Documents disponibles écrits par cet auteur

Quality–speed conundrum / Krishnan S. Anand in Management science, Vol. 57 N° 1 (Janvier 2011) 

Public ISBD [article]  in Management science > Vol. 57 N° 1 (Janvier 2011) . - pp. 40-56 Titre : Quality–speed conundrum : Trade-offs in customer-intensive services Type de document : texte imprimé Auteurs : Krishnan S. Anand, Auteur ; M. Fazil Paç, Auteur ; Senthil Veeraraghavan, Auteur Année de publication : 2011 Article en page(s) : pp. 40-56 Note générale : Management Langues : Anglais (eng) Mots-clés : Strategic  customers  Queueing  games  Service  operations  Cost  disease Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : In many services, the quality or value provided by the service increases with the time the service provider spends with the customer. However, longer service times also result in longer waits for customers. We term such services, in which the interaction between quality and speed is critical, as customer-intensive services. In a queueing framework, we parameterize the degree of customer intensity of the service. The service speed chosen by the service provider affects the quality of the service through its customer intensity. Customers queue for the service based on service quality, delay costs, and price. We study how a service provider facing such customers makes the optimal "quality–speed trade-off." Our results demonstrate that the customer intensity of the service is a critical driver of equilibrium price, service speed, demand, congestion in queues, and service provider revenues. Customer intensity leads to outcomes very different from those of traditional models of service rate competition. For instance, as the number of competing servers increases, the price increases, and the servers become slower. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/cgi/content/abstract/57/1/40 [article] Quality–speed conundrum : Trade-offs in customer-intensive services [texte imprimé] / Krishnan S. Anand, Auteur ; M. Fazil Paç, Auteur ; Senthil Veeraraghavan, Auteur . - 2011 . - pp. 40-56. Management Langues : Anglais (eng) in Management science > Vol. 57 N° 1 (Janvier 2011) . - pp. 40-56 Mots-clés : Strategic  customers  Queueing  games  Service  operations  Cost  disease Index. décimale : 658 Organisation des entreprises. Techniques du commerce Résumé : In many services, the quality or value provided by the service increases with the time the service provider spends with the customer. However, longer service times also result in longer waits for customers. We term such services, in which the interaction between quality and speed is critical, as customer-intensive services. In a queueing framework, we parameterize the degree of customer intensity of the service. The service speed chosen by the service provider affects the quality of the service through its customer intensity. Customers queue for the service based on service quality, delay costs, and price. We study how a service provider facing such customers makes the optimal "quality–speed trade-off." Our results demonstrate that the customer intensity of the service is a critical driver of equilibrium price, service speed, demand, congestion in queues, and service provider revenues. Customer intensity leads to outcomes very different from those of traditional models of service rate competition. For instance, as the number of competing servers increases, the price increases, and the servers become slower. DEWEY : 658 ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/cgi/content/abstract/57/1/40

Selling to conspicuous consumers / Necati Tereyağoğlu in Management science, Vol. 58 N° 12 (Décembre 2012) 

Public ISBD [article]  in Management science > Vol. 58 N° 12 (Décembre 2012) . - pp. 2168-2189 Titre : Selling to conspicuous consumers : Pricing, production, and sourcing decisions Type de document : texte imprimé Auteurs : Necati Tereyağoğlu, Auteur ; Senthil Veeraraghavan, Auteur Année de publication : 2013 Article en page(s) : pp. 2168-2189 Note générale : Management Langues : Anglais (eng) Mots-clés : Strategic  customer  behavior  Game  theory  Conspicuous  consumption  Pricing  Scarcity  Sourcing Résumé : Consumers often purchase goods that are “hard to find” to conspicuously display their exclusivity and social status. Firms that produce such conspicuously consumed goods such as designer apparel, fashion goods, jewelry, etc., often face challenges in making optimal pricing and production decisions. Such firms are confronted with precipitous trade-off between high sales volume and high margins, because of the highly uncertain market demand, strategic consumer behavior, and the display of conspicuous consumption. In this paper, we propose a model that addresses pricing and production decisions for a firm, using the rational expectations framework. We show that, in equilibrium, firms may offer high availability of goods despite the presence of conspicuous consumption. We show that scarcity strategies are harder to adopt as demand variability increases, and we provide conditions under which scarcity strategies could be successfully adopted to improve profits. Finally, to credibly commit to scarcity strategy, we show that firms can adopt sourcing strategies, such as sourcing from an expensive production location/supplier or using expensive raw materials. ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/58/12.toc [article] Selling to conspicuous consumers : Pricing, production, and sourcing decisions [texte imprimé] / Necati Tereyağoğlu, Auteur ; Senthil Veeraraghavan, Auteur . - 2013 . - pp. 2168-2189. Management Langues : Anglais (eng) in Management science > Vol. 58 N° 12 (Décembre 2012) . - pp. 2168-2189 Mots-clés : Strategic  customer  behavior  Game  theory  Conspicuous  consumption  Pricing  Scarcity  Sourcing Résumé : Consumers often purchase goods that are “hard to find” to conspicuously display their exclusivity and social status. Firms that produce such conspicuously consumed goods such as designer apparel, fashion goods, jewelry, etc., often face challenges in making optimal pricing and production decisions. Such firms are confronted with precipitous trade-off between high sales volume and high margins, because of the highly uncertain market demand, strategic consumer behavior, and the display of conspicuous consumption. In this paper, we propose a model that addresses pricing and production decisions for a firm, using the rational expectations framework. We show that, in equilibrium, firms may offer high availability of goods despite the presence of conspicuous consumption. We show that scarcity strategies are harder to adopt as demand variability increases, and we provide conditions under which scarcity strategies could be successfully adopted to improve profits. Finally, to credibly commit to scarcity strategy, we show that firms can adopt sourcing strategies, such as sourcing from an expensive production location/supplier or using expensive raw materials. ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/58/12.toc