Assortment Optimization Under the Multinomial Logit Model with Utility-Based Rank Cutoffs

Yicheng Bai (), Jacob Feldman (), Huseyin Topaloglu () and Laura Wagner ()
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Yicheng Bai: School of Operations Research and Information Engineering, Cornell Tech, New York, New York 10044
Jacob Feldman: Olin Business School, University of Washington, St. Louis, Missouri 63130
Huseyin Topaloglu: School of Operations Research and Information Engineering, Cornell Tech, New York, New York 10044
Laura Wagner: IESE Business School, University of Navarra, 08034 Barcelona, Spain

Operations Research, 2024, vol. 72, issue 4, 1453-1474

Abstract: We study assortment optimization problems under a natural variant of the multinomial logit model where the customers are willing to focus only on a certain number of products that provide the largest utilities. In particular, each customer has a rank cutoff, characterizing the number of products that she will focus on during the course of her choice process. Given that we offer a certain assortment of products, the choice process of a customer with rank cutoff k proceeds as follows. The customer associates random utilities with all of the products as well as the no-purchase option. The customer ignores all alternatives whose utilities are not within the k largest utilities. Among the remaining alternatives, the customer chooses the available alternative that provides the largest utility. Under the assumption that the utilities follow Gumbel distributions with the same scale parameter, we provide a recursion to compute the choice probabilities. Considering the assortment optimization problem to find the revenue-maximizing assortment of products to offer, we show that the problem is NP-hard and give a polynomial time approximation scheme. Because the customers ignore the products below their rank cutoffs in our variant of the multinomial logit model, intuitively speaking, our variant captures choosier choice behavior than the standard multinomial logit model. Accordingly, we show that the revenue-maximizing assortment under our variant includes the revenue-maximizing assortment under the standard multinomial logit model, so choosier behavior leads to larger assortments offered to maximize the expected revenue. We conduct computational experiments on both synthetic and real data sets to demonstrate that incorporating rank cutoffs can yield better predictions of customer choices and yield more profitable assortment recommendations.

Keywords: Market Analytics and Revenue Management; analysis of algorithms; suboptimal algorithms; marketing; choice models; statistics; data analysis (search for similar items in EconPapers)
Date: 2024
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