ABSTRACT: This dissertation focuses on supply chain management (SCM) decisions under various marketing strategies in the Operations Management (OM) / Marketing interface research area. It is composed of three primary research chapters. The first research chapter examines optimal inventory and pricing decisions under advance selling. Advance selling is a marketing strategy in which consumers have a chance to reserve a product in an advance sales period which occurs prior to the sales period. The retailer in this scenario must make an inventory order decision before the advance sales period begins to best meet demand in both the advance sales and consumption periods. I derive optimal inventory and pricing policies. The second research chapter focuses on optimal pricing and time-to-market decisions in a new product technology (NPD) environment. I consider two generations of a new technology product considering both price and diffusion effects on sales. I derive optimal pricing and time-to-market decisions for three different sales functions. The final research chapter considers the innovation speed of new technologies in a pricing and time-to-market model. I determine the optimal number of generations to offer of a new product in this scenario. All three research chapters contribute to the OM/Marketing research literature by solving business problems from a combined OM and Marketing perspective.

Amiya Chakravarty is a big name in production manufacturing and Josh Eliashberg is a huge name in marketing. This is one of the first books that examines the interface of Marketing and Production, with the chapters written by well-known people in the field. Hardcover version published in December 2003.

The operations management discipline has made substantial progress developing analytical models to help firms make tactical and strategic decisions (e.g., inventory control, assortment planning). The application of these models to real contexts requires several inputs, such as an estimate of the benefits and costs of various levels of the operational decision under study. It is often the case that the associated benefits depend on how customers react to changes in the operational decisions being modeled. This in turn requires an empirical validation of the consumer model that serves as an input when making operation decisions. Bringing together researchers from economics, marketing and operations management, this paper reviews and discusses recent findings in terms of modeling and empirically validating consumer choices in response to operational decisions. We structure this discussion along four major operational decisions and issues: product variety (including inventory and assortment), service capacity, pricing and supply chain coordination. For each of these areas, we review recent work and identify challenges that we believe are important to address in future research aimed at connecting operations management research to practice.

This important book is by top scholars in supply chain management, revenue management, and e-commerce, all of which are grounded in information technologies and consumer demand research. The book looks at new selling techniques designed to reach the consumer.