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Probabilistic Selling Strategy with Customer Return Policy

Author

Listed:
  • Sen-Chi Wu

    (Dean of College of Service Industry, Minghsin University of Science and Technology, Xinfeng Hsinchu 30401, Taiwan)

  • Shih-Ming Ou

    (Associate Professor, Department of Logistics Management, Fuzhou University of International Studies and Trade No.28,Yuhuan Rd. Shouzhan New Dist.Changle, Fuzhou City, Fujian, PR China)

Abstract

Probabilistic selling is a marketing strategy that multi-item vendors provide to consumers, presenting discounted options through acceptance of uncertain risks with random selections from sets of multiple distinct items. However, past studies of this strategy assume a no return policy since returned items shift part of the mentioned uncertain risk to the retailer. Because returns are a common business practice and an important coordination tool in supply chains, this research identifies the impacts of a return policy on the efficacy of probabilistic selling models.

Suggested Citation

  • Sen-Chi Wu & Shih-Ming Ou, 2017. "Probabilistic Selling Strategy with Customer Return Policy," Business, Management and Economics Research, Academic Research Publishing Group, vol. 3(10), pages 185-187, 10-2017.
    • Handle: RePEc:arp:bmerar:2017:p:185-187
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