Optimal criteria for selecting price discrimination metrics when buyers have log-normally distributed willingness-to-pay

This paper investigates how a monopoly seller should determine the optimal set of pricing variables (pricing metrics) for third-degree price discrimination applications in which buyers have log-normally distributed willingness-to-pay (WTP). In a setup that closely resembles linear and probit regressions, this paper shows that when the monopoly seller is restricted to using one metric and no price discrimination cost exists, the pricing metric that best reduces the residual variance of buyers’ willingness-to-pay is the one that maximizes revenue. Equivalently, the explanatory power of willingness-to-pay is the ordering criterion. This paper also shows that this criterion is not universally true when willingness-to-pay follows other distributions. When the seller incurs price discrimination costs associated with different metrics, the ordering criterion becomes the explanatory power of each pricing metric divided by its cost. This paper also discusses how to apply this model to solve real-world pricing problems with contingent valuation models or using probit regression.

搜索潜在国外买家的4种渠道

不少外贸公司的老板喜欢让员工在闲暇的时候上网搜潜在客户,外贸群里也时常有外贸人询问有没有可以查询外贸客户资料的网址.通过网上搜索来开发新客户是个成本低且有效的开发客户途径.     

First-time buyers' subjective knowledge and the attribute preferences of Chinese car buyers

This research focuses on the subjective knowledge of first time buyers (FTBs hereafter) and how it influences their preference attributes in a market, more specifically, the emerging Chinese car market. Previous research has considered the difference in the subjective knowledge of a product between owners and non-owners but does not account that some non-owners have stronger intentions to make a purchase. Yet, the impact of the purchase goal of FTBs on their subjective knowledge remains unexplained. This research demonstrates that the effect of the purchase goal on subjective knowledge is moderated by product ownership. Specifically, the findings show that the purchase goal only affects the level of subjective knowledge of FTB but not those of potential repurchasing buyers. Furthermore, when segmenting potential FTBs on the basis of their subjective knowledge, the segment of potential FTBs with higher subjective knowledge display similar attribute preferences to owners, while the preference differences are observed when segmenting potential buyers into owners and non-owners. From a managerial perspective, the findings of the research demonstrate the value of using subjective knowledge for consumer segmentation when targeting car buyers.     

上海商业买手现状研究

买手作为职业源起上世纪60年代的欧洲。一般来说,买手指的是掌握大量信息,熟悉商品购,销,存作业规范与善于管理,为满足消费者购买需求组织商品进入流通,并以计划提案业务为核心业务的专业商务人员。在我国,买手于上世纪90年代首先出现在服装市场,但发展缓慢。至今我国商界乃至经济界、学术界对买手还比较陌生,将买手等同于采购员的认识普遍存在。     

Chinese firms power on with Indonesia plan

Chinese companies are likely to continue to participate in Indonesia＇s second 10,000 megawatt （mW） nation- al power development plan, following a record of success- ful cooperation during the first pro...     

Chinese trade price and Yuan's valuation

This paper studies how the major economic events would have affected Chinese yuan's nominal exchange rate against US dollar from 1989 to 2013. The traditional average treatment effect estimation methods cannot be used to consistently estimate yuan's pegged exchange rate. We develop a new estimation strategy by combining a novel panel data method (proposed by Hisao, Ching and Wan) and the purchasing power parity theory. Based on this new estimation strategy, we find that during the period of pegging to US dollar, Chinese yuan were undervalued. Before the 1997 Asian Financial Crisis, the pegged exchange rate regime starting from January 1994 made the yuan undervalued by 2.62%. China's accession to WTO caused yuan undervalued by 36.60%. After the reform of Chinese exchange rate policy in July 2005, the undervaluation of the yuan was reduced to only 0.76%. Yuan was undervalued again by 20.43% because of 2008 China's economy stimulus package. The policy reform in June 2010 made yuan overvalued by 14.40%. We conclude that Chinese fixed exchange rate policy indeed undervalued the yuan, especially after its accession to WTO. The recent reforms of Chinese exchange rate policy made progresses in re‐evaluating the yuan.     

Revisiting the paradox of whether retail buyers behave more like consumers or industrial purchasers: the case of price discounts

Marketing Letters - A long-lasting debate in marketing literature is whether retail buyers who purchase consumer products behave like consumers or like industrial purchasing managers. We address...     

因势利导抓住顾客的心

在复杂的市场营销过程中,营销人员和顾客之间的心理差距,极有可能引发双方的矛盾和冲突.从营销人员一方来看,他追求的是商场利益和自身利益,最关心的是如何把商品推销出去,而对顾客的购买与使用后的感受与实际效果并不是最关心;从顾客一方来看,他所需要的是可靠和满意的商品质量和良好的服务,最关心的是怎样才能选择到符合自身愿望的商品,以最小的支出获得最大的使用价值.这样,营销人员表现的迫切心情与顾客表现出的某种疑虑心理形成鲜明反差,再加上双方交流的短暂性和信息的不对称性,极易引起两者之间的不信任,并有可能产生矛盾冲突.所以,商场营销人员要尽力防止和避免冲突的产生,要以顾客的基本需要为契机,针对顾客的消费心理活动规律,因势利导,抓住顾客的心,建立良好的顾客关系.     

供应商试水电视购物

作为流通领域的后起之秀,电视购物在韩国和一些西方国家已经成为可以和大商场、减价超市竞争的“第三势力”,韩国商界把电视销售的崛起称之为在大型减价超市出现后的又一次“流通革命”。     

Cultural adaptation and socialisation between Western buyers and Chinese suppliers: The formation of a hybrid culture

We aim to examine culturally-influenced behavioural adaptation embedded in socialisation processes at interfaces between Western buyers and Chinese suppliers in China. We conducted multiple case studies, including four cross-cultural partnerships, exploring how interface teams hosting trans-cultural boundary spanners at buyer-supplier interfaces socialise formally and informally and adapt behaviourally to three key cultural differences between Chinese Guanxi and the Anglo-Saxon form of Western culture. Data collected from 36 interviewees are used to explore the process of cultural behavioural adaptation and the emergence of a hybrid culture. We find that cultural adaptation is confined to those interface teams who interact routinely at the buyer-supplier interface and leads to the formation of a hybrid culture, which is a combination of Guanxi and western rules and procedures. The hybrid culture and cultural adaptation are two intermediary constructs between socialisation and relational capital, which enriches and explains this relationship in a cross-cultural context.     

LNG价格与石油和天然气价格的关系探讨

本文研究了世界LNG(液化天然气)主要市场的分布;分析了世界市场LNG的价格特点;以及LNG与石油、油品及天然气价格之间的相互关系.     

Good news for buyers and sellers: Acquisitions in the lodging industry

Takeovers in the lodging industry generally have resulted in gains for both the acquired and the acquirers—unlike many other industries.     

印尼宣布退出欧佩克

<正>印度尼西亚能源部长珀瑙摩·尤斯展特陶若5月28日在首都雅加达宣布,签署法令正式退出石油输出国组织欧佩克(OPEC)。珀瑙摩称,印尼退出欧佩克的原因是石油产量自给不     

中国百货零售业向买手模式过渡的路径探析

中国百货零售业经过多年的发展,综合竞争力已有所提升,但发展的同时,联营模式在百货零售业经营中暴露出的一系列问题,迫使行业必须要思考改变现有的经营模式,与国际主流百货买手模式逐步趋同.本文以联营模式暴露出的问题为切入点,阐述了中国零售业向买手模式过渡的必然性,立足于目前全面推行买手模式所存在的诸多不成熟条件,提出了逐步向其转换的"不完全买手模式"的过渡路径.