Upgrade auctions in build-to-order manufacturing with loss-averse customers
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- 作者：Andreas Matzkea ; andreas_matzke@gmx.de" class="auth_mail" title="E-mail the corresponding author ; Thomas Vollingb ; thomas.volling@fernuni-hagen.de" class="auth_mail" title="E-mail the corresponding author ; Thomas S. Spenglera ; t.spengler@tu-braunschweig.de" class="auth_mail" title="E-mail the corresponding author
- 关键词：Revenue management ; Behavioral operations management ; Upgrades ; Auctions ; Make-to-order
- 刊名：European Journal of Operational Research
- 出版年：2016
- 出版时间：16 April 2016
- 年：2016
- 卷：250
- 期：2
- 页码：470-479
- 全文大小：586 K
文摘
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Manufacturers always benefit from upgrading orders of low-valuation customers.
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Strategic behavior of high-valuation customers can impair the results.
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A gain-loss utility model explains different behavior of the two customer groups.
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Contribution margin can be improved while planning reliability is maintained.
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Highest improvement when loss aversion exceeds a critical value.