Persuading Customers to Buy Early: The Value of Personalized Information Provisioning

2020 ◽  
Author(s):  
Kimon Drakopoulos ◽  
Shobhit Jain ◽  
Ramandeep Randhawa
Keyword(s):  
Revenue Management ◽  
Public Information ◽  
Product Availability ◽  
Ex Post ◽  
Posted Prices

We study a pricing and information provisioning game between a better-informed seller (such as a retailer) and its customers. The seller is (ex post) better informed about product availability and can choose how to communicate this information to the customers. The customers are heterogeneous in their valuation for the product. The firm optimizes on publicly posted prices (which are the same for all customers) and its information provisioning (which can be personalized). Using a Bayesian persuasion framework, we find that public information provisioning, in which the firm sends the same information to all customers, has limited value. However, personalized information provisioning, in which the firm can share different information with different customers, has significant value and has attributes very similar to personalized pricing. This paper was accepted by Gabriel Weintraub, revenue management and market analytics.

Multimodal Mapping of a University’s Formal and Informal Online Brand

2014 ◽  
pp. 120-162
Author(s):  
Shalin Hai-Jew
Keyword(s):  
Social Media ◽  
New Media ◽  
Public Relations ◽  
Public Information ◽  
Video Sharing ◽  
Ex Post ◽  
University Reputation ◽  
Social Media Platforms ◽  
Media Channels ◽  
The University

With the popularization of the Social Web (or Read-Write Web) and millions of participants in these interactive spaces, institutions of higher education have found it necessary to create online presences to promote their university brands, presence, and reputation. An important aspect of that engagement involves being aware of how their brand is represented informally (and formally) on social media platforms. Universities have traditionally maintained thin channels of formalized communications through official media channels, but in this participatory new media age, the user-generated contents and communications are created independent of the formal public relations offices. The university brand is evolving independently of official controls. Ex-post interventions to protect university reputation and brand may be too little, too late, and much of the contents are beyond the purview of the formal university. Various offices and clubs have institutional accounts on Facebook as well as wide representation of their faculty, staff, administrators, and students online. There are various microblogging accounts on Twitter. Various photo and video contents related to the institution may be found on photo- and video-sharing sites, like Flickr, and there are video channels on YouTube. All this digital content is widely available and may serve as points-of-contact for the close-in to more distal stakeholders and publics related to the institution. A recently available open-source tool enhances the capability for crawling (extracting data) these various social media platforms (through their Application Programming Interfaces or “APIs”) and enables the capture, analysis, and social network visualization of broadly available public information. Further, this tool enables the analysis of previously hidden information. This chapter introduces the application of Network Overview, Discovery and Exploration for Excel (NodeXL) to the empirical and multimodal analysis of a university’s electronic presence on various social media platforms and offers some initial ideas for the analytical value of such an approach.

scholarly journals Revenue Management In Manufacturing: A Research Landscape

2010 ◽  
Vol 8 (2) ◽  
Author(s):  
S. Hossein Cheraghi ◽  
Mohammad Dadashzadeh ◽  
Prakash Venkitachalam
Keyword(s):  
Revenue Management ◽  
Airline Industry ◽  
Past History ◽  
Management Strategies ◽  
Demand Forecasting ◽  
Customer Relationship ◽  
Management Systems ◽  
Manufacturing Companies ◽  
Product Availability ◽  
Sales Channels

<p class="MsoNormal" style="text-align: justify; margin: 0in 0.5in 0pt; mso-pagination: none;"><span style="font-size: 10pt;"><span style="font-family: Times New Roman;">Revenue management is the science of using past history and current levels of order activity to forecast demand as accurately as possible in order to set and update pricing and product availability decisions across various sales channels to maximize profitability. In much the same way that revenue management has transformed the airline industry in selling tickets for the same flight at markedly different rates based upon product restrictions, time to departure, and the number of unsold seats, many manufacturing companies have started exploring innovative revenue management strategies in an effort to improve their operations and profitability. These strategies employ sophisticated demand forecasting and optimization models that are based on research from many areas, including management science and economics, and that can take advantage of the vast amount of data available through customer relationship management systems in order to calibrate the models. In this paper, we present an overview of revenue management systems and provide an extensive survey of published research along a landscape delineated by three fundamental dimensions of capacity management, pricing, and market segmentation.</span></span></p>

Multimodal Mapping of a University's Formal and Informal Online Brand

2018 ◽  
pp. 1072-1124
Author(s):  
Shalin Hai-Jew
Keyword(s):  
Social Media ◽  
New Media ◽  
Public Relations ◽  
Public Information ◽  
Video Sharing ◽  
Ex Post ◽  
University Reputation ◽  
Social Media Platforms ◽  
Media Channels ◽  
The University

With the popularization of the Social Web (or Read-Write Web) and millions of participants in these interactive spaces, institutions of higher education have found it necessary to create online presences to promote their university brands, presence, and reputation. An important aspect of that engagement involves being aware of how their brand is represented informally (and formally) on social media platforms. Universities have traditionally maintained thin channels of formalized communications through official media channels, but in this participatory new media age, the user-generated contents and communications are created independent of the formal public relations offices. The university brand is evolving independently of official controls. Ex-post interventions to protect university reputation and brand may be too little, too late, and much of the contents are beyond the purview of the formal university. Various offices and clubs have institutional accounts on Facebook as well as wide representation of their faculty, staff, administrators, and students online. There are various microblogging accounts on Twitter. Various photo and video contents related to the institution may be found on photo- and video-sharing sites, like Flickr, and there are video channels on YouTube. All this digital content is widely available and may serve as points-of-contact for the close-in to more distal stakeholders and publics related to the institution. A recently available open-source tool enhances the capability for crawling (extracting data) these various social media platforms (through their Application Programming Interfaces or “APIs”) and enables the capture, analysis, and social network visualization of broadly available public information. Further, this tool enables the analysis of previously hidden information. This chapter introduces the application of Network Overview, Discovery and Exploration for Excel (NodeXL) to the empirical and multimodal analysis of a university's electronic presence on various social media platforms and offers some initial ideas for the analytical value of such an approach.

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