Decision Sciences Theses and Dissertations

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CONSUMPTION PREFERENCES, TIME AND UNCERTAINTY: IMPACTS ON RETAIL PRICING TACTICS
(University of Oregon, 2017-09-06) Jalili, Monire; Pangburn, Michael
My dissertation is a collection of three essays with analytical models at the interface of marketing and operations with a focus on pricing. The common theme in this dissertation is studying the effect of the consumer-driven demand on the optimal operational decisions of a single firm. This dissertation includes co-authored material. In my first essay, I study the role of consumers' opposing perceptions of green quality on the optimal product line decisions, i.e., products, prices and quality by analyzing the firm's optimization problem and incorporating an endogenous demand model that emerges from the consumers' preferences while considering the cost implications of introducing a green product. My second essay is on optimal timing of price discounts. Delaying discounts, i.e., giving discounts on future spending based on current spending is a prevalent retail discounting practice. For a market of rational and forward-looking consumers who repeatedly visit and purchase with the firm, we analyze the relative efficacy of delayed credits vs. a natural alternative of immediate discounts. In my third essay, I explore a firm's optimal pricing strategy when it simultaneously rents and sells a product for which consumers have a priori valuation uncertainty.