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Clearance Pricing and Inventory Policies for Retail Chains

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Author Info

  • Stephen A. Smith

    (Leavey School of Business, Santa Clara University, Santa Clara, California 95053)

  • Dale D. Achabal

    (Leavey School of Business, Santa Clara University, Santa Clara, California 95053)

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    Abstract

    Clearance pricing and end of season inventory management are challenging and important problems in retailing. Sales rates depend upon price, seasonal effects, and the remaining assortment of items available to customers. There is little time to react to observed sales, and pricing errors result in either loss of potential revenue or excess inventory to be liquidated. This paper develops optimal clearance prices and inventory management policies that take into account the impact of reduced assortment and seasonal changes on sales rates. Versions of these policies have been tested and implemented at three major retail chains and these applications are summarized and discussed.

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    File URL: http://dx.doi.org/10.1287/mnsc.44.3.285
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    Bibliographic Info

    Article provided by INFORMS in its journal Management Science.

    Volume (Year): 44 (1998)
    Issue (Month): 3 (March)
    Pages: 285-300

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    Handle: RePEc:inm:ormnsc:v:44:y:1998:i:3:p:285-300

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    Related research

    Keywords: Marketing; Pricing; Retailing;

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    Citations

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    Cited by:
    1. Bellantuono, Nicola & Giannoccaro, Ilaria & Pontrandolfo, Pierpaolo & Tang, Christopher S., 2009. "The implications of joint adoption of revenue sharing and advance booking discount programs," International Journal of Production Economics, Elsevier, vol. 121(2), pages 383-394, October.
    2. Ferrer, Juan-Carlos & Oyarzún, Diego & Vera, Jorge, 2012. "Risk averse retail pricing with robust demand forecasting," International Journal of Production Economics, Elsevier, vol. 136(1), pages 151-160.
    3. Baruah, Pundarikaksha, 2006. "Supply Chains Facing Atypical Demand: Optimal Operational Policies And Benefits Under Information Sharing," MPRA Paper 16101, University Library of Munich, Germany.
    4. Chatwin, Richard E., 2000. "Optimal dynamic pricing of perishable products with stochastic demand and a finite set of prices," European Journal of Operational Research, Elsevier, vol. 125(1), pages 149-174, August.
    5. Huang, Kwei-Long & Kuo, Chia-Wei & Lu, Ming-Lun, 2014. "Wholesale price rebate vs. capacity expansion: The optimal strategy for seasonal products in a supply chain," European Journal of Operational Research, Elsevier, vol. 234(1), pages 77-85.
    6. Fleischmann, M. & Hall, J.M. & Pyke, D.F., 2005. "A Dynamic Pricing Model for Coordinated Sales and Operations," ERIM Report Series Research in Management ERS-2005-074-LIS, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus Uni.
    7. Voros, Jozsef, 2002. "Product balancing under conditions of quality inflation, cost pressures and growth strategies," European Journal of Operational Research, Elsevier, vol. 141(1), pages 153-166, August.
    8. Martha Starr-McCluer, 2000. "The effects of weather on retail sales," Finance and Economics Discussion Series 2000-08, Board of Governors of the Federal Reserve System (U.S.).
    9. Nair, Anand & Closs, David J., 2006. "An examination of the impact of coordinating supply chain policies and price markdowns on short lifecycle product retail performance," International Journal of Production Economics, Elsevier, vol. 102(2), pages 379-392, August.
    10. Vörös, József, 2003. "A minőség figyelembevételének szükségessége az egyensúlyi állapot meghatározásában
      [The need to consider quality when determining a state of equilibrium]
      ," Közgazdasági Szemle (Economic Review - monthly of the Hungarian Academy of Sciences), Közgazdasági Szemle Alapítvány (Economic Review Foundation), vol. 0(1), pages 6-21.
    11. Fleischmann, M. & Hall, J.M. & Pyke, D.F., 2003. "Smart Pricing: Linking Pricing Decisions with Operational Insights," ERIM Report Series Research in Management ERS-2004-001-LIS, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus Uni.
    12. Chen, Liang-Tu, 2014. "Optimal dynamic policies for integrated production and marketing planning in business-to-business marketplaces," International Journal of Production Economics, Elsevier, vol. 153(C), pages 46-53.
    13. Istvan, Bessenyei, 2005. "Does market value maximization affect the order of resource exploitation?," Economic Modelling, Elsevier, vol. 22(6), pages 1090-1104, December.

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