Home

About

Advanced Search

Browse by Discipline

Scientific Societies

E-print Alerts

Add E-prints

E-print Network
FAQHELPSITE MAPCONTACT US


  Advanced Search  

 
MANUFACTURING & SERVICE OPERATIONS MANAGEMENT
 

Summary: MANUFACTURING & SERVICE
OPERATIONS MANAGEMENT
Vol. 10, No. 3, Summer 2008, pp. 360­376
issn 1523-4614 eissn 1526-5498 08 1003 0360
informs®
doi 10.1287/msom.1070.0187
© 2008 INFORMS
Pricing Promotional Products Under Upselling
Goker Aydin
Department of Industrial and Operations Engineering, University of Michigan,
Ann Arbor, Michigan 48109, ayding@umich.edu
Serhan Ziya
Department of Statistics and Operations Research, University of North Carolina at Chapel Hill,
Chapel Hill, North Carolina 27599, ziya@unc.edu
Upselling is offering an additional product to a customer who just made a purchase. Most catalogers and
online sellers, in addition to some traditional retailers, use upselling often to clear inventories of slow-
moving items. We investigate the pricing and discounting questions for such an item, which we call the promo-
tional product. In our model, an arriving customer may purchase this promotional product or one of the other
products that the firm sells. If the customer purchases one of the other products, the promotional product is
offered to the customer, possibly with a discount. While deciding whether to offer a discount and, if so, how

  

Source: Aydin, Goker - Department of Operations and Decision Technologies, Indiana University Bloomington

 

Collections: Engineering