Mental Accounting in Allocating Capacity

Meng Li () and Yan Liu ()
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Meng Li: Department of Decision and Information Sciences, C.T. Bauer College of Business, University of Houston, Houston, Texas 77004
Yan Liu: Department of Logistics and Maritime Studies, Faculty of Business, The Hong Kong Polytechnic University, Hong Kong

Manufacturing & Service Operations Management, 2025, vol. 27, issue 5, 1497-1514

Abstract: Problem definition : This study investigates a seller’s allocation of a limited resource to sequentially arriving customers when the seller is influenced by two types of mental accounting bias: prospective accounting (overestimating future revenue) and behavioral discounting (underestimating future revenue). Methodology/results : We establish structural properties on how mental accounting affects capacity allocation decisions and performance. Interestingly, whereas additional capacity consistently benefits the seller, the same does not hold true for additional demands. That is, an additional class of demand can hurt the seller, depending on the type of mental accounting. This is true even if the additional demand class has a higher reservation price than existing ones. Managerial implications : This result highlights the importance for companies to address and mitigate biases in decision makers before embarking on market expansion initiatives through promotions and advertising campaigns.

Keywords: revenue management; mental accounting; capacity allocation; behavioral bias (search for similar items in EconPapers)
Date: 2025
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Persistent link: https://EconPapers.repec.org/RePEc:inm:ormsom:v:27:y:2025:i:5:p:1497-1514

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