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date: 24 August 2019

(p. 921) Index

(p. 921) Index

ABC 183, 195
About.com 123
Accenture 3, 9
accrual funds 589, 590
Achabal, D. D. 525, 530–1, 620, 645–6
Ackroyd, P. 29
Adams, A. 725
Adams, W. 519
Adelman, D. 676
Admati, A. R. 303
ADR North America 896
advanced purchase (AP) 59
adverse selection 151–2, 479, 772
advertisers 182
advertising 34–5
agencies 183, 188
feature 597
Aeppel, T. 490, 857
affine relaxation methods 672–3
agency theory 495
Aggarwal, P. 440
aggregating algorithm (AA) 552
aggregation level 369–70
Agrawal, D. 600
Agrawal, V. 467, 798
agricultural commodities 237
Ahn, H. 792
Ahuja, R. 789–90
Ailawadi, K. L. 406–8, 411, 595–6
Air Canada 88, 394, 731
air‐sea packages 202–5
Airline Tariff Publishing Company (ATPCO) 58, 73
airlines 36, 45–91, 154–5, 659, 729, 734
ancillary services 69–70
booking fees 74
break‐even load factor (BELF) 49
bundling 713, 725
deregulation 51–6
discounts 523
distribution costs 73–7
economics 49
fare basis codes (FBCs) 61
fare increase 66–7
fare product types 62–3
fare simplification 68–9
fare structure 60–6;
banded families 70–1
fees: packages 72, 88–9;
service 71, 77
industry structure 54–6
inventory control 78–9
inventory systems 50
a la carte pricing 69–72
legacy carriers 55, 68, 71–2, 78, 84, 89
load factor (LF) 85–6
low‐cost carrier (LCCs) 55–6, 60, 68, 71–2, 84, 730
market subset initiatives 67–8
network management 84
overbooking 81–2
pricing process 56–78
RASM 86
regional carriers 55
regulation 50–1
reservations 50
revenue dilution and spoilage 86
revenue leakage 87
revenue management 49–50, 391–4, 655–7
seat capacity 47
short‐term seasonal sale 67
spoilage rate 82
traffic 47
websites 74–5
airport time slots 700
AirTran (FL) 46
Akaike Information Criterion (AIC) 477 (p. 922)
Akerlof, G. A. 424, 469
Alaska 209
Alba, J. W. 439, 593
Alexandrov, A. 117
Allaz, B. 24
Allen, A. P. 31
Allen, B. 17
Allenby, G. M. 609
allocations, nested 661–2
Allon, G. 802
Allred, G. 107
alternating coordinates minimization (ACM) algorithm 791
Amadeus 54
Amazon 37, 75, 433, 437, 608
American Airlines (AA) 36, 40, 46, 915
AmeriCredit 489
Anderson, E. T. 37, 436, 440
Andreoni, J. 427
Andrews, R. L. 609–10
Apollo 54
Apple 728, 863
Apple Store 433–4
Araman, V. F. 197, 549
Arbatskaya, M. 568
arbitrage 298, 472
arbitrage pricing theory 299
Ariely, D. 114, 416, 728
Armstrong, M. 398
Arrow, K. J. 282, 284, 295, 304, 426
Ashraf, N. 427
asymmetric dominance 431
asymmetry:
delay speedup 422
gain‐loss 421–2
AT&T 503–4, 608
Atherton, A. 13, 40, 135, 195
Athey, S. 680
Atkins, D. 810
ATPCO 77
attraction effect 431–2
auctions 6, 7, 679–708
activity rule 696
advertising 135
airline seats 81–2
ascending proxy 701–2
button 685
candle 684–5
charity 686
clock 698–9;
descending 686, 688
clock‐proxy 702
combinatorial 699–707
comparative hearings 697
definitions 679
Dutch 686–9, 691, 692, 694
dynamic 683
electric power 95
English 683–4, 691, 694, 702
generalized second‐price (GSP) 706–7
institutional 708
internet 898
Japanese 684, 685
linkage 694–5
Myseron 325
on‐line 523, 898
open outcry 684
optimal 693–5
PAUSe 702–4
procurement 679
revenue comparisons 691
reverse 679
Romans use of 29
sealed‐bid 688, 689, 691, 693, 694
second‐price 322
seller 14
silent 684, 685–6
simultaneous ascending (SAA) 695–9
simultaneous multiple round (SMR) 698
spectrum 696, 697–8
terminology 681–3
third‐price 692
uniform‐price 693
Vickrey 325, 690, 692–3, 694
Audience Deficiency Unit (ADU) 191–2
Aumann, R. J. 297, 383
Australia 24, 185, 236, 686
Ausubel, L. M. 698–9, 702, 704–5
auto dealers 149
Auto F&I 475
auto finance 149–51
automated systems, effectiveness 915
Avery, C. 685
Axelrod, R. 396, 427
Aydin, G. 602, 754, 798
Babbage, C. 876
back‐end fees, credit cards 143–4
backlogged demand 811–12
backlogging model 799, 800–1, 802
backup agreement 757
backward induction 579
bad debt 161
Baedeker, K. 32, 38
Bagwell, K. 315, 321
Baker, J. B. 315
Baker, W. L. 875, 891
Bakos, Y. 725
Ball, M. O. 700
Balvers, R. 546
Bapna, A. 323, 328
bargain hunters 563
bargaining 14, 20–1, 29, 30, 38
Barilla 773
Barlow, R. E. 479
Barnes, B. A. 13, 36, 40, 115, 118, 391, 495, 518, 915
Barnes‐Schuster, D. 760
Barnett, A. 477
Baron, D. P. 320
Barrett, C. 222
base‐stock list‐price policy 800, 802, 803
Bass, F. M. 399
Bauer, M. 118
Baye, M. 430
Bayesian approaches 322, 323, 384, 449, 482, 572, 609, 809, 917
bazaar 39
see also Grand Bazaar
Beals, R. L. 31, 38
Bearden, W. O. 37, 435
Becker, G. 113, 308
Beggs, A. 684
behavior:
destroys confidence 905–7
subrational 365–6
variety‐seeking 345
see also psychology
behavior models 5, 366–7
game theory 397–8
behavioral considerations 574–80
behavioral landscape 906
Behavioral Operations Management (BOM) 444–52
behavioral targeting (BT) 124
beliefs, infinite hierarchy of 384
Bell, D. R. 435, 560, 594–5, 597, 602, 613
Bell, M. 89
Bellamy, E. 36
Bellman, R. 405
Bellman equation 577, 664, 665, 667, 669
Belobaba, P. P. 676
Ben‐Akiva, M. 347, 349, 378, 675
Ben‐Ner, A. 427
Benetton 756
Benjamin, W. 33–4
Benzion, U. 420, 422
Berg, J. 426
Bergemann, D. 328, 695
Bergen, M. 914
Bernheim, B. D. 307
Bernstein, F. 776, 810–13
Berra, Y. 113
Berry, S. 363, 375, 378, 490
Bertrand, J. L. F. 5, 15, 313
Bertrand, P. 5
Bertsekas, D. P. 400, 547
Bertsimas, D. 116, 118, 550–1
Besanko, D. 375, 378, 557–9, 610
Besbes, O. 552
best response function 387
best‐price policies (BP) 570
betting strategy 555
Bhandari, A. 581
Biais, B. 326
Bichler, M. 680, 701
bid‐response function 471, 473–8
bidder surplus 681
bidders 679
bidding:
false name or pseudonymous 705
straightforward 699
bids 707
Boolean 699, 700
composite 703
jump 685
package 699, 702
sealed 688–9, 693, 694
shading 682
shill 692
withdrawal 696
Bijmolt, T. H. A. 478, 610
Biller, S. 790
binary logit 347
binary probit 346–7
Binmore, K. 397
bio‐fuel 237
Bish, E. 798
Bishop, R. L. 310
Bitran, G. R. 524–5, 528–31, 539, 576, 645–6
Biyalogorsky, E. 716, 718
Blackwell, D. 326
Blair, E. A. 726
Blattberg, R. C. 6–7, 107, 395, 400, 406, 476, 585, 589, 593, 595, 604, 608, 627, 865
Blockbuster 752–3, 773
blogs 123
Bloom, P. N. 602
BMW 864
Bodapati, A. V. 597, 610
Bohnet, I. 427
Bollapragada, S. 194
Bolton, G. 426, 441, 444
Bolton, L. 439–40
Bolton, R. N. 409
booking curves 128–9
Boucicaut, A. 32, 34
Bougie, R. 441
Boyaci, T. 549–50, 612, 732, 776, 803, 812
Boyce, R. 420
Boyd, A. 574
Boyd, D. 467, 489
Boyd, S. 916, 917
Braden, D. J. 519, 547
Bradlow, E. T. 610
brand:
advertising 122–4, 135–6
choice 607–8
switching 594
branding, wine 256
breakage 591
Breakthrough Rates 213
Brecher, J. 114
Br‐eacute;maud, P. 526
Bresnahan, T. F. 315
Brewer, M. 88
Breyfogle, F. W. III 877, 879
Bridge, E. 435
Briesch, R. A. 6–7, 107, 395, 399, 434, 476, 597, 607, 611, 627, 865
British Airways 394
brokers 141, 147–8
Bronfman, C. 301
Bronnenberg, B. J. 600, 611
Bront, J. J. M. 674
Brousseau, V. 916–17
Brown, D. R. 107
Brown, S. J. 519
Brumelle, S. L. 676
Brunger, W. 77
Brusco, M. J. 194
Brynjolfsson, E. 725
Buchan, N. 426
Bucklin, R. 435
Bulfin, R. L. 700
bullwhip effect 381
Bulow, J. 322, 324–5, 327
bundled products 487
bundling 730
customers' valuation 728
definition 496
mixed 726
network RM 667–74
non‐linear pricing 496–8
pure 725–6
in restaurants 114
Bunker, B. 427
Burr, D. 52–3
Bush G. W. 237
business cycle 228, 860
business rules 622–4, 642, 643–5, 647–8
business‐to‐business (B2B) 833, 863–4, 866, 878
contracts 444–52, 738–80
selling 9
Busse, M. R. 612 (p. 925)
Cabral, L. M. B. 313
Cachon, G. P. 382, 444, 446, 563–5, 567, 676, 739–40, 750, 752–3, 762, 772, 809–10
Caldentey, R. 549, 581
call options 554
callable services 715–16, 731
Camerer, C. F. 17, 329, 397–8, 411, 425, 518
Camp, B. 897
Campbell, M. 440
Campbell, W. M. 682
Canadian Broadcasting Corporation (CBC) 193–4
cancelations 657, 658, 676
cannibalization 165–6
Cannon, J. 427
Cantillon, E. 701
capacitated economic lot sizing (CELS) 790
capacity:
adjustment 802–3
commitment 566–7
constraints 790
rationing 554, 561–3
risk 775
Capen, E. C. 682, 695
Caplice, C. 701
Carare, O. 688
Cargill 230
Caribbean islands 201–2
Carmin, J. 116
Carnival Cruise Lines 200, 203–4, 210
Carr, C. R. 531, 762–3, 796
Carter, J. 51
Carvalho, R. 550
cash flow, expected 168
Cass, D. 299
Cassady, R. 519, 680, 684, 686
Casson, L. 29, 107
Castleman, H. 24
Castro, J. 64, 69
category expansion 596
cattle 231–4
Caufield, S. 469
cause‐and‐effect (C&E) matrix 885–6
CBs 183, 195
Celebrity Cruises 200
central planning 308
Ceryan, O. 804–5
Chakravarti, D. 728
Champ, P. A. 308
Chan, L. 531, 785, 802
Chandon, P. 587
Chandukala, S. R. 608
Chang, K. 435
change:
management 847–8
resistance to 869–70
channel inefficiency 745
Chao, H. P. 515, 517, 519
Chao, X. 809
Charlton, M. 684
Charness, G. 424, 453, 778
Chehrazi, N. 331
Chen, F. 715, 812
Chen, H. 809
Chen, J. 804, 813
Chen, K. 444, 452–3, 832
Chen, X. 8, 531, 793, 798, 803, 805–6, 808, 810, 813, 815, 864
Chen, Y. 796, 798, 803, 806–8
Chernev, A. 593
Chevalier, J. A. 612
Chicago Mercantile Exchange (CME) 233
chicken 231, 235
chief pricing officer (CPO) 867
Chile 530
Chintagunta, P. K. 378, 402–3
Chipman, J. 290
Chiquita Brands 896
Cho, I.‐K. 320
Chod, J. 798
Choi, S. C. 403
choice 341
consumers' 574–6
set 346
see also preference
choice‐based deterministic linear programming (CDLP) 574, 673–4
Chone, P. 727
Chopra, S. 740
Christie's 684
churn 159, 162, 164, 168
Cingular Wireless 165
Cladenley 524
Clapp, R. V. 682
Clark, T. H. 773
Clarke, E. H. 324, 705
classes 662–6;
pooled 634–5
classical economic lot sizing model 789
Clough, R. L. 467
Coase, R. H. 306, 308, 310, 327, 554, 697
Coca‐Cola 37, 396–7, 602
Coca‐Cola Company 420
code‐share agreements 63
Cole, J. 740, 769
collaboration 176, 178
cross‐functional 843
collections price‐together 624
Collie, T. 439
collinearity 637–8
collusion 325, 394, 702, 705, 917
common carrier agreement see less‐than‐truckload (LTL) industry
compensating variation 309–10
competition 166–7, 376–7, 393–4, 410, 776
Bertrand 386–7, 397
Bertrand‐Edgeworth 674
Cournot 314–15, 387
external 166–7
in games 393–4
and revenue management (RM) 674
supply chain 809–14
competitive advantage 46
competitive discounting 222–3
competitive encroachment 599–600
competitive markets 295
competitive pricing 113, 859
complements 311, 358, 534
compromise effect 431–2
computational tractability 704
computerised reservation systems (CRS) 50, 60–1
Concordance 477
conflict 895
sales and pricing 881
congestion 509
Conlisk, J. 558
conservatism 28
constrained problems 481–2
consumer budget problem 342
consumer capitalism 39
consumer choice behavior 574–6
consumer credit 138–53
credit loss models 151–2
portfolio 140
pricing methodologies 141–3
profitability 151
unsecured loans 144–7
consumer theory 340–5
consumer‐packaged goods (CPGs) 242, 585
consumers:
inertia 578–80
informed vs. uninformed 601
myopic 558–60, 563
perception of discounts 587–8
promotional responsiveness 590–2, 609–10
see also customers
container ships 217
contests 590
context effect 431–4
Continental 394
continuous‐demand model 530–1
continuous‐time model 528
contracts 310
advance purchase 771
business‐to‐business 444–52, 738–80
buy‐back 446, 748–50, 757, 759, 761–2, 763–5, 766, 774
capacity reservation 768, 770
consignment 760
cost‐sharing 768
definition 739
dual purchase 777
guaranteed 125
implementation 772–5
large service 734
less‐than‐truckload (LTL) industry 223–4
negotiated 240
non‐guaranteed 125–6, 127–8
options 758–9
payback 767–8, 772
penalty 758, 768, 773
pricing 450–2
promised leadtime 776
quantity discount 758, 762
quantity flexibility 754–7, 757, 759, 762
quantity premium 768 (p. 927)
rebate 751, 753, 757, 759, 762, 773, 774
revenue sharing 446, 751–3, 757, 759, 772–3
supply chain coordination 450–2
two‐part tariff 500
wholesale price 743–4
Cook, T. 85
cookies 195
Cooper, L. G. 378
Cooper, R. G. 602
Cooper, W. L. 410, 574–6, 917
cooperation 394, 396, 813–14
cooperative funds 590
coordinated pricing and inventory model 793
coordination 747–9, 752, 761–2, 810–13
Copeland, D. G. 54
Corbett, C. J. 444, 772
Corey, E. R. 3
corn costs 237
Cosimano, T. 546
Costa Cruises 210
Costco 865
costs:
adjustment 792, 803
estimates 109
ordering 798–9, 801, 815;
first 808–9
raw materials 881
recovery 171
subscriber acquisition 159–60
sunk 416
underage 742, 753–4
variable 356–7
Council of Supply Chain Management Professionals (CSCMP) 897
coupons 590–1
Cournot, A. 5, 313
Cramton, P. 680, 696, 698–700, 702, 708
Crandall, R. L. 53, 59–60, 64, 69
Crawford, V. P. 320, 429
credit 754
history 164
markets 479
credit card industry 416
credit cards 140, 142–3
Croson, D. C. 325
Croson, R. 424, 426, 444
Cross, R. G. 53, 210
Crow, C. 30, 33, 38
CRs 66, 73, 74, 78–9
cruise line industry 199–215
Air‐sol;Sea Departments 202
air‐sol;sea fares 203–5, 215
city‐specific fares 205–6
early booking discount 213–14
forecasting methods 213
group bookings 212
internal transfer pricing 208–9
revenue management 210–14
Cruise Line Industry Association (CLIA) 202
cruise lines, utility rates 199
cruise vacations 200–2
cruisers:
cabin: balconies 215;
classification 206–7;
guarantees 207–8
upgrades 208
Cudahy, G. 3, 9, 865–7, 914
Cui, T. 444, 447–8
culture 869, 908
corporate 833–5
Cunningham, D. R. 23
Currim, I. S. 610
Curry, R. E. 676
customer care costs 160
customer relationship management (CRM) 730–2
customer segmentation 56–60
credit‐based 156
usage‐based 156–7
customers:
attributes 832–3
behavior 162, 814
bumping 719–20
bundle valuation 728
commitments 549–50
demand 740
high‐valuation 562
life‐time value 612–13, 731
most‐favorable 569
multiple classes 537–9
myopic 523
request 466
reservation prices 528–30
retention 161
segmentation 516–17 (p. 928)
strategic 523, 557, 560
support 844
virtual value 429
see also consumers
customization 269
customized pricing 6, 14, 465–90
definition 466
problem 470–82
sales process 467–9
unconstrained customized 470, 478, 485
customized‐pricing bid‐response models (CPBRMs) 467
CVS Drug Stores 596
CW 183
Dada, M. 762–3, 794, 796–8, 809
Dal Bo, P. 427
Dana, J. 797
Dana, Jr., J. D. 16
Dasgupta, C. G. 378
data 847
collection 734
current competitor prices 675
historic sales 675
macroeconomic 368–9
point of sale (POS) 585, 603–5, 610, 865
purchase 604, 608–9
quality 133, 637, 885
revenue management (RM) 674–5
sources 368–9
structure 856
data‐rich society 330–1
databases, transactional PMS, CRM, ERP, GDS, POs 368
David, P. A. 18–19
Day, R. 705–6
Dayton, C. M. 609
de‐commoditization 243–4
dealer incentives 754
Dealey, W. 18
Debreu, G. 282, 295, 298, 348
Decker, R. 116
Defoe, D. 31, 37
Dehaene, S. 436
Dell Computers 784
Della Vigna, S. 421, 724
Delmonico 107
Deloitte Consulting LP 8, 825
Delta Air Lines (DL) 46
DelVecchio, D. 434
demand:
additive 786, 795–8, 802
backlogged 811–12
by classes 663–6
customer 740
elasticity 352–3
estimation 367–77
forecasting 80–1, 367–77, 766, 769
inventory effect on 797
inverse 352–4, 361–2
learning 646
linear 358, 360
log‐linear (exponential) 360–1
logit 362–3
multiproduct 357–8, 362, 795–8, 802
uncertainty 530, 547–9, 741–2
Walrasian 285–6, 291
yieldable and priceable 574
demand drivers 625, 626–9
functional forms 630–3
demand functions 351–7
price‐dependent 762–6
regular 351, 526–8
simple 492–3
stochastic 363–5
demand learning:
early models 545–7
with finite capacity 547–50
demand models 5, 340–78, 630, 785–7
aggregate 345–67
choice‐based 524
complete 633–5
for forecasting 638–40
general stochastic 532–3
independent 524
markdown optimization 625–40
multi‐product 786, 798, 814–15
parameter estimation 635–8
parameter updating 640
random‐utility 345–6
stochastic 786, 793–809
uncertainty in 796, 805
Deming, E. 876 (p. 929)
Deneckere, R. 729, 774
Deng, S. 790
Denizeri, Y. 262, 266, 272
department stores 32–5
design to price 864
Desiraju, R. 553
Deutsche 731
Dhar, R. 406, 434
d'Huart, O. 394
Diamond, J. 19
Diamond, P. A. 327
Diamond‐Water Paradox 281–2
Dickinson, B. 200–1, 205, 215
Dickson, P. 438
dictatorship 14
Dieck, T. 203, 215
DINAMO 85
Direct Response (DR) advertising 122, 125, 135–6
discounting model, hyperbolic 422–3
discounts 381, 626, 762, 881
advanced purchase 16
allocation 82–4
anticipated 554–73
demand function 498–503
and flexible services 716–17
incremental effect 631
optimal 560
preannounced 572
and reference prices 434–5
restaurants 115
temporary 6–7
volume 904
discrete‐choice model 666–7
discrimination, intertemporal 601
disequilibrium 300–4
Disney Cruise Line 200, 204
dithering 917
Dixit, A. K. 382, 396
Dobson, D. J. 477
Dodson, J. A. 613
Doganis, R. 49, 88
dominant strategy 385–6
Dominick's grocery store 407–8
Doney, P. 427
Donohue, K. 444
double marginalization 745
Dougherty, P. H. 234
Dr‐egrave;ze, X. 602
dual entitlement 437–9
Dudey, M. 394, 403
Duffie, D. 299
Dufwenberg, M. 397–8, 411, 425
DuMont 22
Dutta, S. 891
Dvorak, A. 18–19
dynamic list pricing (DLP) 89, 327–8, 522–81, 659, 784
choice behavior effects 580
elementary models of 525–34
and inventory management 531–4
with learning 545–54
multiproduct 534–45
traditional 524
dynamic programming (DP) 645–6
e‐mail 592
easyJet 40
eBay 75, 443, 702
Eckel, C. 425, 427
economic cycles 228, 860
economic sociology 19–21
economic theory 5
Economides, N. 316 566–7
constraints 790
rationing 554, 561–3
risk 775
Capen, E. C. 682, 695
Caplice, C. 701
Carare, O. 688
Cargill 230
Caribbean islands 201–2
Carmin, J. 116
Carnival Cruise Lines 200, 203–4, 210
Carr, C. R. 531, 762–3, 796
Carter, J. 51
Carvalho, R. 550
cash flow, expected 168
Cass, D. 299
Cassady, R. 519, 680, 684, 686
Casson, L. 29, 107
Castleman, H. 24
Castro, J. 64, 69
category expansion 596
cattle 231–4
Caufield, S. 469
cause‐and‐effect (C&E) matrix 885–6
CBs 183, 195
Celebrity Cruises 200
central planning 308
Ceryan, O. 804–5
Chakravarti, D. 728
Champ, P. A. 308
Chan, L. 531, 785, 802
Chandon, P. 587
Chandukala, S. R. 608
Chang, K. 435
change:
management 847–8
resistance to 869–70
channel inefficiency 745
Chao, H. P. 515, 517, 519
Chao, X. 809
Charlton, M. 684
Charness, G. 424, 453, 778
Chehrazi, N. 331
Chen, F. 715, 812
Chen, H. 809
Chen, J. 804, 813
Chen, K. 444, 452–3, 832
Chen, X. 8, 531, 793, 798, 803, 805–6, 808, 810, 813, 815, 864
Chen, Y. 796, 798, 803, 806–8
Chernev, A. 593
Chevalier, J. A. 612
Chicago Mercantile Exchange (CME) 233
chicken 231, 235
chief pricing officer (CPO) 867
Chile 530
Chintagunta, P. K. 378, 402–3
Chipman, J. 290
Chiquita Brands 896
Cho, I.‐K. 320
Chod, J. 798
Choi, S. C. 403
choice 341
consumers' 574–6
set 346
see also preference
choice‐based deterministic linear programming (CDLP) 574, 673–4
Chone, P. 727
Chopra, S. 740
Christie's 684
churn 159, 162, 164, 168
Cingular Wireless 165
Ciso 739
Cladenley 524
Clapp, R. V. 682
Clark, T. H. 773
Clarke, E. H. 324, 705
classes 662–6;
pooled 634–5
classical economic lot sizing model 789
Clough, R. L. 467
Coase, R. H. 306, 308, 310, 327, 554, 697
Coca‐Cola 37, 396–7, 602
Coca‐Cola Company 420
code‐share agreements 63
Cole, J. 740, 769
collaboration 176, 178
cross‐functional 843
collections price‐together 624
Collie, T. 439
collinearity 637–8
collusion 325, 394, 702, 705, 917
common carrier agreement see less‐than‐truckload (LTL) industry
compensating variation 309–10
competition 166–7, 376–7, 393–4, 410, 776
Bertrand 386–7, 397
Bertrand‐Edgeworth 674
Cournot 314–15, 387
external 166–7
in games 393–4
and revenue management (RM) 674
supply chain 809–14
competitive advantage 46
competitive discounting 222–3
competitive encroachment 599–600
competitive markets 295
competitive pricing 113, 859
complements 311, 358, 534
compromise effect 431–2
computational tractability 704
computerised reservation systems (CRS) 50, 60–1
Concordance 477
conflict 895
sales and pricing 881
congestion 509
Conlisk, J. 558
conservatism 28
constrained problems 481–2
consumer budget problem 342
consumer capitalism 39
consumer choice behavior 574–6
consumer credit 138–53
credit loss models 151–2
portfolio 140
pricing methodologies 141–3
profitability 151
unsecured loans 144–7
consumer theory 340–5
consumer‐packaged goods (CPGs) 242, 585
consumers:
inertia 578–80
informed vs. uninformed 601
myopic 558–60, 563
perception of discounts 587–8
promotional responsiveness 590–2, 609–10
see also customers
container ships 217
contests 590
context effect 431–4
Continental 394
continuous‐demand model 530–1
continuous‐time model 528
contracts 310
advance purchase 771
business‐to‐business 444–52, 738–80
buy‐back 446, 748–50, 757, 759, 761–2, 763–5, 766, 774
capacity reservation 768, 770
consignment 760
cost‐sharing 768
definition 739
dual purchase 777
guaranteed 125
implementation 772–5
large service 734
less‐than‐truckload (LTL) industry 223–4
negotiated 240
non‐guaranteed 125–6, 127–8
options 758–9
payback 767–8, 772
penalty 758, 768, 773
pricing 450–2
promised leadtime 776
quantity discount 758, 762
quantity flexibility 754–7, 757, 759, 762
quantity premium 768
rebate 751, 753, 757, 759, 762, 773, 774
revenue sharing 446, 751–3, 757, 759, 772–3
supply chain coordination 450–2
two‐part tariff 500
wholesale price 743–4
Cook, T. 85
cookies 195
Cooper, L. G. 378
Cooper, R. G. 602
Cooper, W. L. 410, 574–6, 917
cooperation 394, 396, 813–14
cooperative funds 590
coordinated pricing and inventory model 793
coordination 747–9, 752, 761–2, 810–13
Copeland, D. G. 54
Corbett, C. J. 444, 772
Corey, E. R. 3
corn costs 237
Cosimano, T. 546
Costa Cruises 210
Costco 865
costs:
adjustment 792, 803
estimates 109
ordering 798–9, 801, 815;
first 808–9
raw materials 881
recovery 171
subscriber acquisition 159–60
sunk 416
underage 742, 753–4
variable 356–7
Council of Supply Chain Management Professionals (CSCMP) 897
coupons 590–1
Cournot, A. 5, 313
Cramton, P. 680, 696, 698–700, 702, 708
Crandall, R. L. 53, 59–60, 64, 69
Crawford, V. P. 320, 429
credit 754
history 164
markets 479
credit card industry 416
credit cards 140, 142–3
Croson, D. C. 325
Croson, R. 424, 426, 444
Cross, R. G. 53, 210
Crow, C. 30, 33, 38
CRs 66, 73, 74, 78–9
cruise line industry 199–215
Air‐sol;Sea Departments 202
air‐sol;sea fares 203–5, 215
city‐specific fares 205–6
early booking discount 213–14
forecasting methods 213
group bookings 212
internal transfer pricing 208–9
revenue management 210–14
Cruise Line Industry Association (CLIA) 202
cruise lines, utility rates 199
cruise vacations 200–2
cruisers:
cabin: balconies 215;
classification 206–7;
guarantees 207–8
upgrades 208
Cudahy, G. 3, 9, 865–7, 914
Cui, T. 444, 447–8
culture 869, 908
corporate 833–5
Cunningham, D. R. 23
Currim, I. S. 610
Curry, R. E. 676
customer care costs 160
customer relationship management (CRM) 730–2
customer segmentation 56–60
credit‐based 156
usage‐based 156–7
customers:
attributes 832–3
behavior 162, 814
bumping 719–20
bundle valuation 728
commitments 549–50
demand 740
high‐valuation 562
life‐time value 612–13, 731
most‐favorable 569
multiple classes 537–9
myopic 523
request 466
reservation prices 528–30
retention 161
segmentation 516–17
strategic 523, 557, 560
support 844
virtual value 429
see also consumers
customization 269
customized pricing 6, 14, 465–90
definition 466
problem 470–82
sales process 467–9
unconstrained customized 470, 478, 485
customized‐pricing bid‐response models (CPBRMs) 467
CVS Drug Stores 596
CW 183
Dada, M. 762–3, 794, 796–8, 809
Dal Bo, P. 427
Dana, J. 797
Dana, Jr., J. D. 16
Dasgupta, C. G. 378
data 847
collection 734
current competitor prices 675
historic sales 675
macroeconomic 368–9
point of sale (POS) 585, 603–5, 610, 865
purchase 604, 608–9
quality 133, 637, 885
revenue management (RM) 674–5
sources 368–9
structure 856
data‐rich society 330–1
databases, transactional PMS, CRM, ERP, GDS, POs 368
David, P. A. 18–19
Day, R. 705–6
Dayton, C. M. 609
de‐commoditization 243–4
dealer incentives 754
Dealey, W. 18
Debreu, G. 282, 295, 298, 348
Decker, R. 116
Defoe, D. 31, 37
Dehaene, S. 436
Dell Computers 784
Della Vigna, S. 421, 724
Delmonico 107
Deloitte Consulting LP 8, 825
Delta Air Lines (DL) 46
DelVecchio, D. 434
demand:
additive 786, 795–8, 802
backlogged 811–12
by classes 663–6
customer 740
elasticity 352–3
estimation 367–77
forecasting 80–1, 367–77, 766, 769
inventory effect on 797
inverse 352–4, 361–2
learning 646
linear 358, 360
log‐linear (exponential) 360–1
logit 362–3
multiproduct 357–8, 362, 795–8, 802
uncertainty 530, 547–9, 741–2
Walrasian 285–6, 291
yieldable and priceable 574
demand drivers 625, 626–9
functional forms 630–3
demand functions 351–7
price‐dependent 762–6
regular 351, 526–8
simple 492–3
stochastic 363–5
demand learning:
early models 545–7
with finite capacity 547–50
demand models 5, 340–78, 630, 785–7
aggregate 345–67
choice‐based 524
complete 633–5
for forecasting 638–40
general stochastic 532–3
independent 524
markdown optimization 625–40
multi‐product 786, 798, 814–15
parameter estimation 635–8
parameter updating 640
random‐utility 345–6
stochastic 786, 793–809
uncertainty in 796, 805
Deming, E. 876
Deneckere, R. 729, 774
Deng, S. 790
Denizeri, Y. 262, 266, 272
department stores 32–5
design to price 864
Desiraju, R. 553
Deutsche 731
Dhar, R. 406, 434
d'Huart, O. 394
Diamond, J. 19
Diamond, P. A. 327
Diamond‐Water Paradox 281–2
Dickinson, B. 200–1, 205, 215
Dickson, P. 438
dictatorship 14
Dieck, T. 203, 215
DINAMO 85
Direct Response (DR) advertising 122, 125, 135–6
discounting model, hyperbolic 422–3
discounts 381, 626, 762, 881
advanced purchase 16
allocation 82–4
anticipated 554–73
demand function 498–503
and flexible services 716–17
incremental effect 631
optimal 560
preannounced 572
and reference prices 434–5
restaurants 115
temporary 6–7
volume 904
discrete‐choice model 666–7
discrimination, intertemporal 601
disequilibrium 300–4
Disney Cruise Line 200, 204
dithering 917
Dixit, A. K. 382, 396
Dobson, D. J. 477
Dodson, J. A. 613
Doganis, R. 49, 88
dominant strategy 385–6
Dominick's grocery store 407–8
Doney, P. 427
Donohue, K. 444
double marginalization 745
Dougherty, P. H. 234
Dr‐egrave;ze, X. 602
dual entitlement 437–9
Dudey, M. 394, 403
Duffie, D. 299
Dufwenberg, M. 397–8, 411, 425
DuMont 22
Dutta, S. 891
Dvorak, A. 18–19
dynamic list pricing (DLP) 89, 327–8, 522–81, 659, 784
choice behavior effects 580
elementary models of 525–34
and inventory management 531–4
with learning 545–54
multiproduct 534–45
traditional 524
dynamic programming (DP) 645–6
e‐mail 592
easyJet 40
eBay 75, 443, 702
Eckel, C. 425, 427
economic cycles 228, 860
economic sociology 19–21
economic theory 5
Economides, N. 316
Edelman, B. 706
Edgeworth, F. Y. 292
Edgeworth‐Bowley box 292–4, 296
Eeckhoundt, L. 774
efficiency 291, 726, 747
channel 761, 763–4
Pareto 293, 305, 306
and trade deals 601–2
versus optimality 680
efficient:
algorithms 788
fixed prices 33–4
frontier 483–4, 544
rationing 513–17
Einav, L. 26–7
Ekelund, Jr. R. B. 30
Ekelund, R. 729 (p. 930)
elasticity 246
bid price 480
cross‐price 357, 362–3
of demand 352–3
inverse 501
multiproduct 361
own‐price 480
electric power 94–8
menu of options 96–7
nature of 94–5
power exchanges 95
pricing theory 97–8
regulation 94
retail market 96–7
smart grid technology 98
wholesale market 95–6
Electricit‐eacute; de France 699
electronic commerce 732
Eliashberg, J. 26, 378, 785
Elmaghraby, W. J. 378, 524, 531, 571–3, 785
Emmet, B. 20
Emmons, H. 762–3, 810
endogeneity 374–5, 478
endogenous qualities 509–10
endowment effect 329–30, 365, 420
entry deterrence 315–16
environmental challenges 228–9
envy‐freeness 704
Ephron, E. 22–4, 191, 195–6
Eppen, G. 757
Epstein, R. 701
equilibrium:
Arrow‐Debreu 297–8
multiple 389–90
open‐ and closed‐loop 402–4
partial 310
quantal response (QRE) 429–30, 451
reactive 321
sunspot 299
trembling‐hand 390
Walrasian 292, 295, 297–8, 300, 306–7, 924
equivalent martingale measure 297
equivalent variation 309–10
Erdem, T. 606, 611
Erkoc, M. 768
Ernst, R. 801
ERP software 868
estimation:
methods 370–4
parametric and nonparametric 370
estimators:
maximum‐likelihood (ML) 373–4
minimum square (MSE) 372–3
properties 371–2
quartile and method of moments 374
regression 372–3
ethical principles 270
exchange rates 368
exchangeability 721, 723, 730, 731
expected marginal seat revenue (EMSR) 82, 664–5
expected utility theory 417–18
Expedia.com 75–6
expenditure minimization 288
experimental economics 17
experiments 775, 777–8
laboratory 416–17
test‐and‐control 650–1
externalities 304–8
Failure Mode and Exceptions Analysis (FMEA) 879
Falk, A. 425
fare structure, hybrid 84–5
Farias, V. F. 551, 673
Farrell, J. 320
Farris, P. 406
Fay, S. 718, 720
Federgruen, A. 531–3, 761, 776, 800–4, 810–12
Fehr, E. 17, 423–6, 447
Felker, A. 697
Feng, Q. 806, 808
Feng, Y. 525, 530, 532, 645–6
Ferguson, M. 467, 511
Fetter, R. B. 103
Fibich, G. 793
Filene's Basement 560, 688
fill rate 562
finance 844–5
financial engineering 714, 734 (p. 931)
finite‐mixture logit models 349
Fischbacher, U. 423–5
Fishburn, P. C. 283, 420
Fisher, M. 715
Fisher, R. 895
fixed prices 14, 28–39, 107
described 28
efficient 33–4
future of 38–9
impersonal 36
normative 37–8
prehistory of 29–31
reasons for 33–5
revolution 31–3
flexibility 58, 747, 754–7
floor prices 127, 130
Florian, M. 791
fluid formulation 544–5
Foley, D. K. 307–8
Ford, H. 876
forecasting strategies:
aggregation 369–70
bottom‐up or top‐down 369
forecasts:
sharing 450
update 777
Foreman, R. L. 24, 191
Forrester 179
Forsythe, R. 425, 427
forward contracting 95
Fox, E. J. 183, 597
Fox, G. 31, 37–8
framing effects 419–20, 445–6
France 254
department stores 34–5
EDF 699
electric power 97
franchising 758
FREE! 416
frequent shopper card 608
Friedman, D. 417
Friedman, L. 466
Friedman, M. 282, 308
Friend, S. C. 624
Fu, M. 806
Fudenberg, D. 382, 390, 400–2, 772
fuel costs 228
Fuerderer, R. 726
full truckload (FTL) 218
G‐auml;chter, S. 425
Gaiter, D. J. 114
Gal‐Or, E. 325
Gallien, J. 581
game theory 5, 15–17, 381–411, 917
in airline pricing 65
behavioral 397–8
cooperative 394, 396, 813–14
and externalities 307–8
non‐cooperation 809
prediction testing 406–8
strategic customers 557
Strategic Framework 408–9
games:
chicken 389–90
dictator 425
dynamic 395–408;
state‐dependent 398–402
Prisoner's Dilemma 384–6, 427, 598–9
public goods 424–5
repeated 395–7
revenue management 391–4
signaling 283, 316, 320–1, 772
Stackelberg 5, 390–1, 400, 403–6, 409, 572, 722, 810–11
tit‐for‐tat 396, 427
ultimatum 17, 425
Garbiras, M. 194
Gates, M. 467
Gaukler, G. 777
Geary, R. 375
Geertz, C. 33, 35, 39, 273
GEICO 469, 470
Gelber, S. M. 20, 36
Gelman, J. R. 316
general equilibrium theory 282
Generalized Linear Models (GLMs) 477
Germanwings 717
Gerstner, E. 716
Ghana 38–9
Gibbard, A. 317
Gibbons, R. 382, 384
Gibbons, S. 428
gift‐exchange experiments 424
Gilbert, S. M. 762–3, 785, 792–3, 810, 813
Gill, J. 482
Gimpl‐Heersink, D. 804
Gissing, G. 32
Gittins, J. C. 328
Gittins index 328
global distribution systems (GDS) 54, 73–4, 77–8
Global Pricing Strategy 8, 854–74
Gneezy, U. 397–8, 411, 427
go to the store 567
Goethe 690
Goh, T. N. 889
Goldman, M. B. 519
Goldreich, O. 304
Gollier, C. 291
G‐oacute;mez, M. I. 585
goods:
common 307
experience 714
Giffen 288
inferior 288
information 304
non‐packaged 612
nonmarket 308–10
positional 288
private 307
probabilistic 718, 720
public 306, 424–5
Gore, A. 680
Gourville, J. T. 727
governance 856
Govindan, S. 390
Graddy, K. 684
Grand Bazaar 261–77
antique textiles 277
carpets 276
classical period 264–5, 267
described 261–3
early history 263–4
Gold Market 266, 272–3
goods traded 268–9
guild system 265
jewellery trade 271–2
merchant‐sol;customer relationship 275–6
merchants 269–73;
co‐location 272
modern period 266–7
pricing 275–7
sales process 273–6
shop system 266
Granot, D. 810
Granovetter, M. 13, 19
gratuities 199
Green, L. 423
Greenberg, D. B. 33, 38
Greene, W. H. 630
Greenleaf, E. A. 399–400, 406, 793
Greif, A. 18
Grossman, P. 425
Grossman, S. J. 303, 773
group pricing organizations (GPOs) 832–3
Groves, T. 324, 705
Guadagni, P. M. 349, 605–6
Guesnerie, R. 320
guild system 265
Gul, F. 327
Guler, M. 804
Gulersoy, C. 265, 270–1
Guo, L. 721
Gupta, S. 581, 594, 605, 608, 610–11
Gwartney, J. D. 353
Ha, A. 444
haggling 29, 31, 38
Hahn, F. J. 282
Haile, P. A. 680
Haji‐Ioannou, S. 40
Hall, E. 426
Hamilton, W. D. 396
Hamilton‐Jacobi‐Bellman (HJB) equation 526
Hammond, J. H. 773, 777
Hanemann, W. M. 309
Hanson, W. A. 726–7
Hanssens, D. M. 378, 630, 634
Happel, S. 714
Hardin, G. 175, 306
Harrah's Entertainment 731 (p. 933)
Harris, J. 726
Harris, M. 519
Harrison, J. M. 916–17
Harsanyi, J. 384
Hart, O. D. 310, 773
Hausman, J. 374
Hausman, W. H. 602
Haws, K. L. 37
Hayek, F. A. von 302, 308
Hazlett, T. W. 696–7, 699
health care:
managed system 101
quantitative analysis 103–4
health insurance 100–1
Heath, T. B. 600
H‐eacute;bert, R. F. 30
Heching, A. 531–2, 621, 800–4
Heckman, J. 376
hedge funds 237
Heese, S. 777
Heighton, E. J. 23
Heil, K. 222
Hellwig, M. 17
Hempenius, A. 797
Hendel, I. 606
Hendler, F. 732
Hendler, R. 732
Hendricks, K. B. 680, 740
Henrich, J. 17
Herfindahl, O. C. 315
Herfindahl‐Hirschman index (HHI) 315
Herodotus 684
Herrmann, A. 440
Hersh, M. 541–2
Herzel, L. 697
Heskett, J. L. 756
Hessel, E. 26
heterogeneity 375–6
Hettinger, H. S. 24
heuristics 550–2
certainty‐equivalent 551
decay balancing 551
greedy‐pricing 551
Hewlett‐Packard (HP) 450, 496, 754, 779
Hibbard, J. 769
Hill, T. 378
Hirsch, F. 288
Hirschman, A. O. 315
Hirshleifer, J. 282, 303
historical contingency 18
Ho, T.‐H. 378, 427–8, 439, 445–6, 451
Hoch, S. J. 597
Hoerl, R. W. 875
hogs 231, 234–5
Holden, R. K. 378, 875
Holland America Line 200, 210
Hollis, A. 722
Holm, H. 426
Holmstrom, B. 772
Hong, K. 427
Hopper, M. D. 52
Hormel 230
Horn, R. A. 360
hospitals 99–100, 101–3
pricing systems 102–3
Hotelling, H. 314
hotels 199, 655–7
Hotwire 7, 76, 720
Howard, D. J. 593
Hruska, H. 378
Hu, P. 403, 792, 803
hub‐and‐spoke structure 48–9, 51–2, 218–19
hub expansion 79
Huber, J. 431
Huberman, B. 448
Huck, S. 398
Hug, R. J. 116
Huh, W. T. 807–8
Humphrey, W. 728
Huppertz, J. 440
Hurwicz, L. 302, 322, 681
IATA 63
IBM 36, 496, 728–9, 740, 756
incentive‐compatibility (IC) 660, 690
incentives 259
alignment 133
independence from irrelevant alternatives (IIA) 348
industry concentration 315
inequality aversion 424–6
information 383
asymmetry 325–7, 444, 681
and B2B contracts 769–72
in the bazaar 39
competitive 310–16, 484–5
complete 573
extraction 321–5
goods 304
incomplete 316–17, 573
limits 471
private 303, 384, 573
public 303
rent 318, 320, 330, 529, 779, 780
sharing 449–50
structure 695
transmission 302–4
see also knowledge
infrastructure, limitations 472
innovation, cost‐driven 864
Institute for Supply Management (ISM) 897
institutional history 17–19
instrumental variables (IV) 375
insurance 469, 553
health 100–1
integer programming (IP) 641, 642–5
Interactive Advertising Bureau (IAB) 123
interest rate 138
internal IT services 171–80
consumption‐driven 174, 177–9
corporate funded 173–4
cost recovery 171
cost‐allocated 173, 175–6
economic model 173–80
market‐based 174, 179–80
ownership and customization 172
supply and demand 171
value categories 172–3
internet 614, 777, 784
advertising 195–6, 717
airline sales 59, 74–7, 85, 87, 89–90
feedback systems 441–3
promotions 586, 592
sales 659, 734
services 725
on‐line travel agency
inventory 530, 638
buffering 131
constraints 554
control 78–9
costs 739
devaluation 739
display formats 567–8
effect on demand 797
incremental effect 631–2
infinite 572
level 628–9
limited 551, 558–73
management 130–1, 531–4
newsvendor model 565–7
no replenishment 524
perishable 128
pooling 127, 575
replenishment 8, 524, 564, 784, 798–805
risk 739–40, 741–60, 775; sharing 760–6
shortage 751
TV advertising 184–5, 192–3
unsold 810
vendor managed (VMI) 760, 773
Iriberri, N. 429
Ishikawa, K. 876
Istanbul:
Grand Bazaar 261–77
Haghia Sophia 263–4
item class, pooled 634–5
Ivester, D. 37, 420
Iyer, A. 757
J. Walter Thompson 23, 195
Jackson, M. O. 308
Jacobson, T. G. 8
Jain, D. 376, 608
Jainiszeqski, C. 593
Janakiraman, G. 807–8
Japan 185
Jen, F. 519
Jennings, M. 714
JetBlue (B6) 46
Jeuck, J. E. 20 (p. 935)
Jeuland, A. 758
Jevons, W. S. 282
Jiang, H. 394
Jiang, Y. 720
jobs:
and roles 838–45
see also senior staff
Johar, G. V. 594
Johnson, C. R. 360
Johnson, M. 548
Johnson, M. D. 727
Johnson, T. 613
joint inventory and static pricing model 791
Jones, D. M. 328
Jones, D. T. 877
Journal of Purchasing 897
Joyce, P. 301
Jucker, J. V. 519
jump bids 685
Juran, J. 876
Kadiyali, V. 406
Kagel, J. H. 417, 680
Kahin, B. 729
Kahn, A. 51
Kahneman, D. 5, 329, 365, 415, 418–20, 434, 437–8, 576, 728, 774, 793
Kalapurakal, R. 438
Kallesen, R. 574
Kalwani, M. 434
Kalyanaram, G. 399
Kamakura, W. A. 378, 596, 609
Kamins, M. 435
Kandel, E. 760, 810
Kaplan, S. L. 35, 37
Karlin, S. 531, 762–3, 796
Katok, E. 444, 446, 452
Katz, M. L. 519
Kaya, M. 8, 321, 395, 589, 602, 809, 833, 864
Keane, M. 407
Keller, P. 877
Kelley, C. 436
Kelly, F. 701–4
Kelly, G. C. 729
Kelly, T. J. 110
Keltz, H. 827–8, 856
Kent, S. A. 31, 37
Kerin, R. A. 593
Keser, C. 424, 448
Keskinocak, P. 378, 524, 531, 785
Keynes, J. M. 282, 299
Kibarian, T. 436
Kihlstrom, R. E. 321
Kim, B.‐D. 611
Kim, S. Y. 403
Kimes, S. E. 115–17, 392
Kimms, A. 197
Kintz, E. 13, 479
Kirby, K. 423
Kirby, P. 436
Kirchsteiger, G. 425
Kirman, A. 811–12, 916–17
Kivetz, R. 432, 434
Klemperer, P. 325, 683, 685, 689, 694, 696, 699, 705, 708
Kleywegt, A. 534, 537–8
KLM 394
Knez, P. 420
Knight, F. 308
knowledge:
common 383–4
shared 411
see also information
Kocabiykoglu, A. 796
Koderisch, M. 725
K&ök, G. 378
Koopmans, T. 420
Kopalle, P. K. 5, 313, 401, 404–6, 408, 598, 793
Koten, J. 85
Kreps, D. M. 283, 320, 341
Kreul, L. 436
Krishna, A. 593–4
Krishna, V. 680, 695, 708
Krishnamurthi, L. 435
Krishnan, H. 774, 776
Krishnan, T. 675
Kulp, S. C. 773
Kumar, N. 68, 71
Kunreuther, H. 791–2, 812
Kurczewski, N. 864
Kwerel, E. 697
Kwortnik, R. J. 116
Kyle, A. S. 303 (p. 936)
labor 174, 176
costs 49–52, 73, 104, 173, 265, 271, 276, 368
in exchange value 282
Laffont, J.‐J. 320, 519
Lagrangian methods 671–2
Lai, G. 440, 570–1
Laibson, D. 423
lamb 231, 236
Lambert, Z. 436
Lambrecht, A. 724
Lambropoulos, S. 689
Lancaster, K. J. 317
Land, A. 704
Land's End 560
Landsberger, M. 556
Lariviere, M. A. 117, 444, 446, 740, 752–3, 762, 772–3, 810
Larson, A. 876
latent segments 349
Lattin, J. 435
Lau, A. H.‐L. 798
Lau, H.‐S. 798
Lawdog 222
Lazear, E. P. 16, 525, 545–6, 612, 688
Lean 8, 876–7, 890, 896
Lean Six Sigma:
analyze 879, 885–7
case study 881–9
control 879–80
define 878
improve 879, 887–9
limitations 889–90
measure 878–9, 883–5, 885
pricing 877–81
Learmont, B. 680, 687
learning 525, 560
demand 646
with dynamic list pricing (DLP) 545–54
with intertemporal valuations 552–4
passive 548
and pricing 550–1
Lee, E. 403
Lee, H. 173, 740, 769, 777
Lee, H. L. 381
Lee, K. 378
Lee, T. 541–2
Leeflang, P. S. H. 406, 408, 630
Lehmann, D. 701
Leland, H. E. 303, 797–8
length‐of‐stay control 668
Lerman, S. 347, 349, 378, 675
less‐than‐truckload (LTL) industry 217–29, 479
bid review 225
bid submission 223, 225
common carrier agreement 223–4
contracts 223–4
described 218–20
Freight All Kinds (FAK) 224
general rate increase (GRI) 226–7
Household Goods Mileage Guide 223–4
legislation 220–2
pricing decision support 224–6
pricing process 222–7
profitability analysis 227–8
revenue management 226
Leszczyc, P. 686
level‐k thinking 428–9
Levin, D. 680
Levin, Y. 552
Levitan, R. 809
Levy, D. 792
Lewicki, R. 427
Lewis, R. C. 110
Li, Q. 802, 810
Lichtenstein 593
Lieberman, W. H. 203, 215, 392, 732, 915
lifeboats 214–15
Liker, J. 876
Lilien, G. L. 197, 378
Lim, N. 451
Lindahl, E. 307
Lindahl equilibrium 307
Lindqvist, T. 306
Lindsay, D. 436
Lindsey, J. K. 477
linear programming (LP) 641
linear regression 635–6
linear‐in‐parameters 346
Lippman, S. 776
Lissner, W. 697
List, J. 426
list pricing 6, 38–40, 127
Little, J. D. C. 349, 399, 605–6 (p. 937)
Littlewood, K. 676
Liu, B. 534, 539–41
Liu, Q. 534, 539–41, 554, 561–2, 564, 574, 676, 734
loans 469
Lobo, M. S. 916–17
Loch, C. 448
Lodish, L. M. 809
Loewenstein, G. 420–2
logit models 347–50, 362–3, 376
loss aversion 577, 775
in behavioral models 329, 365, 418–20, 432, 434–6
in game theory 4–9, 402
loss leader 34–5
lost sales 467, 773, 801–2, 807–8
lotteries 697
Lotus 754
Lotz, A. D. 21–2, 25, 189, 196
Luce, R. 345
Lucking‐Reiley, D. 688, 690
Luenberger, D. G. 774
Lufthansa 394
Lutze, H. 518, 776
McAfee, R. P. 689, 695–6, 699, 729
McCann‐Erickson 23
McCardle, K. 776
McClellan, S. 22, 195
McCullagh, P. 477
McDonald's 113
Mace, S. 596
McFadden, D. 349, 374
McGill, J. I. 660, 676
McGuire, T. W. 403
McKelvey, R. 429, 451
McKenzie, L. W. 282
McLachlan, G. L. 675
McLean, L. 701
McLennan, A. 916
McLeod, R. 200, 202, 205
McMillan, J. 270, 689, 695, 699
McReady, G. B. 609
Macy, R. H. 32, 38
magazine subscriptions 421, 432–3
Magill, M. 298
Maglaras, C. 534, 541–3, 545
Mahajan, S. 776
make‐to‐order 537
make‐to‐stock 536–7
makegood 125
Malkiel, B. G. 299
Malmendier, U. 421, 724
Management Information systems (MIS) 171
Manchanda, P. 596, 607
Mantrala, M. K. 645
Manufacturer Suggested Retail Price (MSRP) 242
Marchall, A. 302
Marchand, M. G. 519
marginalization, double 447–9
markdown management 7
markdown optimization 622–53
algorithms 647–8
benefits; across items 649–53;
measurement problems 649–50
choice of approach 648–9
demand models 625–40
dependent on inventory 624–5
dependent on time 624–5, 651–2
modern 625
problem 621–4
stochastic 646
markdown practices 440
markdowns 366, 523, 688–9
contingent 558–61
optimal prices 640–9
pre‐announced 558–61, 572–3
reason for 622–3
see also discounts
market segmentation 471–3, 479, 494, 525, 730–1
marketing 844
marketplace analysis 862
markets:
clearing 291
competitive 295
complete 295–8
equilibrium 15–17
incomplete 298–9
partners 442
secondary 716
tracking 908 (p. 938)
Markov decision process (POMDP) 549
Markowitz, H. 299
Marn, M. V. 472, 875
Marshall, A. 288
Marshallian dynamics 302
Martin, M. 118
Martin, R. K. 726–7
Martinez de Albéniz, V. 394, 403, 674
Marvel, H. 809
Marx, G. 106
Mas‐Colell, A. 282
Mashon, M. 23
Maskin, E. S. 325, 681
mathematical programming (MP) 641–5
Maxwell, S. 437, 440, 473
Mayer, K. 109
Mazumdar, T. 435, 593, 793
measurement systems analysis (MSA) 879
mechanism design 321–5, 495
Mehler, J. 436
Meilijson, I. 556
Meissner, J. 534, 541–3, 545, 673, 812
Mela, C. F. 606
Melville, H. 281
Menger, C. 282
mental accounting 329, 365, 576
merchandise hierarchy 634
merchant/customer relationship 275–6
Merten, R. 77
Metters, R. 731
Michael, S. C. 69
Microsoft 75, 754
Excel 636
Internet Explorer 725–6
middlemen 270–1
Miercort, F. 801
migration 165–6
Milgrom, P. R. 289, 302, 383, 681, 683, 685–6, 690, 694–5, 697, 699–700, 702, 704–6, 708, 772
Mill, J. S. 329
Mill, R. C. 107
Millard, W. H. 122
Miller, A. 893
Miller, J. 427
Miller, M. B. 31, 35
Mills, E. S. 762, 796–7, 801
Milner, J. 534, 539–41
Mirman, L. J. 519
Mirrlees, J. A. 320, 519
Mishra, D. 692
Mitham, P. 254
Moldovanu, B. 690
Monahan, J. P. 519
Mondschein, S. V. 525, 528–31, 645
money‐back guarantees 32–3
monitoring 471, 482
monopoly:
pricing 324;
nonlinear 492–519
profits 500–3
segmentation 493
monotone comparative statics 289
Monroe, K. 434, 726–7, 787
Monteiro, P. K. 326
Montgomery, D. B. 406, 408
Moore, J. 310
Moorthy, K. S. 382, 409, 444, 519, 758
moral hazard 424
Morgan, J. 430
Morgenstern, O. 5, 291, 344, 382
Morin, T. L. 467
Morrell, J. 230
mortgages 147–9
credit risk 149
lenders' objectives 148–9
losses 149
Mortimer, J. H. 752
Morton, F. 421
Morton, K. 791
Morwitz, V. 436
Motorola 740, 876
movie tickets 25–8
MTV.com 123
Mueller, M. 690
Müller‐Bargant, M. 197
multinomial logit (MNL) 347–9
multiproduct model 534–7
Mussa, M. 320, 519, 727
Muth, J. F. 296
Myerson, R. B. 317, 320, 322, 325, 382, 681, 693–5, 770
Nagarajan, M. 813–14
Nagel, R. 428 (p. 939)
Nagle, T. T. 378, 875
Naipaul, S. 116
Nakanishi, M. 378
Nalebuff, B. J. 382, 396
Narasimhan, C. 601
Nash, J. 382
Nash equilibrium 386, 388, 393–4, 397–8, 403, 424, 429, 809, 811–12, 917
subgame‐perfect 25, 390–1, 400–2, 425–6, 447, 557, 559, 564–525, 674
Nasiry, J. 443, 793
NBc 183, 195
Neff, W. J. 24
negotiated deals 488–9
negotiated prices 129–30
negotiation 894–6, 900–2
negotiation power 239
Nelder, J. A. 477
Nelson, P. 714
Neslin, S. A. 585, 589, 595–6, 604
net welfare gains 555
Netessine, S. 382, 393, 676
Netflix 196, 433
Netherlands 686–8
networks 22, 330
costs 160–1
Nevins, A. J. 801
Nevo, A. 606
new items 639–40
New Zealand 24, 236, 690, 694
newsvendor model 742–3, 796
Niedrich, R. W. 593
Niehans, J. 311
Nijs, V. R. 593, 595–6
Niraj, R. 596, 607
Nisan, N. 382
no‐shows 676
Nomis Solution Price Optimizer 150–1, 153, 490
non‐transferable conditions 494–5
nonlinear pricing 6, 98, 492–519
nonlinear programming (NLP) 641–2
Noone, B. M. 732
Norkus, G. X. 116
normal Gumbel distribution 347
Norris, J. B. 30
North, D. 17
Northwest 394
Norwegian Caribbean Lines (NCL) 201
Norwegian Cruise Line 200, 210
Novell 754
Nystedt, P. 426
O&D (origin‐destination) control 668
Ockenfels, A. 426, 680, 686
O'Donoghue, T. 421, 423
off‐invoice promotion 589–90
Oi, W. J. 519
oligopolistic competition 562
oligopoly:
Bertrand and Cournot 325
pricing 313–15, 325–7
Oliver, R. 440
on‐line display advertising 121–36
the ads 123
the advertisers 122–3
buying models 125–6
campaigns 124–5
pricing 126–30
the publishers 122–3
on‐line travel agency (OTA) 75–7, 90
1 percent principle 903
one‐step look‐ahead 550
opaque booking 76
opaque channels 7
open skies agreements 63
opportunity costs 690, 739
optics, pricing 864–5
optimal stopping 530
optimality 322
Pareto 693
principle of 526
versus efficiency 680
optimizing 471, 479–82
options 7
contracts 758–9
fulfilment 715–21
price 758
services 721–2
Orbach, B. Y. 26–8 (p. 940)
Orbitz.com 76
ordering costs:
concave 805–9
convex 798–805, 815
linear 801
Ord‐oacute;‐ntilde;ez, L. 439
Oren, S. S. 6, 114, 487, 519, 547
origin and destination (O&D) 46–8, 51–2, 80
Ortega‐Reichert, A. 683
Osadchiy, N. 571–2, 578
Osbourne, M. J. 314
Oster, S. 421
outlet stores 623
overbooking 131, 675–6, 719
overstocks 612
p‐beauty contest 428
Padmanabhan, V. 750
Page, Jr. F. H. 326
Paleologo, G. 448
Palfrey, T. R. 323, 429–30, 451
Pang, Z. 394
Papadimitriou, C. 17
Papatla, P. 435, 593
Papazian, E. 182, 189, 195
Paramount 27–8
Pareto, efficiency 293, 305–6
Pareto improvement 746
Pareto optimum 693
Parker, R. 254
Parker Hannifin 490, 857, 862
Parkes, D. C. 692
Parsa, H. G. 106, 116
Pashigian, P. B. 546
passenger‐mix problem 668
Pasternack, B. 444
path‐dependence 18–19, 21, 24–5
Pauwels, K. 594
Pavlov, V. 452
payoffs 746
Pazgal, A. 547–51, 555, 558–61, 565, 572, 612, 809
Peck, J. 809
People Express (PEX) 52–3
Pepsi 396–7
Pepys, S. 684–5
Perakis, G. 550–1
permits 308
Perry, M. 695
Pesendorfer, M. 695, 701
Peterbilt 467–8
Petruzzi, N. C. 762–3, 794, 796–7, 809
Petzinger, T. 51
Pfleiderer, P. 303
Phillips, R. L. 4, 6, 21–2, 26, 37, 80, 107, 196, 378, 441, 465, 467, 473, 477, 479, 481, 487, 489, 522, 620–2, 676, 716, 720, 729, 865–6, 877, 916
Phlips, L. 519
physicians 100
Pigou, A. C. 305, 494, 519
Pilon, R. 732
Pitchik, C. 314
Plambeck, E. L. 776
planning, central 308
Plott, C. R. 330, 416
Png, I. P. L. 552–3, 568–70, 750
Podrazik, W. 24
point of sale (POS) 585, 603–5, 610, 865
point‐to‐point flights 48
Polatoglu, L. 796, 807
Polluter Pays Principle 306
pollution permits 306
Popescu, I. 197, 443, 576–8, 793, 796
population models, infinite and finite 524
Porter, D. 698
Porter, R. 680
Porteus, E. L. 754, 772, 796, 798
Posner, R. A. 316
Post, D. 717
Prat, A. 307–8
Pratt, J. 291
precision effect 436–7
preference 341–2, 506
rational 283–5
relationship 448–9
risk 344–5
social 423–7
stochastic 343–4 see also choice theory
Prelec, D. 421–2
Press, W. H. 636
price approver 836
price discrimination 312, 493, 525, 657
indirect 495
mechanism design 495
principles of 494
promotions as 600–1
price elasticity 65, 113, 626
price guarantees 58–71
external 568
internal 568
matching 440
price ladders 622
price list adjustment 792, 803, 908
price management 46
price matching 570–1
price reduction
long‐term 585–6
maximum and minimum 622–3
price segmentation, effectiveness 659–70
price theory 281–331
price war 34, 316
price‐ending effect 435–6
Priceline 7, 76, 720
prices:
bid 84, 662, 679
buy‐back 748–50
collusion 394
commitment 565–6
the concept 282
continuous 387–8
convergence 916–17
current competitor 675
determination 914
discovery 291–9
dispersion 916, 918
execution 856
expectations 577
floor 130
forecasting 245–6
guaranteed lowest 205–6
internal guarantees 554
introductory 864
list 6, 38–40, 107, 127
loans 469
multi‐dimensional 486–7
negotiated 129–30
optimal 65, 479, 640–9
optimization 89–90, 129, 145–6, 153, 246–8, 830
options 758
performance and monitoring 826
pooling 575
with product differentiation 387–8
and profits 855, 894
reference 399–400, 434–5, 439, 576–8, 593–4, 804; internal 434–5
reservation 342–3, 351–2
risky and riskless 796
sensitivity 58, 110–11
setting 826
skimming 554, 557, 577
spot 722
testing 916–17
transparency 69, 76
visible 236
pricing:
airline 49
alliance 90
analytics 830, 855
automated 193–4
barriers to successful 868–9
branded 241–2
break‐even 239
capability 858
closed‐loop process 865–7, 870, 916–17
commodity 240–1
common constraint 539–41
competitive 113, 859
contingent 14
‐ldquo;cost of meat‐rdquo; methodology 238–9
cost‐based 108–10, 117
cost‐plus 139, 438–9, 858–9
customer choice‐based forecasting 87–8
customer‐centric 88
customized 6, 14, 465–90
decoy 114
demand‐based 110–13
design 836
everyday low (EDLP) 381–2
execution 826, 830
global capability 870–3
guideline structure 888
and learning 550–1
levers 904–5
limit 315–16
market‐based 142
monopoly 310–12, 324
no‐arbitrage 299
nonlinear 6, 98, 492–519
oligopoly 313–15, 325–7
optics 864–5
organization 8
performance 861
priority 513
a profession 851
profit‐based 143
psychology of 114–15
quantitative techniques 847
Ramsey 495, 503–6
relationship 152
restriction‐based 57–8
risk‐based 139, 142, 145; see also risk
scientific (smart) 153, 522
segment 466, 470
strategic 63–4, 316–27
structures 863–4
tactical 64–5
and technology 518
terms 738–9
tools 167–9
transfer 208–9
unbundled 88–9, 506, 713, 728, 730
value 381–2, 406, 408, 599, 859
Wright and Barstow systems 20 see also dynamic list pricing; pricing organization
pricing and inventory models 784–815
deterministic models 787–93, 795
multi‐period 798–809
periodic review 787–93
stochastic models 793–809
pricing modality 4, 40
definition 13–14
pricing organization:
centralized 850–1
core capabilities 829–30
effectiveness 914–15
governance 839, 841
ineffective 827–8
influence 828
management of 831, 843, 890, 896–7
need for 825–8
processes and policies 843–4
rethinking 867
scope and focus 828
pricing policies, heuristics 550–2
pricing and profit optimization (PPO) 868
pricing and revenue management (PRM) 78–85, 193–4
pricing strategy:
dynamic 437–41
foundations for 857–65
global 854–74
half‐life 857
Pricing and Yield Management (PYM) 121, 131–4
Princess Cruises 200, 210
printer ink cartridges 475–6
process map 883–4
Procter & Gamble (P&G) 381–3, 406–8, 599
procurement:
spend analysis 898
strategic 896–8
teams 895, 907
product:
commoditization 831–2
crimping 729
damaging 729
definition 56–7
design 657–8
differentiation 97–8, 493
lifecycle 629–30, 633, 860
portfolio 866
production capacity, dedicated and flexible 804–5
profit and risk sharing 756
profitability:
analysis 227–8
consumer credit 151
models 148
of promotions 596–7
profits:
expected 488–9, 796
incremental 471, 478–9
margins 440
maximization 295, 356–7, 483
monopolist 500–3
and prices 855, 894
sharing 749
see also revenue
promotional models:
at individual level 608–9
brand choice 607–8
with panel data 605–8
purchase incidence 607
quantity 606
promotions 187, 256, 585–614, 623
behavioral underpinnings 592–4
communication of 588
consumer 586, 590–2
consumer‐packaged goods 523
consumers' responsiveness 609–10
cross‐ 600
cruise industry 206–7, 210, 214
data 603–4
defined 585–6
in demand models 367–8, 373
effectiveness 587, 594–7
in game theory 396, 404–6, 409
incremental effect 632
indicators 627–8
internet 586, 592
manufacturers 598–600
objectives of 588–9
off‐invoice 602
as price discrimination 600–1
profitability of 596–7
protein industry 238, 242–3
reasons for 614
restaurants 115–16
retailer 586–9, 597–8
scan‐back 589–90, 602
strategies 597–602
targeted 592
trade 589–90
see also discounts
Proschan, F. 479
prospect theory 417–20, 434, 445, 576, 579
protein industry 230–48
branded pricing 241–2
breeders 231, 233
cost increases 236–8
definition 230
demand pattern 246
feeders 231, 233
forecasts 246–7
legislation 231
margin management 243
market shocks 237
market volatility 236–8
non‐meat parts 238
packers 231, 233–4, 240, 243, 244
perishable product 236
price forecasting 245–6
price optimization 246–8
processors 231, 240
program sales 241
retailers 231, 237, 239, 242
revenue management 247
visible prices 236
psychology 114–15, 869
see also behavior
publishing industry 750
purchase acceleration 594–6
Puterman, M. 550
Putler, D. 399, 401
Puto, C. 431
Putsis, W. 406
Putterman, L. 427
Pyle, D. H. 303
Pyzdek, T. 877
Qi 803
Quah, J. K.‐H. 290
Quaker merchants 31, 37–8
quality:
differentiation 506–12
exogenous 506–9
Quality of Service Index (QSI) 65 (p. 944)
quantal response (QRE) equilibrium 429–30
Quelch, J. A. 406
quick response strategy 563–5
Quinby, D. 77
Quinzii, M. 298
quotas 308
QWERTY keyboard 18–19
Raab, C. 109
Rabin, M. 320, 421, 423, 425
radio‐frequency identification (RFID) 518, 777
Radner, R. 296
Raffard, H. 479
Raiffa, H. 489
rail transport 218
Raith, M. 325
Raj, S. P. 600
Rajan, A. 531
Rajaram, K. 806
Raju, J. 400
Ramakrishnan, R. 7, 16, 395, 531, 588, 601, 688, 830, 915
Raman, A. 777
Ramey, G. 315
Ramsey pricing 98, 495, 503–6
random‐coefficients logit 349–50
Rao, F. M. 399
Rao, R. C. 397, 406, 409, 599
Rao, S. 645
Rao, V. R. 399, 402, 409, 602
Rapoport, A. 396
Rappeport, A. 383
Rassenti, S. 698, 700–1
rate card 126–7, 186, 187–8
rating agencies 184
rational preferences 283–5
rationality:
level‐k thinking 428–9
rationing:
efficient 513–17
strategies 561–3
rationing‐based differentiation 510–12
Ratliff, R. M. 85
Rau, D. 3
Raviv, A. 519
raw materials cost 881
Rawls, J. 308
Ray, S. 811
Raz, G. 796
rebates 587, 590–1, 810
channel 754
consumer 754
contracts 751, 753, 757, 759, 762, 773–4
target 753–4
reciprocity 424–6
see also fairness
Reed, D. 56
refund scale 570
refundability 721–3, 730
regret 552, 917
regulations 305, 472, 831, 845
Reierson, O. 375
relationship management 153
relationship preference 448–9
rent, information 318, 320, 330, 529, 779, 780
rent‐seeking 316
Reny, P. J. 695
reputation 427, 441–3
Request for Proposal (RFP) 466–7
Request for Quote (RFQ) 466–7
resale price maintenance 774
research and development 844
reservation:
binding 571–2
prices 528–30
Resnick, P. 441, 443
responsibility‐accountability‐consultation‐inform (RACI) matrix 838
Resseguie, J. 32
restaurants 106–18
classification 107–8
customers 110–12
menu design 115–16
menu engineering 111–12
pricing systems 108–13
reservation management 117–18
revenue management 116–17
revenue per available seat hour (RevPASH) 116–17
retailer:
price‐setting 760–6
return‐on‐investment (ROI) 122
returns 638–9
partial 754
policy 750
revelation principle 317, 770–1
revenue:
deficiency 705
expected 548
function 354
impact analysis 65
marginal 312, 354–5
maximization 355–6, 483–4
see also profits
revenue management (RM) 6, 7, 26, 64, 509, 655–76, 730–2
affine relaxation methods 672–3
airlines 49–50, 57
capacity evolution 78–80
compared to nonlinear pricing 517–18
and competition 674
control process 660–2
cruise line industry 210–14
data 674–5
decomposition method 671
definition 210
discrete‐choice model 666–7
dynamic program 669
estimation and forecasting 675
fixing prices 658–60
games 391–4
handicapping formulas 210–13
Lagrangian methods 671–2
less‐than‐truckload (LTL) industry 226
linear programmes 670–1, 673–4
models 214
network 667–74
price discrimination 657
price‐based 522, 541–5
the process 656–62
product design and pricing 657–8
protein industry 247
quantity‐based 522, 541–5
restaurants 116–17
single resource 662–7
revenue management systems 85, 113
Revenue Opportunity Model (ROM) 86
Rhee, H. 597
Riley, J. G. 15, 321, 693–4
Riordan, M. H. 321
risk 139, 142, 145
aversion 291, 344–5, 418, 562, 774, 797–8, 808
capacity 739–40, 766–8, 775
dilution 59–60
downside 747, 750
leadtime 740
mitigation 172
neutral 681
preference 344–5
premium 291
upside 751
yield 740
Roberts, D. J. 307, 322, 324
Roberts, K. W. S. 519
Robertson, C. C. 33, 38–9
Robinson, L. W. 663
robustness criterion 331
Rochet, J.‐C. 320, 326, 727
Rogers, B. 68, 71
roles 836–8
and jobs 838–45
Roll, R. 299
Rolls Royce 899
Romans 29
Roopnarine, A. 698
Rosen, S. 320, 519, 727
Rosenblatt, M. 519
Rosiello, R. L. 876
Ross, C. 197
Ross, S. A. 299
Ross, S. L. 472
Rossi, P. E. 592, 609, 611
Rotemberg, J. 441
Roth, A. 416–17, 425
Rothkopf, M. H. 686, 688, 701, 706
Rothschild, M. 916
Royal Caribbean International 200, 210, 213
Rubinstein, A. 329, 420, 724
Rudi, N. 798
Rudzki, R. 898
rule setting 855–6
Russell, G. J. 596, 609
Rustichini, A. 307–8 (p. 946)
S‐curve effect 51
Sabre 36, 50, 53–4, 75
‐Scedil;ahin, I. 807
‐Scedil;ahin, O. 553–4, 722
Saia 218
Salanie, B. 772
sales 844
compensation 893–4
effort 776–7
professionals 893–4
Sales and Operations Planning (S&OP) 243
sales promotions see promotions
salesforce
automation (SFA) 851
skills 907–8
Salop, S. C. 316
Samuelson, P. A. 287, 290, 306
Samuelson, W. F. 434, 693–4
Sandoval‐Strausz, A. K. 29–30
Saporito, B. 381
satisficing 329, 331
Sawhney, M. S. 26
scarcity 513
Scarf, H. 814
scatter market 21
Schechner, S. 190
Schindall, H. 33, 38
Schindler, R. M. 436, 592–3
Schmidt, E. 251
Schmidt, K. M. 17, 425–6, 447
Schmitt, E. 52
Schneider, M. 195
Schrage, L. 791–2, 812
Schwartz, T. 150
Schweitzer, M. 444
screening 317–20
Scull, P. 31–2, 38
Seade, J. 315
seasonality 231, 238, 626–7, 631, 638, 855
Secomandi, N. 581
Seetharaman, P. B. 607
Segal, I. 304
segment selection 485
segmentation 730–1
customer 516–17, 861–3
market 471–3, 479, 494, 525
monopoly 493
perfect 554
Selectron 756
seller‐buyer relationships 895, 898–901
selling, advance 552–4
Selton, T. 390
senior staff 831, 843, 856–7, 890, 896–7
see also jobs
separation principle 547
services:
access plans 723–4
callable 731
flexible 716–18, 720–1
opaque 720–1
option 721–2
upgrades 718–19
upsells 718–19
services engineering 713–34
modifications 714–15
real options 715–24
Seshadri, S. 798
set‐packing problem 700
Sethuraman, R. 600
Shafarevich, I. R. 308
Shaked, A. 314
Shampanier, K. 416
Shankar, V. 409
Shannon, C. 289
Sharpe, W. F. 299
Shaw, M. 110
Sheffi, Y. 701
Shell, K. 299
Shelley, M. 422
Shen, Z. J. M. 366, 378
Sher, I. 700
Shewhart, W. 876
shill bids 692
Shiller, R. J. 299
Shioda, R. 116, 118
Shock, P. J. 107
Shoemaker, R. 809
Shoemaker, S. 110
Sholes, C. 18
ShopKo 621
Shubik, M. 809
Shugan, S. 553, 579, 714, 758
Shumsky, R. A. 5, 313, 393, 598, 676 (p. 947)
Sibley, D. S. 519
Sigma‐Zen 717
SignalDemand, Inc. 248
signaling 283, 316, 320–1, 772
Signorelli, S. 756
Siles, J. 255
Silk, A. J. 69
Sill, B. T. 116
Simchi‐Levi, D. 8, 531, 760, 773, 797–8, 806, 808, 815, 864
Simester, D. I. 37, 436, 440
Simon, H. A. 329, 415, 429, 728, 875
Simonetto, M. 8, 914
Simonson, I. 432, 434
simplicity 472
Simpson, R. W. 676
simultaneity 375
Singer, B. 376
Singh, N. 388
Singh, S. S. 608
Singhal, V. R. 740
single‐product model, intensity‐control 526–8
Sioshansi, F. 97
SIPOC mapping 879
SITA 73
Sivakumar, K. 600
Six Sigma 8, 876, 896
DMAIC tools 878–80
Skiera, B. 724
slotting fees 589–90, 602
smart shopper 592–3
SMC3 CzarLite tariff 226
Smith, A. 172, 281, 292, 306
Smith, B. 876, 915
Smith, B. C. 82, 85–6
Smith, S. A. 519, 525, 530–1, 620, 645–6
Smith, V. L. 681, 698, 700
Smithfield 230
SNCF 731
Snee, R. D. 875
sniping 686
Sobel, M. 811–12
Sobel, J. 320, 558
social preferences 423–7
social welfare 405–6, 493, 504, 514–17
Sodhi, M. S. 8, 740, 878, 914
Sodhi, N. 8, 878, 914
Soman, D. 727
Song, J. 805
Song, Y. 762, 796, 808
Sorensen, P. N. 288
Sosic, G. 813–14
Sotheby's 684
Southwest Airlines (WN) 46, 52
Sowell, T. 299
Soysal, G. P. 612
Spang, R. L. 29, 107
Spartan Stores 773
speculative bubble 299
Spence, A. M. 320
Spencer Stuart 896
Spengler, J. 444, 745
spiff 158, 160
sponsor‐centric model 22–3
sponsored links 706
Spulber, D. F. 326, 519
Srinivasan, S. 593, 596
Srinivasan, V. 597
Srivastava, S. 323
Staelin, R. 403, 519
Stahl, D. 428
Starkie, P. 687
Starr, D. 560
statistics, comparative 287–90
status, preference 448–9
Stauffer, T. 27
Stefanescu, C. 7, 487, 718, 728
Stein, A. D. 875
Steinberg, R. 7, 429, 680, 701–4, 785
Sterman, J. 444
Stewart, A. T. 31–3
Stewart, S. Jr. 896
Stigler, G. J. 282, 308, 496, 519
Stiglitz, J. E. 303, 306, 308, 320, 327, 469
Stiving, M. 436
stock keeping units (SKUs) 590, 605–6, 608, 610, 620, 629, 630, 639
stockpiling 594–6
Stoft, S. 96
Stokey, N. L. 302, 327, 555–6, 558
Stole, L. A. 320
Stoner, C. L. 116
strategy profile 383
Strauss, A. K. 673 (p. 948)
Streitfeld, D. 437
Stremersch, S. 725
Stroup, R. L. 353
Strulovici, B. H. 290
Subrahmanyan, S. 809
substitutes 358, 534
substitution:
effect 288
marginal rate of 286
Sudhir, K. 602
Sullivan, L. 522
Sun, B. 595, 612
Sun Microsystems 756
Sun, P. 808
Sunder, S. 417
sunk cost fallacy 416
supply:
capacity uncertainty 803
probability 514–15
supply chain:
contracts 8
coordination 450–2, 747, 748–9
decentralized 744–7, 809, 815
global 738
inefficiency 745
risks of