The impact of customer buying behavior on the optimal allocation decisions
The impact of customer buying behavior on the optimal allocation decisions
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DOI：
10.1016/j.ijpe.2015.02.009
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发表时间：
2015-05
影响因子：
12
通讯作者：
Sang-Won Kim
中科院分区：
文献类型：
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作者：
Sang-Won Kim
当航空公司以不同的票价出售相同或相似的座位时，对任何给定票价等级的需求取决于对其他票价等级的需求。需求受客户购买行为的影响，例如转移，战略客户行为。改道是指当客户购买其他票价等级的机票，如果原来要求的票价是不可用的情况。策略性顾客行为用于顾客推迟购买直到将来某个时间点，并等待重新开放较低票价的情况。消费者购买行为具有显著的利润影响，这一点在以往的研究中被忽视。我们扩展了Wilson等人（2006）的方法，将其应用于多时段、多票价的航空公司座位库存分配决策和启发式模型，并使用有效的计算机算法来减少计算时间。我们的数值结果进行了比较，从预期的边际座位收入（EMSR）的方法，一个详尽的搜索，模拟方法和威尔逊等人（2006年）概述的方法。
When airlines sell the same or similar seats on an air flight at different fares, the demand for any given fare class depends on the demand for the other fare classes. Demand is affected by customer buying behaviors e.g. diversion, strategic customer behavior. Diversion is denoted for situations when customers buy other fare class tickets if the originally requested fare is unavailable. Strategic customer behavior is used for situations when customers delay a purchase until some point in the future and wait in anticipation of reopening of lower fare. Customer buying behaviors have a considerable profit implication, which was ignored in many earlier studies. We develop an extension of the approach taken by Wilson et al. (2006) to multi-period, multi-fare airline seat inventory allocation decisions and heuristic models with efficient computer algorithms to reduce computation time. Our numerical results are compared with those from the expected marginal seat revenue (EMSR) approach, an exhaustive search, a simulation approach and the approach outlined by Wilson et al. (2006).