eBook, PDF

Consumer-Driven Demand and Operations Management Models (eBook, PDF)

A Systematic Study of Information-Technology-Enabled Sales Mechanisms

Redaktion: Netessine, Serguei; Tang, Christopher S.

Beschreibung

To compete in today's volatile market with rapidly changing consumer tastes and erce competition, companies in the manufacturing and service industries are - ploying new mechanisms to increase sales, market shares, and pro ts. As an - fective mechanism to segment a market comprising of consumers with different needs, preferences, and willingness-to-pay, many rms have used product (or s- vice) variety with different price points to serve different segments of the market, see Ho (1998). Ideally, the price of each of these products (or services) targets a particular segment of customers. For example, airlines often use different terms of sales (refundable/non-refundable, upgradable/non-upgradable, direct/connecting ight, etc. ) to sell economy class tickets at different prices. Likewise, retailers - ten sell the same product at different prices in different channels (company's own web site, dealers' web sites, or company's physical stores) or at different times (- fore, during, and after the selling season), see Talluri and van Ryzin (2005). Ample academic literature in Operations Management and other areas considered these strategies. However, as consumers become more knowledgeable about the product, pricing, organizational and operational policies that the companies deploy for pr- ucts and services, their purchasing begins to change dramatically. In the academic Operations Management literature, consumer demand is often assumedtobe exogenous so that demand functions are usually modeled as well de- ned and exogenously speci ed functions of price and/or other product attributes such as quality.

Technische Details

• Geräte: PC
• ohne Kopierschutz
• Größe: 6.71MB

Barrierefreiheit

• Text-to-Speech

Produktdetails

• Verlag: Springer US
• Seitenzahl: 488
• Erscheinungstermin: 2. Juni 2009
• Englisch
• ISBN-13: 9780387980263
• Artikelnr.: 37289507

Rezensionen

From the reviews:

"The book under review is very well written with incredible informations about Operations Management and how big companies and the market works under these new concepts. The book is aimed to non-experts in the subject and I highly reccommend this book if you are interested in Operations Management Models. The book presents a diversified and several models which are adopted nowadays and the reading is very easy and enganging. Have a good reading!" (Inspire and Action Book Review Blog, inspireandaction.wordpress.com, November, 2013)

"This book introduces a variety of approaches and case analysis of revenue management and selling mechanisms at strategic organizational and operational level. ... very well organized and the chapters are well written. ... I liked this book because I found a lot of interesting new topics giving an extensive picture of the high dynamism of the strategic consumer behaviour ... . a good value for money for researchers, practitioners involved in sales mechanisms and revenue management and for academic purposes ... ." (G. Stecca, Journal of the Operational Research Society, Vol. 61 (12), 2010)