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(p. 921) Index
(p. 921) Index
About.com 123
Ackroyd, P. 29
Adams, A. 725
Adams, W. 519
Adelman, D. 676
Admati, A. R. 303
ADR North America 896
advanced purchase (AP) 59
advertisers 182
affine relaxation methods 672–3
agency theory 495
Aggarwal, P. 440
aggregating algorithm (AA) 552
aggregation level 369–70
Agrawal, D. 600
agricultural commodities 237
Ahn, H. 792
Ahuja, R. 789–90
air‐sea packages 202–5
airlines 36, 45–91, 154–5, 659, 729, 734
ancillary services 69–70
booking fees 74
break‐even load factor (BELF) 49
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
industry structure 54–6
inventory control 78–9
inventory systems 50
a la carte pricing 69–72
load factor (LF) 85–6
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
seat capacity 47
short‐term seasonal sale 67
spoilage rate 82
traffic 47
websites 74–5
airport time slots 700
AirTran (FL) 46
Alaska 209
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
AmeriCredit 489
Andreoni, J. 427
Andrews, R. L. 609–10
Apollo 54
Apple Store 433–4
Arbatskaya, M. 568
arbitrage pricing theory 299
Armstrong, M. 398
Ashraf, N. 427
asymmetric dominance 431
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;
clock‐proxy 702
combinatorial 699–707
comparative hearings 697
definitions 679
dynamic 683
electric power 95
generalized second‐price (GSP) 706–7
institutional 708
internet 898
linkage 694–5
Myseron 325
open outcry 684
optimal 693–5
PAUSe 702–4
procurement 679
revenue comparisons 691
reverse 679
Romans use of 29
second‐price 322
seller 14
simultaneous ascending (SAA) 695–9
simultaneous multiple round (SMR) 698
terminology 681–3
third‐price 692
uniform‐price 693
Audience Deficiency Unit (ADU) 191–2
auto dealers 149
Auto F&I 475
auto finance 149–51
automated systems, effectiveness 915
Avery, C. 685
Babbage, C. 876
back‐end fees, credit cards 143–4
backlogged demand 811–12
backup agreement 757
backward induction 579
bad debt 161
Baker, J. B. 315
Bakos, Y. 725
Ball, M. O. 700
Balvers, R. 546
bargain hunters 563
Barilla 773
Barlow, R. E. 479
Barnes‐Schuster, D. 760
Barnett, A. 477
Baron, D. P. 320
Barrett, C. 222
Bass, F. M. 399
Bauer, M. 118
Baye, M. 430
Beggs, A. 684
behavioral considerations 574–80
behavioral landscape 906
Behavioral Operations Management (BOM) 444–52
behavioral targeting (BT) 124
beliefs, infinite hierarchy of 384
Bell, M. 89
Bellamy, E. 36
Bellman, R. 405
Belobaba, P. P. 676
Ben‐Ner, A. 427
Benetton 756
Benjamin, W. 33–4
Berg, J. 426
Bergen, M. 914
Bernheim, B. D. 307
Berra, Y. 113
Bertrand, P. 5
Besbes, O. 552
best response function 387
best‐price policies (BP) 570
betting strategy 555
Bhandari, A. 581
Biais, B. 326
bidder surplus 681
bidders 679
Biller, S. 790
binary logit 347
binary probit 346–7
Binmore, K. 397
bio‐fuel 237
Bish, E. 798
Bishop, R. L. 310
Blackwell, D. 326
Blair, E. A. 726
blogs 123
Bloom, P. N. 602
BMW 864
Bohnet, I. 427
Bollapragada, S. 194
Bolton, L. 439–40
Bolton, R. N. 409
booking curves 128–9
Bougie, R. 441
Boyce, R. 420
Boyd, A. 574
Bradlow, E. T. 610
branding, wine 256
breakage 591
Breakthrough Rates 213
Brecher, J. 114
Br‐eacute;maud, P. 526
Bresnahan, T. F. 315
Brewer, M. 88
Bridge, E. 435
British Airways 394
Bronfman, C. 301
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
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
Cabral, L. M. B. 313
call options 554
Camp, B. 897
Campbell, M. 440
Campbell, W. M. 682
Canadian Broadcasting Corporation (CBC) 193–4
cannibalization 165–6
Cannon, J. 427
Cantillon, E. 701
capacitated economic lot sizing (CELS) 790
Caplice, C. 701
Carare, O. 688
Cargill 230
Caribbean islands 201–2
Carmin, J. 116
Carter, J. 51
Carvalho, R. 550
cash flow, expected 168
Cass, D. 299
Castleman, H. 24
category expansion 596
cattle 231–4
Caufield, S. 469
cause‐and‐effect (C&E) matrix 885–6
Celebrity Cruises 200
central planning 308
Ceryan, O. 804–5
Chakravarti, D. 728
Champ, P. A. 308
Chandon, P. 587
Chandukala, S. R. 608
Chang, K. 435
channel inefficiency 745
Chao, X. 809
Charlton, M. 684
Chehrazi, N. 331
Chen, H. 809
Chernev, A. 593
Chevalier, J. A. 612
Chicago Mercantile Exchange (CME) 233
chief pricing officer (CPO) 867
Chile 530
Chipman, J. 290
Chiquita Brands 896
Cho, I.‐K. 320
Chod, J. 798
Choi, S. C. 403
Chone, P. 727
Chopra, S. 740
Christie's 684
Cingular Wireless 165
Cladenley 524
Clapp, R. V. 682
Clark, T. H. 773
classes 662–6;
pooled 634–5
classical economic lot sizing model 789
Clough, R. L. 467
Coca‐Cola Company 420
code‐share agreements 63
collections price‐together 624
Collie, T. 439
collinearity 637–8
common carrier agreement see less‐than‐truckload (LTL) industry
compensating variation 309–10
competition 166–7, 376–7, 393–4, 410, 776
Bertrand‐Edgeworth 674
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
compromise effect 431–2
computational tractability 704
Concordance 477
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
consumers:
inertia 578–80
informed vs. uninformed 601
perception of discounts 587–8
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
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
options 758–9
pricing 450–2
promised leadtime 776
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
cooperative funds 590
coordinated pricing and inventory model 793
Copeland, D. G. 54
Corey, E. R. 3
corn costs 237
Cosimano, T. 546
Costa Cruises 210
Costco 865
costs:
estimates 109
first 808–9
raw materials 881
recovery 171
subscriber acquisition 159–60
sunk 416
variable 356–7
Council of Supply Chain Management Professionals (CSCMP) 897
coupons 590–1
credit card industry 416
Croson, D. C. 325
cruise line industry 199–215
Air‐sol;Sea Departments 202
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
Cunningham, D. R. 23
Currim, I. S. 610
Curry, R. E. 676
customer care costs 160
customer relationship management (CRM) 730–2
customers:
attributes 832–3
bumping 719–20
bundle valuation 728
commitments 549–50
demand 740
high‐valuation 562
most‐favorable 569
multiple classes 537–9
myopic 523
request 466
reservation prices 528–30
retention 161
support 844
virtual value 429
see also consumers
customization 269
customized‐pricing bid‐response models (CPBRMs) 467
CVS Drug Stores 596
CW 183
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
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
Decker, R. 116
Dehaene, S. 436
Dell Computers 784
Delmonico 107
Delta Air Lines (DL) 46
DelVecchio, D. 434
demand:
backlogged 811–12
by classes 663–6
customer 740
elasticity 352–3
estimation 367–77
inventory effect on 797
learning 646
log‐linear (exponential) 360–1
logit 362–3
yieldable and priceable 574
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
parameter estimation 635–8
parameter updating 640
random‐utility 345–6
Deng, S. 790
department stores 32–5
design to price 864
Desiraju, R. 553
Deutsche 731
d'Huart, O. 394
Diamond, J. 19
Diamond, P. A. 327
Diamond‐Water Paradox 281–2
Dickson, P. 438
dictatorship 14
DINAMO 85
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
dithering 917
Dobson, D. J. 477
Dodson, J. A. 613
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
Duffie, D. 299
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
see also revenue management (RM)
dynamic programming (DP) 645–6
e‐mail 592
easyJet 40
economic sociology 19–21
economic theory 5
Caplice, C. 701
Carare, O. 688
Cargill 230
Caribbean islands 201–2
Carmin, J. 116
Carter, J. 51
Carvalho, R. 550
cash flow, expected 168
Cass, D. 299
Castleman, H. 24
category expansion 596
cattle 231–4
Caufield, S. 469
cause‐and‐effect (C&E) matrix 885–6
Celebrity Cruises 200
central planning 308
Ceryan, O. 804–5
Chakravarti, D. 728
Champ, P. A. 308
Chandon, P. 587
Chandukala, S. R. 608
Chang, K. 435
channel inefficiency 745
Chao, X. 809
Charlton, M. 684
Chehrazi, N. 331
Chen, H. 809
Chernev, A. 593
Chevalier, J. A. 612
Chicago Mercantile Exchange (CME) 233
chief pricing officer (CPO) 867
Chile 530
Chipman, J. 290
Chiquita Brands 896
Cho, I.‐K. 320
Chod, J. 798
Choi, S. C. 403
Chone, P. 727
Chopra, S. 740
Christie's 684
Cingular Wireless 165
Ciso 739
Cladenley 524
Clapp, R. V. 682
Clark, T. H. 773
classes 662–6;
pooled 634–5
classical economic lot sizing model 789
Clough, R. L. 467
Coca‐Cola Company 420
code‐share agreements 63
collections price‐together 624
Collie, T. 439
collinearity 637–8
common carrier agreement see less‐than‐truckload (LTL) industry
compensating variation 309–10
competition 166–7, 376–7, 393–4, 410, 776
Bertrand‐Edgeworth 674
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
compromise effect 431–2
computational tractability 704
Concordance 477
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
consumers:
inertia 578–80
informed vs. uninformed 601
perception of discounts 587–8
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
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
options 758–9
pricing 450–2
promised leadtime 776
quantity premium 768
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
cooperative funds 590
coordinated pricing and inventory model 793
Copeland, D. G. 54
Corey, E. R. 3
corn costs 237
Cosimano, T. 546
Costa Cruises 210
Costco 865
costs:
estimates 109
first 808–9
raw materials 881
recovery 171
subscriber acquisition 159–60
sunk 416
variable 356–7
Council of Supply Chain Management Professionals (CSCMP) 897
coupons 590–1
credit card industry 416
Croson, D. C. 325
cruise line industry 199–215
Air‐sol;Sea Departments 202
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
Cunningham, D. R. 23
Currim, I. S. 610
Curry, R. E. 676
customer care costs 160
customer relationship management (CRM) 730–2
customers:
attributes 832–3
bumping 719–20
bundle valuation 728
commitments 549–50
demand 740
high‐valuation 562
most‐favorable 569
multiple classes 537–9
myopic 523
request 466
reservation prices 528–30
retention 161
segmentation 516–17
support 844
virtual value 429
see also consumers
customization 269
customized‐pricing bid‐response models (CPBRMs) 467
CVS Drug Stores 596
CW 183
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
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
Decker, R. 116
Dehaene, S. 436
Dell Computers 784
Delmonico 107
Delta Air Lines (DL) 46
DelVecchio, D. 434
demand:
backlogged 811–12
by classes 663–6
customer 740
elasticity 352–3
estimation 367–77
inventory effect on 797
learning 646
log‐linear (exponential) 360–1
logit 362–3
yieldable and priceable 574
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
parameter estimation 635–8
parameter updating 640
random‐utility 345–6
Deming, E. 876
Deng, S. 790
department stores 32–5
design to price 864
Desiraju, R. 553
Deutsche 731
d'Huart, O. 394
Diamond, J. 19
Diamond, P. A. 327
Diamond‐Water Paradox 281–2
Dickson, P. 438
dictatorship 14
DINAMO 85
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
dithering 917
Dobson, D. J. 477
Dodson, J. A. 613
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
Duffie, D. 299
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
see also revenue management (RM)
dynamic programming (DP) 645–6
e‐mail 592
easyJet 40
economic sociology 19–21
economic theory 5
Economides, N. 316
Edelman, B. 706
Edgeworth, F. Y. 292
Eeckhoundt, L. 774
Einav, L. 26–7
Ekelund, Jr. R. B. 30
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
Emmet, B. 20
endogenous qualities 509–10
entry deterrence 315–16
environmental challenges 228–9
envy‐freeness 704
Eppen, G. 757
Epstein, R. 701
equilibrium:
Arrow‐Debreu 297–8
multiple 389–90
open‐ and closed‐loop 402–4
partial 310
reactive 321
sunspot 299
trembling‐hand 390
see also Nash equilibrium
equivalent martingale measure 297
equivalent variation 309–10
Erkoc, M. 768
Ernst, R. 801
ERP software 868
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
expected utility theory 417–18
Expedia.com 75–6
expenditure minimization 288
experimental economics 17
externalities 304–8
Failure Mode and Exceptions Analysis (FMEA) 879
Falk, A. 425
fare structure, hybrid 84–5
Farrell, J. 320
Farris, P. 406
Felker, A. 697
Fetter, R. B. 103
Fibich, G. 793
fill rate 562
finance 844–5
finite‐mixture logit models 349
Fischbacher, U. 423–5
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
Florian, M. 791
fluid formulation 544–5
Foley, D. K. 307–8
Ford, H. 876
Forrester 179
forward contracting 95
franchising 758
FREE! 416
frequent shopper card 608
Friedman, D. 417
Friedman, L. 466
Friend, S. C. 624
Fu, M. 806
fuel costs 228
Fuerderer, R. 726
full truckload (FTL) 218
G‐auml;chter, S. 425
Gaiter, D. J. 114
Gal‐Or, E. 325
Gallego, G. 7, 16, 403, 410, 487, 525–32, 534, 536–7, 540–1, 544–5, 547–8, 553–4, 563, 612, 645, 676, 688–9, 715–16, 718, 722–4, 726, 728, 734, 812
Gallien, J. 581
game theory 5, 15–17, 381–411, 917
in airline pricing 65
behavioral 397–8
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
public goods 424–5
repeated 395–7
revenue management 391–4
Garbiras, M. 194
Gates, M. 467
Gaukler, G. 777
Geary, R. 375
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, S. 428
gift‐exchange experiments 424
Gill, J. 482
Gimpl‐Heersink, D. 804
Gissing, G. 32
Gittins, J. C. 328
Gittins index 328
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
Gore, A. 680
Gourville, J. T. 727
governance 856
Govindan, S. 390
Graddy, K. 684
Grand Bazaar 261–77
antique textiles 277
carpets 276
described 261–3
early history 263–4
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
gratuities 199
Green, L. 423
Greene, W. H. 630
Greif, A. 18
Grossman, P. 425
group pricing organizations (GPOs) 832–3
Guesnerie, R. 320
guild system 265
Gul, F. 327
Guler, M. 804
Guo, L. 721
Gwartney, J. D. 353
Ha, A. 444
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
Hanemann, W. M. 309
Hanson, W. A. 726–7
Happel, S. 714
Harris, J. 726
Harris, M. 519
Harrison, J. M. 916–17
Harsanyi, J. 384
Hausman, J. 374
Hausman, W. H. 602
Haws, K. L. 37
health insurance 100–1
Heath, T. B. 600
H‐eacute;bert, R. F. 30
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
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
Hibbard, J. 769
Hill, T. 378
Hirsch, F. 288
Hirschman, A. O. 315
historical contingency 18
Hoch, S. J. 597
Hoerl, R. W. 875
Hollis, A. 722
Holm, H. 426
Holmstrom, B. 772
Hong, K. 427
Hopper, M. D. 52
Hormel 230
Horn, R. A. 360
Hotelling, H. 314
Howard, D. J. 593
Hruska, H. 378
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
IATA 63
independence from irrelevant alternatives (IIA) 348
industry concentration 315
information 383
and B2B contracts 769–72
in the bazaar 39
complete 573
extraction 321–5
goods 304
limits 471
public 303
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
Interactive Advertising Bureau (IAB) 123
interest rate 138
internal IT services 171–80
corporate funded 173–4
cost recovery 171
economic model 173–80
ownership and customization 172
supply and demand 171
value categories 172–3
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
newsvendor model 565–7
no replenishment 524
perishable 128
shortage 751
unsold 810
see also pricing and inventory models
Iriberri, N. 429
Ishikawa, K. 876
item class, pooled 634–5
Iyer, A. 757
Jackson, M. O. 308
Jacobson, T. G. 8
Jainiszeqski, C. 593
Janakiraman, G. 807–8
Japan 185
JDA 193–4
Jen, F. 519
Jennings, M. 714
JetBlue (B6) 46
Jeuland, A. 758
Jevons, W. S. 282
Jiang, H. 394
Jiang, Y. 720
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
Kahin, B. 729
Kahn, A. 51
Kalapurakal, R. 438
Kallesen, R. 574
Kalwani, M. 434
Kalyanaram, G. 399
Kamins, M. 435
Katz, M. L. 519
Keane, M. 407
Keller, P. 877
Kelley, C. 436
Kelly, F. 701–4
Kelly, G. C. 729
Kelly, T. J. 110
Kerin, R. A. 593
Kibarian, T. 436
Kihlstrom, R. E. 321
Kim, B.‐D. 611
Kim, S. Y. 403
Kimms, A. 197
Kirby, K. 423
Kirby, P. 436
Kirchsteiger, G. 425
KLM 394
Knez, P. 420
Knight, F. 308
Kocabiykoglu, A. 796
Koderisch, M. 725
K&ök, G. 378
Koopmans, T. 420
Koten, J. 85
Kreul, L. 436
Krishna, A. 593–4
Krishnamurthi, L. 435
Krishnan, T. 675
Kulp, S. C. 773
Kurczewski, N. 864
Kwerel, E. 697
Kwortnik, R. J. 116
Lagrangian methods 671–2
Laibson, D. 423
Lambert, Z. 436
Lambrecht, A. 724
Lambropoulos, S. 689
Lancaster, K. J. 317
Land, A. 704
Land's End 560
Landsberger, M. 556
Larson, A. 876
latent segments 349
Lattin, J. 435
Lau, A. H.‐L. 798
Lau, H.‐S. 798
Lawdog 222
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. L. 381
Lee, K. 378
Lee, T. 541–2
Lehmann, D. 701
length‐of‐stay control 668
less‐than‐truckload (LTL) industry 217–29, 479
bid review 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
Lichtenstein 593
lifeboats 214–15
Liker, J. 876
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
Littlewood, K. 676
loans 469
Lobo, M. S. 916–17
Loch, C. 448
Lodish, L. M. 809
Loewenstein, G. 420–2
loss leader 34–5
lotteries 697
Lotus 754
Luce, R. 345
Luenberger, D. G. 774
Lufthansa 394
McCann‐Erickson 23
McCardle, K. 776
McCullagh, P. 477
McDonald's 113
Mace, S. 596
McGuire, T. W. 403
McKenzie, L. W. 282
McLachlan, G. L. 675
McLean, L. 701
McLennan, A. 916
McReady, G. B. 609
Magill, M. 298
Mahajan, S. 776
make‐to‐order 537
make‐to‐stock 536–7
makegood 125
Malkiel, B. G. 299
Management Information systems (MIS) 171
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
modern 625
problem 621–4
stochastic 646
see also discounts; promotions
markdown practices 440
markdowns 366, 523, 688–9
contingent 558–61
optimal prices 640–9
reason for 622–3
see also discounts
marketing 844
marketplace analysis 862
markets:
clearing 291
competitive 295
complete 295–8
equilibrium 15–17
incomplete 298–9
partners 442
secondary 716
Markov decision process (POMDP) 549
Markowitz, H. 299
Marshall, A. 288
Marshallian dynamics 302
Martin, M. 118
Martin, R. K. 726–7
Marvel, H. 809
Marx, G. 106
Mas‐Colell, A. 282
Mashon, M. 23
mathematical programming (MP) 641–5
Mayer, K. 109
measurement systems analysis (MSA) 879
Mehler, J. 436
Meilijson, I. 556
Mela, C. F. 606
Melville, H. 281
Menger, C. 282
merchandise hierarchy 634
merchant/customer relationship 275–6
Merten, R. 77
Metters, R. 731
Michael, S. C. 69
middlemen 270–1
Miercort, F. 801
migration 165–6
Mill, J. S. 329
Mill, R. C. 107
Millard, W. H. 122
Miller, A. 893
Miller, J. 427
Mirman, L. J. 519
Mishra, D. 692
Mitham, P. 254
Moldovanu, B. 690
Monahan, J. P. 519
money‐back guarantees 32–3
monotone comparative statics 289
Monteiro, P. K. 326
Moore, J. 310
moral hazard 424
Morgan, J. 430
Morin, T. L. 467
Morrell, J. 230
Mortimer, J. H. 752
Morton, F. 421
Morton, K. 791
Morwitz, V. 436
movie tickets 25–8
MTV.com 123
Mueller, M. 690
Müller‐Bargant, M. 197
multinomial logit (MNL) 347–9
multiproduct model 534–7
Muth, J. F. 296
Nagarajan, M. 813–14
Naipaul, S. 116
Nakanishi, M. 378
Narasimhan, C. 601
Nash, J. 382
Neff, W. J. 24
negotiated deals 488–9
negotiated prices 129–30
negotiation power 239
Nelder, J. A. 477
Nelson, P. 714
net welfare gains 555
Netherlands 686–8
Nevins, A. J. 801
Nevo, A. 606
new items 639–40
Niedrich, R. W. 593
Niehans, J. 311
Nisan, N. 382
no‐shows 676
non‐transferable conditions 494–5
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
Novell 754
Nystedt, P. 426
O&D (origin‐destination) control 668
off‐invoice promotion 589–90
Oi, W. J. 519
oligopolistic competition 562
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
1 percent principle 903
one‐step look‐ahead 550
opaque booking 76
opaque channels 7
open skies agreements 63
optics, pricing 864–5
optimal stopping 530
Orbitz.com 76
Ord‐oacute;‐ntilde;ez, L. 439
Ortega‐Reichert, A. 683
Osbourne, M. J. 314
Oster, S. 421
outlet stores 623
overstocks 612
‐özer, ‐ö. 5, 8–9, 17, 114–16, 173, 321, 329, 395–6, 398, 427, 444, 449, 452, 473, 518, 549–50, 576, 589, 592, 602, 612, 622, 715, 728, 732, 738–80, 740, 768–9, 771–2, 774–7, 803, 809, 831, 833, 864–5
p‐beauty contest 428
Padmanabhan, V. 750
Page, Jr. F. H. 326
Paleologo, G. 448
Pang, Z. 394
Papadimitriou, C. 17
Paramount 27–8
Pareto improvement 746
Pareto optimum 693
Parker, R. 254
Parkes, D. C. 692
Pashigian, P. B. 546
passenger‐mix problem 668
Pasternack, B. 444
Pauwels, K. 594
Pavlov, V. 452
payoffs 746
Peck, J. 809
People Express (PEX) 52–3
Pepsi 396–7
Pepys, S. 684–5
Perakis, G. 550–1
permits 308
Perry, M. 695
Peterbilt 467–8
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
Pilon, R. 732
Pitchik, C. 314
Plambeck, E. L. 776
planning, central 308
Podrazik, W. 24
point‐to‐point flights 48
Polluter Pays Principle 306
pollution permits 306
population models, infinite and finite 524
Porter, D. 698
Porter, R. 680
Posner, R. A. 316
Post, D. 717
Prat, A. 307–8
Pratt, J. 291
precision effect 436–7
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 ladders 622
price management 46
price matching 570–1
price segmentation, effectiveness 659–70
price theory 281–331
price‐ending effect 435–6
prices:
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
execution 856
expectations 577
floor 130
forecasting 245–6
guaranteed lowest 205–6
internal guarantees 554
introductory 864
loans 469
multi‐dimensional 486–7
negotiated 129–30
options 758
performance and monitoring 826
pooling 575
with product differentiation 387–8
risky and riskless 796
setting 826
spot 722
testing 916–17
visible 236
pricing:
airline 49
alliance 90
automated 193–4
barriers to successful 868–9
branded 241–2
break‐even 239
capability 858
commodity 240–1
common constraint 539–41
contingent 14
‐ldquo;cost of meat‐rdquo; methodology 238–9
customer choice‐based forecasting 87–8
customer‐centric 88
decoy 114
demand‐based 110–13
design 836
everyday low (EDLP) 381–2
global capability 870–3
guideline structure 888
and learning 550–1
levers 904–5
limit 315–16
market‐based 142
no‐arbitrage 299
optics 864–5
organization 8
performance 861
priority 513
a profession 851
profit‐based 143
psychology of 114–15
quantitative techniques 847
relationship 152
restriction‐based 57–8
structures 863–4
tactical 64–5
and technology 518
terms 738–9
tools 167–9
transfer 208–9
pricing and inventory models 784–815
multi‐period 798–809
periodic review 787–93
stochastic models 793–809
pricing organization:
centralized 850–1
core capabilities 829–30
effectiveness 914–15
ineffective 827–8
influence 828
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
printer ink cartridges 475–6
process map 883–4
production capacity, dedicated and flexible 804–5
promotional models:
at individual level 608–9
brand choice 607–8
with panel data 605–8
POs 604–5
purchase incidence 607
quantity 606
promotions 187, 256, 585–614, 623
behavioral underpinnings 592–4
communication of 588
consumer‐packaged goods 523
consumers' responsiveness 609–10
cross‐ 600
data 603–4
defined 585–6
incremental effect 632
indicators 627–8
manufacturers 598–600
objectives of 588–9
off‐invoice 602
as price discrimination 600–1
profitability of 596–7
reasons for 614
restaurants 115–16
strategies 597–602
targeted 592
trade 589–90
see also discounts
Proschan, F. 479
protein industry 230–48
branded pricing 241–2
cost increases 236–8
definition 230
demand pattern 246
forecasts 246–7
legislation 231
margin management 243
market shocks 237
market volatility 236–8
non‐meat parts 238
perishable product 236
price forecasting 245–6
price optimization 246–8
program sales 241
revenue management 247
visible prices 236
publishing industry 750
purchase acceleration 594–6
Puterman, M. 550
Puto, C. 431
Putsis, W. 406
Putterman, L. 427
Pyle, D. H. 303
Pyzdek, T. 877
Qi 803
Quah, J. K.‐H. 290
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
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
Raman, A. 777
Ramey, G. 315
random‐coefficients logit 349–50
Rao, F. M. 399
Rao, S. 645
Rapoport, A. 396
Rappeport, A. 383
rating agencies 184
rational preferences 283–5
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
Reed, D. 56
refund scale 570
Reierson, O. 375
relationship management 153
relationship preference 448–9
rent‐seeking 316
Reny, P. J. 695
Request for Proposal (RFP) 466–7
Request for Quote (RFQ) 466–7
resale price maintenance 774
research and development 844
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
return‐on‐investment (ROI) 122
revenue management (RM) 6, 7, 26, 64, 509, 655–76, 730–2
affine relaxation methods 672–3
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
models 214
network 667–74
price discrimination 657
the process 656–62
product design and pricing 657–8
protein industry 247
restaurants 116–17
single resource 662–7
see also dynamic list pricing (DLP)
Revenue Opportunity Model (ROM) 86
Rhee, H. 597
Riordan, M. H. 321
risk 139, 142, 145
dilution 59–60
leadtime 740
mitigation 172
neutral 681
preference 344–5
premium 291
upside 751
yield 740
Roberts, K. W. S. 519
Robinson, L. W. 663
robustness criterion 331
Roll, R. 299
Rolls Royce 899
Romans 29
Roopnarine, A. 698
Rosenblatt, M. 519
Rosiello, R. L. 876
Ross, C. 197
Ross, S. A. 299
Ross, S. L. 472
Rotemberg, J. 441
Rothschild, M. 916
Rudi, N. 798
Rudzki, R. 898
rule setting 855–6
S‐curve effect 51
‐Scedil;ahin, I. 807
Saia 218
Salanie, B. 772
Sales and Operations Planning (S&OP) 243
sales promotions see promotions
Salop, S. C. 316
Sandoval‐Strausz, A. K. 29–30
Saporito, B. 381
Sawhney, M. S. 26
scarcity 513
Scarf, H. 814
scatter market 21
Schechner, S. 190
Schmidt, E. 251
Schmitt, E. 52
Schneider, M. 195
Schwartz, T. 150
Schweitzer, M. 444
screening 317–20
Seade, J. 315
Secomandi, N. 581
Seetharaman, P. B. 607
Segal, I. 304
segment selection 485
Selectron 756
selling, advance 552–4
Selton, T. 390
separation principle 547
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
Sher, I. 700
Shewhart, W. 876
shill bids 692
Shiller, R. J. 299
Shock, P. J. 107
Shoemaker, R. 809
Shoemaker, S. 110
Sholes, C. 18
ShopKo 621
Shubik, M. 809
Sibley, D. S. 519
Sigma‐Zen 717
SignalDemand, Inc. 248
Signorelli, S. 756
Siles, J. 255
Silk, A. J. 69
Sill, B. T. 116
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
Skiera, B. 724
smart shopper 592–3
SMC3 CzarLite tariff 226
Smithfield 230
SNCF 731
Snee, R. D. 875
sniping 686
Sobel, M. 811–12
social preferences 423–7
Soman, D. 727
Song, J. 805
Sorensen, P. N. 288
Sosic, G. 813–14
Sotheby's 684
Sowell, T. 299
Soysal, G. P. 612
Spartan Stores 773
speculative bubble 299
Spence, A. M. 320
Spencer Stuart 896
sponsor‐centric model 22–3
sponsored links 706
Srinivasan, V. 597
Srivastava, S. 323
Stahl, D. 428
Starkie, P. 687
Starr, D. 560
statistics, comparative 287–90
status, preference 448–9
Stauffer, T. 27
Stein, A. D. 875
Sterman, J. 444
Stewart, A. T. 31–3
Stewart, S. Jr. 896
Stiving, M. 436
stockpiling 594–6
Stoft, S. 96
Stole, L. A. 320
Stoner, C. L. 116
strategy profile 383
Streitfeld, D. 437
Stremersch, S. 725
Stroup, R. L. 353
Strulovici, B. H. 290
Subrahmanyan, S. 809
Sudhir, K. 602
Sullivan, L. 522
Sun Microsystems 756
Sun, P. 808
Sunder, S. 417
sunk cost fallacy 416
supply‐demand patterns 908
surcharges 72
surplus, virtual 318
Susskind, A. M. 116
Sutton, J. 314
Swan, J. 440
sweepstakes 590
Syms 560
Taguchi, G. 876
talent management 846–7
Talluri, K. T. 7, 83, 115–16, 244, 378, 391, 394, 403, 509, 518–19, 523, 525, 532, 673–4, 676, 730, 734, 785, 830, 915
tankers 217
Tardos, E. 19
Tata, R. 864
Taylor, F. 876
Taylor, T. A. 602
Tayur, S. 809
teenagers 156
Telemundo 183
television:
audience: estimation 187;
guarantees 191;
measurement 190
delivery: options 182–3;
systems 195–6
dramas 196
networks 183
program scheduling 186–7
web 193
television advertising 181–97
direct response (DR) 192
health of the market 189–90
impression 184
industry structure 182–3
market structure 185–6
placement 194
slots 184
Tellis, G. J. 725
tensions 845–6
Theil, H. 480
Thomas, M. 436
Thompson, G. M. 116
Thonemann, U. 804–5
threshold problem 701
threshold‐type purchasing policy 557
tie‐breaking rule 707–8
Tobin, J. 299
Tonning, W. 32
Topaloglu, H. 676
Topkis, D. M. 289
total cost of ownership (TCO) 832
Tran, A. 732
Travelocity 75–6
TravelPort 54
Tregoe, B. B. 833
trigger increment 578
Tschirhart, J. 519
Tucker, G. 687
Tullock, G. 316
Tunca, T. I. 684
Turner, T. 182
Twedt, D. 436
Tyco International Ltd 896–7
tying 496
Tyson 230
uncertainty 290–1, 343–4, 417
additive 363
Bernoulli 364–5
customer demand 740
in customized pricing 474
multiplicative 364
Poisson 364–5
capacity 803
Unilever 381–3
United 394
United‐Continental Airlines (UA‐sol;CO) 46
United Kingdom:
auto finance 149–50
difference in charges (DIC) 149–50
mortgages 147–8
protein industry 244
spectrum 702
United States 496, 621, 760
Bureau of Labor Statistics (BLS) 369
coupons 591
cruise line industry 199–215
Denied Boarding Compensation Regulation 720
Department of Transportation 689
Fair Lending Act 139–40
Federal Energy Regulatory Commission 94
health care 99–104
Independent System Operator (ISO) 95
Interstate Commerce Commission (ICC) 222
less‐than‐truckload (LTL) industry 217–29;
legislation 220–2
Medicaid 100
mortgages 147–8
movie tickets 25–8
National Classification Committee (NCC) 222
Omnibus Budget Reconciliation Act 697
protein industry 230–48
legislation 231
Sabanes‐Oxley Act 831
Securities and Exchange Commission 706
spectrum auctions 705–6
Supreme Court 27
television advertising 181–97
Treasury 693
upfront market 21–5
wine pricing 250–60
wireless services 154–69
Universal Service 515
Univision 183
upgrades 718–19
UPs 489
Urbany, J. 435
Urner Barry 235–6
Ury, W. 895
user influences 367
utility 774
declining 556
indirect 287
marginal 282
maximization 285–7
probabilistic 345–6
reference‐dependent 418–19
transactional 593
V‐auml;lim‐auml;ki, J. 328
value 281–2, 679
affiliated 683
champion 900–1
common 681–3
interdependent 683
intrinsic 299
private 681
of time 601
uncertainty 552–4
Value Stream 879
van den Berg, G. J. 687
Van Ittersum, K. 593
van Ryzin, G. J. 5, 378, 473, 481, 509, 518–19, 523, 525–32, 534, 536–7, 540–1, 544–5, 547–8, 554, 561–2, 564, 574, 645, 660, 676, 734, 776, 785
van Winden, F. 424
Vanhonacker, W. R. 611
Vasquez, D. 190
Vazirani, V. 19
Veblen, T. 289
Verizon 608
versioning 729
VGG mechanism 704–6
video 193
Vila, J.‐L. 24
Virgin Atlantic 394
virtual modification 7
Vovk, V. 552
Vranica, S. 190
Wadhwa, H. 646
Wagner, H. 789
Walker, P. H. 624
Walrasian:
Walsh, C. 35
Wansink, B. 115
Warfel, M. C. 116
Warren, L. 436
Washkewicz, D. 857
Wathieu, L. 600
wealth effect 288
weather data 368
Weatherford, L. R. 85
Wedel, M. 378
Weigelt, K. 427
Weinstein, D. 23
Weiss, A. 469
West, P. M. 378
Wetherington, M. V. 32
Whang, S. 772
Whinston, M. D. 307
Wilkie 308
Williamson, E. L. 676
Williamson, O. D. 310
Willig, R. D. 519
Willmott, P. 3
Wilson, P. 428
Wilson, R. K. 427
win‐win situation 746
wine 250–60
branding 256
by‐the‐glass and by the bottle 258
competitive set 254–6
consumption 251–2
critical acclaim 254
direct to consumer 252–3
distributor incentives 259
economy 251
geography 254
popular 251
premium 251
pricing management 259–60
rare or cult 255
regulations 253
retail sales 251
ultra premium 251
wholesale pricing 253–5
winner determination problem (WDP) 701
winners 679
Winston, W. 557–9
wireless services 154–69
customer care costs 160
customer retention 161
customer segmentation 156–7
distribution channels 155–6
network costs 160–1
pricing innovations 164–5
rate plan portfolio 165–8
subscriber acquisition costs 159–60
Wirtz, J. 115
Wolfers, J. 304
Wollmer, R. D. 676
Womak, J. P. 877
Woo, J. 633
Wu, Q. 684
Xerox 496
Xiao, B. 530
Xiao, P. H. 645–6
Xiong, H. 308
Xue, Z. 805
Yadav, M. S. 726–7
Yakubovich, V. 20
Yang, S. 116
Yao, L. 795–6
Yellow Freight 218
Yim, C. 434
Yin, S. 810
Yinger, J. 472
yogurt 403
Yokoo, M. 705
Young, G. 22
Young, L. 796–7
Zanutto, E. L. 610
Zbaracki, M. J. 914
Zeiler, K. 330
Zenios, S. A. 776
zero‐inventory‐ordering (ZIO) 788–9
Zhang, D. 574–6
Zhang, F. 565–7
Zhang, G. 378
Zhang, H. 776
Zhang, Y. 804
Zhang, X. 197
Zheng, S. 802
Zhou, S. 809
Zhu, K. 804–5
Zilliant 490
Zimmerman, J. 518
Zipkin, P. 802
Zitzewitz, E. 304
Ziya, S. 355
Zullo, R. 689
