TY - BOOK ID - 7616751 TI - Consumer-driven demand and operations management models : a systematic study of information-technology-enabled sales mechanisms AU - Tang, Christopher S. AU - Netessine, Serguei. PY - 2009 SN - 1489983694 0387980180 9786612236792 1282236792 0387980261 PB - Boston, MA : Springer-Verlag, DB - UniCat KW - Consumer behavior -- Mathematical models. KW - Consumer behavior. KW - Product management. KW - Business logistics. KW - Selling KW - Technological innovations. KW - Salesmanship KW - Salesmen and salesmanship KW - Supply chain management KW - Business. KW - Marketing. KW - Production management. KW - Operations research. KW - Decision making. KW - Information technology. KW - Business KW - E-commerce. KW - Business and Management. KW - IT in Business. KW - e-Commerce/e-business. KW - Operations Management. KW - Information Systems Applications (incl. Internet). KW - Operation Research/Decision Theory. KW - Data processing. KW - Retail trade KW - Advertising KW - Marketing KW - Sales promotion KW - Industrial management KW - Logistics KW - Operations Research/Decision Theory. KW - Operational analysis KW - Operational research KW - Industrial engineering KW - Management science KW - Research KW - System theory KW - Manufacturing management KW - IT (Information technology) KW - Technology KW - Telematics KW - Information superhighway KW - Knowledge management KW - Consumer goods KW - Domestic marketing KW - Retail marketing KW - Aftermarkets KW - Business—Data processing. KW - Application software. KW - Deciding KW - Decision (Psychology) KW - Decision analysis KW - Decision processes KW - Making decisions KW - Management KW - Management decisions KW - Choice (Psychology) KW - Problem solving KW - Application computer programs KW - Application computer software KW - Applications software KW - Apps (Computer software) KW - Computer software KW - Cybercommerce KW - E-business KW - E-commerce KW - E-tailing KW - eBusiness KW - eCommerce KW - Electronic business KW - Internet commerce KW - Internet retailing KW - Online commerce KW - Web retailing KW - Commerce KW - Decision making UR - https://www.unicat.be/uniCat?func=search&query=sysid:7616751 AB - 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. ER -