Strategic pricing management in the omnichannel era

Author/s Bernardo Bertoldi, Chiara Giachino, Alberto Pastore
Publishing Year 2016 Issue 2016/4
Language English Pages 22 P. 131-152 File size 241 KB
DOI 10.3280/MC2016-004008
DOI is like a bar code for intellectual property: to have more infomation click here

Below, you can see the article first page

If you want to buy this article in PDF format, you can do it, following the instructions to buy download credits

Article preview

FrancoAngeli is member of Publishers International Linking Association, Inc (PILA), a not-for-profit association which run the CrossRef service enabling links to and from online scholarly content.

Keywords: Pricing decision process, omnichannel, model for pricing, fashion industry, strategic pricing management

  1. Armstrong J.S., Collopy F. (1998). Integration of statistical methods and judgment for time series forecasting: principles from empirical research. In: Wright G., Goodwin P. (eds.) Forecasting with judgment. New York: Wiley.
  2. Aviv Y., Pazgal A. (2005). Dynamic pricing of short life-cycle products through active learning. Olin School of Business. Washington University. St. Louis, MO.
  3. Balvers, R. J., Cosimano, T. F., & McDonald, B. (1990). Predicting stock returns in an efficient market. The Journal of Finance, 45(4): 1109-1128. 10.1111/j.1540-6261.1990.tb02429..
  4. Baker W.L., Lin E., Marn M.V., and Zawada C.C. (2001). Getting prices right on the web. The McKinsey Quarterly, 2, DOI: 10.5089/9781484388570.071
  5. Bell D.R., Gallino S., and Moreno A. (2014). How to Win in an Omnichannel World. MIT Sloan Management Review, 56(1): 45-53.
  6. Belobaba P.P. (1987). Airline yield management: An overview of seat inventory control. Transportation Science, 21(2): 63-73,
  7. Bhalla R. (2014). The omnichannel customer experience: Driving engagement through digitisation. Journal of Digital & Social Media Marketing, 1(4): 365-372,
  8. Bitran G.R., Caldentey R., and Mondschein S.V. (1998). Coordinating clearance markdown sales of seasonal products in retail chains. Operations Research, 46(5): 609-624,
  9. Bitran G.R., Mondschein S.V. (1997). Periodic pricing of seasonal products in retailing. Management Science, 43(1):64-79,
  10. Bobba R. (2015). Modelli innovativi per la previsione delle vendite nel settore dell’abbigliamento, working paper. Department of Mathematics, University of Turin .
  11. Braden D. J., Oren S.S. (1994). Nonlinear pricing to produce information. Marketing Science, 13(3): 310-326,
  12. Brynjolfsson E., Hu Y.J., and Rahman M.S. (2013). Competing in the age of omnichannel retailing. MIT Sloan Management Review, 54.4: 23..
  13. Byun S-E., Sternquist B. (2008). The antecedents of in-store hoarding: measurement and application in the fast fashion retail environment. The International Review of Retail, Distribution and Consumer Research, 18(2): 133-147, DOI: 10.1080/09593960701868241
  14. Caro F., Gallien J. (2012). Clearance pricing optimization for a fast-fashion retailer. Operations Research, 60(6): 1404-1422,
  15. Christensen C. M., Cook S., and Hall T. (2005). Marketing malpractice. Harvard Business Review, 83(12): 74-83,
  16. Christopher M., Lowson R., and Peck H. (2004). Creating agile supply chains in the fashion industry. International Journal of Retail & Distribution Management, 32(8): 367-376, DOI: 10.1108/09590550410546188
  17. Dhebar A., Oren S.S. (1985). Optimal dynamic pricing for expanding networks. Marketing Science, 4(4): 336-351,
  18. Elmaghraby W., Gulcu A., and Keskinocak P. (2002). Optimal markdown mechanisms in the presence of rational customers with multi-unit demands. Georgia Institute of Technology, Working Paper, DOI: 10.1109/WECWIS.2001.933920
  19. Elmaghraby W., Keskinocak P. (2003). Dynamic pricing in the presence of inventory considerations: Research overview, current practices, and future directions.
  20. Management Science, 49(10): 1287-1309,
  21. Fantini F. (2009). Airline Pricing with an On-line Algorithm, Doctor of Philosophy (PhD) Thesis, Bournemouth University. .
  22. Federgruen A., Heching A. (1999). Combined pricing and inventory control under uncertainty. Operations Research, 47(3): 454-475,
  23. Feng Y., Gallego G. (1995). Optimal starting times for end-of-season sales and optimal stopping times for promotional fares. Management Science, 41(8): 1371- 1391,
  24. Fildes R., Kingsman B. (2010). Incorporating demand uncertainty and forecast error in supply chain planning models. Journal of the Operational Research Society, 62(3): 483-500,
  25. Frazer M., Stiehler B.E. (2014). Omnichannel retailing: The merging of the online and offline environment. Proceedings of the Global Conference on Business and Finance.
  26. Gallego G., Van Ryzin G.J. (1997). A multiple product dynamic pricing problem with applications to network yield management. Operations Research, 45(1): 24- 41,
  27. Gallego G., Van Ryzin G.J. (1994). Optimal dynamic pricing of inventories with stochastic demand over finite horizons. Management Science,
  28. Grewal, Dhruv, et al. (2011). Innovations in retail pricing and promotions. Journal of Retailing, 87: S43-S52,
  29. Grewal, Dhruv, et al. (2010). Strategic online and offline retail pricing: a review and research agenda. Journal of Interactive Marketing, 24.2: 138-154,
  30. Hall J.M., Kopalle P.K., and Krishna A. (2010). Retailer dynamic pricing and ordering decisions: category management versus brand-by-brand approaches. Journal of Retailing, 86.2: 172-183,
  31. Haws K.L., Bearden W.O. (2006). Dynamic pricing and consumer fairness perceptions. Journal of Consumer Research, 33(3): 304-311, DOI: 10.1086/508435
  32. Johnson J., Tellis G.J., and Ip E.H. (2013). To Whom, When, and How Much to Discount? A Constrained Optimization of Customized Temporal Discounts. Journal of Retailing, 89.4: 361-373,
  33. Johnson M.W., Christensen C.M, and Kagermann H. (2008). Reinventing your business model. Harvard Business Review, 86(12): 57-68. Kaya M., Yes¸il E., Dodurka M.F., and Sirada˘g S. (2013). Fuzzy forecast combining for apparel demand forecasting. In: Intelligent Fashion Forecasting Systems: Models
  34. and Applications, Choi, Tsan-Ming (ed.), New York: Springer, DOI: 10.1007/978-3-642-39869-8_7
  35. Kimes S.E. (1989). The basics of yield management. Cornell H.R.A. Quarterly, 30(3):14-19, DOI: 10.1177/001088048903000309
  36. Koenig M., Meissner J. (2010). List pricing versus dynamic pricing: Impact on the revenue risk. European Journal of Operational Research, 204(3): 505-512,
  37. Kopalle P.K., Rao A.G., and Assuncao J.L. (1996). Asymmetric reference price effects and dynamic pricing policies. Marketing Science, 15(1): 60-85,
  38. Lazear E.P. (1986). Retail pricing and clearance sales. The American Economic Review, 76:14-32,
  39. Mantrala M.K., Rao S. (2001). A decision-support system that helps retailers decide order quantities and markdowns for fashion goods. Interfaces, 31(3): 146-165,
  40. McGill J.I., Van Ryzin G.J. (1999). Revenue management: Research overview and prospects. Transportation Science, 33(2):233-256,
  41. Mirman L.J., Samuelson L., and Urbano L. (1993). Monopoly experimentation. International Economic Review, 34(3): 549-563, DOI: 10.2307/2527181
  42. Murray C.C., Talukdar D., and Gosavi A. (2010). Joint optimization of product price, display orientation and shelf-space allocation in retail category management. Journal of Retailing, 86.2: 125-136,
  43. Pashigian B. P. (1988). Demand Uncertainty and Sales: A Study of Fashion and Markdown Pricing. The American Economic Review, 78(5): 936-53. American Economic Association.
  44. Pashigian B.P., Bowen B. (1991). Why are products sold on sale? Explanations of pricing regularities. The Quarterly Journal of Economics, 106(4): 1015-1038, DOI: 10.2307/2937955
  45. Pastore A. and Bertoldi B (2015). Da Volkswagen a Apple: che sarà dell’automotive? Management
  46. Pauwels K., and Scott N.A. (2015). Building with bricks and mortar: The revenue impact of opening physical stores in a multichannel environment. Journal of Retailing, 91.2: 182-197,
  47. Ratchford B.T (2009). Online pricing: review and directions for research. Journal of Interactive Marketing, 23.1: 82-90,
  48. Ravi V., Raman K., and Mantrala M.K. (2006). Applications of intelligent technologies in retail marketing. Retailing in the 21st Century. Springer Berlin Heidelberg. 127-141, DOI: 10.1007/3-540-28433-8_9
  49. Rigby D. (2011). The Future of Shopping. Harvard Business Review, 89(12): 65-76.
  50. Saeed K. (2008). Trend forecasting for stability in supply chains. Journal of Business Research, 61(11): 1113-1124,
  51. Smith S.A., Achabal D.D. (1998). Clearance pricing and inventory policies for retail chains. Management Science, 44(3): 285-300,
  52. Sull D., Turconi S. (2008). Fast fashion lessons. Business Strategy Review, 19(2): 4-11,
  53. Verhoef P.C., et al. (2010). CRM in data-rich multichannel retailing environments: a review and future research directions. Journal of Interactive Marketing, 24.2: 121-137,
  54. Watson G.F., et al. (2015). The Evolution of Marketing Channels: Trends and Research Directions. Journal of Retailing, 91.4: 546-568,
  55. Weatherford L.R., Bodily S.E. (1992). A taxonomy and research overview of perishable-asset revenue management: Yield management, overbooking, and pricing. Operations Research, 40(5): 831-844,
  56. Wong W.K., Guo Z.X. (2010). A hybrid intelligent model for medium-term sales forecasting in fashion retail supply chains using extreme learning machine and harmony search algorithm. International Journal of Production Economics, 128(2): 614-624,
  57. Zhao W., Zheng Y.-S. (2000). Optimal dynamic pricing for perishable assets with nonhomogeneous demand. Management Science, 46(3): 375-388,
  58. Zhao X., Xie J., and Leung J. (2002). The impact of forecasting model selection on the value of information sharing in a supply chain. European Journal of Operational Research, 142(2): 321-344,

  • Developing Successful Global Strategies for Marketing Luxury Brands Chiara Giachino, Bernardo Bertoldi, Augusto Bargoni, pp.214 (ISBN:9781799858829)
  • Entrepreneurial Essence in Family Businesses Bernardo Bertoldi, pp.31 (ISBN:978-3-030-63741-5)

Bernardo Bertoldi, Chiara Giachino, Alberto Pastore, Strategic pricing management in the omnichannel era in "MERCATI & COMPETITIVITÀ" 4/2016, pp 131-152, DOI: 10.3280/MC2016-004008