Dynamic catalog mailing policies

Dynamic catalog mailing policies

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Article ID: iaor20081223
Country: United States
Volume: 52
Issue: 5
Start Page Number: 683
End Page Number: 696
Publication Date: May 2006
Journal: Management Science
Authors: , ,
Keywords: distribution, advertising
Abstract:

Deciding who should receive a mail-order catalog is among the most important decisions that mail-order-catalog firms must address. In practice, the current approach to the problem is invariably myopic: firms send catalogs to customers who they think are most likely to order from that catalog. In doing so, the firms overlook the long-run implications of these decisions. For example, it may be profitable to mail to customers who are unlikely to order immediately if sending the current catalog increases the probability of a future order. We propose a model that allows firms to optimize mailing decisions by addressing the dynamic implications of their decisions. The model is conceptually simple and straightforward to implement. We apply the model to a large sample of historical data provided by a catalog firm and then evaluate its performance in a large-scale field test. The findings offer support for the proposed model but also identify opportunities for further improvement.

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