IDEAS home Printed from https://ideas.repec.org/a/eee/proeco/v164y2015icp105-117.html
   My bibliography  Save this article

An integrated approach to price differentiation and inventory decisions with demand leakage

Author

Listed:
  • Raza, Syed Asif

Abstract

Price differentiation is among widely practiced tools in Revenue Management (RM) in which a seller offers same or slightly different products (or services) at different prices to its customers. Earlier research studies have shown that the benefits from price differentiation are evident when the market segmentation is assumed to be perfect. In a perfect market segmentation, customers associated with a market segment do not move between market segments. However, it is not uncommon to observe that a market segmentation a firm operates in is seldom prefect, and due to imperfect segmentation customers move between market segments which is also referred to as demand leakage. In addition, the firms predominantly experience stochastic demand and thus a firm experiences both the short sales and leftovers due to demand uncertainty. This research proposes a model to address the issue of an optimal market segmentation using price differentiation as a tool. We also establish an integrated framework for pricing, order and (production) quantity allocation decisions in each market segment when a firm experiences demand leakage from one market segment to another and faces price-dependent stochastic demand. The model is analyzed to determine an optimal decision framework on pricing, order quantity allocation, and market segmentation using the proposed price differentiation. Due to the complexity of the problem, both the hierarchical and joint optimization approaches are developed. A simplified closed-form optimal solution to the problem is outlined in the case of hierarchical approach. The model is also analyzed for a situation in which the distribution of the price-dependent stochastic demand is unknown and a distribution-free approach is utilized to address the problem. It is identified that the use of distribution-free approach also results in a closed-form optimal solution to the problem. A numerical study is presented to demonstrate the performance of the model and solution approaches. The benefits of the optimal market segmentation using a differentiation price are also highlighted along with the proposed integrated optimal decision framework when a firm experiences demand leakage.

Suggested Citation

  • Raza, Syed Asif, 2015. "An integrated approach to price differentiation and inventory decisions with demand leakage," International Journal of Production Economics, Elsevier, vol. 164(C), pages 105-117.
  • Handle: RePEc:eee:proeco:v:164:y:2015:i:c:p:105-117
    DOI: 10.1016/j.ijpe.2014.12.020
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0925527314004149
    Download Restriction: Full text for ScienceDirect subscribers only

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Wu, Zhengping & Crama, Pascale & Zhu, Wanshan, 2012. "The newsvendor’s optimal incentive contracts for multiple advertisers," European Journal of Operational Research, Elsevier, vol. 220(1), pages 171-181.
    2. Liao, Yi & Banerjee, Avijit & Yan, Changyuan, 2011. "A distribution-free newsvendor model with balking and lost sales penalty," International Journal of Production Economics, Elsevier, vol. 133(1), pages 224-227, September.
    3. Michael Zhang & Peter C. Bell, 2010. "Fencing in the context of revenue management," International Journal of Revenue Management, Inderscience Enterprises Ltd, vol. 4(1), pages 42-68.
    4. Zhang, Michael & Bell, Peter C. & Cai, Gangshu (George) & Chen, Xiangfeng, 2010. "Optimal fences and joint price and inventory decisions in distinct markets with demand leakage," European Journal of Operational Research, Elsevier, vol. 204(3), pages 589-596, August.
    5. Wei, Cansheng & Li, Yongjian & Cai, Xiaoqiang, 2011. "Robust optimal policies of production and inventory with uncertain returns and demand," International Journal of Production Economics, Elsevier, vol. 134(2), pages 357-367, December.
    6. Zhou, Erfeng & Zhang, Juzhi & Gou, Qinglong & Liang, Liang, 2015. "A two period pricing model for new fashion style launching strategy," International Journal of Production Economics, Elsevier, vol. 160(C), pages 144-156.
    7. Alfares, Hesham K. & Elmorra, Hassan H., 2005. "The distribution-free newsboy problem: Extensions to the shortage penalty case," International Journal of Production Economics, Elsevier, vol. 93(1), pages 465-477, January.
    8. Xu, Xiaolin & Cai, Xiaoqiang & Chen, Youhua, 2011. "Unimodality of price-setting newsvendor's objective function with multiplicative demand and its applications," International Journal of Production Economics, Elsevier, vol. 133(2), pages 653-661, October.
    9. Güler, M. Güray & Bilgiç, Taner & Güllü, Refik, 2014. "Joint inventory and pricing decisions when customers are delay sensitive," International Journal of Production Economics, Elsevier, vol. 157(C), pages 302-312.
    10. Murray, Chase C. & Gosavi, Abhijit & Talukdar, Debabrata, 2012. "The multi-product price-setting newsvendor with resource capacity constraints," International Journal of Production Economics, Elsevier, vol. 138(1), pages 148-158.
    11. Wen-Chyuan Chiang & Jason C.H. Chen & Xiaojing Xu, 2007. "An overview of research on revenue management: current issues and future research," International Journal of Revenue Management, Inderscience Enterprises Ltd, vol. 1(1), pages 97-128.
    12. Georgiadis, George & Tang, Christopher S., 2014. "Optimal reservation policies and market segmentation," International Journal of Production Economics, Elsevier, vol. 154(C), pages 81-99.
    13. T. M. Whitin, 1955. "Inventory Control and Price Theory," Management Science, INFORMS, vol. 2(1), pages 61-68, October.
    14. Lee, Chih-Ming & Hsu, Shu-Lu, 2011. "The effect of advertising on the distribution-free newsboy problem," International Journal of Production Economics, Elsevier, vol. 129(1), pages 217-224, January.
    15. Kevin Chiang, Wei-yu & Monahan, George E., 2005. "Managing inventories in a two-echelon dual-channel supply chain," European Journal of Operational Research, Elsevier, vol. 162(2), pages 325-341, April.
    16. Mostard, Julien & de Koster, Rene & Teunter, Ruud, 2005. "The distribution-free newsboy problem with resalable returns," International Journal of Production Economics, Elsevier, vol. 97(3), pages 329-342, September.
    17. Jammernegg, Werner & Kischka, Peter, 2013. "The price-setting newsvendor with service and loss constraints," Omega, Elsevier, vol. 41(2), pages 326-335.
    18. Zhang, Michael & Bell, Peter C., 2007. "The effect of market segmentation with demand leakage between market segments on a firm's price and inventory decisions," European Journal of Operational Research, Elsevier, vol. 182(2), pages 738-754, October.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Raza, Syed Asif & Rathinam, Sivakumar, 2017. "A risk tolerance analysis for a joint price differentiation and inventory decisions problem with demand leakage effect," International Journal of Production Economics, Elsevier, vol. 183(PA), pages 129-145.
    2. Raza, Syed Asif & Turiac, Mihaela, 2016. "Joint optimal determination of process mean, production quantity, pricing, and market segmentation with demand leakage," European Journal of Operational Research, Elsevier, vol. 249(1), pages 312-326.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:proeco:v:164:y:2015:i:c:p:105-117. See general information about how to correct material in RePEc.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Dana Niculescu). General contact details of provider: http://www.elsevier.com/locate/ijpe .

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service hosted by the Research Division of the Federal Reserve Bank of St. Louis . RePEc uses bibliographic data supplied by the respective publishers.