Consumer-Driven Demand and Operations Management Models

A Systematic Study of Information-Technology-Enabled Sales Mechanisms

  • Christopher S. Tang
  • Serguei Netessine

Part of the International Series in Operations Research & Management Science book series (ISOR, volume 131)

Table of contents

  1. Front Matter
    Pages i-xxi
  2. Rational Consumer Behavior: Endogenous Decision Making Mechanisms

    1. Front Matter
      Pages 1-1
    2. Gad Allon, Achal Bassamboo
      Pages 3-36
    3. Matulya Bansal, Costis Maglaras
      Pages 37-62
    4. Felipe Caro, Victor Martínez-de-Albéeniz
      Pages 63-79
    5. Laurens G. Debo, Senthil K. Veeraraghavan
      Pages 81-112
  3. Organizational Strategies for Managing Rational/Strategic Consumer Behavior

    1. Front Matter
      Pages 113-113
    2. Basak Kalkanci, Seungjin Whang
      Pages 155-176
    3. Xuanming Su, Fuqiang Zhang
      Pages 177-201
  4. Product Strategies for Managing Rational/Strategic Consumer Behavior

    1. Front Matter
      Pages 203-203
    2. Aydın Alptekinoğlu, Alex Grasas, Elif Akçalı
      Pages 205-228
    3. Sergio Chayet, Panos Kouvelis, Dennis Z. Yu
      Pages 229-251
    4. Kinshuk Jerath, Serguei Netessine, Senthil K. Veeraraghavan
      Pages 253-300
    5. Ali K. Parlaktürk
      Pages 301-320
  5. Operational Strategies for Managing Rational/Strategic Consumer Behavior

    1. Front Matter
      Pages 321-321
    2. Yossi Aviv, Yuri Levin, Mikhail Nediak
      Pages 323-352
    3. Qian Liu, Garrett van Ryzin
      Pages 397-419
  6. Pricing Strategies for Managing Rational/Strategic Consumer Behavior

    1. Front Matter
      Pages 421-421
    2. Minho Cho, Ming Fan, Yong-Pin Zhou
      Pages 435-458
    3. Karan Girotra, Wenjie Tang
      Pages 459-477
  7. Back Matter
    Pages 1-10

About this book


The consumer demand functions that drive traditional retail sales are the well-defined functions of price and product attributes (e.g., quality, style trends, etc.). However, these new sophisticated selling techniques—examples are mixed sales channels, portals, group buying, and auctions, each of which is enabled by information technologies, the Internet, or both—are changing and expanding consumer-driven demand in many ways. The underlying pattern of demand created by these evolving mechanisms will be a marked departure from traditional factors driving consumer demand.  To analyze and understand rational and strategic consumer demand, the editors have divided the book into five discrete sections that first consider rational consumer behavior and the endogenous decision making mechanisms behind it.  They then present sections on organizational strategies, product strategies, operational strategies, and, finally, pricing strategies for managing rational/strategic consumer behavior.  Together, this handbook provides the state-of-the-art OM models that will help the reader to understand and effectively respond to increasingly rational purchasing behavior.


CONSUMER-DRIVEN DEMAND AND OPERATIONS MANAGEMENT MODELS has been developed by two of the leading researchers in the POM/Marketing interface. It is comprised of commissioned chapters by top research scholars in supply chain management, revenue management, and e-commerce among others, all of which are grounded in information technologies and consumer demand research.


Content Distribution Import Internet Sales buying design dynamic pricing e-commerce linear optimization marketing organization product design production rational purchasing behavior

Editors and affiliations

  • Christopher S. Tang
  • Serguei Netessine

There are no affiliations available

Bibliographic information