Consumer Returns Policies and Supply Chain Performance 1: With Valuations Learned after Purchase, the Seller's Optimal Policy Is p* = E max(V, s), F̄(q*) = (c − s)/(p* − s), r* = sResearch Paper
Motivation
Retailers accept large volumes of returned merchandise, and a common default is the full refund: a buyer who is unhappy with a product brings it back and gets the whole price back. Many consumers only learn how much they value a product after they have it at home — clothes that do not fit, a gadget that does not suit the buyer's needs. A returns policy therefore plays two roles at once. It raises the buyer's willingness to pay before purchase, and after purchase it decides which units stay with consumers and which go back to the seller to be salvaged.
Xuanming Su's paper Consumer Returns Policies and Supply Chain Performance (SSRN 1020451; published in Manufacturing & Service Operations Management 11(4), 2009, doi:10.1287/msom.1080.0240) puts this effect into a newsvendor model with random demand. The earlier literature it builds on, notably Che (1996) and Davis, Gerstner and Hagerty (1995), asked whether a seller should offer full refunds or no returns at all. Su's model makes the refund amount a separate decision variable. The answer it gives is closed-form and sharp: the optimal refund equals the salvage value. This mission formalizes Sections 3–4 of the paper: the single-seller model, the full-refund benchmark, and the optimal partial refund.
Setting
A seller stocks a quantity before a selling season at unit cost . Unsold and returned units are salvaged at value . Market demand is a nonnegative random variable with law , distribution function and . Each consumer who buys learns a valuation after purchase. Valuations are i.i.d. with law and finite mean , and the standing assumption is .
The seller chooses a price , a quantity and a refund . Once a consumer has bought, they keep the product if and return it otherwise. The keep and return probabilities are
Before purchase a consumer's expected utility from buying is , so this is the reservation price. Every consumer buys if and nobody buys otherwise (the demand rule (6)). With the expected sales of a stock , the seller's expected profit (7)–(8) is
and otherwise. Two special cases serve as benchmarks. Under full refunds () every consumer buys and the profit is , from (1)–(2). Under no returns the price is and the profit is , from (3). Social welfare (12)–(13) is the sum of consumer surplus and seller profit, , again subject to the demand rule.
Formalization targets
Goal: Proposition 2 (p. 11)
With , and any satisfying
the triple maximizes over all prices, all refunds and all quantities :
Milestones
- The reservation price splits as , which is the step (28)→(29) of the proof (p. 26).
- At the per-unit margin equals , displays (27)–(30), p. 26.
- This integral is maximized at (p. 26).
- Hence maximizes the margin subject to , the first step of the proof (p. 26).
- The newsvendor critical fractile, a reference to a proved platform theorem (p. 26).
- Proposition 1(i) (p. 9): under full refunds, with is optimal.
- Proposition 1(ii) at (p. 26): with nonnegative valuations, no returns beats every full-refund policy.
- Corollary 1 (p. 12): the inequality (p. 26), and its consequence that partial refunds earn at least the full-refund profit and, for strictly increasing , stock at least as much.
- Corollary 2 (p. 13): the triple of Proposition 2 also maximizes social welfare.
Significance
The result separates two things that a full refund ties together: the price and the refund. Setting sends every unit back to its more valuable use. Consumers who value the product above its salvage value keep it, and the rest return it to be salvaged. The price then extracts the whole expected surplus. Consequences follow directly. Partial refunds dominate both full refunds and no returns (Corollary 1). They raise the stocking quantity, which benefits an upstream manufacturer paid per unit ordered. With valuation uncertainty resolved only after purchase, the monopoly outcome is welfare-maximizing (Corollary 2). Section 5 of the paper, formalized in the companion mission, uses Proposition 2's triple as the first-best target that supply chain contracts must implement.
The results are proved on paper with short arguments in Appendix A of the paper. None of them has a machine-checked proof. The mission's contribution is a formal model of consumer returns with the demand rule built in, plus checked versions of Propositions 1–2 and Corollaries 1–2 for general valuation laws (with atoms), not only densities.
Difficulty
The paper's proof treats the problem as separable: first maximize the margin over , then solve a newsvendor problem in . Two steps that are routine on paper need care. First, the margin bound must hold over the whole constrained region , including refunds above the price and negative prices. It rests on comparing with , which needs the closed half-line convention to hold up at atoms of . Second, the newsvendor step must be done for a demand law that may have atoms, where has no inverse. Without the demand rule the problem is not separable at all: formula (8) alone is unbounded in . Without nonnegativity of demand and quantity it is unbounded in the other direction.
Formalization scope
Lean represents all prices, refunds, costs, quantities and profits as real numbers. The valuation law is a probability measure ν on ℝ with integrable identity, so a density is not required. The demand law is a probability measure D on ℝ with D (Set.Iio 0) = 0. is (ν (Set.Ici r)).toReal and is (ν (Set.Iio r)).toReal, following the page's tie rule (keep iff ). is SupplyChainTheory.expSales D q from the published module SupplyChainTheory_contracts, and is 1 - ProbabilityTheory.cdf D. Printed page numbers equal PDF page numbers throughout the source.
Committed conventions and readings:
- Demand rule inside the objectives. Profit and welfare are zero-demand cash flows when .
- Nonnegativity. Stocking quantities range over and demand is nonnegative. Both are the page's words ("stocking quantity", "a mass of infinitesimal consumers"), and without them the profit is unbounded.
- Salvage value. , as on p. 26.
- Optimality, not uniqueness. Every optimum is stated as optimality of the page's closed-form triple. Uniqueness fails when has gaps: if puts no mass on , the refund is optimal too.
- No continuity of for the goal. The goal assumes no continuity of . Existence of is not claimed.
- Corollary 1, quantity part. The quantity comparison assumes strictly increasing on , which the proof's presumes. Without it the statement is false.
- Proposition 1(ii) at . This case assumes nonnegative valuations. The "sufficiently low" form of Proposition 1(ii) is not formalized.
A trivializing formalization is ruled out: and are the explicit values and , not an argmax chosen by Classical.choose. The maximization ranges over all and all , not a set restricted to . The returned-units cash flow appears in the profit.
The newsvendor step reuses the proved platform theorem SupplyChainTheory.chain_optimal_fractile. The other pieces needed are elementary lemmas on integrals over half-lines and the concavity of . They are reusable for any newsvendor-type model. Proofs of any milestone, and a general-law newsvendor optimality lemma that does not need a continuous , are welcome.
Selected references
- X. Su, Consumer Returns Policies and Supply Chain Performance, SSRN working paper 1020451, version of August 2008. https://ssrn.com/abstract=1020451 — published in Manufacturing & Service Operations Management 11(4), 2009. https://doi.org/10.1287/msom.1080.0240
- Y.-K. Che, Customer Return Policies for Experience Goods, Journal of Industrial Economics 44(1), 1996. https://doi.org/10.2307/2950560
- S. Davis, E. Gerstner, M. Hagerty, Money Back Guarantees in Retailing: Matching Products to Consumer Tastes, Journal of Retailing 71(1), 1995. https://doi.org/10.1016/0022-4359(95)90010-1