was the emergence of the international gold standard expected evidence from indian government securities abstract the emergence of the gold standard has for a long time been viewed as inevitable we analyze agents expectations using the spread between gold and silver bonds issued by the indian government we find that bimetallism was credible until france surprised markets by suspending domestic operation of bimetallism triggering a run away from silver thereafter markets began demanding a premium to hold silver bonds indicating their belief that silver would depreciate in the future as more countries moved on gold

a market discovery algorithm to estimate a general class of nonparametric choice models we propose an approach for estimating customer preferences for a set of substitutable products using only sales transactions and product availability data the underlying demand framework combines a general nonparametric discrete choice model with a bernoulli process of arrivals over time the choice model is defined by a discrete probability mass function pmf on a set of possible preference rankings of alternatives and it is compatible with any random utility model an arriving customer is assumed to purchase the available option that ranks highest in her preference list the problem we address is how to jointly estimate the arrival rate and the pmf of the rank based choice model under a maximum likelihood criterion since the potential number of customer types is factorial we propose a market discovery algorithm that starts with a parsimonious set of types and enlarge it by automatically generating new types that increase the likelihood value numerical experiments confirm the potential of our proposal for a realistic data set in the hospitality industry our approach improves the root mean square errors between predicted and observed purchases computed under independent demand model estimates by 67 to 93 this paper was accepted by serguei netessine operations management

on the use of econometric models for policy simulation in marketing abstract in this article the author discusses the properties of useful econometric models for marketing phenomena with particular attention on models for policy simulations the author addresses model diagnostics parameter stability exogeneity and the lucas critique he also presents the results of a search through the 1998 2003 issues of the journal of marketing research finally the author offers practical guidelines

asymmetric promotion effects and brand positioning several studies have shown that promotions of national brands yield more effect than those of store brands e g allenby and rossi 1991 blattberg and wisniewski 1989 however the evolution of price quality data available from consumer reports over the last 15 years seems to reveal a reduction of the quality gap between store brands and national brands while price differences remain substantial simultaneously the share of private label brands has increased progressive grocer 1994 in this context we study whether we can maintain a view of the world where national brands may easily attract consumers from store brands through promotions whereas store brands are relatively ineffective in attracting consumers from national brands by such means we analyze consumer reactions to price discounts in a parsimonious preference model featuring loss aversion and reference dependence along dimensions of price and quality hardie johnson and fader 1993 tversky and kahneman 1991 the key result of our analysis is that given any two brands there is an asymmetric promotion effect in favor of the higher quality higher price brands if and only if the quality gap between the brands is sufficiently large in comparison with the price gap thus the direction of promotion asymmetry is not unconditional it depends uniquely on the value of the ratio of quality and price differences compared to a category specific criterion which we call if the ratio of quality and price differences is larger than this criterion the usual asymmetry prevails if such is not the case the lower quality lower price brands promote more effectively more precisely our model predicts that cross promotion effects depend on two components of brand positioning in the price quality quadrant first we define a variable termed positioning advantage that indicates whether relative to the standards achieved by another brand a given brand is underpriced positive advantage or overpriced negative advantage promotion effectiveness is increasing in this variable second cross promotion effects between two brands depend on their distance in the price quality quadrant this variable impacts promotion effectiveness negatively and symmetrically for any pair of brands positioning advantage and brand distance are orthogonal components of brand positioning irrespective of the degree of correlation between available price and quality levels in the market empirically we investigate the role of brand positioning in explaining cross promotion effects using panel data from the chilled orange juice and peanut butter categories we compute the independent positioning variables positioning advantage and brand distance from readily available data on price and quality positioning after obtaining our estimates of we next measure promotion effectiveness by estimating choice share changes in response to a price discount using a choice model that does not contain any information about quality price ratios finally we test the relation between the two positioning variables and the promotion effectiveness measures the data reveal that in the orange juice category lower quality lower price brands generally promote more effectively than higher quality higher price brands in the peanut butter data the opposite asymmetry holds in both cases inter brand promotion patterns are well explained by the positioning variables an attractive feature of our model is that in addition to the direction of promotion asymmetries it also explains the extent of those asymmetries a further interesting aspect of this approach is that we go beyond a categorization of brands into price tiers for instance lower tier brands in our data may promote more effectively than one national brand but less effectively than another consistent with our theoretical predictions the data presented here seem to confirm that such cases occur because the lower tier brand offers a favorable trade off of price and quality differences compared with one national brand and a less favorable trade off compared with the other the content of this paper is potentially relevant for brand managers or retailers concerned with predicting the impact of their promotions the paper is of particular interest to marketing scientists who study the performance of store brands versus national brands and may also appeal to those who wish to explore the marketing implications of behavioral decision theory finally our investigation does not reject blattberg and wisniewski s 1989 finding shared by allenby and rossi 1991 and hardie johnson and fader 1993 that national brands have a principle advantage in promotion effectiveness rather it formalizes when this principle advantage is overruled by positioning disadvantages of such brands

idiosyncratic variation of treasury bill yields i document a dramatic increase in the importance of two types of variation in treasury bill yields beginning in the early 1980s the first is idiosyncratic variation in individual short maturity less than three months bill yields the second is a common component in treasury bill yields that is not shared by yields on other instruments such as short maturity privately issued instruments or longer maturity treasury notes and bonds some evidence suggests the first type reflects increased market segmentation these results have important implications for the calibration and testing of no arbitrage term structure models and interpreting tests of the expectations hypothesis united states treasury bill yields play a central role in economists efforts to understand the behavior of financial markets the focus on treasury bills is driven by the belief that bill yields can be viewed as benchmarks from which yields on other debt instruments are derived for example in no arbitrage models of the default free term structure the stochastic properties of the hypothetical instantaneous interest rate determine bond prices researchers often construct and evaluate these models using short maturity bill yields as proxies for instantaneous interest rates similarly bill yields are frequently used to test the expectations hypothesis of the term structure 2 economists standard pricing models for default risky securities also view treasury yields as building blocks in such models yields on default risky securities depend at least in part on the yields of default free securities and the underlying stochastic default process therefore yields on treasury bills have been used in studies of the effects of monetary policy on the business cycle not because bills are intrinsically critical to the economy but because

the mispricing of u s treasury bonds a case study this article documents an apparent pricing anomaly involving 94 percent 30 year treasury bonds during the months of may and june 1986 during this period the price of the 94s rose sharply relative to the prices of other long term treasury bonds and created a potential arbitrage opportunity in addition owners of the 94 bonds were able to borrow at a zero interest rate bypledging their bonds detailed examination reveals that this relative pricing anomaly cannot be attributed to changes in the level or term structure of interest rates or to differences between the bonds with respect to liquidity taxation or duration

constrained assortment optimization for the nested logit model we study assortment optimization problems where customer choices are governed by the nested logit model and there are constraints on the set of products offered in each nest under the nested logit model the products are organized in nests each product in each nest has a fixed revenue associated with it the goal is to find a feasible set of products i e a feasible assortment to maximize the expected revenue per customer we consider cardinality and space constraints on the offered assortment which limit the number of products and the total space consumption of the products offered in each nest respectively we show that the optimal assortment under cardinality constraints can be obtained efficiently by solving a linear program the assortment optimization problem under space constraints is np hard we show how to obtain an assortment with a performance guarantee of 2 under space constraints this assortment also provides a performance guarantee of 1 1 when the space requirement of each produc

robust assortment optimization in revenue management under the multinomial logit choice model we study robust formulations of assortment optimization problems under the multinomial logit choice model the novel aspect of our formulations is that the true parameters of the logit model are assumed to be unknown and we represent the set of likely parameter values by a compact uncertainty set the objective is to find an assortment that maximizes the worst case expected revenue over all parameter values in the uncertainty set we consider both static and dynamic settings the static setting ignores inventory consideration whereas in the dynamic setting there is a limited initial inventory that must be allocated over time we give a complete characterization of the optimal policy in both settings show that it can be computed efficiently and derive operational insights we also propose a family of uncertainty sets that enables the decision maker to control the trade off between increasing the average revenue and protecting against the worst case scenario numerical experiments show that our robust approach combined with our proposed family of uncertainty sets is especially beneficial when there is significant uncertainty in the parameter values when compared to other methods our robust approach yields over 10 improvement in the worst case performance but it can also maintain comparable average revenue if average revenue is the performance measure of interest

a survey on risk averse and robust revenue management abstract many industries use revenue management to balance uncertain stochastic demand and inflexible capacity popular examples include airlines hotels car rentals retailing and manufacturing the classical revenue management approaches considered in theory and practice are based on two assumptions first demand as the only uncertain variable follows a known distribution and second risk neutrality justifies the maximization of expected revenue recently two related streams of literature emerged that do not need these assumptions research on risk averse revenue management acknowledges that in practice many decision makers are risk averse research on robust revenue management focuses worst case scenarios without a known demand distribution which is especially relevant for new and extremely unstable businesses this paper motivates the consideration of risk averse and robust revenue management we briefly introduce revenue managements two main methods capacity control and dynamic pricing in the classical risk neutral setting then we provide an exhaustive review of the literature on risk averse and robust capacity control and dynamic pricing in doing so the relevant decision criteria are briefly introduced finally possible avenues for future research are outlined

risk pooling along a fixed delivery route using a dynamic inventory allocation policy this paper examines static and dynamic policies for replenishing and allocating inventories amongst n retailers located along a fixed delivery route each retailer faces independent normally distributed period demand and incurs a proportional holding or backorder cost on end of period net inventory a warehouse places a system replenishment order every m periods which is received after a fixed leadtime of t periods immediately upon receipt a delivery vehicle leaves the warehouse with the system replenishment quantity and travels to the retailers along a fixed route with fixed leadtimes between successive retailers the warehouse holds no inventory under the static policy allocations are determined for all retailers simultaneously at the moment the delivery vehicle leaves the warehouse under the dynamic policy allocations are determined sequentially upon arrival of the delivery vehicle at each retailer our major analytical results under appropriate dynamic static allocation assumptions are 1 optimal allocations under each policy involve bringing each retailer s normalized inventory to a corresponing normalized system inventory 2 optimal system replenishments are base stock policies 3 the minimum expected cost per cycle of dynamic static policy can be derived from an equivalent dynamic static composite retailer given this we prove that the risk pooling incentive a simple measure of the benefit from adopting dynamic allocation policies is always positive our simulation tests confirm that dynamic allocation policies yield lower costs than static policies regardless of whether or not their respective allocation assumptions are valid however the magnitude of the cost savings is very sensitive to some system parameters

endogeneity in brand choice models applications of random utility models to scanner data have been widely presented in marketing for the last 20 years one particular problem with these applications is that they have ignored possible correlations between the independent variables in the deterministic component of utility price promotion etc and the stochastic component or error term in fact marketing mix variables such as price not only affect brand purchasing probabilities but are themselves endogenously set by marketing managers this work tests whether these endogeneity problems are important enough to warrant consideration when estimating random utility models with scanner panel data our results show that not accounting for endogeneity may result in a substantial bias in the parameter estimates

a nonparametric approach to modeling choice with limited data choice models today are ubiquitous across a range of applications in operations and marketing real world implementations of many of these models face the formidable stumbling block of simply identifying the right model of choice to use because models of choice are inherently high dimensional objects the typical approach to dealing with this problem is positing a priori a parametric model that one believes adequately captures choice behavior this approach can be substantially suboptimal in scenarios where one cares about using the choice model learned to make fine grained predictions one must contend with the risks of mis specification and overfitting underfitting thus motivated we visit the following problem for a generic model of consumer choice namely distributions over preference lists and a limited amount of data on how consumers actually make decisions such as marginal information about these distributions how may one predict revenues from offering a particular assortment of choices an outcome of our investigation is a nonparametric approach in which the data automatically select the right choice model for revenue predictions the approach is practical using a data set consisting of automobile sales transaction data from a major u s automaker our method demonstrates a 20 improvement in prediction accuracy over state of the art benchmark models this improvement can translate into a 10 increase in revenues from optimizing the offer set we also address a number of theoretical issues among them a qualitative examination of the choice models implicitly learned by the approach we believe that this paper takes a step toward automating the crucial task of choice model selection this paper was accepted by yossi aviv operations management

arbitrage bounds in markets with noisy prices and the puzzle of negative option prices implicit in bonds abstract the term structure of interest rates has occupied economists for many years this is testimony to the importance of the term structure or equivalently valuation operator and to the difficulty of obtaining reliable estimates of it until recently it was not possible to reconcile the theoretical existence of a multiplicity of valuation operators in an incomplete bond market and the empirical nonexistence of even a single one mackay and prisman estimating valuation operators in incomplete market with noises can noise complete the market working paper 1996 tackle this problem in this paper an amendment to and a generalization of their methodology is presented the amendment preserves the linearity of valuation operators and allows use of efficient linear programming techniques further it facilitates an admissible consideration of the puzzle of negative option prices embedded in bonds the empirical results presented in this paper were obtained using data on extendable government of canada bonds the results indicate that although the gap between the lowest and the highest prices assigned to a cash flow by different valuation operators is significant it is not sufficient to resolve the above mentioned puzzle

zero as a special price the true value of free products when faced with a choice of selecting one of several available products or possibly buying nothing according to standard theoretical perspectives people will choose the option with the highest cost benefit difference however we propose that decisions about free zero price products differ in that people do not simply subtract costs from benefits but instead they perceive the benefits associated with free products as higher we test this proposal by contrasting demand for two products across conditions that maintain the price difference between the goods but vary the prices such that the cheaper good in the set is priced at either a low positive or zero price in contrast with a standard cost benefit perspective in the zero price condition dramatically more participants choose the cheaper option whereas dramatically fewer participants choose the more expensive option thus people appear to act as if zero pricing of a good not only decreases its cost but also adds to its benefits after documenting this basic effect we propose and test several psychological antecedents of the effect including social norms mapping difficulty and affect affect emerges as the most likely account for the effect

exact and approximate cost functions for product aggregates we show that certain large multiproduct problems can be well approximated by smaller models of the same form representing only one aggregate product or a few such products this reduction follows from a new technique to approximate the minimal cost of a special allocation or disaggregation problem by a simple closed form aggregate cost function this function moreover has the same form as the cost functions for the original individual products for special cases the approximation is exact this latter result is related to economic theoretic research on aggregation with homothetic preferences the results are applied to a one stage multiperiod multi item production smoothing model and then to a similar model of a two stage system yielding a reduction in the number of items to one or to relatively few

incorporating demographic variables in brand choice models an indivisible alternatives framework incorporating demographic variables in brand choice models is conceptually appealing and has numerous managerial benefits retailers and brand managers can assess geodemographic variations in demand and marketing mix response in order to implement micromarketing strategies for example a retailer planning to locate a new outlet can get some sense of the differences in demand patterns and price and promotion sensitivities in the new trading area in order to make initial stocking inventory pricing and promotion decisions for existing outlets retailers can fine tune the assortment and merchandising activities in a category to match local market conditions similarly a packaged goods manufacturers would benefit from getting a sense of whether they should stress promotional activity for one part of a brand s product line in some retail trading areas and other parts of the brand s line in other retail trading areas unfortunately a general finding across existing studies is that the impact of demographic variables on brand choice is neither strong nor consistent these findings are puzzling given that one would expect certain demographic variables such as income to have some influence on brand choice behavior moreover hoch et al hoch s j b d kim a j montgomery p e rossi 1995 determinants of store level price elasticity j marketing res 32february 17 29 using store level data find that a relatively small set of demographic variables is much more influential than competitive variables in explaining differences in price sensitivity across retail trading areas in light of such contradictory findings there is a need for a better conceptualization of the role of income and other demographic variables in household purchasing and this is the primary objective of this study this paper presents a microeconomic based framework called the indivisible alternatives ida framework to model household brand choice a key aspect of the ida framework is that it explicitly models alternatives in the market as being indivisible while past work has either explicitly or implicitly assumed perfect divisibility indivisibilities force a household s selection of a brand size and its level of category expenditure into a single joint decision hence demographic variables that influence category expenditure e g income also influence the choice of a brand size in addition since alternatives in the category come in several discrete sizes indivisibilities introduce differences in holding costs in the choice of a brand size combination consequently demographic factors that influence holding costs through consumption rate differences e g household size impact the choice of a brand size in a product category in this manner indivisibilities in market offerings naturally lead to differences in choice behavior across households that can be linked to demographic factors in a logical fashion in empirical applications to two different scanner panel data sets ketchup and ground coffee the proposed framework compares favorably with two benchmark specifications in terms of both goodness of fit and predictive validity the results from these product categories indicate that a household s price sensitivity is inversely related to its income level and that factors such as household size and seasonality which are likely to influence consumption rates make households more or less willing to buy larger package sizes income elasticity estimates from the model confirm that ceteris paribus households with lower incomes will have a higher propensity to purchase private labels and generic brands and a lower propensity to purchase national brands compared with households with higher incomes the micromarketing potential of the ida framework is explored in market simulations conducted for two different zip codes within a metropolitan area that vary with respect to income levels and other demographic factors the results indicate that for the product categories studied there are substantial differences across market areas in their response to the retail promotion of very large and very small package sizes within the same brand s product line the differences in response suggest that it may be beneficial to customize promotional programs to market areas based on their underlying demographic composition finally our findings suggest a link between household income and deal proneness that is conditional on other demographic variables and the expenditure required for the brand size in question specifically we find that smaller households with lower income levels are more likely to respond to promotions for smaller less expensive items within a category while larger households with higher incomes are more likely to respond to promotions for larger more expensive items within a category

marketing models and the lucas critique the lucas critique has been largely ignored in the marketing literature we present a number of conditions under which the critique is most likely to also apply in marketing settings next we provide some perspectives on how to diagnose and accommodate the lucas critique and identify various avenues for future research

outlier robust bayesian multinomial choice modeling summary a bayesian method for outlier robust estimation of multinomial choice models is presented the method can be used for both correlated as well as uncorrelated choice alternatives and guarantees robustness towards outliers in the dependent and independent variables to account for outliers in the response direction the fat tailed multivariate laplace distribution is used leverage points are handled via a shrinkage procedure a simulation study shows that estimation of the model parameters is less influenced by outliers compared to non robust alternatives an analysis of margarine scanner data shows how our method can be used for better pricing decisions copyright 2015 john wiley sons ltd

competitive pricing behavior in the auto market a structural analysis in a competitive marketplace the effectiveness of any element of the marketing mix is determined not only by its absolute value but also by its relative value with respect to the competition for example the effectiveness of a price cut in increasing demand is critically related to competitors reaction to the price change managers therefore need to know the nature of competitive interactions among firms in this paper we take a theory driven empirical approach to gain a deeper understanding of the competitive pricing behavior in the u s auto market the ability motivation paradigm posits that a firm needs both the ability and the motivation to succeed in implementing a strategy boulding and staelin 1995 we use arguments from the game theoretic literature to understand firm motivation and abilities in different segments of the auto market we then combine these insights from the game theoretic literature and the ability motivation paradigm to develop hypotheses about competition in different segments of the u s auto market to test our hypotheses of competitive behavior we estimate a structural model that disentangles the competition effect from the demand and cost effects on prices the theory of repeated games predicts that firms with a long run profitability objective will try to sustain cooperative pricing behavior as a stable equilibrium when conditions permit for example markets with high concentration and stable market environments are favorable for sustaining cooperative behavior and therefore provide firms with the ability to cooperate the theory of switching costs suggests that in markets in which a firm s current customers tend to be loyal firms have a motivation to compete very aggressively for new customers recognizing the positive benefits of loyalty from the customer base in the long run as consumer loyalty in the market increases the gains from increasing market share by means of aggressive competitive behavior are more than offset by losses in profit margins firms therefore have the motivation to price cooperatively empirically we find aggressive behavior in the minicom pact and subcompact segments cooperative behavior in the compact and midsize segments and bertrand behavior in the full size segment these findings are consistent with our theory based hypotheses about competition in different segments in estimating a structural model of the auto market we address several methodological issues a particular difficulty is the large number of car models in the u s auto market existing studies have inferred competitive behavior only in markets with two to four products they also use relatively simple functional forms of demand to facilitate easy estimation functional forms of demand however impose structure on cross elasticities between products such structure when inappropriate can bias the estimates of competitive interaction we therefore use the random coefficients logit demand model to allow flexibility in cross elasticities we also use recent advances in new empirical industrial organization neio to extend structural estimation of competitive behavior to markets with a large number of products we use the simulation based estimation approach developed by berry et al 1995 to estimate our model a frequent criticism of the neio approach is that its focus on industry specific studies limits the generalizability of its findings in this study we retain the advantages of neio methods but partially address the issue of generalizability by analyzing competitive behavior in multiple segments within the auto industry to see whether there is a consistent pattern that can be explained by theory theoretical modelers can use our results to judge the appropriateness of their models in predicting competitive outcomes for the markets that they analyze a by product of our analysis is that we also get estimates of demand and cost apart from competitive interactions for the market managers can use these estimates to perform what if analysis they can answer questions about what prices to charge when a new product is introduced or when an existing product s characteristics are changed

capacitated multi item inventory systems with random and seasonally fluctuating demands implications for postponement strategies we address multi item inventory systems with random and seasonally fluctuating and possibly correlated demands the items are produced in two stages each with its own lead time in the first stage a common intermediate product is manufactured the production volumes in the first stage are bounded by given capacity limits we develop an accurate lower bound and close to optimal heuristic strategies of simple structure the gap between them evaluated in an extensive numerical study is on average only 0 45 we use the model to investigate the benefits of various delayed product differentiation postponement strategies as well as other strategic questions including i the benefits of flexible versus dedicated production facilities ii the trade off between capacity and inventory investments and iii the trade off between capacity investments and service levels

the effect of transaction size on off the run treasury prices this paper examines intra day trading data from the inter dealer broker market for u s treasury securities and measures the degree of price pressure in the off the run treasury market as is well known securities that would appear to be very close substitutes i e on the run and off the run treasury bonds behave as if there is some degree of market segmentation this is the first systematic study of the off the run treasury note and bond market focused entirely on a price pressure effect using intra day data the paper analyzes price pressure through matched pairs of securities that differ only in liquidity

modeling loss aversion and reference dependence effects on brand choice based upon a recently developed multiattribute generalization of prospect theory s value function tversky and kahneman 1991 we argue that consumer choice is influenced by the position of brands relative to multiattribute reference points and that consumers weigh losses from a reference point more than equivalent sized gains loss aversion we sketch implications of this model for understanding brand choice we develop a multinomial logit formulation of a reference dependent choice model calibrating it using scanner data in addition to providing better fit in both estimation and forecast periods than a standard multinomial logit model the model s coefficients demonstrate significant loss aversion as hypothesized we also discuss the implications of a reference dependent view of consumer choice for modeling brand choice demonstrate that loss aversion can account for asymmetric responses to changes in product characteristics and examine other implications for competitive strategy

treasury auction bids and the salomon squeeze recent press accounts claim that collusion is common practice in treasury auctions and that as a result the auction profits are excessive but this paper finds that the auction prices are on average marginally higher than the secondary market bid prices the auction profits however are systematically related to the total fraction of winning bids tendered by banks and dealers the postauction prices of the two year notes in which salomon brothers had a 94 percent holding are also examined the secondary market prices of these notes were significantly higher than the estimated competitive prices in the four week postissue period

on modeling the advertising operations interface under asymmetric competition abstract using a market share attraction structure of advertising competition and following a supermodular game approach this article demonstrates for an asymmetric oligopoly the directional impact of changes in model parameters on the marketing controlled variables of all rivals advertising budgets and the operations controlled variables of all rivals ordered quantities importantly the various changes are examined analytically empirically and numerically in both non dominated and dominated asymmetric oligopolies in this regard the results indicate that firms in a dominated oligopoly one firm of market share larger than or equal to 50 behave differently compared to firms in a non dominated oligopoly each firm of market share less than 50 in response to changes in model parameters furthermore changes in model parameters are investigated in terms of their relative influential impact on a variety of equilibrium measures in this regard the findings indicate that for the analyzed model the marketing parameters exert much more influence on the equilibrium measures than the operations parameters additionally a change in the mode of competition from non cooperation oligopoly to cooperation joint ownership dictates that strong asymmetric firms of favorable marketing and operations parameters continue advertising but at lower levels and weak asymmetric firms of less favorable parameters cease advertising altogether

special repo rates this article provides the causes and symptoms of special repo rates in a competitive market for repurchase agreements a repo rate is in effect an interest rate on loans collateralized by a specific instrument a special is a repo rate significantly below prevailing market riskless interest rates this article shows that specials can occur when those owning the collateral are inhibited whether from legal or institutional requirements or from frictional costs from supplying collateral into repurchase agreements specialness increases the equilibrium price for the underlying instrument by the present value of savings in borrowing costs associated with the repo specials this article characterizes competitive repurchase or repo markets and the equilibrium relationship between repo rates and the underlying cash market prices repurchase markets are often called financing markets since they are effectively vehicles for collateralized borrowing that are often used to finance the purchase of the underlying collateral this article provides causes and effects of specials meaning specific repo rates significantly below prevailing market interest rates for loans of similar maturity and credit risk the example of united states treasury instruments is emphasized because of the extensive use of the treasury repo market as a means of hedging against or speculating on changes in u s interest rates and because of the high incidence of specials in treasury repo rates numerous specific instru

liquidity maturity and the yields on u s treasury securities the efrect8 of aaaet liquidity on expected retuma for ts with infinite maturities toc ka are eumined for bonda treuury notes and bills with matched maturities of lellll than 6 months the yield to maturity ill higher on notes which have lower liquidity the yield di1ferential between notes and billa is a decreuing and convex function of the time to maturity the results provide a robult confirmation of the liquidity effect in auet pricing this paper studies empirically the effects of the liquidity of capital assets on their prices amihud and mendelson 1986 1989 proposed that liquidity affects asset prices because investors require a compensation for bearing transaction costs transaction costs paid whenever the asset is traded form a sequence of cash outflows the discounted value of this cost stream proxies for the value 1088 due to illiquidity which lowers the asset s value for any given cash flow that the asset generates 1 as a result the return on assets should be an increasing function of their illiquidity other things equal for stocks the illiquidity effect is expected to be strong because their transaction cost sequence is infinite amihud and mendelson 1986 1989 demonstrated that common stocks with lower liquidity yielded significantly higher average returns after controlling for risk and for other factors these results on the importance of liquidity in the pricing of stocks raise additional questions i does the liquidity effect depend on the specific controls used by amihud and mendelson 1986 1989 1 ii does illiquidity have a similarly strong effect on the pricing of bonds whose maturities are finite and iii if liquidity affects bond yields how is this effect related to the bond s time to maturity

are negative option prices possible the callable u s treasury bond puzzle market prices for callable treasury bonds often imply negative values for the implicit call option the author considers a variety of possible explanations for these negative values including the treasury s track record in calling bonds optimally tax related effects tax timing options and bond liquidity none of these factors accounts for the negative values although the costs of short selling may explain why these apparent arbitrage opportunities persist over time why these implicit call values become negative in the first place remains a puzzle copyright 1992 by university of chicago press

an international study of tax effects on government bonds it is shown that coupon bonds alone are not sufficient to span time dated claims on ordinary income capital gains and non taxable wealth in an incomplete bond market where the pure dated claims are not spanned by existing bonds marginal rates of substitution between present consumption and pure dated claims on ordinary income capital gains income and non taxable wealth respectively can differ across bondholders however the relative pricing of coupon bonds in each of these countries is shown to be consistent with the tax status of the major non tax exempt holders of government debt

the tips treasury bond puzzle we show that the price of a treasury bond and an inflation swapped treasury inflation protected securities tips issue exactly replicating the cash flows of the treasury bond can differ by more than 20 per 100 notional treasury bonds are almost always overvalued relative to tips total tips treasury mispricing has exceeded 56 billion representing nearly 8 of the total amount of tips outstanding we find direct evidence that the mispricing narrows as additional capital flows into the markets this provides strong support for the slow moving capital explanation of arbitrage persistence

the relative pricing of u s treasury strips empirical evidence abstract we investigate pricing relations and the potential for arbitrage in the u s treasury strips market stressing the importance of reconciling quoted treasury data with actual market pricing conventions we document that stripping and reconstitution profits in the strips market are fleeting and rarely economically significant that matched maturity principal and coupon strips generally have different prices due at least in part to richness or cheapness in the underlying note or bond and that apparent negative forward rates in the strips market are concentrated in certain long maturity strips that do not actually exist at the time

trading in derivatives when the underlying is scarce abstract regulatory restrictions and market frictions can constrain the aggregate quantity of long and short positions in a security when these constraints bind we refer to the security as scarce and its price becomes distorted relative to its value in a frictionless market we show that an otherwise redundant derivative can reduce the price distortion of the underlying security by relaxing its scarcity we also show that it is especially important to analyze the underlying and derivative markets jointly when evaluating the impact of regulation such as short sales bans and position limits in derivatives that restricts trade

competitive price discrimination strategies in a vertical channel using aggregate retail data we explore opportunities for targeted pricing for a retailer that only tracks weekly store level aggregate sales and marketing mix information we show that it is possible using these data to recover essential features of the underlying distribution of consumer willingness to pay knowledge of this distribution may enable the retailer to generate additional profits from targeting by using choice information at the checkout counter in estimating demand we incorporate a supply side model of the distribution channel that captures important features of competitive price setting behavior of firms this latter aspect helps us control for the potential endogeneity generated by unmeasured product characteristics in aggregate data the channel controls for competitive aspects both between manufacturers and between manufacturers and a retailer despite this competition we find that targeted pricing need not generate the prisoner s dilemma in our data this contrasts with the findings of theoretical models due to the flexibility of the empirical model of demand the demand system we estimate captures richer forms of product differentiation both vertical and horizontal as well as a more flexible distribution of consumer heterogeneity

assortment optimization under variants of the nested logit model we study a class of assortment optimization problems where customers choose among the offered products according to the nested logit model there is a fixed revenue associated with each product the objective is to find an assortment of products to offer so as to maximize the expected revenue per customer we show that the problem is polynomially solvable when the nest dissimilarity parameters of the choice model are less than one and the customers always make a purchase within the selected nest relaxing either of these assumptions renders the problem np hard to deal with the np hard cases we develop parsimonious collections of candidate assortments with worst case performance guarantees we also formulate a convex program whose optimal objective value is an upper bound on the optimal expected revenue thus we can compare the expected revenue provided by an assortment with the upper bound on the optimal expected revenue to get a feel for the optimality gap of the assortment by using this approach our computational experiments test the performance of the parsimonious collections of candidate assortments that we develop

negative option values are possible the impact of treasury bond futures on the cash u s treasury market abstract this paper uses a unique financial instrument in the u s treasury market to study the price behavior of the put option embedded in the november 2009 14 callable u s treasury bond we find that beginning in august 1993 the estimated option value was persistently negative on nearly every day for the ensuing eight months we show that the anomalous pricing behavior arose because the underlying callable bond became the cheapest to deliver issue against u s treasury bond futures contracts hence this paper provides direct evidence that derivative assets can significantly distort pricing in the primary asset market

the sense and non sense of holdout sample validation in the presence of endogeneity market response models based on field generated data need to address potential endogeneity in the regressors to obtain consistent parameter estimates another requirement is that market response models predict well in a holdout sample with both requirements combined it may seem reasonable to subject an endogeneity corrected model to a holdout prediction task and this is quite common in the academic marketing literature one may be inclined to expect that the consistent parameter estimates obtained via instrumental variables iv estimation predict better than the biased ordinary least squares ols estimates this paper shows that this expectation is incorrect that is if the holdout sample is similar to the estimation sample so that the regressors are endogenous in both samples holdout sample validation favors regression estimates that are not corrected for endogeneity i e ols over estimates that are corrected for endogeneity i e iv estimation we also discuss ways in which holdout samples may be used sensibly in the presence of endogeneity a key takeaway is that if consistent parameter estimates are the primary model objective the model should be validated with an exogenous rather than endogenous holdout sample

unobserved retailer behavior in multimarket data joint spatial dependence in market shares and promotion variables marketing scholars and practitioners frequently infer market responses from cross sectional or pooled cross section by time data such cases occur especially when historical data are either absent or are not representative of the current market situation we argue that inferring market responses using cross sections of multimarket data may in some cases be misleading because these data also reflect unobserved actions by retailers for example because the opportunity costs of doing so do not outweigh the gains retailers are predisposed against promoting small share brands as a consequence local prices and promotion variables depend on local market shares the higher the local share the higher the local observed promotion intensity we refer to this reverse causation as an endogeneity ignoring it will inflate response estimates because both the promotion effects on share as well as the reverse effects are in the same direction in this paper we propose a solution to this inference problem using the fact that retailers have trade territories consisting of multiple contiguous markets this implies that the unobserved actions of retailers cause a measurable spatial dependence among the marketing variables the intuition behind our approach is that by accounting for this spatial dependence we account for the effects of the retailer s behavior in this context our study hopes to make the following contributions at the core of which lies the above intuition first we separate the market response effect from the reverse retailer effect by computing responses to price and promotion net of any spatial and therefore retailer influence second underlying this approach is a new variance decomposition model for data with a panel structure this model allows to test for endogeneity of prices and promotion variables in the cross sectional dimension of the data this test aims to complement the one developed by villas boas and winer 1999 who test for endogeneity along the temporal dimension third to illustrate the approach we use information resources inc iri market share data for brands in two mature and relatively undifferentiated product categories across 64 iri markets whereas we only use data with very short time horizons to estimate price and promotion responses with the spatial model we do have data over long time windows we use the latter to validate the approach specifically within market estimates of price and promotion response are not subject to the same endogeneity because we hold the set of retailers constant therefore comparing within and across market estimates of price and promotion responses is a natural way to validate the approach consistent with our argument ignoring the reverse causation in the cross sectional data leads to inferences of price and promotion elasticities that are farther away from zero than the elasticities obtained from within market analysis in contrast cross sectional spatial estimates and time series estimates show convergent validity from a practical point of view this means it is possible to obtain reasonable within market estimates of price and promotion elasticities from predominantly cross sectional data this may benefit marketing managers the manager who would act on the inflated elasticities will over allocate marketing resources to promotions because she ignores retailers censorship of promotions on the basis of already existing high share we explore other approaches to correct for the inference bias and discuss further managerial issues and future research

new empirical generalizations on the determinants of price elasticity abstract the importance of pricing decisions for firms has fueled an extensive stream of research on price elasticities in an influential meta analytical study tellis 1988 summarized price elasticity research findings until 1986 however empirical generalizations on price elasticity require modifications because of 1 changes in market characteristics i e characteristics of brands product categories and economic conditions and 2 changes in the research methodology used to assess price elasticities therefore the authors present a meta analysis of price elasticity with new empirical generalizations on its determinants across a set of 1851 price elasticities based on 81 studies the average price elasticity is 2 62 a salient finding is that over the past four decades sales elasticities have significantly increased in magnitude whereas share and choice elasticities have remained fairly constant the authors find that accommodating price endogeneity has a strong magnitude increasing impa

the assortment packing problem multiperiod assortment planning for short lived products motivated by retailers frequent introduction of new items to refresh product lines and maintain their market shares we present the assortment packing problem in which a firm must decide in advance the release date of each product in a given collection over a selling season our formulation models the trade offs among profit margins preference weights and limited life cycles a key aspect of the problem is that each product is short lived in the sense that once introduced its attractiveness lasts only a few periods and vanishes over time the objective is to determine when to introduce each product to maximize the total profit over the selling season even for two periods the corresponding optimization problem is shown to be np complete as a result we study a continuous relaxation of the problem that approximates the problem well when the number of products is large when margins are identical and product preferences decay exponentially its solution can be characterized it is optimal to introduce products with slower decays earlier the structural properties of the relaxation also help us to develop several heuristics for which we establish performance guarantees we test our heuristics with data on sales and release dates of women s handbags from an accessories retailer the numerical experiments show that the heuristics perform very well and can yield significant improvements in profitability this paper was accepted by yossi aviv operations management

creating micro marketing pricing strategies using supermarket scanner data micro marketing refers to the customization of marketing mix variables to the store level this paper shows how prices can be profitably customized at the store level rather than adopting a uniform pricing policy across all stores historically there has been a trend by retailers to consolidate independent stores into large national and regional chains this move toward consolidation has been driven by the economies of scale associated with these larger operations however some of these large chains have lost the adaptability of independent neighborhood stores micro marketing represents an interest on the part of managers to combine the advantages of these large operations with the flexibility of independent neighborhood stores a basis for these customized pricing strategies is the result of differences in interbrand competition across stores these changes in interbrand competition are measured using weekly store level scanner data at the product level obviously this presents a huge estimation problem since we wish to measure substitution between each product at a store level for a chain with 100 stores and 10 products in a category we would need to estimate over 100 000 parameters to reliably estimate these individual store differences we phrase our problem in a hierarchical bayesian framework essentially each store level parameter can be thought of as a combination of chain level and random store specific effects the improvement in estimating this model comes from exploiting the common chain level component in addition we relate these store specific changes to demographic and competitive characteristics of the store s trading area which helps explain why these differences are present these estimated differences in price response are in turn used to set store level prices to simplify and focus the problem we limit our attention to everyday price changes i e the prices of products that are not advertised there are many marketing variables that can be adjusted at a storelevel e g promotions and product assortments the reason we concentrate upon everyday pricing is driven by its importance in the marketing mix that most profits are earned on products sold at their everyday price and the amenability of everyday prices to store level customizations a limitation of this approach is that it yields only a partial solution to the retailer s global optimization problem a challenge for the retailer in implementing micro marketing pricing strategies is to retain a consistent image while altering prices that adapt to neighborhood differences in demand our approach is to search for price changes that leave image unchanged we argue that a sufficient condition for holding the input to store image constant from everyday pricing is to hold average price and revenues at their current levels we implement this condition by introducing constraints into the profit maximization problem future research into store choice may yield more efficient conditions a benefit of holding the retailer s image constant is that it does not require costly new information about competitors and promotional activity instead retailers are able to derive these store level customizations based largely upon scanner data this is very advantageous since this information is already being collected and is readily available our results indicate that micro marketing pricing strategies would be profitable and could increase gross profit margins by 4 percent to 10 percent when these gross profit gains are considered after administrative and operating costs are taken into account they could increase operating profit margins by 33 percent to 83 percent these gains come from encouraging consumers through everyday price changes to switch to more profitable bundles of products and not through overall price changes at the chain level these results show that the information contained in the retailer s store level scanner data is an under utilized resource by exploiting this information using newer and more powerful computational techniques managers can better appreciate its value the implication is that profits could be increased and gains can be made by using this information as the basis for micro marketing

stocking retail assortments under dynamic consumer substitution we analyze a single period stochastic inventory model newsboy like model in which a sequence of heterogeneous customers dynamically substitute among product variants within a retail assortment when inventory is depleted the customer choice decisions are based on a natural and classical utility maximization criterion faced with such substitution behavior the retailer must choose initial inventory levels for the assortment to maximize expected profits using a sample path analysis we analyze structural properties of the expected profit function we show that under very general assumptions on the demand process total sales of each product are concave in their own inventory levels and possess the so calleddecreasing differences property meaning that the marginal value of an additional unit of the given product is decreasing in the inventory levels of all other products for a continuous relaxation of the problem we then show via counterexamples that the expected profit function is in general not even quasiconcave thus global optimization may be difficult however we propose and analyze a stochastic gradient algorithm for the problem and prove that it converges to a stationary point of the expected profit function under mild conditions finally we apply the algorithm to a set of numerical examples and compare the resulting inventory decisions to those of some simpler naive heuristics the examples show that substitution effects can have a significant impact on an assortment s gross profits the examples also illustrate some systematic distortions in inventory decisions if substitution effects are ignored in particular under substitution one should stock relatively more of popular variants and relatively less of unpopular variants than a traditional newsboy analysis indicates

an empirical comparison of logit choice models with discrete versus continuous representations of heterogeneity abstract currently there is an important debate about the relative merits of models with discrete and continuous representations of consumer heterogeneity in a recent jmr study andrews ansari and currim 2002 hereafter aac compared metric conjoint analysis models with discrete and continuous representations of heterogeneity and found no differences between the two models with respect to parameter recovery and prediction of ratings for holdout profiles models with continuous representations of heterogeneity fit the data better than models with discrete representations of heterogeneity the goal of the current study is to compare the relative performance of logit choice models with discrete versus continuous representations of heterogeneity in terms of the accuracy of household level parameters fit and forecasting accuracy to accomplish this goal the authors conduct an extensive simulation experiment with logit models in a scanner data context using an experimental design based on aac and other

design for postponement a comprehensive characterization of its benefits under unknown demand distributions recent papers have developed analytical models to explain and quantify the benefits of delayed differentiation and quick response programs these models assume that while demands in each period are random they are independent across time and their distribution is perfectly known i e sales forecasts do not need to be updated as time progresses in this paper we characterize these benefits in more general settings where parameters of the demand distributions fail to be known with accuracy or where consecutive demands are correlated here it is necessary to revise estimates of the parameters of the demand distributions on the basis of observed demand data we analyze these systems in a bayesian framework assuming that our initial information about the parameters of the demand distributions is characterized via prior distributions we also characterize the structure of close to optimal ordering rules in these systems for a variety of types of order cost functions

approximate aggregation under uncertainty abstract for a collection of agents with von neumann morgenstern preferences a price independent income distribution and identical probability beliefs there exists a von neumann morgenstern approximate aggregator the risk tolerance of the approximate aggregator is equal to the sum of the individual agent risk tolerances at prices which yield constant risk free contingent consumption the application of the approximate aggregator to standard asset pricing models in finance is discussed briefly

revenue management under a general discrete choice model of consumer behavior customer choice behavior such as buy up and buy down is an important phenomenon in a wide range of revenue management contexts yet most revenue management methodologies ignore this phenomenon or at best approximate it in a heuristic way in this paper we provide an exact and quite general analysis of this problem specifically we analyze a single leg reserve management problem in which the buyers choice behavior is modeled explicitly the choice model is very general simply specifying the probability of purchase for each fare product as a function of the set of fare products offered the control problem is to decide which subset of fare products to offer at each point in time we show that the optimal policy for this problem has a quite simple form namely it consists of identifying an ordered family of efficient subsets s 1 s m and at each point in time opening one of these sets s k where the optimal index k is increasing in the remaining capacity x and decreasing in the remaining time that is the more capacity or less time available the further the optimal set is along this sequence we also show that the optimal policy is a nested allocation policy if and only if the sequence of efficient sets is nested that is s 1 s 2 s m moreover we give a characterization of when nesting by fare order is optimal we also develop an estimation procedure for this setting based on the expectation maximization em method that jointly estimates arrival rates and choice model parameters when no purchase outcomes are unobservable numerical results are given to illustrate both the model and estimation procedure

approximations of dynamic multilocation production and inventory problems consider a central depot or plant which supplies several locations experiencing random demands orders are placed or production is initiated periodically by the depot the order arrives after a fixed lead time and is then allocated among the several locations the depot itself does not hold inventory the allocations are finally received at the demand points after another lag unfilled demand at each location is backordered linear costs are incurred at each location for holding inventory and for backorders also costs are assessed for orders placed by the depot the object is to minimize the expected total cost of the system over a finite number of time periods this system gives rise to a dynamic program with a state space of very large dimension we show that this model can be systematically approximated by a single location inventory problem all the qualitative and quantitative results for such problems can then be applied

development of the market for u s treasury strips 1992 development of the market for u s treasury strips financial analysts journal vol 48 no 2 pp 68 74

strategic trading behavior and price distortion in a manipulated market anatomy of a squeeze abstract this paper investigates an attempted delivery squeeze in a bond futures contract traded in london using cash and futures trades of dealers and customers we analyze their strategic trading behavior price distortion and learning in a market manipulation setting we argue that marked differences in settlement failure penalties in the cash and futures markets create conditions that favor squeezes we recommend that regulators require special flagging of forward term repurchase agreements on the key deliverables that span futures contract maturity dates and that exchanges mark to market their contract specifications more frequently or consider a cash settled contract on a basket of bonds

liquidity reconstitution and the value of u s treasury strips an apparent pricing anomaly exists in the market for u s treasury strips zerocoupon strips created from principal payments typically trade at significantly higher prices than otherwise identical zero coupon strips created from coupon payments in addition to documenting this phenomenon this study demonstrates that differences in liquidity and differences in reconstitution characteristics explain much of this price variation u s treasury strips are zero coupon bonds created from either the principal or individual coupons of u s treasury bonds if the maturity date and face value are identical the cash flows for a strip derived from a principal payment are identical to the cash flows for a strip derived from a coupon payment however the two instruments almost always trade at significantly different prices for a recent sample 5 31 91 the mean percentage difference in price is greater than 1 2 with some differences greater than 2 7 this is an apparent anomaly since securities with identical cash flows should trade at the same price although coupon strips and principal strips have identical cash flows at maturity closer inspection reveals two differences the two instruments have different degrees of liquidity and different reconstitution characteristics previous studies have documented the effect of liquidity on prices in other markets amihud and mendelson 1986 1989 find that common stocks with differences in liquidity have significantly different risk adjusted rates of return silber 1991 studies restricted stock offerings and documents substantial price discounts on these illiquid securities vis a vis identical stocks that trade in the open market 1 in a study of u s treasury bills and treasury bonds with remaining maturities of less than six months amihud and mendelson 1991 find that differences in liquidity contribute to differences in prices between matched pairs of bills and bonds of the same

demand estimation and ordering under censoring stock out timing is almost all you need retailers facing uncertain demand can use observed sales to update demand estimates however such learning is limited by the amount of inventory carried when demand exceeds inventory i e when a stock out event occurs a retailer in general cannot observe actual demand we propose using observations on the timing of sales occurrences in a bayesian fashion to learn about demand and we analyze this learning method for a multiperiod newsvendor setting we find that as previously shown with the use of only stock out event observations the optimal order quantity with timing observations is greater than the optimal order quantity with full demand observations we prove this result using a novel methodology from the statistics literature on comparison of experiments although the optimal over ordering with timing observations tends to be less than that with only stock out event observations in most cases we do observe cases where the opposite is true such cases correspond to high demand uncertainty and low margins where marginal learning from timing observations is significantly higher than using only a stock out event in an extensive numerical study we find that on average and with respect to uncensored demand observations the use of timing observations eliminates 76 1 of the loss in expected profit from using only stock out event observations we show that for poisson and normal demand with unknown mean the proposed learning method is tractable as well as intuitively appealing the information contained in the timing of sales occurrences is fully captured by a single number the timing of stock out we also investigate checkpoint models in which the newsvendor can make observations only at predetermined times in a period and illustrate its convergence to the models with timing and stock out event observations

endogeneity in marketing decision models there are many critical concerns including the accounting for endogeneity when one is properly estimating response functions however it is sometimes certainly not always better to leave some variables exogenous when building mathematical models intended to help decision makers the exogenous variables allow the decision maker to better adapt the mathematical model to different situations and to incorporate myriad variables and constraints outside of the model

a comparison of sales response predictions from demand models applied to store level versus panel data in order to generate sales promotion response predictions marketing analysts estimate demand models using either disaggregated consumer level or aggregated store level scanner data comparison of predictions from these demand models is complicated by the fact that models may accommodate different forms of consumer heterogeneity depending on the level of data aggregation this study shows via simulation that demand models with various heterogeneity specifications do not produce more accurate sales response predictions than a homogeneous demand model applied to store level data with one major exception a random coefficients model designed to capture within store heterogeneity using store level data produced significantly more accurate sales response predictions as well as better fit compared to other model specifications an empirical application to the paper towel product category adds additional insights this article has supplementary material online

logit demand estimation under competitive pricing behavior an equilibrium framework discrete choice models of demand have typically been estimated assuming that prices are exogenous since unobservable to the researcher product attributes such as coupon availability may impact consumer utility as well as price setting by firms we treat prices as endogenous specifically prices are assumed to be the equilibrium outcomes of nash competition among manufacturers and retailers to empirically validate the assumptions we estimate logit demand systems jointly with equilibrium pricing equations for two product categories using retail scanner data and cost data on factor prices in each category we find statistical evidence of price endogeneity we also find that the estimates of the price response parameter and the brand specific constants are generally biased downward when the endogeneity of prices is ignored our framework provides explicit estimates of the value created by a brand i e the difference between consumers willingness to pay for a brand and its cost of production we develop theoretical propositions about the relationship between value creation and competitive advantage for logit demand systems and use our empirical results to illustrate how firms use alternative value creation strategies to accomplish competitive advantage

formal choice models in marketing the paper gives an overview and evaluates the theoretical traditions underlying choice models that are used in marketing in particular the emphasis of this essay is on the underlying assumptions limitations and empirical demands of these choice models four fundamental choice models are used as a basis to analyze this complex field the neoclassical economic theory as extended by lancaster the risk preference theory of choices under uncertainty the strict utility theory and the random utility theory these four choice models and their extensions are compared and contrasted along the three critical steps in the model building process theory generation parameterization and estimation

an empirical analysis of household energy choice in ghana abstract using data from two recently available living standards surveys we trace the dynamics in cooking fuel choice among ghanaian households over the period 2005 6 and 2012 13 and further investigate the main forces driving households choice of a cooking fuel evidence from this paper reveals a significant transition from fuelwood use towards lpg over the period results further reveal factors such as price reliability in supply of lpg income and other household attributes as significant factors influencing households choice of a given energy type for cooking relevant policy prescriptions are offered to engender sustainable energy use and reduce over reliance on the already depleted forest resources for biomass energy

technical note an expectation maximization method to estimate a rank based choice model of demand we propose an expectation maximization em method to estimate customer preferences for a category of products using only sales transaction and product availability data the demand model combines a general rank based discrete choice model of preferences with a bernoulli process of customer arrivals over time the discrete choice model is defined by a probability mass function pmf on a given set of preference rankings of alternatives including the no purchase alternative each customer is represented by a preference list and when faced with a given choice set is assumed to either purchase the available option that ranks highest in her preference list or not purchase at all if no available product ranks higher than the no purchase alternative we apply the em method to jointly estimate the arrival rate of customers and the pmf of the rank based choice model and show that it leads to a remarkably simple and highly efficient estimation procedure all limit points of the procedure are provably stationa

competition based dynamic pricing in online retailing a methodology validated with field experiments a retailer following a competition based dynamic pricing strategy tracks competitors price changes and then must answer the following questions i should we respond ii if so to whom iii how much of a response iv and on which products the answers require unbiased measures of price elasticity as well as accurate estimates of competitor significance and the extent to which consumers compare prices across retailers there are two key challenges to quantify these factors empirically first the endogeneity associated with almost any type of observational data where prices are correlated with demand shocks observable to pricing managers but not to researchers and second the absence of competitor sales information which prevents efficient estimation of a full consumer choice model we address the first issue by conducting a field experiment with randomized prices we resolve the second issue by exploiting the retailer s own and competitors stockouts as a source of variation to the consumer cho

a seasoning process in the u s treasury bond market the curious case of newly issued ten year notes the pricing behavior of new treasury notes and bonds issued during the treasury s regular refunding operations suggest the existence of a seasoning process prices of new issues are generally higher than prices of equivalent seasoned issues although overpricing for issues with original maturities of 3 5 and 30 years persists for approximately two to three months after issuance the seasoning process for treasury notes with original maturity of 10 years is more pronounced and lengthier on average the prices of these notes take approximately 20 months to adjust and become comparable to the prices of seasoned issues to a lesser extent this overpricing is present in the prices of the principal strips derived from the newly issued ten year notes

bond returns liquidity and missing data this paper examines holding period returns to constant duration portfolios of u s govern ment notes and bonds and measures the return premium generated by liquidity differences in bonds the approach compares constant duration portfolios constructed in two distinct ways one using only bonds issued in the most recent treasury auction one using all other bonds comparisons of the resulting series are made meaningful by choosing narrow du ration ranges in the portfolio formation procedure this in turn induces a missing data problem in the created time series parameters of return distributions are therefore estimated employing a maximum likelihood framework that explicitly accounts for the missing data it is estimated that recently issued bonds are priced to return a premium of around 55 basis points per annum over otherwise equivalent instruments

the decline in idiosyncratic values of us treasury securities abstract unique features and market frictions can lead to idiosyncratic pricing for some us treasury securities this study uses a linear programming lp model to measure aggregate idiosyncratic pricing of t notes and t bonds from 1980 to 2016 we document an average idiosyncratic pricing of 0 11 per 100 par as compared to an average bid ask spread of 0 08 further idiosyncratic pricing declined dramatically from the early 1980s to the 2010s empirical evidence suggests that the 1986 tax reform act increasing issue sizes and improving market liquidity contribute to the decline at the individual security level we identify factors contributing to and mitigating idiosyncratic pricing

budgeting costs of nursing in a hospital this paper examines issues in building decision support models for budgeting nursing workforce requirements in a hospital we determine regular time overtime and agency workforce levels for various skill classes in a budget cycle we introduce a family of eight models ranging from a single period aggregate and deterministic model to a multiperiod disaggregate and probabilistic model in a single period model we ignore the time varying nature of demand for nursing hours aggregation is done over the nurse skill class mix for probabilistic models we consider demand uncertainty using empirical data we evaluate the effects of level of sophistication in model building and in information requirements on their relative performances the results suggest that ignoring the time varying nature of demand does not induce gross errors in budget estimates however ignoring demand uncertainty produces underestimates about five to six percent of budget needs a consequence of a madansky madansky a 1960 inequalities for stochastic linear programming problem management sci 6 197 204 inequality it also induces added costs to the system due to implementing nonoptimal regular time workforce levels finally we find that a simple formula using a single period demand estimate gives excellent approximations to the budget estimates obtainable from the more precise models

special repo rates an empirical analysis duffie 1996 examines the theoretical impact of repo specials on the prices of treasury securities and concludes that all else the same an issue on special will carry a higher price than an otherwise identical issue we examine this hypothesis and find strong evidence in support of it we also examine whether the liquidity premium associated with on the run issues is due to repo specialness and find evidence of a distinct effect finally we investigate whether auction tightness and percentage awarded to dealers are related to subsequent specialness and find that both variables are generally significant underlying the cash market for u s treasury securities is the financing or repo market at any given time the repo rate for most treasury issues the general collateral rate is the same but a few issues are typically on special an issue on special has associated with it a repo rate that is less than the prevailing general collateral rate as a result the owner of a security that is on special is able to obtain below market financing rates via a repurchase agreement duffie 1996 examines the theoretical causes of repo specials and their impact on the prices of treasury securities in the context of a general equilibrium model his primary conclusion is that specialness will be priced in the cash market meaning that all else the same an issue on special or likely to go on special will carry a higher price than an otherwise identical issue we investigate this hypothesis using data on repo specials and find clear evidence in support of it we conclude that specialness is priced and that the magnitude of the cash market premium reflects both the future duration and magnitude of repo specialness we also examine whether the liquidity premium associated with on therun issues is due to repo specialness and find evidence of a distinct effect finally as a test of duffie s model we investigate whether auction tightness and percentage awarded to nonbank primary dealers are related to subsequent specialness the evidence is consistent with predictions with both variables generally significant

quality perceptions and asymmetric switching between brands rotating indifference curves are used to induce an income effect that favors superior brands at the expense of inferior brands in a discrete choice model when calibrated on scanner panel data the model yields an objective measure of brand quality which is related to the rate of rotation the model also leads to asymmetric responses to price promotions where switching up to high quality brands is more likely than switching down the model is capable of nesting the standard logit model and is similar to a nested logit model when there exists clusters of brands of like quality the model is used to explore a product line pricing decision where profits are maximized subject to the constraint that consumer utility is maintained

a control function approach to endogeneity in consumer choice models abstract endogeneity arises for numerous reasons in models of consumer choice it leads to inconsistency with standard estimation methods that maintain independence between the model s error and the included variables the authors describe a control function approach for handling endogeneity in choice models observed variables and economic theory are used to derive controls for the dependence between the endogenous variable and the demand error the theory points to the relationships that contain information on the unobserved demand factor such as the pricing equation and the advertising equation the authors approach is an alternative to berry levinsohn and pakes s 1995 product market controls for unobserved quality the authors apply both methods to examine households choices among television options including basic and premium cable packages in which unobserved attributes such as quality of programming are expected to be correlated with price without correcting for endogeneity aggregate d

on the relationship between inventory costs and variety benefits in retailassortments consider a category of product variants distinguished by some attribute such as color or flavor a retailer must construct an assortment for the category i e select a subset variants to stock and determine purchase quantities for each offered variant we analyze this problem using a multinomial logit model to describe the consumer choice process and a newsboy model to represent the retailer s inventory cost we show that the optimal assortment has a simple structure and provide insights on how various factors affect the optimal level of assortment variety we also develop a formal definition of the level of fashion in a category using the theory of majorization and examine its implications for category profits

the effectiveness of field price discretion empirical evidence from auto lending in many markets it is common for headquarters to create a price list but grant local salespeople discretion to negotiate prices for individual transactions how much if any pricing discretion headquarters should grant is a topic of debate within many firms we investigate this issue using a unique data set from an indirect lender with local pricing discretion we estimate that the local sales force adjusted prices in a way that improved profits by approximately 11 on average a counterfactual analysis shows that using a centralized data driven pricing optimization system could improve profits even further up to 20 over those actually realized this suggests that centralized pricing if appropriately optimized can be more effective than field price discretion we discuss the implications of these findings for auto lending and other industries with similar pricing processes this paper was accepted by serguei netessine operations management

a nonparametric approach to multiproduct pricing developed by general motors gm the auto choice advisor website http www autochoiceadvisor com recommends vehicles to consumers based on their requirements and budget constraints through the website gm has access to large quantities of data that reflect consumer preferences motivated by the availability of such data we formulate a nonparametric approach to multiproduct pricing we consider a class of models of consumer purchasing behavior each of which relates observed data on a consumers requirements and budget constraint to subsequent purchasing tendencies to price products we aim at optimizing prices with respect to a sample of consumer data we offer a bound on the sample size required for the resulting prices to be near optimal with respect to the true distribution of consumers the bound exhibits a dependence of o n log n on the number n of products being priced showing thatin terms of sample complexitythe approach is scalable to large numbers of products with regards to computational complexity we establish that computing optimal prices with respect to a sample of consumer data is np complete in the strong sense however when prices are constrained by a price ladderan ordering of prices defined prior to price determinationthe problem becomes one of maximizing a supermodular function with real valued variables it is not yet known whether this problem is np hard we provide a heuristic for our price ladder constrained problem together with encouraging computational results finally we apply our approach to a data set from the auto choice advisor website our analysis provides insights into the current pricing policy at gm and suggests enhancements that may lead to a more effective pricing strategy

commentary assumptions explanation and prediction in marketing science it s the findings stupid not the assumptions in his july august 2007 editorial of marketing science steven shugan argues that the realism of assumptions does not matter as long as a theory or model produces satisfactory predictions and claims further that unrealistic assumptions breed good theories this commentary discusses the problems of his argument and presents a very different view about the realism of assumptions assumptions need not be realistic if the only goal of science is prediction however a major function of theory is also to explain and not just to predict the role of explanation is more important in the social sciences because it is far more difficult to produce accurate predictions in the social than the natural sciences assumptions especially core assumptions often constitute the foundation of the mechanismic explanations provided by a theory unrealistic assumptions may lead to faulty explanations and false predictions contrary to shugan s view the realism of an assumption cannot be assessed just based on the output of a theory it has to be tested independently of or in conjunction with the hypotheses of the theory also contrary to shugan s claim more realistic assumptions result in better theories as theory development advances efforts should be directed toward making assumptions more realistic

a discrete choice model for ordered alternatives a generalization of the multinomial logit mnl model is developed for cases where discrete alternatives are ordered by allowing stochastic correlation among alternatives in close proximity the model belongs to the generalized extreme value class and is therefore consistent with random utility maximization an extension can handle cases where observations have been selected from a truncated choice set a two stage procedure using mnl computer software provides a specification test for mnl against the proposed model two empirical applications are briefly described copyright 1987 by the econometric society

modelling the effects of promotion expenditures on sales of pharmaceuticals the successful innovation of pharmaceuticals requires a substantial amount of marketing support despite concerns about the effects of these marketing efforts this study considers prior findings that indicate that higher marketing expenditures for a brand reduce its price elasticity of demand which may lead to higher prices in the context of the dutch pharmaceutical market the authors find that parameters are heterogeneous across brands and that marketing effects differ across product life cycle stages they propose a separate analysis of established and new brands for established brands marketing efforts neither have a positive effect on sales nor do they affect the price elasticity for new brands several proposed models might capture their diffusion pattern the diffusion of innovation models provide the best results marketing accelerates the rate of diffusion and leads to a higher baseline level of sales

the d level nested logit model assortment and price optimization problems we consider assortment and price optimization problems under the d level nested logit model in the assortment optimization problem the goal is to find the revenue maximizing assortment of products to offer when the prices of the products are fixed using a novel formulation of the d level nested logit model as a tree of depth d we provide an efficient algorithm to find the optimal assortment for a d level nested logit model with n products the algorithm runs in o d n log n time in the price optimization problem the goal is to find the revenue maximizing prices for the products when the assortment of offered products is fixed although the expected revenue is not concave in the product prices we develop an iterative algorithm that generates a sequence of prices converging to a stationary point numerical experiments show that our method converges faster than gradient based methods by many orders of magnitude in addition to providing solutions for the assortment and price optimization problems

a reexamination of option values implicit in callable treasury bonds abstract longstaff 1992 and edleson fehr and mason 1993 examine option values implicit in callable treasury bonds and report a significant puzzle implied option values are frequently negative using an alternative approach we reexamine this issue and find that implied option values are generally positive and in contrast to previous studies instances of option values sufficiently negative to overcome the bid ask spread are rare we explain the findings in other studies by showing that the method used may lead to the appearance of a negative option value when the true value is positive

endogeneity and heterogeneity in a probit demand model estimation using aggregate data two issues that have become increasingly important while estimating the parameters of aggregate demand functions to study firm behavior are theendogeneity of marketing activities typically price andheterogeneity across consumers in the market under consideration ignoring these issues in the estimation of the demand function parameters can lead to biased and inconsistent estimates for the effects of marketing activities endogeneity and heterogeneity have achieved prominence in large measure because of the increasing popularity of logit models to characterize demand functions usingaggregate data the logit model accounts for purchase incidence and brand choice by including a no purchase alternative in the consumer s choice set this allows for category sales to change as a function of the marketing activities of brands in the category there are three issues with using the logit model with the no purchase option to characterize demand when studying competitive interactions among firms 1 the marketing literature dealing with brand choice behavior at the consumer level has found that the iia restriction is not appropriate as each brand in the choice set is more similar to some brands than it is to others 2 studies have found that the purchase incidence decision is distinct from the brand choice decision hence it may not be appropriate to model the no purchase decision as just another alternative in the choice set with the iia restriction holding across all brands and the no purchase option 3 even if the distinction between the purchase incidence and brand choice decisions is accounted for via for example a nested logit specification accounting for the purchase incidence decision with aggregate data requires assumptions for computing the share of the no purchase alternative which is otherwise unobserved in this paper we propose a probit model as an alternative to the logit model to specify the aggregate demand functions of firms competing in oligopoly markets the probit model avoids the iia property that affects the logit model at the individual consumer level furthermore the probit model can naturally account for the distinction between the purchase incidence and brand choice decisions due to the general covariance structure assumed for the utilities of the alternatives we demonstrate how the parameters of the proposed model can be estimated using aggregate time series data from a product market in the estimation we account for the endogeneity of marketing variables as well as for heterogeneity across consumers our results indicate that both endogeneity as well as heterogeneity need to be accounted for even after allowing for a non iia specification at the individual consumer level specific to our data we also find that ignoring endogeneity has a bigger impact on the estimated price elasticities than ignoring the effects of heterogeneity a comparison of the elasticities obtained from the probit model with those from the corresponding logit specification indicates that therange of elasticities obtained from the probit model across brands is larger than that obtained from the logit the results have implications for issues such as firm level pricing in addition to specifying a probit model and providing comparisons with the logit model the paper also addresses the third issue raised above we propose a simple alternative to the purchase incidence brand choice specification by decomposing the demand for a brand into a category demand equation and a conditional brand choice share equation we provide a comparison of results from this specification to those from the specification that includes the no purchase alternative and find that estimated elasticities are sensitive to the specification used we also estimate the demand function parameters using a traditional specification such as the double logarithmic model here we find that the estimated elasticities could be signed in such a manner as to be not useful for firm level pricing decisions one of the key limitations of the proposed model is that while it accounts for the purchase incidence and brand choice decisions of households it does not account for differences across consumers in their purchase quantities the model and analysis are best suited for product categories in which consumers typically make single unit purchases another limitation is more practical in nature while recent advances have been made in computing probit probabilities it could nevertheless be a challenge to do so when the number of alternatives is large

promotion effect on endogenous consumption over the years researchers have found that promotion makes consumers switch brands and purchase earlier or more however it is unclear how promotion affects consumption especially for product categories that are perceived to be versatile and substitutable in this paper we propose a dynamic structural model with endogenous consumption under promotion uncertainty to analyze the promotion effect on consumption this model recognizes consumers as rational decision makers who form promotion expectations and plan their purchase and consumption decisions in light of promotion schedule applying the proposed model to packaged tuna and yogurt we find that endogenous consumption responds to promotion as a result of forward looking and stockpiling behavior this is the first empirical paper that recognizes consumption as an endogenous decision variable and proposes a structural model to offer behavioral explanations on whether how and why promotion encourages consumption for product categories with flexible consumption

financial innovation and the role of derivative securities an empirical analysis of the treasury strips program the role that financial innovation plays in financial markets is very controversial to provide insight into this role we examine how market participants use the highly successful treasury strips program we find that investors use the option to create treasury derivative strips primarily to make markets more complete and take advantage of tax and accounting asymmetries although liquidity related factors help explain differences in the prices of treasury bonds and strips we find little evidence that the option to strip and reconstitute securities is used for speculative or arbitrage related purposes the role of financial innovation is a central issue for both policymakers and researchers in finance 1 critics argue that financial innovations often have no economic role beyond allowing some investors to take highly leveraged speculative or arbitrage related positions in contrast advocates argue that the introduction of new products makes financial markets more complete reduces frictions and transaction costs and leads to a more optimal allocation of risk in the economy to better understand the role played by financial innovation this paper examines how investors use the successful separate trading of registered interest and principal of securities strips program of the u s treasury this program allows investors to strip treasury notes and bonds to create separate discount bonds and to reconstitute previously stripped notes and