Using the Lanchester model to describe the dynamics of the market where two firms compete
for customers by advertising, we solve the problem of determining an optimal advertising …

We consider a manufacturer's dual distributions channels consisting on the one hand of a
virtual (online) channel operated directly by a manufacturer and on the other hand of a real (…

We present a model that forecasts sales and product evolution, based on data on market and
industry, which can be collected before the product is introduced. Product evolution can be …

In many business sectors such as airlines, hotels, trucking, and media advertising, customers'
arrivals and willingness to pay are uncertain. Managers must decide whether to quote a …

This paper investigates contract design by a firm in a supply chain where the quality of the
product delivered to consumers is co-created by the quality decisions of the contract designer (…

… So far we have as sumed con sumer het ero ge ne ity only with re spect to si. Can Sat is fac
… het ero ge neous with re spect to other char ac ter is tics such as V or H? Such het ero ge ne …

… This study extends the time-variant closed-loop strategy of Fruchter and Kalish (1997) to
the n-player advertising game. We demonstrate that solving an n-player game using 2 …

This research analyzes the strategic use of targeted promotions for customer retention and
acquisition in a dynamic and competitive environment. The normative analysis shows that a …

We show that the optimal advertising strategy under the Generalized Bass Model (GBM)
involves beginning at an extremely low level (the lower the better) and then increasing …

Sellers often provide complimentary “no extra charge” add-ons (eg, free Internet connection)
to consumers who buy their primary products (eg, a hotel stay), but recently add-ons that …