International Series in Operations Research & Management Science

Consumer-Driven Demand and Operations Management Models

A Systematic Study of Information-Technology-Enabled Sales Mechanisms

Editors: Netessine, Serguei, Tang, Christopher S. (Eds.)

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  • The editors and contributors are leading scholars in Operations Management modeling of consumer behavior
  • Presents cutting-edge research on rational/strategic consumer demand and how to effectively reach the consumer
  • Provides new OM models for mixed sales channels, portals, auctions, group buying, and automatic markdown pricing
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eBook 149,79 €
price for Spain (gross)
  • ISBN 978-0-387-98026-3
  • Digitally watermarked, DRM-free
  • Included format: PDF
  • Immediate eBook download after purchase and usable on all devices
  • Bulk discounts available
Hardcover 187,19 €
price for Spain (gross)
Softcover 187,19 €
price for Spain (gross)
About this book

The consumer demand functions that drive traditional retail sales are the well-defined functions of price and product attributes (e.g., quality, style trends, etc.). However, these new sophisticated selling techniques—examples are mixed sales channels, portals, group buying, and auctions, each of which is enabled by information technologies, the Internet, or both—are changing and expanding consumer-driven demand in many ways. The underlying pattern of demand created by these evolving mechanisms will be a marked departure from traditional factors driving consumer demand.  To analyze and understand rational and strategic consumer demand, the editors have divided the book into five discrete sections that first consider rational consumer behavior and the endogenous decision making mechanisms behind it.  They then present sections on organizational strategies, product strategies, operational strategies, and, finally, pricing strategies for managing rational/strategic consumer behavior.  Together, this handbook provides the state-of-the-art OM models that will help the reader to understand and effectively respond to increasingly rational purchasing behavior.

 

CONSUMER-DRIVEN DEMAND AND OPERATIONS MANAGEMENT MODELS has been developed by two of the leading researchers in the POM/Marketing interface. It is comprised of commissioned chapters by top research scholars in supply chain management, revenue management, and e-commerce among others, all of which are grounded in information technologies and consumer demand research.

Reviews

From the reviews:

“The book under review is very well written with incredible informations about Operations Management and how big companies and the market works under these new concepts. The book is aimed to non-experts in the subject and I highly reccommend this book if you are interested in Operations Management Models. The book presents a diversified and several models which are adopted nowadays and the reading is very easy and enganging. Have a good reading!” (Inspire and Action Book Review Blog, inspireandaction.wordpress.com, November, 2013)

“This book introduces a variety of approaches and case analysis of revenue management and selling mechanisms at strategic organizational and operational level. … very well organized and the chapters are well written. … I liked this book because I found a lot of interesting new topics giving an extensive picture of the high dynamism of the strategic consumer behaviour … . a good value for money for researchers, practitioners involved in sales mechanisms and revenue management and for academic purposes … .” (G. Stecca, Journal of the Operational Research Society, Vol. 61 (12), 2010)

Table of contents (18 chapters)

Table of contents (18 chapters)

Buy this book

eBook 149,79 €
price for Spain (gross)
  • ISBN 978-0-387-98026-3
  • Digitally watermarked, DRM-free
  • Included format: PDF
  • Immediate eBook download after purchase and usable on all devices
  • Bulk discounts available
Hardcover 187,19 €
price for Spain (gross)
Softcover 187,19 €
price for Spain (gross)
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Bibliographic Information

Bibliographic Information
Book Title
Consumer-Driven Demand and Operations Management Models
Book Subtitle
A Systematic Study of Information-Technology-Enabled Sales Mechanisms
Editors
  • Serguei Netessine
  • Christopher S. Tang
Series Title
International Series in Operations Research & Management Science
Series Volume
131
Copyright
2009
Publisher
Springer US
Copyright Holder
Springer-Verlag US
eBook ISBN
978-0-387-98026-3
DOI
10.1007/978-0-387-98026-3
Hardcover ISBN
978-0-387-98018-8
Softcover ISBN
978-1-4899-8369-5
Series ISSN
0884-8289
Edition Number
1
Number of Pages
XXIV, 488
Topics