Joint inventory and pricing decisions for perishable products with two‐period lifetime

We consider a periodic review model over a finite horizon for a perishable product with fixed lifetime equal to two review periods. The excess demand in a period is backlogged. The optimal replenishment and demand management (using price) decisions for such a product depend on the relative order of consumption of fresh and old units. We obtain insights on the structure of these decisions when the order of consumption is first‐in, first‐out and last‐in, first‐out. For the FIFO system, we also obtain bounds on both the optimal replenishment quantity as well as expected demand. We compare the FIFO system to two widely analyzed inventory systems that correspond to nonperishable and one‐period lifetime products to understand if demand management would modify our understanding of the relationship among the three systems. In a counterintuitive result, we find that it is more likely that bigger orders are placed in the FIFO system than for a nonperishable product when demand is managed. © 2013 Wiley Periodicals, Inc. Naval Research Logistics, 2013     

Resale price maintenance contracts with retailer sales effort: Effect of flexibility and competition

In Resale Price Maintenance (RPM) contracts, the manufacturer specifies the resale price that retailers must charge to consumers. We study the role of using a RPM contract in a market where demand is influenced by retailer sales effort. First, it is well known that RPM alone does not provide incentive for the retailer to use adequate sales effort and some form of quantity fixing may be needed to achieve channel coordination. However, when the market potential of the product is uncertain, RPM with quantity fixing is a rigid contract form. We propose and study a variety of RPM contracts with quantity fixing that offer different forms of flexibility including pricing flexibility and quantity flexibility. Second, we address a long‐time debate in both academia and practice on whether RPM is anti‐competitive in a market when two retailers compete on both price and sales effort. We show that depending on the relative intensity of price competition and sales effort competition, RPM may lead to higher or lower retail prices compared to a two‐part tariff contract, which specifies a wholesale price and a fixed fee. Further, the impact of RPM on price competition and sales effort competition is always opposite to each other. © 2006 Wiley Periodicals, Inc. Naval Research Logistics, 2006     

成本分担定价方式的装备采购博弈研究

承包商的努力程度直接决定了装备的制造成本。为有效激励承包商降低装备制造成本,提高装备采购效益,基于里昂惕夫劳资博弈模型建立了成本分担定价方式的装备采购博弈模型。并在承包商边际效用非线性和定价方式多变量的假设基础上,分别对价格、成本、承包商努力程度和承包商效用之间的关系进行了研究,对原模型进行了拓展,为定价方式中参数的确定提供了量化方法。     

基于博弈论的装备采购定价激励模型

不同的定价方式和定价参数的选择对于承包商会起到不同程度的激励作用。为提高装备采购效益,在承包商追求效用最大化假设的基础上,建立了装备采购完全信息动态博弈模型。对价格、成本、承包商努力程度和承包商效用之间的关系进行了研究,证明了成本分担和固定价格的定价方式能够有效激励承包商提高自身努力水平降低成本,并提出了2种定价方式的参数定量计算方法。     

A PANEL DATA ANALYSIS OF THE NEXUS BETWEEN DEFENCE SPENDING AND GROWTH IN THE EUROPEAN UNION: A COMMENT

Abstract

This paper explains and assesses the UK experience with determining prices and profitability for non-competitive defence contracts. Three periods are considered, namely pre-1968, the 1968 Profit Formula Agreement and the changes introduced in 2014. Two cases of ‘excessive’ profits were major determinants of the 1968 Profit Formula Agreement; but continued dissatisfaction with the 1968 Agreement led to changes in 2014. The historical overview of UK experience provides a basis for understanding current UK policy and offers insights for other countries facing similar policy challenges. A critique is presented of UK policy on single source pricing and profitability.     

Incomplete contracting and target‐cost pricing

Procurement of advanced technology defence equipment requires appropriate contractual arrangements to achieve efficient R&D investments. This paper analyses the optimality of target‐cost and fixed price contracts and shows that target‐cost pricing can achieve a first best where both fixed‐price contracts and cost reimbursement fail to do so. The main message of this paper is that in incomplete contracting optimality may sometimes be achieved by arrangements which combine several formulae which, individually, would fail to achieve efficiency.     

Bayesian strategies for dynamic pricing in e‐commerce

E‐commerce platforms afford retailers unprecedented visibility into customer purchase behavior and provide an environment in which prices can be updated quickly and cheaply in response to changing market conditions. This study investigates dynamic pricing strategies for maximizing revenue in an Internet retail channel by actively learning customers' demand response to price. A general methodology is proposed for dynamically pricing information goods, as well as other nonperishable products for which inventory levels are not an essential consideration in pricing. A Bayesian model of demand uncertainty involving the Dirichlet distribution or a mixture of such distributions as a prior captures a wide range of beliefs about customer demand. We provide both analytic formulas and efficient approximation methods for updating these prior distributions after sales data have been observed. We then investigate several strategies for sequential pricing based on index functions that consider both the potential revenue and the information value of selecting prices. These strategies require a manageable amount of computation, are robust to many types of prior misspecification, and yield high revenues compared to static pricing and passive learning approaches. © 2006 Wiley Periodicals, Inc. Naval Research Logistics, 2007     

The impact of demand uncertainty on product line design under endogenous substitution

The existing product line design literature devotes little attention to the effect of demand uncertainty. Due to demand uncertainty, the supply‐demand mismatch is inevitable which leads to different degrees of lost sales depending on the configuration of product lines. In this article, we adopt a stylized two‐segment setup with uncertain market sizes and illustrate the interplay between two effects: risk pooling that mitigates the impact of demand uncertainty and market segmentation that facilitates consumer differentiation. Compared to downward substitution, inducing bidirectional substitution through product line decisions including quality levels and prices can yield greater risk pooling effects. However, we show that the additional benefit from the risk pooling effect cannot compensate for the reduced market segmentation effect. We demonstrate that the presence of demand uncertainty can reduce the benefit of market segmentation and therefore the length of product lines in terms of the difference between products. We also propose three heuristics that separate product line and production decisions; each of these heuristics corresponds to one particular form of demand substitution. Our numerical studies indicate that the best of the three heuristics yields performance that is close to optimality. © 2015 Wiley Periodicals, Inc. Naval Research Logistics 62: 143–157, 2015     

Optimal pricing and scheduling control of product shipping

In this article, we seek to understand how a capacity‐constrained seller optimally prices and schedules product shipping to customers who are heterogeneous on willingness to pay (WTP) and willingness to wait (WTW). The capacity‐constrained seller does not observe each customer's WTP and WTW and knows only the aggregate distributions of WTP and WTW. The seller's problem is modeled as an M/M/N_s queueing model with multiclass customers and multidimensional information screening. We contribute to the literature by providing an optimal and efficient algorithm. Furthermore, we numerically find that customers with a larger waiting cost enjoys a higher scheduling priority, but customers with higher valuation do not necessarily get a higher scheduling priority. © 2015 Wiley Periodicals, Inc. Naval Research Logistics 62: 215–227, 2015     

A nonatomic‐game model for timing clearance sales under competition

We deal with dynamic revenue management (RM) under competition using the nonatomic‐game approach. Here, a continuum of heterogeneous sellers try to sell the same product over a given time horizon. Each seller can lower his price once at the time of his own choosing, and faces Poisson demand arrival with a rate that is the product of a price‐sensitive term and a market‐dependent term. Different types of sellers interact, and their respective prices help shape the overall market in which they operate, thereby influencing the behavior of all sellers. Using the infinite‐seller approximation, which deprives any individual seller of his influence over the entire market, we show the existence of a certain pattern of seller behaviors that collectively produce an environment to which the behavior pattern forms a best response. Such equilibrium behaviors point to the suitability of threshold‐like pricing policies. Our computational study yields insights to RM under competition, such as profound ways in which consumer and competitor types influence seller behaviors and market conditions. © 2014 Wiley Periodicals, Inc. Naval Research Logistics 61: 365–385, 2014