Abstract: Confronted with well-informed consumers, firms have to take everything into consideration. Through the classic game theory, pricing mechanism is discussed with different characteristics of consumer behavior. The customer population is heterogeneous along two dimensions: they may have an inclination towards the obedience of the public and different degrees of patience. After introducing the price deviation variables, we demonstrate that heterogeneity in both inclination and patience is important because they jointly determine the structure of optimal pricing policies. The numerical example shows that the markdown degree, the expected purchasing amount of consumers and the expected profits of the firm increase with the increase of the proportion of counter-conformity consumers. And we also examine whether the discount rate of capital, counter-conformity consumers and myopic consumers will have an impact on the sales. In particular, when the discount rate and the proportion of the conformity customers are too high, the expected profits of the firm increase mildly with the increase of the proportion of myopic customers. Therefore, the discount rate and characteristics of consumer behavior should be considered together to maximize the revenue of firms.

Key words: dynamic pricing, consumer behavior, game theory, revenue management

摘要： 面对掌握大量信息的消费者,厂商需考虑多方因素制定价格策略。研究运用经典的博弈模型,讨论不同消费者特性情况下厂商的定价机制。模型按从众特性和等待特性将消费者分为六类,并引入一个价格偏差变量,分析各类型消费者比例变化对厂商定价和利润的影响。结果显示,一般情况下降价幅度、消费者期望购买总数量和期望销售利润都随着反从众消费者比例的增大而增加。最后扩展分析了效益贴现率,反从众消费者比例和短视型消费者比例三因素对厂商总利润的影响,研究认为效益贴现率和从众消费者比例较高时,厂商利润会随着短视型消费者比例的降低而有所提高。因此,为使收益最大化,厂商在制定定价策略时需同时考虑贴现因素和消费者行为特性。

关键词: 动态定价, 消费者行为, 博弈, 收益管理