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Dynamic Pricing with Financial Milestones / Omar Besbes in Management science, Vol 58 N°9 (Septembre 2012) 

Public ISBD [article]  in Management science > Vol 58 N°9 (Septembre 2012) . - pp.1715-1731 Titre : Dynamic Pricing with Financial Milestones : Feedback-Form Policies Type de document : texte imprimé Auteurs : Omar Besbes, Auteur ; Costis Maglaras, Auteur Année de publication : 2012 Article en page(s) : pp.1715-1731 Note générale : Management Langues : Anglais (eng) Mots-clés : Revenue  management  Dynamic  pricing  Market  uncertainty  Estimation  Feedback  Real  estate  Asymptotic  analysis Résumé : We study a seller that starts with an initial inventory of goods, has a target horizon over which to sell the goods, and is subject to a set of financial milestone constraints on the revenues and sales that need to be achieved at different time points along the sales horizon. We characterize the revenue maximizing dynamic pricing policy for the seller and highlight the effect of revenue and sales milestones on its structure. The optimal policy can be written in feedback form, where the price at each point in time is selected so as to track the most stringent among all future milestones. Building on that observation, we propose a discrete-review policy that aims to dynamically track the appropriate milestone constraint and show that this simple and practical policy is near optimal in settings with large initial capacity and long sales horizons even in settings with no advance demand model information. One motivating application comes from the sales of new multiunit, residential real estate developments, where intermediate milestone constraints play an important role in their financing and construction. ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/58/9/1715.short [article] Dynamic Pricing with Financial Milestones : Feedback-Form Policies [texte imprimé] / Omar Besbes, Auteur ; Costis Maglaras, Auteur . - 2012 . - pp.1715-1731. Management Langues : Anglais (eng) in Management science > Vol 58 N°9 (Septembre 2012) . - pp.1715-1731 Mots-clés : Revenue  management  Dynamic  pricing  Market  uncertainty  Estimation  Feedback  Real  estate  Asymptotic  analysis Résumé : We study a seller that starts with an initial inventory of goods, has a target horizon over which to sell the goods, and is subject to a set of financial milestone constraints on the revenues and sales that need to be achieved at different time points along the sales horizon. We characterize the revenue maximizing dynamic pricing policy for the seller and highlight the effect of revenue and sales milestones on its structure. The optimal policy can be written in feedback form, where the price at each point in time is selected so as to track the most stringent among all future milestones. Building on that observation, we propose a discrete-review policy that aims to dynamically track the appropriate milestone constraint and show that this simple and practical policy is near optimal in settings with large initial capacity and long sales horizons even in settings with no advance demand model information. One motivating application comes from the sales of new multiunit, residential real estate developments, where intermediate milestone constraints play an important role in their financing and construction. ISSN : 0025-1909 En ligne : http://mansci.journal.informs.org/content/58/9/1715.short