Multiproduct Dynamic Pricing with Reference Effects Under Logit Demand

Mengzi Amy Guo (), Hansheng Jiang () and Zuo-Jun Max Shen ()
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Mengzi Amy Guo: Department of Industrial Engineering and Operations Research, University of California, Berkeley, Berkeley, California 94720
Hansheng Jiang: Rotman School of Management, University of Toronto, Toronto, Ontario M5S 3E6, Canada
Zuo-Jun Max Shen: Faculty of Engineering, University of Hong Kong, Hong Kong; and Faculty of Business and Economics, University of Hong Kong, Hong Kong

Manufacturing & Service Operations Management, 2025, vol. 27, issue 5, 1645-1663

Abstract: Problem definition : We consider the dynamic pricing problem of multiple products under (asymmetric) reference effects over an infinite horizon. Unlike existing literature, which is mostly focused on the single-product setting, our multiproduct setting takes into account the cross-product effects among substitutes and incorporates the memory-based reference prices into the multinomial logit (MNL) demand model. Even with the single-product logit demand, the structure of the optimal pricing policy is intractable. Therefore, we focus on the long-run patterns of the optimal pricing policy and also discuss the performance of the myopic pricing policy. Methodology/results : We first provide a comprehensive characterization of the myopic pricing policy, including its solution, long-run convergence behavior, and optimality gap. For the optimal pricing policy, we show an intricate connection between its long-run dynamics and types of reference effects. We demonstrate that the presence of any gain-seeking product renders a long-run constant pricing policy suboptimal. Conversely, the constant policy (or optimal steady state) can exist in both loss-neutral and loss-averse scenarios, where we provide a sufficient condition for such existence and give the analytical expression for the optimal steady state. We further show that when pricing perfect substitutes, the true optimal policy under the multiproduct framework is more likely to yield a long-run cyclic pattern than the policy derived from the single-product framework, a phenomenon that aligns well with the periodic discounts in real-world markets. Managerial implications : This discrepancy in the long-run behaviors between multi- and single-product-based policies highlights the importance of employing the multiproduct framework and addressing the cross-product effects, as sticking to the single-product framework while managing multiple substitutes can misrepresent long-run dynamics and result in suboptimality. In the multiproduct domain, our model suggests that retailers are more likely to benefit from appropriate price variations than maintaining a constant pricing policy.

Keywords: multiproduct dynamic pricing; multinomial logit model; reference effect; retailing (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:1645-1663

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