Consumer-Driven Demand and Operations Management Models
A Systematic Study of Information-Technology-Enabled Sales Mechanisms
(Sprache: Englisch)
This important book is by top scholars in supply chain management, revenue management, and e-commerce, all of which are grounded in information technologies and consumer demand research. The book looks at new selling techniques designed to reach the consumer.
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Produktinformationen zu „Consumer-Driven Demand and Operations Management Models “
This important book is by top scholars in supply chain management, revenue management, and e-commerce, all of which are grounded in information technologies and consumer demand research. The book looks at new selling techniques designed to reach the consumer.
Klappentext zu „Consumer-Driven Demand and Operations Management Models “
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.
Inhaltsverzeichnis zu „Consumer-Driven Demand and Operations Management Models “
Part I-Rational consumer behavior : endogenous decision making mechanisms-
Cheap talk in operations : role of intentional vagueness
- Product design in a market with satisficing customers
- The effect of assortment rotation on consumer choice, and its impact on competition
- Models of herding behavior in operations management
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Part II-Organizational strategies for managing rational/strategic consumer behavior
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Internet-based distribution channel for product diversion with potential manufacturer's intervention
- Managing client portfolio in a two-tier supply chain
- Strategic customer behavior and the benefit of decentralization
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Part III-Products strategies for managing rational/strategic consumer behavior
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Is assortment selection a popularity contest?
- Product design, pricing, and capacity investment in a congested production system
- Selling to strategic customers : opaque selling strategies
- Competing through mass customization
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Part IV-Operational strategies for managing rational/strategic consumer behavior
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Counteracting strategic consumer behavior in dynamic pricing systems
- Mitigating the adverse impact of strategic waiting in dynamic pricing settings
- The impact of strategic consumer behavior on the value of operational flexibility
- Capacity rationing with strategic customers
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Part V-Pricing strategies for managing rational/strategic consumer behavior
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Shaping consumer demand through the use of contingent pricing
- Strategic consumer response to dynamic pricing of perishable products
- Strategic behavior in supply chains : information acquisition
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Index
Bibliographische Angaben
- 2009, 2009, 488 Seiten, Maße: 16 x 24,1 cm, Gebunden, Englisch
- Herausgegeben: Christopher S. Tang, Serguei Netessine
- Verlag: Springer
- ISBN-10: 0387980180
- ISBN-13: 9780387980188
- Erscheinungsdatum: 25.06.2009
Sprache:
Englisch
Rezension zu „Consumer-Driven Demand and Operations Management Models “
From the reviews: "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)
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