МОДЕЛ ЗА ОПТИМАЛНО ЦЕНООБРАЗУВАНЕ В B2B КОНТЕКСТ
A B2B PRICE OPTIMIZATION MODEL

Author(s): Todor Krastevich
Subject(s): Economy, Business Economy / Management
Published by: Икономически университет - Варна
Keywords: business-to-business marketing; pricing; customer relationship management; logistic regression
Summary/Abstract: A prototype of a dynamic price optimization model based on current data from individual sales transactions in a B2B context is presented. The purpose of the model is to optimize bid prices (at the level of the request for quotation), considering the quantities requested, the duration of the last purchase, the influence of the reference prices and loss aversion effects. The model is based on logistic regression and allows for expansion and customization by including other controllable non-price factors that presumably influence the purchase decision.

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