Probabilistic Selling Strategy with Customer Return Policy

Sen-Chi Wu and Shih-Ming Ou
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Sen-Chi Wu: Dean of College of Service Industry, Minghsin University of Science and Technology, Xinfeng Hsinchu 30401, Taiwan
Shih-Ming Ou: Associate Professor, Department of Logistics Management, Fuzhou University of International Studies and Trade No.28,Yuhuan Rd. Shouzhan New Dist.Changle, Fuzhou City, Fujian, PR China

Business, Management and Economics Research, 2017, vol. 3, issue 10, 185-187

Abstract: Probabilistic selling is a marketing strategy that multi-item vendors provide to consumers, presenting discounted options through acceptance of uncertain risks with random selections from sets of multiple distinct items. However, past studies of this strategy assume a no return policy since returned items shift part of the mentioned uncertain risk to the retailer. Because returns are a common business practice and an important coordination tool in supply chains, this research identifies the impacts of a return policy on the efficacy of probabilistic selling models.

Keywords: Probabilistic selling; Customer return policy; Marketing strategy. (search for similar items in EconPapers)
Date: 2017
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