论文标题
学会出售焦点 - 劳资组合
Learning to Sell a Focal-ancillary Combination
论文作者
论文摘要
以下序列出售了许多产品:首先显示焦点产品,如果客户购买,则显示一种或多种辅助产品供购买。一个突出的例子是出售航空票,首先显示航班,当选择时,出售了许多辅助机构,例如机舱或袋装选项,座位选择,保险等。该公司必须决定销售格式 - 是按串联捆绑或作为捆绑销售的销售格式 - 以及如何分别或捆绑产品为焦点和辅助产品定价。由于仅在购买焦点产品后才考虑辅助性,因此公司选择的销售策略会在产品之间创建信息和学习依赖性:例如,仅提供一个捆绑包将排除学习客户对焦点和辅助产品的估值。在本文中,我们在以下情况下研究了此类焦点和辅助项目组合的学习策略:(a)纯捆绑向所有客户捆绑,(b)个性化机制,根据客户的某些观察到的特征,两种产品的呈现并定价为捆绑包或序列,(c)最初悬而未决(c)在所有客户(persivers to to to to to to to to to to to to to to to to to to to to to to to to to to to to to to to to to to to to Bellife to Bellison),并且一定能有效地(如果有能力)。我们为所有三种情况设计定价和决策算法,遗憾的是由$ O(d \ sqrt {t} \ log t)$限制,以及第三种情况的最佳切换时间。
A number of products are sold in the following sequence: First a focal product is shown, and if the customer purchases, one or more ancillary products are displayed for purchase. A prominent example is the sale of an airline ticket, where first the flight is shown, and when chosen, a number of ancillaries such as cabin or hold bag options, seat selection, insurance etc. are presented. The firm has to decide on a sale format -- whether to sell them in sequence unbundled, or together as a bundle -- and how to price the focal and ancillary products, separately or as a bundle. Since the ancillary is considered by the customer only after the purchase of the focal product, the sale strategy chosen by the firm creates an information and learning dependency between the products: for instance, offering only a bundle would preclude learning customers' valuation for the focal and ancillary products individually. In this paper we study learning strategies for such focal and ancillary item combinations under the following scenarios: (a) pure unbundling to all customers, (b) personalized mechanism, where, depending on some observed features of the customers, the two products are presented and priced as a bundle or in sequence, (c) initially unbundling (for all customers), and switch to bundling (if more profitable) permanently once during the horizon. We design pricing and decisions algorithms for all three scenarios, with regret upper bounded by $O(d \sqrt{T} \log T)$, and an optimal switching time for the third scenario.