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Probabilistic selling vs. markdown selling: Price discrimination and management of demand uncertainty in retailing

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References

2009Firm-Created Word-of-Mouth Communication: Evidence from a Field Test836 cited
2007Intertemporal Pricing with Strategic Customer Behavior615 cited
1997Periodic Pricing of Seasonal Products in Retailing416 cited
2007Intertemporal price discrimination with forward-looking consumers: Application to the US market for console video-games332 cited
2010Revenue Management with Strategic Customers: Last-Minute Selling and Opaque Selling331 cited
2008Probabilistic Goods: A Creative Way of Selling Products and Services245 cited
2000Rocket-Science Retailing Is Almost Here: Are You Ready?217 cited
1987Demand Uncertainty and Sales: A Study of Fashion and Markdown Pricing211 cited
2001CONSUMER RESPONSE TO RETAIL STOCKOUTS201 cited
2006Versioning Information Goods198 cited
1984Retail Pricing and Clearance Sales197 cited
2004Emerging trends in retail pricing practice: implications for research189 cited
2004Revenue Management of Flexible Products157 cited
2009The Economics of Buyer Uncertainty: Advance Selling vs. Probabilistic Selling148 cited
2015Intertemporal Price Discrimination: Structure and Computation of Optimal Policies141 cited

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1995The newsboy problem under progressive multiple discounts126 cited

Cited by

2015The Effect of Probabilistic Selling on the Optimal Product Mix52 cited
2023Uncertainty marketing tactics: An overview and a unifying framework42 cited
2022Will he buy a surprise? Gender differences in the purchase of surprise offerings38 cited
2017Managing demand uncertainty: Probabilistic selling versus inventory substitution37 cited
2016New developments in behavioral pricing research36 cited
2017Managing Posterior Price Matching: The Role of Customer Boundedly Rational Expectations28 cited
2019How much to tell your customer? – A survey of three perspectives on selling strategies with incompletely specified products27 cited
2019Choices for competing service providers with heterogeneous customers: Traditional versus opaque sales modes27 cited
2016A Hotelling queue model with probabilistic service26 cited
2019Group buying and consumer referral on a social network25 cited
2017An empirical analysis of demand variations and markdown policies for fashion retailers24 cited
2023Probabilistic product design with regret-anticipated consumers21 cited
2018The Entropy Complexity of an Asymmetric Dual-Channel Supply Chain with Probabilistic Selling19 cited
2021Which strategy is better for managing multi-product demand uncertainty: Inventory substitution or probabilistic selling?18 cited
2021Decisions on Probabilistic Selling for Consumers with Different Risk Attitudes16 cited
2024Understanding surprise: Toward a theory of surprise marketing14 cited