On the Relationship Between Inventory Costs and Variety Benefits in Retail Assortments II: Optimal Variety Rises with Price and Store Volume and Falls as the No-Purchase Preference VanishesResearch Paper
Motivation
A retailer deciding how many variants of a product to carry (colours, sizes, flavours) faces a trade-off. A broader assortment captures customers whose favourite variant would otherwise be missing, but it splits demand into more, smaller streams, each of which needs its own safety stock. van Ryzin and Mahajan (Management Science 45(11), 1999) combine a multinomial logit model of customer choice with a newsvendor model of inventory and show that the optimal assortment always consists of the most popular variants for some (their Theorem 1). That reduces "how much variety" to a single index, and the paper's Theorem 2 then answers which economic parameters push that index up or down: the selling price, the strength of the customers' outside option, and the store's traffic volume. These comparative statics are the paper's main managerial predictions (high-margin categories and high-traffic "super stores" carry more variety; categories with a weak outside option carry less), and they are what later work on assortment planning cites the model for.
Setting
There are variants . Variant has a preference and the option of buying nothing has preference . The variants are numbered so that , and denotes the set of the most popular variants (, ).
When the store offers an assortment , each customer buys variant with the multinomial logit share
Each variant sells at price and costs per unit, with . Let be the standard normal distribution function and define the critical fractile ; it moves with .
Two models of aggregate demand are compared. In the independent population model, customers arrive on average, demand for variant is normal with mean and standard deviation , where and , and each variant is stocked at its newsvendor optimum. The resulting optimal expected profit is
In the trend-following population model all customers make the same choice, so variant sells units with probability and nothing otherwise, and the optimal expected profit is
Inside the proofs, and denote the shares on and on .
Formalization targets
Goal: Theorem 2 (p. 1504)
For all :
The goal is a single Lean theorem whose conjuncts are (a), (b) and (c), each for every admissible value of the parameters held fixed. In the trend-following half of (b) it carries the extra hypothesis ; see Formalization scope.
Milestones
- Equation (6): the critical fractile is the unique solution of .
- Equation (13): if and only if
together with the strict version. 3. Equation (14): if and only if , with the strict version. 4. and the left side of (13) are increasing in on . 5. As , , so . 6. As , the numerator of the right side of (13) converges to a positive constant. 7. The left side of (13) is increasing (and unbounded) in .
Significance
The result. Theorem 2 gives three qualitative predictions with opposite signs, all from one model: higher margins favour broader assortments, a vanishing outside option favours narrower ones (customers then buy something regardless, so extra variants mainly cannibalise each other and add safety stock), and in the independent model higher volume favours broader assortments through risk pooling, a scale economy that the trend-following model does not have because its profit is proportional to . Combined with Theorem 1 these statements locate the optimal number of variants, not only its direction of change.
Formalizing it. The theorem is proved in the paper, but the published argument is a sketch: the positivity of the limiting numerator in (b) is asserted ("one can easily show"), and the trend-following half of (b) is dispatched in one sentence that does not cover every case (see below). A machine-checked development fixes exactly which hypotheses each part needs. No part of this paper has been formalized before, and Mathlib has no normal quantile function; the development of and of the monotonicity of in is reusable for any newsvendor analysis.
Difficulty
The comparisons are between finite sums of real powers of shares whose denominators all move with the parameter. Three steps are not routine. For (a), the left side of (13) is a product of and , and is not monotone in (it decreases while , i.e. while ); so monotonicity of the product depends on the shape of the normal distribution, and part (a) also needs this left side to grow without bound, which the paper does not state. For (b), the positivity of the limiting numerator is where the ordering and enter; it fails for unordered preferences. For the trend-following half of (b), the positive parts make the comparison piecewise, and the strict inequality can fail outright.
Formalization scope
All objects live in RetailVariety.Statics. Variants are Fin n, 0-based (the paper's variant is ⟨j-1, _⟩), and is A n i, the indices with value below , so . The preferences are v : Fin n → ℝ with 0 < v j and Antitone v; is a separate real v0, not a variant. The shares are share v v0 S j. is ProbabilityTheory.cdf (gaussianReal 0 1), and is criticalFractile p c, the infimum of ; it is a function of , never a free parameter. Powers are real powers (Real.rpow); shares of offered variants are positive, so the convention does not enter. is max x 0. Price, cost, volume, , and are explicit arguments of profitI and profitT.
"Sufficiently high/low" is encoded as an eventual statement: ∀ᶠ p in atTop, ∀ᶠ v0 in 𝓝[>] 0 (a right limit, since ), ∀ᶠ lam in atTop. Fixed parameters stay in the paper's ranges: , , throughout, and in (a), in (b) and (c).
One deviation from the printed statement. In the trend-following model, part (b) as printed is false: with , , and , every share is below , so for every . The goal therefore assumes for that conjunct only (the most popular variant earns a positive margin on when ); the condition is also necessary for the strict inequality.
Formalizations that would trivialize the mission are ruled out: an existential ("for some ") in place of the eventual quantifiers; non-strict inequalities in the goal; a critical fractile independent of ; dropping the trend-following half of (a); and equal preferences or a fixed number of variants.
Needed infrastructure: the normal quantile and its basic properties, monotonicity facts about the normal distribution function and density, limits of the shares as , and elementary inequalities for with . Proofs of any milestone, and of the quantile facts as standalone lemmas, are welcome.
Selected references
- G. van Ryzin and S. Mahajan, On the Relationship Between Inventory Costs and Variety Benefits in Retail Assortments, Management Science 45(11):1496–1509, 1999. https://doi.org/10.1287/mnsc.45.11.1496