Innovative Revenue Management for Fashion Goods: Demand Learning, Strategic Consumers, and Advance Selling

Date of Award

Spring 5-15-2014

Author's School

Graduate School of Arts and Sciences

Author's Department

Business Administration

Additional Affiliations

Olin Business School

Degree Name

Doctor of Philosophy (PhD)

Degree Type



This dissertation focuses on several important aspects of revenue management practice for fashion products. Generally speaking, fashion products are those sold during a relatively short horizon, with consumer valuation typically at peak initially, and then declining over time. The first chapter of the dissertation studies a fashion retailer's dynamic pricing problem under the presence of demand learning and strategic consumer behavior. The second chapter identifies the optimal innovative pricing scheme under strategic consumer behavior. The last chapter examines the effectiveness of two types of advance selling strategies in counteracting strategic consumer behavior.


English (en)

Chair and Committee

Yossi Aviv

Committee Members

Fuqiang Zhang, Lingxiu Dong, Amr Farahat, Baojun Jiang, John Nachbar


Permanent URL: https://doi.org/10.7936/K7F769HD

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