Selling to strategic customers with cost uncertainty

IF 1.3 Q3 BUSINESS

Frontiers of Business Research in China Pub Date : 2020-01-07 DOI:10.1186/s11782-019-0068-8

Guodaohou Song, Xiaofang Wang

引用次数: 1

Abstract

Production cost can be influenced by previous sales in an uncertain way. In reality, production cost may decrease in the number of initial buyers due to the learning effect, or increase in the number of initial buyers due to the quality-improving pressure from negative comments of unhappy users. Taking this uncertainty into account, this paper studies the optimal intertemporal pricing strategies of a firm when selling to strategic customers in two periods where production cost in the second period randomly changes with the number of buyers in the first period. Our results suggest how firms should adjust their optimal pricing strategies under different market circumstances.

查看原文本刊更多论文

销售给成本不确定的战略客户

生产成本会以一种不确定的方式受到以往销售业绩的影响。在现实中，生产成本可能会由于学习效应导致首次购买者数量减少，或者由于不满意用户的负面评论带来的质量改进压力而导致首次购买者数量增加。考虑到这一不确定性，本文研究了企业面向战略客户的两阶段的最优跨期定价策略，其中第二阶段的生产成本随第一阶段的购买者数量随机变化。研究结果为企业在不同市场环境下调整最优定价策略提供了参考。

本文章由计算机程序翻译，如有差异，请以英文原文为准。

求助全文

约1分钟内获得全文求助全文

来源期刊

Frontiers of Business Research in China BUSINESS-

CiteScore

6.90

自引率

0.00%

发文量

317

审稿时长

5 weeks

期刊介绍： Frontiers of Business Research in China (FBR) is a double-blind refereed quarterly journal in business research. FBR offers a multidisciplinary forum for academics, practitioners, and policy makers that focuses on business administration, and encourages interdisciplinary studies and interactions between Chinese and international researchers. FBR publishes original academic and practical research articles that extend, test, or build management theories, as well as contributions to business administration practice, either in the Greater China region or beyond. The Journal also publishes related commentaries and case studies. FBR invites submissions of high-quality manuscripts in all areas of business administration, without limitations on research methods. Major areas of interest include, but are not limited to: Accounting, Finance, Human resources, International business, Marketing, Management information systems, Operations management, Organizational behavior, and Strategic management.