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- Game theory (6)
- Channel competition (4)
- Pricing (4)
- Competitive strategy (2)
- Software industry (2)
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- Advertising (1)
- Assembly supply chain (1)
- Auctions (1)
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- Channel coordination (1)
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Articles 31 - 37 of 37
Full-Text Articles in Management Information Systems
Usage-Based Pricing Of Software Services Under Competition, Ram Bala, Scott Carr
Usage-Based Pricing Of Software Services Under Competition, Ram Bala, Scott Carr
Information Systems and Analytics
With the emergence of high speed networks, software firms have the ability to deploy ‘software as a service' and measure resource usage at the level of individual customers. This enables the implementation of usage-based pricing. We study both fixed and usage-based pricing schemes in a competitive setting where the firm incurs a transaction cost of monitoring usage if it implements usage-based pricing. Offering different pricing schemes helps to differentiate the firms and relax price competition, particularly at higher monitoring costs, even when competing firms offer the same service quality. However, the low usage customers acquired by offering usage-based pricing are …
Channel Selection And Coordination In Dual-Channel Supply Chains, Gangshu (George) Cai
Channel Selection And Coordination In Dual-Channel Supply Chains, Gangshu (George) Cai
Information Systems and Analytics
This paper investigates the influence of channel structures and channel coordination on the supplier, the retailer, and the entire supply chain in the context of two single-channel and two dual-channel supply chains. We extensively study two Pareto zone concepts: channel-adding Pareto zone and contract-implementing Pareto zone. In the channel-adding Pareto zone, both the supplier and the retailer benefit from adding a new channel to the traditional single-channel supply chain. In the contract-implementing Pareto zone, it is mutually beneficial for the supplier and the retailer to utilize the proposed contract coordination policy. The analysis suggests the preference lists of the supplier …
Detailing Vs. Direct-To-Consumer Advertising In The Prescription Pharmaceutical Industry, Ram Bala, Pradeep Bhardwaj
Detailing Vs. Direct-To-Consumer Advertising In The Prescription Pharmaceutical Industry, Ram Bala, Pradeep Bhardwaj
Information Systems and Analytics
The pharmaceutical industry has always used sales representatives to target physicians (detailing), who are a key link in sales and market share for prescription pharmaceuticals. Since August of 1997 when the Food and Drug Administration eased the restrictions on Direct-toconsumer advertising (DTCA), there has been a dramatic increase in the use of DTCA by pharmaceutical firms to target end customers (patients). DTCA seems to have two different effects on pharmaceutical markets. The first is to inform patients about the availability of drugs for some ailments, thus expanding the market (constructive). The second is to persuade patients to talk about specific …
Optimal Reserve Prices In Name-Your-Own-Price Auctions With Bidding And Channel Options, Gangshu (George) Cai, Xiuli Chao, Jianbin Li
Optimal Reserve Prices In Name-Your-Own-Price Auctions With Bidding And Channel Options, Gangshu (George) Cai, Xiuli Chao, Jianbin Li
Information Systems and Analytics
Few papers have explored the optimal reserve prices in the name-your-own-price (NYOP) channel with bidding options in a multiple channel environment. In this paper, we investigate a double-bid business model in which the consumers can bid twice in the NYOP channel, and compare it with the single-bid case. We also study the impact of adding a retailer-own list-price channel on the optimal reserve prices. This paper focuses on achieving some basic understanding on the potential gain of adding a second bid option to a single-bid system and on the potential benefits of adding a list-price channel by the NYOP retailer. …
Pricing Software Upgrades: The Role Of Product Improvement & User Costs, Ram Bala, Scott Carr
Pricing Software Upgrades: The Role Of Product Improvement & User Costs, Ram Bala, Scott Carr
Information Systems and Analytics
The computer software industry is an extreme example of rapid new product introduction. However, many consumers are sophisticated enough to anticipate the availability of upgrades in the future. This creates the possibility that consumers might either postpone purchase or buy early on and never upgrade. In response, many software producers offer special upgrade pricing to old customers in order to mitigate the effects of strategic consumer behavior. We analyze the optimality of upgrade pricing by characterizing the relationship between magnitude of product improvement and the equilibrium pricing structure, particularly in the context of user upgrade costs. This upgrade cost (such …
The Constraints Of The Valuation Distribution For Solving A Class Of Games By Using A Best Response Algorithm, Gangshu (George) Cai, Jie Zhong, Peter R. Wurman
The Constraints Of The Valuation Distribution For Solving A Class Of Games By Using A Best Response Algorithm, Gangshu (George) Cai, Jie Zhong, Peter R. Wurman
Information Systems and Analytics
Infinite games with incomplete information are common in practice. First-price, sealed-bid auctions are a prototypical example. To solve this kind of infinite game, a heuristic approach is to discretise the strategy spaces and enumerate to approximate the equilibrium strategies. However, an approximate algorithm might not be guaranteed to converge. This paper discusses the utilisation of a best response algorithm in solving infinite games with incomplete information. We show the constraints of the valuation distributions define the necessary conditions of the convergence of the best response algorithm for several classes of infinite games, including auctions. A salient feature of the necessary …
Monte Carlo Approximation In Incomplete Information, Sequential Auction Games, Gangshu (George) Cai, Peter R. Wurman
Monte Carlo Approximation In Incomplete Information, Sequential Auction Games, Gangshu (George) Cai, Peter R. Wurman
Information Systems and Analytics
We model sequential, possibly multiunit, sealed bid auctions as a sequential game with imperfect and incomplete information. We develop an agent that constructs a bidding policy by sampling the valuation space of its opponents, solving the resulting complete information game, and aggregating the samples into a policy. The constructed policy takes advantage of information learned in the early stages of the game and is flexible with respect to assumptions about the other bidders' valuations. Because the straightforward expansion of the complete information game is intractable, we develop a more concise representation that takes advantage of the sequential auctions' natural structure. …