Advance Demand Information, Price Discrimination, and Preorder Strategies: When Preorder Profit Increases with Demand CorrelationResearch Paper
Motivation
Firms that sell new products (consoles, books, films) often take preorders before release. A preorder serves two purposes at once. It lets the firm charge early adopters a different price from later buyers, a form of price discrimination, and the number of preorders is advance demand information: an early signal of how large regular-season demand will be. Li and Zhang (MSOM 15(1), 2013) ask whether better advance information always helps a seller who runs a preorder, when consumers are strategic and anticipate the seller's stocking decision. Their answer is no. The second-period stocking decision improves, but the preorder price can fall. Whether the net effect is positive depends on the low-type margin and the size of the early-adopter segment.
This mission formalizes that answer, §4 of the paper: the preorder profit as a function of the demand correlation .
Setting
A seller sells a perishable product over two periods. High-type consumers, with valuation , arrive in the first period and may preorder at price . Low-type consumers, with valuation , arrive in the second period, when the price is . A high type who waits values the product at , where and . The unit cost is , with . Unsold units have no salvage value and unmet demand carries no penalty. Write .
The demands are jointly normal with correlation . The high-type demand has mean , and denotes its standardization, a standard normal variable. The low-type demand has mean , standard deviation and . Given , the updated low-type demand is normal with mean and standard deviation . and are the standard normal distribution function and density, and solves .
In the second period the seller charges and solves a newsvendor problem. It orders
and earns (2). A waiting high type believes half of the remaining consumers will be served before her, so her belief of product availability is
In the rational-expectations equilibrium every high type preorders at . The preorder profit is
The threshold is
Formalization targets
Goal: PROPOSITION 2
Milestones
- (1)–(2): is the unique maximizer of , and its value is .
- (3): .
- LEMMA 1(i): if , then and is strictly increasing in .
- LEMMA 1(ii): if , then and is non-increasing in , strictly so when .
- After (5): for .
- PROPOSITION 2(i), pointwise: for , and .
- LEMMA 2(i): if , then is strictly increasing in .
- LEMMA 2(ii): if , then is quasi-convex in .
Significance
The proposition splits the value of advance demand information into two effects with opposite signs. Better information always raises the second-period profit (milestone 5). Its effect on the preorder price depends on the margin. When , the seller stocks below the conditional mean. A more precise forecast then raises the stock and the availability , and waiting becomes more attractive, which lowers the preorder price. The threshold says which effect wins, and LEMMA 2 describes its shape. This is the basis for the paper's later comparisons of preorder, price-guarantee and no-preorder strategies.
The paper states these results and leaves the proofs to an online appendix. None of them has a machine-checked proof. A complete development would also give reusable facts about normal laws: the expectation for standard normal , the normal newsvendor solution with its closed-form optimal profit, and derivatives of Gaussian integrals with respect to a correlation parameter.
Difficulty
The model is explicit, so the difficulty is not in modelling. It is in turning the two expectations into closed forms and differentiating them. The availability is an integral over of a normal probability whose mean and variance both move with . The expected newsvendor profit involves for a normal . Neither closed form is in Mathlib, and neither is a derivative in of a Gaussian integral. The obvious route, differentiating under the integral sign in (3), needs domination estimates that are uniform in near each point, and these degenerate as .
Signs are the second difficulty. changes sign at , carries a leading minus and divides by , and the derivative of vanishes at and wherever . Strict monotonicity on an interval has to be recovered from a derivative that is positive except at finitely many points.
Formalization scope
Everything lives in the namespace PreorderADI.Correlation. A structure Params holds . The predicate Params.Standing records the model's assumptions: , , and , together with . is omitted because nothing in §4 uses it after standardization. is ProbabilityTheory.cdf (gaussianReal 0 1) and is gaussianPDFReal 0 1. The normal law with mean and standard deviation is gaussianReal m (s^2).
The formalization commits to the following conventions and additions:
- Added hypotheses. Four hypotheses are added to the page's assumptions:
- , so that exists;
- , so that the conditional law is a genuine normal law;
- , so that , as LEMMA 2 presupposes;
- , which PROPOSITION 2(ii) needs.
- . is a parameter pinned down by , not an inverse function with junk values.
- Range of . ranges over , the paper's "we will focus on " together with . Derivative statements use .
- and . is defined as the first expression of (3), the expected probability, so that no closed form is assumed. is defined by (4). PROPOSITION 1, which derives (4) as the unique equilibrium profit, is not formalized: the paper defines the equilibrium only through conditions that already assume every high type preorders.
- Monotonicity. "Increases in when " is formalized as strict monotonicity on every order-connected on which the condition holds. "Decreasing" in LEMMA 1(ii) is non-strict, since is constant when . Quasi-convexity is Mathlib's
QuasiconvexOn. - The ε_v sentence is omitted. PROPOSITION 2(i) also claims that some makes always decrease when . That claim is false in the paper's own model. As , for below roughly , so increases there for every fixed . The paper's Figure 1 shows the same behaviour.
- Out of scope. §5 rests on an approximation that treats normal demands as nonnegative, so it is excluded. §§6–7 depend on models given only in the online appendix and are excluded too.
A statement about the closed form in place of would make LEMMA 1 a one-line monotonicity fact. So would a definition of that bypasses (3). The definitions rule both out.
Welcome contributions include proofs of the milestones, general Mathlib-style lemmas on Gaussian expectations of and of , and a formalization of PROPOSITION 1 from conditions (i)–(v).
Selected references
- C. Li and F. Zhang, Advance Demand Information, Price Discrimination, and Preorder Strategies, Manufacturing & Service Operations Management 15(1):57–71, 2013. https://doi.org/10.1287/msom.1120.0398
- G. P. Cachon and R. Swinney, Purchasing, Pricing, and Quick Response in the Presence of Strategic Consumers, Management Science 55(3):497–511, 2009. https://doi.org/10.1287/mnsc.1080.0948
- X. Su and F. Zhang, On the Value of Commitment and Availability Guarantees When Selling to Strategic Consumers, Management Science 55(5):713–726, 2009. https://doi.org/10.1287/mnsc.1080.0967