Overview

This important book presents chapters by top scholars in supply chain management, revenue management, and e-commerce, all of which are grounded in information technologies and consumer demand research. Going beyond the demand functions that drive traditional retail sales, contributors look at such new selling techniques as mixed sales channels, portals, group buying, and auctions all enabled by information technologies, the Internet, or both and show how they ve created a new rational and strategic consumer demand. To analyze and understand this phenomenon, the editors have divided the book into five discrete sections that first consider rational consumer behavior and the endogenous decision making mechanisms behind it, and then present sections on organizational, product, operational, and pricing strategies for managing rational/strategic consumer behavior, ultimately providing the state-of-the-art OM models that will help readers understand and respond to increasingly rational purchasing behavior.

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9780387981116

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Reviews

<p>From the reviews: 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)

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