메뉴 건너뛰기




Volumn 18, Issue 4, 2009, Pages 365-380

A model of consumer inertia with applications to dynamic pricing

Author keywords

Behavioral decision making; Customer behavior; Dynamic pricing; Inertia

Indexed keywords


EID: 68149168759     PISSN: 10591478     EISSN: None     Source Type: Journal    
DOI: 10.1111/j.1937-5956.2009.01038.x     Document Type: Article
Times cited : (84)

References (54)
  • 1
    • 0016525445 scopus 로고
    • Specious reward: A behavioral theory of impulsiveness and impluse control
    • Ainslie, G. 1975. Specious reward: A behavioral theory of impulsiveness and impluse control. Psychol. Bull. 82(4): 463- 496.
    • (1975) Psychol. Bull , vol.82 , Issue.4 , pp. 463-496
    • Ainslie, G.1
  • 2
    • 0002562429 scopus 로고
    • Procrastination and obedience
    • Akerlof, G. A. 1991. Procrastination and obedience. Am. Econom. Rev. 81(2): 1-19.
    • (1991) Am. Econom. Rev , vol.81 , Issue.2 , pp. 1-19
    • Akerlof, G.A.1
  • 3
    • 0036581421 scopus 로고    scopus 로고
    • Procrastination, deadlines, and performance: Self-control by precommitment
    • Ariely, D., K. Wertenbroch. 2002. Procrastination, deadlines, and performance: Self-control by precommitment. Psychol. Sci. 13(3): 219-224.
    • (2002) Psychol. Sci , vol.13 , Issue.3 , pp. 219-224
    • Ariely, D.1    Wertenbroch, K.2
  • 4
    • 50249153458 scopus 로고    scopus 로고
    • Optimal pricing of seasonal products in the presence of forward-looking consumers
    • Aviv, Y, A. Pazgal. 2008. Optimal pricing of seasonal products in the presence of forward-looking consumers. Manuf. Serv. Operat. Manage. 10(3): 339-359.
    • (2008) Manuf. Serv. Operat. Manage , vol.10 , Issue.3 , pp. 339-359
    • Aviv, Y.1    Pazgal, A.2
  • 5
    • 0003319055 scopus 로고
    • Modeling inertia and variety seeking tendencies in brand choice behavior
    • Bawa, K. 1990. Modeling inertia and variety seeking tendencies in brand choice behavior. Market. Sci. 9(3): 263-278.
    • (1990) Market. Sci , vol.9 , Issue.3 , pp. 263-278
    • Bawa, K.1
  • 6
    • 33751254737 scopus 로고    scopus 로고
    • Behavior in operations management: Assessing recent findings and revisiting old assumptions
    • Bendoly, E., K. Donohue, K. Schultz. 2006. Behavior in operations management: Assessing recent findings and revisiting old assumptions. J. Operat. Manage. 24: 737-752.
    • (2006) J. Operat. Manage , vol.24 , pp. 737-752
    • Bendoly, E.1    Donohue, K.2    Schultz, K.3
  • 7
    • 0000935059 scopus 로고
    • Violations of the betweenness axiom and nonlinearity in probability
    • Camerer, C. F, T.-H. Ho. 1994. Violations of the betweenness axiom and nonlinearity in probability. J. Risk Uncertainty 8(2): 167-196.
    • (1994) J. Risk Uncertainty , vol.8 , Issue.2 , pp. 167-196
    • Camerer, C.F.1    Ho, T.-H.2
  • 8
    • 0040519635 scopus 로고    scopus 로고
    • Che, Y.-K. 1996. Customer return policies for experience goods. J. Ind. Econom. 44: 17-24.
    • Che, Y.-K. 1996. Customer return policies for experience goods. J. Ind. Econom. 44: 17-24.
  • 9
    • 0000270048 scopus 로고    scopus 로고
    • Advance-purchase discounts and price discrimination in competitive markets
    • Dana, J. D. 1998. Advance-purchase discounts and price discrimination in competitive markets. J. Polit. Econom. 106(2): 395-422.
    • (1998) J. Polit. Econom , vol.106 , Issue.2 , pp. 395-422
    • Dana, J.D.1
  • 10
    • 0002793437 scopus 로고
    • Money back guarantees in retailing: Matching products to consumer tastes
    • Davis, S., E. Gersrner, M. Hagerty. 1995. Money back guarantees in retailing: Matching products to consumer tastes. J. Retail. 71(1): 7-22.
    • (1995) J. Retail , vol.71 , Issue.1 , pp. 7-22
    • Davis, S.1    Gersrner, E.2    Hagerty, M.3
  • 11
    • 2542591648 scopus 로고    scopus 로고
    • Contract design and self- control: Theory and evidence
    • DellaVigna, S., U. Malmendier. 2004. Contract design and self- control: Theory and evidence. Q. J. Econom. 119(2): 353-402.
    • (2004) Q. J. Econom , vol.119 , Issue.2 , pp. 353-402
    • DellaVigna, S.1    Malmendier, U.2
  • 12
    • 50249181075 scopus 로고    scopus 로고
    • Designing optimal preannounced markdowns in the presence of rational customers with multiunit demands
    • Elmaghraby, W., A. Gulcu, P. Keskinocak. 2008. Designing optimal preannounced markdowns in the presence of rational customers with multiunit demands. Manuf. Serv. Operat. Manage. 10(1): 126-148.
    • (2008) Manuf. Serv. Operat. Manage , vol.10 , Issue.1 , pp. 126-148
    • Elmaghraby, W.1    Gulcu, A.2    Keskinocak, P.3
  • 13
    • 0041109884 scopus 로고    scopus 로고
    • Time discounting and time preferences: A critical review
    • Frederick, E, G. Loewenstein, T. O'Donoghue. 2002. Time discounting and time preferences: A critical review. J. Econom. Lit. 40(2): 351-401.
    • (2002) J. Econom. Lit , vol.40 , Issue.2 , pp. 351-401
    • Frederick, E.1    Loewenstein, G.2    O'Donoghue, T.3
  • 14
    • 50249105767 scopus 로고    scopus 로고
    • Strategic management of distressed inventory
    • Gallego, G., R. Phillips, O. Sahin. 2008. Strategic management of distressed inventory. Prod. Operat. Manag. 17(4): 402-415.
    • (2008) Prod. Operat. Manag , vol.17 , Issue.4 , pp. 402-415
    • Gallego, G.1    Phillips, R.2    Sahin, O.3
  • 15
    • 61349196238 scopus 로고    scopus 로고
    • Toward a theory of behavioral operations
    • Gino, E, G. Pisano. 2008. Toward a theory of behavioral operations. Manuf. Serv. Operat. Manage. 10(4): 676-691.
    • (2008) Manuf. Serv. Operat. Manage , vol.10 , Issue.4 , pp. 676-691
    • Gino, E.1    Pisano, G.2
  • 16
    • 0002509656 scopus 로고
    • Variety seeking through brand switching
    • Givon, M. 1984. Variety seeking through brand switching. Market. Sci. 3(1): 1-22.
    • (1984) Market. Sci , vol.3 , Issue.1 , pp. 1-22
    • Givon, M.1
  • 17
    • 0035621462 scopus 로고    scopus 로고
    • Is addiction "rational"? Theory and evidence
    • Gruber, J., B. Koszegi. 2001. Is addiction "rational"? Theory and evidence. Q. J. Econom. 116(4): 1261-1303.
    • (2001) Q. J. Econom , vol.116 , Issue.4 , pp. 1261-1303
    • Gruber, J.1    Koszegi, B.2
  • 18
    • 33748581868 scopus 로고    scopus 로고
    • Modeling the psychology of firm and consumer behavior with behavioral economics
    • Ho, T. H., N. Lim, C. F. Camerer. 2006. Modeling the psychology of firm and consumer behavior with behavioral economics. J. Market. Res. 43: 307-331.
    • (2006) J. Market. Res , vol.43 , pp. 307-331
    • Ho, T.H.1    Lim, N.2    Camerer, C.F.3
  • 19
    • 0001250634 scopus 로고
    • Brand choice inertia as one aspect of the notion of brand loyalty
    • Jeuland, A. P. 1979. Brand choice inertia as one aspect of the notion of brand loyalty. Manage. Sci. 25(7): 671-682.
    • (1979) Manage. Sci , vol.25 , Issue.7 , pp. 671-682
    • Jeuland, A.P.1
  • 20
    • 0002692486 scopus 로고
    • Measuring variety-seeking and reinforcement behaviors using panel data
    • Kahn, B. E., M. U. Kalwani, D. G. Morrison. 1986. Measuring variety-seeking and reinforcement behaviors using panel data. J. Market. Res. 23(2): 89-100.
    • (1986) J. Market. Res , vol.23 , Issue.2 , pp. 89-100
    • Kahn, B.E.1    Kalwani, M.U.2    Morrison, D.G.3
  • 21
    • 0000198573 scopus 로고
    • Effects of price promotions on variety- seeking and reinforcement behavior
    • Kahn, B. E., J. S. Raju. 1991. Effects of price promotions on variety- seeking and reinforcement behavior. Market. Sci. 10(4): 316-337.
    • (1991) Market. Sci , vol.10 , Issue.4 , pp. 316-337
    • Kahn, B.E.1    Raju, J.S.2
  • 22
    • 84936526580 scopus 로고
    • Experimental tests of the endowment effect and the Coase Theorem
    • Kahneman, D., J. L. Knetsch, R. H. Thaler. 1990. Experimental tests of the endowment effect and the Coase Theorem. J. Polit. Econom. 98(6): 1325-1348.
    • (1990) J. Polit. Econom , vol.98 , Issue.6 , pp. 1325-1348
    • Kahneman, D.1    Knetsch, J.L.2    Thaler, R.H.3
  • 23
    • 0001331917 scopus 로고
    • Anomalies: The endowment effect, loss aversion, and status quo bias
    • Kahneman, D., J. L. Knetsch, R. H. Thaler. 1991. Anomalies: The endowment effect, loss aversion, and status quo bias. J. Econom. Persp. 5(1): 193-206.
    • (1991) J. Econom. Persp , vol.5 , Issue.1 , pp. 193-206
    • Kahneman, D.1    Knetsch, J.L.2    Thaler, R.H.3
  • 24
    • 0000125532 scopus 로고
    • Prospect theory: An analysis of decision under risk
    • Kahneman, D., A. Tversky. 1979. Prospect theory: An analysis of decision under risk. Econometrica 47(2): 263-291.
    • (1979) Econometrica , vol.47 , Issue.2 , pp. 263-291
    • Kahneman, D.1    Tversky, A.2
  • 25
    • 31744450082 scopus 로고
    • Advances in prospect theory: Cumulative representation of uncertainty
    • Kahneman, D., A. Tversky. 1992. Advances in prospect theory: Cumulative representation of uncertainty. J. Risk Uncertainty 5(4): 297-324.
    • (1992) J. Risk Uncertainty , vol.5 , Issue.4 , pp. 297-324
    • Kahneman, D.1    Tversky, A.2
  • 26
    • 0031510222 scopus 로고    scopus 로고
    • Bidding on the future: Evidence against normative discounting of delayed rewards
    • Kirby, K. N. 1997. Bidding on the future: Evidence against normative discounting of delayed rewards. J. Exp. Psychol. Gen. 126(1): 54-70.
    • (1997) J. Exp. Psychol. Gen , vol.126 , Issue.1 , pp. 54-70
    • Kirby, K.N.1
  • 27
    • 0038969032 scopus 로고    scopus 로고
    • Laibson, D. 1997. Golden eggs and hyperbolic discounting. Q. J. Econom. 112(2): 443-477.
    • Laibson, D. 1997. Golden eggs and hyperbolic discounting. Q. J. Econom. 112(2): 443-477.
  • 28
    • 68149154948 scopus 로고    scopus 로고
    • Dynamic pricing in the presence of strategic consumers and oligopolistic competition
    • In press
    • Levin, Y., J. McGill, M. Nediak. 2008. Dynamic pricing in the presence of strategic consumers and oligopolistic competition. Manage. Sci. In press.
    • (2008) Manage. Sci
    • Levin, Y.1    McGill, J.2    Nediak, M.3
  • 29
    • 61849162332 scopus 로고    scopus 로고
    • Strategic capacity rationing to induce early purchases
    • Liu, Q., G. van Ryzin. 2008. Strategic capacity rationing to induce early purchases. Manage. Sci. 54(6): 1115-1131.
    • (2008) Manage. Sci , vol.54 , Issue.6 , pp. 1115-1131
    • Liu, Q.1    van Ryzin, G.2
  • 30
    • 0000310690 scopus 로고
    • Anomalies: Intertemporal choice
    • Loewenstein, G., R. H. Thaler. 1989. Anomalies: Intertemporal choice. J. Econom. Persp. 3(4): 181-193.
    • (1989) J. Econom. Persp , vol.3 , Issue.4 , pp. 181-193
    • Loewenstein, G.1    Thaler, R.H.2
  • 31
    • 5144224271 scopus 로고    scopus 로고
    • Separate neural systems value immediate and delayed monetary rewards
    • McClure, S. M., D. I. Laibson, G. Loewenstein, J. D. Cohen. 2004. Separate neural systems value immediate and delayed monetary rewards. Science 306(5695): 503-507.
    • (2004) Science , vol.306 , Issue.5695 , pp. 503-507
    • McClure, S.M.1    Laibson, D.I.2    Loewenstein, G.3    Cohen, J.D.4
  • 32
    • 0038957677 scopus 로고    scopus 로고
    • Doing it now or later
    • O'Donoghue, T., M. Rabin. 1999. Doing it now or later. Am. Econom. Rev. 89(1): 103-124.
    • (1999) Am. Econom. Rev , vol.89 , Issue.1 , pp. 103-124
    • O'Donoghue, T.1    Rabin, M.2
  • 34
    • 84963075943 scopus 로고
    • On second-best national saving and game-equilibrium growth
    • Phelps, E. S., R. Pollak. 1968. On second-best national saving and game-equilibrium growth. Rev. Econom. Stud. 35(2): 185-199.
    • (1968) Rev. Econom. Stud , vol.35 , Issue.2 , pp. 185-199
    • Phelps, E.S.1    Pollak, R.2
  • 35
    • 38549146490 scopus 로고    scopus 로고
    • Dynamic pricing strategies with reference effects
    • Popescu, I., Y. Wu. 2007. Dynamic pricing strategies with reference effects. Oper. Res. 55(3): 413-429.
    • (2007) Oper. Res , vol.55 , Issue.3 , pp. 413-429
    • Popescu, I.1    Wu, Y.2
  • 36
    • 0001750296 scopus 로고    scopus 로고
    • The probability weighting function
    • Prelec, D. 1998. The probability weighting function. Econometrica 66(3): 497-527.
    • (1998) Econometrica , vol.66 , Issue.3 , pp. 497-527
    • Prelec, D.1
  • 37
    • 0002309280 scopus 로고    scopus 로고
    • Psychology and economics
    • Rabin, M. 1998. Psychology and economics. J. Econom. Lit. 36(1): 11-46.
    • (1998) J. Econom. Lit , vol.36 , Issue.1 , pp. 11-46
    • Rabin, M.1
  • 38
  • 39
    • 39449104517 scopus 로고    scopus 로고
    • Customer behavior modeling in revenue management and auctions: A review and new research opportunities
    • Shen, Z.-J., X. Su. 2007. Customer behavior modeling in revenue management and auctions: A review and new research opportunities. Prod. Operat. Manag. 16(6): 713-728.
    • (2007) Prod. Operat. Manag , vol.16 , Issue.6 , pp. 713-728
    • Shen, Z.-J.1    Su, X.2
  • 40
    • 38549155080 scopus 로고    scopus 로고
    • Intertemporal pricing with strategic customer behavior
    • Su, X. 2007. Intertemporal pricing with strategic customer behavior. Manage. Sci. 53(5): 726-741.
    • (2007) Manage. Sci , vol.53 , Issue.5 , pp. 726-741
    • Su, X.1
  • 41
    • 61349120745 scopus 로고    scopus 로고
    • Bounded rationality in newsvendor models
    • Su, X. 2008a. Bounded rationality in newsvendor models. Manuf. Serv. Operat. Manage. 10(4): 566-589.
    • (2008) Manuf. Serv. Operat. Manage , vol.10 , Issue.4 , pp. 566-589
    • Su, X.1
  • 42
    • 68149084917 scopus 로고    scopus 로고
    • Consumer returns policies and supply chain performance
    • In press
    • Su, X. 2008b. Consumer returns policies and supply chain performance. Manuf. Serv. Operat. Manage. In press.
    • (2008) Manuf. Serv. Operat. Manage
    • Su, X.1
  • 44
    • 61849107375 scopus 로고    scopus 로고
    • Strategic customer behavior, commitment, and supply chain performance
    • Su, X., F. Zhang. 2008. Strategic customer behavior, commitment, and supply chain performance. Manage. Sci. 54(10): 1759-1773.
    • (2008) Manage. Sci , vol.54 , Issue.10 , pp. 1759-1773
    • Su, X.1    Zhang, F.2
  • 46
    • 0041906953 scopus 로고
    • Toward a positive theory of consumer choice
    • Thaler, R. H. 1980. Toward a positive theory of consumer choice. J. Econom. Behav. Org. 1(1): 39-60.
    • (1980) J. Econom. Behav. Org , vol.1 , Issue.1 , pp. 39-60
    • Thaler, R.H.1
  • 47
    • 0000673030 scopus 로고
    • Some empirical evidence on dynamic inconsistency
    • Thaler, R. H. 1981. Some empirical evidence on dynamic inconsistency. Econom. Lett. 8(3): 201-207.
    • (1981) Econom. Lett , vol.8 , Issue.3 , pp. 201-207
    • Thaler, R.H.1
  • 48
    • 0019392722 scopus 로고
    • The framing of decisions and the psychology of choice
    • Tversky, A., D. Kahneman. 1981. The framing of decisions and the psychology of choice. Science 211(4481): 453-458.
    • (1981) Science , vol.211 , Issue.4481 , pp. 453-458
    • Tversky, A.1    Kahneman, D.2
  • 49
    • 0032250953 scopus 로고    scopus 로고
    • Consumption self-control by rationing purchase quantities of virtue and vice
    • Wertenbroch, K. 1998. Consumption self-control by rationing purchase quantities of virtue and vice. Market. Sci. 17(4): 317-337.
    • (1998) Market. Sci , vol.17 , Issue.4 , pp. 317-337
    • Wertenbroch, K.1
  • 50
    • 0001126729 scopus 로고    scopus 로고
    • Curvature of the probability weighting function
    • Wu, G., R. Gonzalez. 1996. Curvature of the probability weighting function. Manage. Sci. 42(12): 1676-1690.
    • (1996) Manage. Sci , vol.42 , Issue.12 , pp. 1676-1690
    • Wu, G.1    Gonzalez, R.2
  • 51
    • 0035537335 scopus 로고    scopus 로고
    • Electronic tickets, smart cards, and online prepayments: When and how to advance sell
    • Xie, J., S. M. Shugan. 2001. Electronic tickets, smart cards, and online prepayments: When and how to advance sell. Market. Sci. 20(3): 219-243.
    • (2001) Market. Sci , vol.20 , Issue.3 , pp. 219-243
    • Xie, J.1    Shugan, S.M.2
  • 52
    • 50249120147 scopus 로고    scopus 로고
    • Managing clearance sales in the presence of strategic customers
    • Zhang, D., W. L. Cooper. 2008. Managing clearance sales in the presence of strategic customers. Prod. Operat. Manag. 17(4): 416-431.
    • (2008) Prod. Operat. Manag , vol.17 , Issue.4 , pp. 416-431
    • Zhang, D.1    Cooper, W.L.2
  • 53
    • 0033880041 scopus 로고    scopus 로고
    • The optimal choice of promotional vehicles: Front-loaded or rear-loaded incentives?
    • Zhang, Z. J., A. Krishna, S. K. Dhar. 2000. The optimal choice of promotional vehicles: Front-loaded or rear-loaded incentives? Manage. Sci. 46(3): 348-362.
    • (2000) Manage. Sci , vol.46 , Issue.3 , pp. 348-362
    • Zhang, Z.J.1    Krishna, A.2    Dhar, S.K.3
  • 54
    • 68149084919 scopus 로고    scopus 로고
    • Zhou, Y. P., M. Fan, M. Cho. 2005. On the threshold purchasing behavior of customers facing dynamically priced perishable products. Working paper, University of Washington, Seattle.
    • Zhou, Y. P., M. Fan, M. Cho. 2005. On the threshold purchasing behavior of customers facing dynamically priced perishable products. Working paper, University of Washington, Seattle.


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.