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research article
Optimal Selection of Customers for a Last-Minute Offer
2010
We analyze a short-term revenue optimization problem involving the targeting of customers for a promotion in which a finite number of perishable items are sold on a last-minute offer. The goal is to select the subset of customers to whom the offer will be made available in order to maximize the expected return. Each client replies with a certain probability and reports a specific value that might depend on the customer type, so that the selected subset has to balance the risk of not selling all items with the risk of assigning an item to a low value customer.
Type
research article
Web of Science ID
WOS:000280786400008
Authors
Publication date
2010
Published in
Volume
58
Start page
878
End page
888
Subjects
Peer reviewed
REVIEWED
EPFL units
Available on Infoscience
February 21, 2012
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