As firms come to realize that a traditional one-size-fits-all policy may no longer be effective, they look for more innovative practices such as personalized offerings and even personalized pricing to differentiate their products and services. In such an environment, it becomes critical to...

Estimating customer demand for revenue management solutions faces two main hurdles: unobservable no-purchases and non-homogenous customer populations with varying preferences. We propose a novel and practical estimation and segmentation methodology that overcomes both challenges simultaneously....