This paper proposes and analyzes an integrated model of salesforce learning, product portfolio pricing and salesforce design. We consider a firm with a pool of sales representatives that is split into separate salesforces, one for each product. The salesforce assigned to each product is faced...

Major airlines are selling increasing numbers of interline itineraries, in which flights operated by two or more airlines are combined and sold together. One reason for this increase is the rapid growth of airline alliances, which promote the purchase of interline itineraries and therefore...

We consider a firm that provides multiple services using both specialized and flexible capacity. The problem is formulated as a two-stage single-period stochastic program. The firm invests in capacity before the actual demand is known and optimally assigns capacity to customers when demand is...

When customers arrive, service providers often collect information to generate delay forecasts. We study how delay data-collection and forecasting systems can be designed to improve customer satisfaction. We assume that customers may be loss-averse in the sense that an increase in the expected...

We consider a firm that provides multiple services using both specialized and flexible capacity. The problem is formulated as a two-stage single-period stochastic program. The firm invests in capacity before the actual demand is known and optimally assigns capacity to customers when demand is...

Buyers can manage product quality sourced from suppliers in three ways: they can improve the quality incoming from suppliers directly by investing in suppliers to improve a process/product, they can improve the incoming quality indirectly by incentivizing supplier quality-improvement efforts,...

Previous research has emphasized price incentives, certification, and monitoring as mechanisms to motivate suppliers to behave responsibly. We investigate another mechanism -- the scale of production -- and the tradeoff between scale and monitoring as mechanisms to induce responsible behavior....

When a safety defect occurs, manufacturers often use product recalls to mitigate potential consequences. Our empirical observation on large recalls in the automobile industry suggests that the timing of a recall is a key decision in this recall process, as we find that only recalls made in an...