Dynamic pricing using flexible heterogeneous sales response models

Philipp Aschersleben () and Winfried J. Steiner ()
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Philipp Aschersleben: Clausthal University of Technology
Winfried J. Steiner: Clausthal University of Technology

OR Spectrum: Quantitative Approaches in Management, 2024, vol. 46, issue 1, No 2, 29-72

Abstract: Abstract We combine nonparametric price response modeling and dynamic pricing. In particular, we model sales response for fast-moving consumer goods sold by a physical retailer using a Bayesian semiparametric approach and incorporate the price of the previous period as well as further time-dependent covariates. All nonlinear effects including the one-period lagged price dynamics are modeled via P-splines, and embedding the semiparametric model into a Hierarchical Bayesian framework enables the estimation of nonlinear heterogeneous (i.e., store-specific) immediate and lagged price effects. The nonlinear heterogeneous model specification is used for price optimization and allows the derivation of optimal price paths of brands for individual stores of retailers. In an empirical study, we demonstrate that our proposed model can provide higher expected profits compared to competing benchmark models, while at the same time not seriously suffering from boundary problems for optimized prices and sales quantities. Optimal price policies for brands are determined by a discrete dynamic programming algorithm.

Keywords: Sales response models; Functional flexibility; Store heterogeneity; Price dynamics; Price optimization; Discrete dynamic programming (search for similar items in EconPapers)
Date: 2024
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DOI: 10.1007/s00291-024-00756-0

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