基于概率销售的顾客风险研究

Customer risk under probabilistic selling

通过举例简单介绍了概率产品和概率销售两个新的概念,首次将顾客风险偏好引入到概率销售策略中。首先,说明了顾客风险考虑的必要性。其次,通过顾客风险偏好的引入建立概率销售的数学模型,并且证明顾客的风险偏好将会影响到概率产品的定价以及概率产品所占的市场份额。最后,对模型进行了算例分析。在指定各种产品相同概率的前提下,销售商将取得最优利润。

Two new concepts, ＂Probabilistic Goods＂ and ＂Probabilistic Selling＂, are introduced by the simple examples. It introduces the customer risk appetite to the probabilistic selling. Firstly, it＇ s necessary for us to consider the customer risk. Secondly, we establish probability sales mathematical model under customer risk appetite. Then it proofs that the customer＇ s risk preferences will affect pricing as well as the market share of the probabilistic goods. Finally, by vendors will achieve the largest profit while sDecifvin~ a varietv of taking numerical analysis, it finds that products with the same nrnhAhilitv