基于策略消费者行为和市场细分的联合定价库存策略

策略消费者的行为越来越受到厂商的重视,本文在假设消费者为风险规避型,对商品评价异质,考虑策略消费者和非策略消费者并存的细分市场上,比较两阶段定价和单一定价的优劣,研究限量策略实施的条件,进一步扩展至厂商能同时决定库存和价格的情况。研究表明消费者为风险规避型时,两阶段定价策略优于单一定价策略;策略消费者所占比例越大,消费者风险规避程度越高,第二阶段价格折扣越大,厂商越青睐限量的两阶段定价策略。此外,制定适度的价格折扣才会使厂商增加利润,过度的折扣竞争对厂商和消费者都没有好处。

Joint Ordering and Pricing Policy Considering Consumer Behavior and Market Segmentation

Strategic consumer behavior has received more and more attention. In this article,consumers are assumed to be risk averse and heterogeneous in product's value. When strategic and non-strategic consumers coexist, two-stage pricing policy and single pricing policy are compared, condition of rationing is discussed, and jointly ordering and pricing policy are analyzed. Research shows that two-stage pricing policy dominates single pricing policy when consumers are risk averse. Firm prefers rationing inventory policy if there is higher proportion of strategic consumers or higher degree of risk aversion or greater discount of second phase's price. In addition, only appropriate discounts will increase firm's profit, excessive discount competition doesn't benefit both firm and consumers.