problem to have an optimal policy which resembles the single critical number policy known from stochastic inventory theory. It is also shown what set of parameters will satisfy these sufficiency conditions.     

Partially controlled demand and inventory control: An additive model

The primary goal of this paper is to establish properties of the inventory and advertising policy minimizing the expected discounted cost over a finite horizon in a dynamic nonstationary inventory model with random demand which is influenced by the level of goodwill. Under linearization of the cost associated with the maximum inventory and the advertising effect on demand, the model is shown to be equivalent to an inventory model with disposal. Many results of this paper are extended to cover convex ordering cost of inventory and time lag in delivery of stocks.     

Supply contracts in manufacturer‐retailer interactions with manufacturer‐quality and retailer effort‐induced demand

We consider a decentralized distribution channel where demand depends on the manufacturer‐chosen quality of the product and the selling effort chosen by the retailer. The cost of selling effort is private information for the retailer. We consider three different types of supply contracts in this article: price‐only contract where the manufacturer sets a wholesale price; fixed‐fee contract where manufacturer sells at marginal cost but charges a fixed (transfer) fee; and, general franchise contract where manufacturer sets a wholesale price and charges a fixed fee as well. The fixed‐fee and general franchise contracts are referred to as two‐part tariff contracts. For each contract type, we study different contract forms including individual, menu, and pooling contracts. In the analysis of the different types and forms of contracts, we show that the price only contract is dominated by the general franchise menu contract. However, the manufacturer may prefer to offer the fixed‐fee individual contract as compared to the general franchise contract when the retailer's reservation utility and degree of information asymmetry in costs are high. © 2008 Wiley Periodicals, Inc. Naval Research Logistics, 2008     

A sequential dynamic pricing model and its applications

Consider a sequential dynamic pricing model where a seller sells a given stock to a random number of customers. Arriving one at a time, each customer will purchase one item if the product price is lower than her personal reservation price. The seller's objective is to post a potentially different price for each customer in order to maximize the expected total revenue. We formulate the seller's problem as a stochastic dynamic programming model, and develop an algorithm to compute the optimal policy. We then apply the results from this sequential dynamic pricing model to the case where customers arrive according to a continuous‐time point process. In particular, we derive tight bounds for the optimal expected revenue, and develop an asymptotically optimal heuristic policy. © 2004 Wiley Periodicals, Inc. Naval Research Logistics, 2004.     

THE ‘PRICE’ OF TERRORISM

Security measures are said to increase the price of terrorism. This price has not been hitherto defined in an economically meaningful way. This paper provides a precise definition by treating the terrorists’ resource endowment as a parcel of contingent claims to political influence with a price equal to the summed value of those contingent claims in potential states of the world. Equipped with this definition, an equilibrium model of the price of terrorism is deployed. Important insights are gained into the effect of terrorists’ risk aversion at the level of the price of terrorism in different states of the world and the theoretical conclusion is reached that higher security is associated with a lower price of terrorism rather than a higher price. The implications for policy are discussed.     

Minimax and maximin facility location problems on a sphere

The problem dealt with in this article is as follows. There are n “demand points” on a sphere. Each demand point has a weight which is a positive constant. A facility must be located so that the maximum of the weighted distances (distances are the shortest arcs on the surface of the sphere) is minimized; this is called the minimax problem. Alternatively, in the maximin problem, the minimum weighted distance is maximized. A setup cost associated with each demand point may be added for generality. It is shown that any maximin problem can be reparametrized into a minimax problem. A method for finding local minimax points is described and conditions under which these are global are derived. Finally, an efficient algorithm for finding the global minimax point is constructed.     

On preservation of classes of life distributions under reliability operations: Some complementary results

A counterexample of general character is constructed showing that the NWUE class is not preserved under mixing. Some general classes of life distributions are introduced and their behavior under mixing and convolution is studied. These classes have a theoretical character but coincide in many cases with well-known classes. It is proved that the DMRL class is not preserved under convolution.     

Equitable bandwidth allocation in content distribution networks

Applications for content distribution over networks, such as Video‐on‐Demand (VOD), are expected to grow significantly over time. Effective bandwidth allocation schemes that can be repeatedly executed must be deployed since new programs are often installed at various servers while other are deleted. We present a model for bandwidth allocation in a content distribution network that consists of multiple trees, where the root of each tree has a server that broadcasts multiple programs throughout the tree. Each network link has limited capacity and may be used by one or more of these trees. The model is formulated as an equitable resource allocation problem with a lexicographic maximin objective function that attempts to provide equitable service performance for all requested programs at the various nodes. The constraints include link capacity constraints and tree‐like ordering constraints imposed on each of the programs. We present an algorithm that provides an equitable solution in polynomial time for certain performance functions. At each iteration, the algorithm solves single‐link maximin optimization problems while relaxing the ordering constraints. The algorithm selects a bottleneck link, fixes various variables at their lexicographic optimal solution while enforcing the ordering constraints, and proceeds with the next iteration. © 2010 Wiley Periodicals, Inc. Naval Research Logistics, 2010     

Coordination of pricing and inventory control across products

We consider the joint pricing and inventory‐control problem for a retailer who orders, stocks, and sells two products. Cross‐price effects exist between the two products, which means that the demand of each product depends on the prices of both products. We derive the optimal pricing and inventory‐control policy and show that this policy differs from the base‐stock list‐price policy, which is optimal for the one‐product problem. We find that the retailer can significantly improve profits by managing the two products jointly as opposed to independently, especially when the cross‐price demand elasticity is high. We also find that the retailer can considerably improve profits by using dynamic pricing as opposed to static pricing, especially when the demand is nonstationary. © 2009 Wiley Periodicals, Inc. Naval Research Logistics, 2009     

Auctions in the post‐change‐order period

A change order is frequently initiated by either the supplier or the buyer, especially when the contract is long‐term or when the contractual design is complex. In response to a change order, the buyer can enter a bargaining process to negotiate a new price. If the bargaining fails, she pays a cancellation fee (or penalty) and opens an auction. We call this process the sequential bargaining‐auction (BA). At the time of bargaining, the buyer is uncertain as to whether the bargained price is set to her advantage; indeed, she might, or might not, obtain a better price in the new auction. To overcome these difficulties, we propose a new change‐order‐handling mechanism by which the buyer has an option to change the contractual supplier after bargaining ends with a bargained price. We call this the option mechanism. By this mechanism, the privilege of selling products or services is transferred to a new supplier if the buyer exercises the option. To exercise the option, the buyer pays a prespecified cash payment, which we call the switch price, to the original supplier. If the option is not exercised, the bargained price remains in effect. When a switch price is proposed by the buyer, the supplier decides whether or not to accept it. If the supplier accepts it, the buyer opens an auction. The option is exercised when there is a winner in the auction. This article shows how, under the option mechanism, the optimal switch price and the optimal reserve price are determined. Compared to the sequential BA, both the buyer and the supplier benefit. Additionally, the option mechanism coordinates the supply chain consisting of the two parties. © 2015 Wiley Periodicals, Inc. Naval Research Logistics 62: 248–265, 2015