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date: 16 October 2019

(p. xvi) (p. xvii) List of Contributors

(p. xvi) (p. xvii) List of Contributors

Andy Atherton is COO of Brand.net. Andy has extensive experience in pricing, as Yahoo!’s VP of Global Pricing & Yield Management for display advertising; as a co-founder of Optivo, a price-optimization start-up; and as a consultant at RB Webber, developing their pricing practice.



Yossi Aviv develops and applies operations research models to study problems in supply chain management and revenue management. His current research focuses on dynamic pricing under strategic consumer behavior. Aviv holds several editorial positions, and teaches courses on quantitative decision modeling, operations management, and supply chain management.



Brenda A. Barnes has held positions as Vice President of global pricing and revenue management for Delta Air Lines and Starwood Hotels & Resorts, management positions at American Airlines, and as an advisor to leading hospitality companies and airlines. She holds an MBA from the University of Texas and a BS in Accounting and Computer Science from Minnesota State University.



Warren Bidmead is Division Marketing Director for Brown Forman Beverages, a diversified producer of Wines and Spirits. Prior to Brown Forman, Mr. Bidmead was with Del Monte Foods where he was Director of Customer Marketing for the company’s vegetable business. He also served in various business development and corporate strategy positions for Del Monte. He started his career with Gallo Sales Company. Mr. Bidmead earned a BSc in Business Administration from California State University Sacramento, and an MBA from Pepperdine University.



Robert C. Blattberg is the Timothy W. McGuire Distinguished Service Professor of Marketing and Director of the Center for Marketing Technology and Information at the Tepper School, Carnegie-Mellon University. Previously he was the Polk Bros. Distinguished Professor of Retailing at the Kellogg School of Management, Northwestern University and the Charles H. Kellstadt Professor of Marketing and Director of the Center for Marketing Information Technology in the Graduate School of Business at the University of Chicago. Professor Blattberg received a BA degree in mathematics from Northwestern University, and MSc and PhD degrees in Industrial Administration from Carnegie-Mellon University. While at Northwestern and Chicago, Professor Blattberg has taught marketing strategy, marketing management, retailing behavior, and statistics. Professor Blattberg’s primary research is in the areas of marketing information technology, database marketing, sales promotions, and retailing. His articles have appeared in the Journal of Marketing Research, Management Science, Marketing Science, Econometrica, Journal of Marketing, Journal of Direct Marketing, and other leading academic journals. His monograph, Assessing and Capturing the Soft Benefits of Scanning, has served as a guidepost for numerous retailers. He has co-authored the books Sales Promotions (Prentice Hall, 1990), which is (p. xviii) widely recognized as the most authoritative publication on promotions, and The Marketing Information Revolution (Harvard Business Press, January 1994). He has completed a five-part set of guides on Category Management, published in 1995–96 by the Food Marketing Institute and translated into Spanish and Japanese. In 2001 he co-authored the book Customer Equity (Harvard Business Press, 2001) and his most recent book is Database Marketing: Theory and Practice (Springer, 2008). In addition to his teaching, writing, and research responsibilities, Professor Blattberg consults to leading retailers, consumer goods manufacturers, and database marketers.



E. Andrew Boyd served as Chief Scientist and Senior Vice President of Science and Research at a pricing firm for over a decade. Prior to that, he was a tenured faculty member at Texas A&M University. He is an INFORMS Fellow. Dr. Boyd received his AB with Honors at Oberlin College with majors in Mathematics and Economics in 1981, and his PhD in Operations Research from the Massachusetts Institute of Technology in 1987.



Richard A. Briesch is the Marilyn and Leo Corrigan Endowed Professor of Marketing, Cox School of Business, Southern Methodist University. His primary areas of research are the modeling of consumer decision making, pricing, sales promotions, and non-parametric methods. His articles have appeared in Journal of the American Statistical Association, Journal of Consumer Research, Journal of Consumer Psychology, Journal of Business and Economic Statistics, Journal of Marketing Research, Marketing Science, Journal of Retailing, and other leading academic journals. He won the William R. Davidson Award for the best paper in the Journal of Retailing, and was a finalist for the Paul Green award in 2010 in the Journal of Marketing Research. Over the past ten years, Professor Briesch has also consulted for many regional, national, and multinational firms.



Simon Caufield is a management consultant serving clients in the banking, finance, and insurance sectors. His interests lie in applying models of customer behavior and product profitability to risk, pricing, and marketing as well as strategy and valuation. In 2002, Simon and Robert Phillips co-founded Nomis Solutions, a software company providing price optimization software for the consumer lending industry. Simon’s fifteen years’ experience in consumer credit pricing covers mortgages, auto loans, credit cards, unsecured consumer loans, and home equity loans for clients such as American Express, Barclays, Citigroup, and Lloyds Banking Group. He is the founder and managing director of Sensible Investors. Simon also writes a twice monthly investment newsletter called “True Value” for the Moneyweek Group of companies. He holds an MA in Engineering Mathematics from Cambridge University and an MBA from London Business School.



Xin Chen is an Associate Professor at the Department of Industrial and Enterprise Systems Engineering at the University of Illinois at Urbana-Champaign. His research interests include supply chain management, inventory management, and optimization. He is co-author of the book The Logic of Logistics (Springer, 2005).



Greg Cudahy is the North American managing partner of Accenture’s Operations practice. With more than twenty-five years of experience in management consulting and technology, Mr. Cudahy focuses on strategy development and capability building in support of cost reduction, price management, and sales and marketing strategy. He additionally focuses on total supply chain transformations by balancing demand-related factors with organizations’ (p. xix) supply-side capabilities. Based in Atlanta, Mr. Cudahy has worked across a variety of industries with special emphasis on consumer goods and media/high technology. In 2005, he was named by World Trade Magazine as one of the Top 50 Supply Chain Pioneers.



Yosun Denizeri is the Vice President of Merchandise Planning at Caché, a women's apparel brand based in the US. She specializes in developing assortment planning and pricing strategies and in-season price management methods that maximize profitability and return on investment in the retail environment. Previously, she worked at the GAP Inc. leading merchandising, planning, and distribution initiatives for Banana Republic, GAP, Old Navy, and Outlet brands and at Decision Focus Incorporated and Manugistics specializing in price optimization and revenue management. She holds a BS and an MS in Operations Research from Cornell University.



Michael Freimer is the Chief Scientist at SignalDemand Inc., a software company providing predictive analytics and optimization for commodity-based value chains. He has held academic positions at Penn State’s Smeal College of Business and Cornell’s School of Operations Research & Industrial Engineering and School of Hotel Administration.



Guillermo Gallego is a Professor at the Industrial Engineering and Operations Research Department at Columbia University and a world-renowned expert in pricing optimization, revenue management, inventory theory, and supply chain optimization. He has published over 60 papers in operations research, management science, and pricing journals including seminal papers in Supply Chain, Inventory Theory, and Dynamic Pricing. His graduate students are associated with prestigious universities.



Tiffany Gilbert is a senior manager in Accenture’s Global Pricing & Profit Optimization practice. She helps clients improve their pricing confidence and make effective use of price negotiation tactics. Prior to joining Accenture, Ms. Gilbert was corporate counsel for companies in the financial services, manufacturing, and software industry and specialized in creating and negotiating optimal deal structures. Ms. Gilbert is based in Atlanta.



Thomas G. Jacobson is the global managing director of Accenture’s Pricing & Profit Optimization. Mr. Jacobson has led a number of engagements across a variety of industries for clients around the world, helping them transform business strategy, processes, organization, and technology to maximize profitable growth. He contributed to the 2011 book Contextual Pricing and received the “Distinguished Pricing Award for Contributions to the Field of Pricing Practice” from Fordham/Babson University in 2010. Before joining Accenture, he served in an executive role at a price- and- profit- optimization software company. Mr. Jacobson is based in Boston.



Junko Kaji is a writer and editor at Deloitte Services LP.



Murat Kaya joined Sabanc1 University in 2007, after receiving his PhD degree from Stanford University. During his PhD study, Dr. Kaya worked for several projects at HP Labs in Palo Alto. His current research focuses primarily on behavioral operations management and supply chain contracting.



Sheryl E. Kimes is a Professor at the Cornell Hotel School and holds the Distinguished Singapore Tourism Board Chair in Asian Hospitality Management. From 2005 to 2006, she served as Interim Dean of the Hotel School. Her area of specialization is revenue management. (p. xx) Professor Kimes earned her doctorate in Operations Management in 1987 from the University of Texas at Austin.



Edward Kintz is a Master Business Consultant within the Manufacturing & Distribution Industry vertical for Hewlett-Packard’s Business Intelligence Solutions (BIS). His primary responsibilities are to provide subject matter expertise in the transportation industry, project management, strategy development, and thought leadership focused on identifying tangible business value realized through delivering information management solutions. Prior to joining HP Kintz worked at DHL as Senior Director of Finance and prior to DHL as the Senior Director of Pricing Services at Consolidated Freightways.



Praveen K. Kopalle is Professor of Marketing at the Tuck School of Business at Dartmouth, Dartmouth College. Praveen received his PhD from Columbia University, New York, his MBA from the Indian Institute of Management, Bangalore, and his BE from Osmania University, Hyderabad. His research interests include pricing and promotions, new product development, and game theory.



Warren H. Lieberman is President of Veritec Solutions, a pricing and revenue management consulting firm based in Belmont, California. Dr. Lieberman pioneered the application of advanced pricing and revenue management techniques in the cruise industry in 1988, providing design and technical leadership. Since that time, he has worked for ten cruise lines; his pricing work spans twenty industries. Dr. Lieberman serves on the editorial board for the Journal of Revenue and Pricing Management and on the Board of Directors of INFORMS, the world’s largest Society for Operations Research Professionals. He has published numerous articles and holds a PhD in Operations Research from Yale University.



Michelle Mahoney is a senior manager in Accenture’s Sales and Pricing organization and the global pricing capability lead. She helps clients achieve their company’s pricing strategies by working with them to improve their pricing confidence, make effective use of price negotiation tactics, and understand how to optimize deal profitability. Prior to working at Accenture, Ms. Mahoney worked in sales and marketing. Ms. Mahoney is based in Denver.



Julie Meehan is a principal in Deloitte Consulting LLP’s Pricing and Profitability Management Practice. She helps companies with both strategic and operational pricing improvements, including developing pricing and sales channel strategies, improving price execution capabilities, building organizational alignment and pricing capabilities, and performing in-depth analytics to diagnese and remedy issues related to poor profitability. She frequently writes and speaks on the topic of pricing and guest lectures at several leading undergraduate and graduate programs in the US.



Larry Montan is a Director in Deloitte Consulting LLP’s Sales Effectiveness practice. He helps companies address the sales force implications of pricing transformations, including issues related to performance metrics and pay, selling r0les, training, sales processes, organization, leadership alignment, and salesforce adoption of new pricing processes, technology, and initiatives.



Michael Neal is founder, CEO, and Chairman of SignalDemand. He was previously co-founder of DemandTec (Nasdaq: DMAN), the largest provider of consumer demand management software. Previously he consulted at Deloitte and Accenture, applying mathematics to key problems in the Food and Consumer Goods industries, and he holds several (p. xxi) patents in related fields. Neal earned his MBA from the J. B. Fuqua School of Business at Duke University and a BA in Economics and Statistics from the University of Florida. He serves as director on several corporate and industry association boards.



Shmuel S. Oren is Professor of Industrial Engineering and Operations Research at the University of California at Berkeley. He holds a PhD in Engineering Economic Systems from Stanford University and is a Fellow of INFORMS and of the IEEE. His academic research and consulting have focused on optimization, pricing policies, and on the design of electricity markets.



Özalp Özer is Professor of Management at the University of Texas at Dallas. He was also a faculty member at Columbia University and Stanford University. His areas of specialization include pricing management, supply chain management, global production and distribution system design, contract and incentive design, capacity and inventory planning. His articles on these topics have appeared in leading academic journals such as Management Science and Operations Research. He has also received several teaching awards by vote of students at Columbia and Stanford. National Science Foundation and Fortune 500 companies have supported his research and teaching activities. He is an active consultant to industries such as high technology and retail. He has been invited to present his work in national and international conferences and in lectures at universities, such as MIT Sloan Business School of Management, INSEAD, and London Business School. He received his PhD and MS degrees from Columbia University.



Robert Phillips is Professor of Professional Practice at Columbia University and Founder and Chief Science Officer at Nomis Solutions. He is also Director of the Center for Pricing and Revenue Management at Columbia University. Dr. Phillips has years of experience in pricing and revenue management in a wide variety of industries including airlines, hotels, rental cars, automotive, air freight, cruise lines, retail, and financial services. He is the former CEO of Talus Solutions and of Decision Focus Incorporated and author of the widely used textbook Pricing and Revenue Optimization. Dr. Phillips has served as a lecturer at the Stanford University Graduate School of Business and has published in many journals. He received his PhD from Stanford University in Engineering Economic Systems.



Robert D. Pierce is founder and CEO of PriceSimplicity, Inc. Formerly Chief Scientist at SignalDemand, Inc., he has held research and executive positions in academia and the software industry. He holds a PhD in Theoretical Physics from U.C. Berkeley and undergraduate degrees in Math and Physics from Brown University.



Rama Ramakrishnan was formerly the Chief Scientist at Oracle Retail and a consultant at McKinsey & Company. An expert in data-driven decision-making, he helps organizations use data and analytics to drive business performance. He also teaches the graduate course in decision methodologies for managers at MIT Sloan School of Management. He has a PhD from MIT and a BS from IIT.



Diogo Rau is a former Partner with McKinsey’s Business Technology Office in San Francisco where he led McKinsey’s IT organization and governance practice in North America, and served technology and financial services firms on a range of strategy, organization, and technology issues.



(p. xxii) Garrett J. van Ryzin is the Paul M. Montrone Professor of Decision, Risk and Operations at the Columbia University Graduate School of Business. His research interests include analytical pricing, stochastic optimization, and operations management. He is co-author (with Kalyan Talluri) of the book The Theory and Practice of Revenue Management.



Tiago Salvador is a senior principal in Accenture’s Pricing & Profit Optimization practice. Mr. Salvador focuses on global pricing transformation initiatives, from pricing strategy through execution and organization design and alignment in a variety of industries. In addition, Mr. Salvador has led engagements in growth strategy, new product development, sales and market strategy, and customer strategy and segmentation. Mr. Salvador is based in Chicago.



Julian Short is the managing director of Accenture’s Pricing and Profit Optimization practice in Europe, Africa, and Latin America. He has led multiple engagements across a variety of industries encompassing the complete range of pricing capabilities, including pricing strategy, process, organization, and technology development and implementation. Mr. Short is based in London.



Robert A. Shumsky is Professor of Business Administration at the Tuck School of Business at Dartmouth. His research interests include the application of game theory to the coordination of service supply chains in which pricing and service design decisions are distributed among multiple firms.



David Simchi-Levi is Professor of Engineering Systems at MIT. His research focuses on developing and implementing robust and efficient techniques for logistics and manufacturing systems. He has published widely in professional journals on both practical and theoretical aspects of logistics and supply chain management. Professor Simchi-Levi co-authored the books Managing the Supply Chain (McGraw-Hill, 2004), The Logic of Logistics (Springer, 2005), as well as the award-winning Designing and Managing the Supply Chain (McGraw-Hill, 2007). His new book Operations Rules: Delivering Customer Value through Flexible Operations was published by MIT Press in September 2010. Professor Simchi-Levi has consulted and collaborated extensively with private and public organizations. He is the founder of LogicTools (now part of IBM), which provides software solutions and professional services for supply chain planning.



Michael Simonetto is the Global Leader of Deloitte’s Pricing and Profitability Management Practice. He has thirty years of work experience, across a number of industries and topics. Mike guest lectures extensively at some of the top MBA programs in the USA, and has published a significant number of pricing related articles.



ManMohan S. Sodhi is Professor of Operations and Supply Chain Management at Cass Business School, City University London and Executive Director, Munjal Global Manufacturing Institute, Indian School of Business. His research is broadly in the area of supply chain management and more specifically in supply chain risk. Prior to his academic career, he worked at Accenture and at other consulting firms with clients in consumer electronics, commodity and specialty chemicals, petroleum products distribution, hospitality industry procurement, and airlines. He has taught at the University of Michagan Business School (Ross) and has a PhD in management science from the UCLA Anderson School.



(p. xxiii) Navdeep S. Sodhi is Managing Director at Six Sigma Pricing. His global pricing experience, as practitioner and consultant, spans chemicals, airlines, medical device, electronics, outsourced business services, and business-to-business manufacturing. He is a past recipient of the Award of Excellence from the Professional Pricing Society. He has published in the Harvard Business Review and has co-authored a book on Six Sigma Pricing (FT Press, 2008). Mr. Sodhi has an MBA from Georgetown University.



Catalina Stefanescu is an Associate Professor and the Director of Research at the European School of Management and Technology (ESMT) in Berlin. Prior to joining ESMT, she was Assistant Professor of Decision Sciences at the London Business School. She received her PhD and MS in Operations Research from Cornell University, and her BS in Mathematics from the University of Bucharest.



Richard Steinberg is Chair in Operations Research and Head of the Management Science Group at the London School of Economics. His primary area of research is auctions. He has advised both the US Federal Communications Commission and the UK Department of Energy and Climate Change on auction design.



Lisabet Summa is a founder and Culinary Director of Big Time Restaurant Group, a multi-venue, multi-concept enterprise, headquartered in West Palm Beach, Florida. She has worked in fine dining at Maxim’s and Charlie Trotter’s and as a culinary instructor.



Kalyan Talluri is an ICREA Research Professor in the Department of Economics and Business at the Universitat Pompeu Fabra in Barcelona. He received an MS degree from Purdue University and a PhD in Operations Research from MIT. His research interests are in the pricing of consumer goods and services and the operational implementation of pricing tactics.



Sushil Verma has over twenty years of experience in building and marketing mathematical applications in the areas of pricing, demand, and supply-chain management. Dr. Verma is the founder of and currently president at Enumerica. Prior to that, he worked at SignalDemand, i2, and AMD. He graduated from UC Berkeley with a PhD in Operations Research.



Madhu Vudali is Vice-President, Product at Brand.net. Before Brand.net, Mr. Vudali held a variety of roles relating to pricing and yield management: Senior Director of Pricing and Yield Management for Yahoo!’s US display advertising, product manager for pricing at Rapt, and a consultant at DFI/Talus.



Gustavo Vulcano is an Associate Professor at the Leonard N. Stern School of Business, New York University. He obtained his BS and MS in Computer Science at the University of Buenos Aires, Argentina; and his PhD in Decision, Risk and Operations from the Graduate School of Business, Columbia University. His research interests are primarily in revenue management, including modeling and the development of computational algorithms to solve problems within that area.



Thomas A. Weber is Director of the Management of Technology and Entrepreneurship Institute and Chair of Operations, Economics and Strategy at Ecole Polytechnique Fédérale de Lausanne. His research is concerned with decision-making, optimization, and information economics. A graduate of École Centrale Paris, Technical University Aachen, and (p. xxiv) MIT, Weber worked as senior consultant for the Boston Consulting Group, and received his doctorate from the Wharton School.



Paul Willmott is a Director with McKinsey’s Business Technology Office in London and a leader in McKinsey’s IT Organisation and Governance Practice. Since joining McKinsey in 1996, he has served firms across various sectors on strategy, organization, and technology issues.



Robert Wilson has taught courses on pricing and related topics at the Stanford Graduate School of Business for forty-six years. His consulting includes topics involving pricing, and in recent years focuses on the electricity industry. His book on Nonlinear Pricing is the standard reference on the subject.



Graham Young is Vice President, Revenue Management with JDA Software International. In his twenty-five-year career in revenue management and pricing, Mr. Young has led innovative visioning studies and successful pioneering implementations for more than thirty clients across the airline, hospitality, cruise, and media sectors worldwide.



Yanchong Zheng is Assistant Professor of Operations Management at the MIT Sloan School of Management. Her research focuses on studying behavioral issues in an operations context. She uses both analytical modeling and empirical methods to investigate how nonpecuniary factors impact strategic interactions between forms as well as between firms and consumers. She received her PhD at Stanford University.



Jon Zimmerman has applied quantitative methods in a variety of industries including wireless communications, travel, and e-commerce. His experience includes leading strategic pricing for T-Mobile USA, creating the customer analytics group at Expedia, and working as consultant for Decision Focus, Inc. where he developed revenue management capabilities for major airlines and hotel chains. Jon earned an ME in Systems Engineering from the University of Virginia, and a BS in Industrial Engineering from Stanford University.