Multi-Product Dynamic Pricing with Reference Effects Under Logit Demand 2: The Myopic Policy Loses at Most β(1−α)ωp_H/((1−αβ)(1−β)) Against the Optimal Discounted RevenueResearch Paper
Why reference effects make pricing dynamic
Consumers judge a price against a reference price, an internal benchmark formed from the prices they have seen before. A price below the reference is perceived as a gain and raises demand; a price above it is perceived as a loss and lowers demand. Because today's price moves tomorrow's reference price, a seller who maximises the revenue of each period separately ignores how it erodes or builds future demand. This makes pricing a dynamic program, studied for a single product with linear demand by Popescu and Wu (Operations Research 2007) and Chen, Hu and Hu (Management Science 2017), among others.
Guo, Jiang and Shen (SSRN 4189049, published in Manufacturing & Service Operations Management, 2025) treat several substitutable products under multinomial-logit (MNL) demand. The dynamic program then has a continuous state of dimension , and computing the optimal policy is impractical even for moderate . The myopic policy, which maximises the current period's revenue only, is easy to compute. This mission formalizes the paper's bound on how much revenue the myopic policy can lose (Proposition 2).
Setting
There are products . Product has intrinsic utility , price sensitivity , and reference-price sensitivities (to gains) and (to losses). At price vector and reference vector , the utility of product is
the market share is , and the single-period revenue is .
Prices and reference prices lie in the admissible box with a price ceiling . The reference price follows exponential smoothing with memory : . Revenue is discounted by .
- The optimal value is the supremum of over all price sequences in .
- A myopic policy picks, for each , a maximiser of over . Its value is taken along .
- The ceiling condition: , where is the root of the scalar equation (9) of the paper, with . It makes the ceiling non-binding for the single-period problem, and the paper assumes it throughout §3–§4.
Formalization targets
Goal: Proposition 2 (optimality gap)
With , for every and every myopic policy,
Milestones
- The Bellman equation (6), p. 9: , with the maximum attained.
- The left inequality , stated in §4.1, p. 17.
- Proposition 1.1, p. 10: if , and , then is non-decreasing in and . It explains why the gap is linear in and why a ceiling is needed at all.
Significance
The bound is uniform in the initial reference price and has an explicit constant. It vanishes in three regimes: (the reference price never moves), (only the present counts) and (no reference effect). It quantifies how much the intertemporal structure costs a seller who ignores it. The myopic policy is computable by a one-dimensional root search (Theorem 1 of the paper), while the optimal policy suffers from the curse of dimensionality, so the bound is what makes the myopic policy a usable benchmark.
The paper proves Proposition 2 in its online supplement (Appendix C.1), which is not part of the source file used for this mission. To our knowledge, none of these results has a machine-checked proof. Formalizing them yields a verified Bellman equation for a deterministic dynamic program with a continuous multidimensional state and a nonsmooth, nonconcave reward.
Difficulty
The left inequality only uses the fact that the myopic price sequence is admissible. The right inequality is the content. Comparing the two value functions period by period fails: in a given period the optimal policy may earn less than the myopic one, and its later advantage comes from having moved the reference price. The two policies also generate different reference paths, so their revenues are evaluated at different states, and the sensitivity of the revenue to the reference price enters only through the constant . The revenue is not concave in prices or in reference prices, and the kinks at make it nonsmooth. The Bellman equation itself needs the optimal value to be well behaved enough in for the one-step maximum to be attained.
Formalization scope
Products are indexed by Fin n (product is Lean index ), and vectors are Fin n → ℝ. The shares are defined directly by the logit formula; the Gumbel random-utility derivation is motivation only. The standing assumptions , , , and are hypotheses of every theorem. The goal also assumes the ceiling condition , as a standing assumption of §2.4. That condition is stated as the existence of a root of (9) at most . The Bellman equation omits the ceiling condition (it holds without it). Proposition 1.1 varies , so it does not take the condition.
- is
optValue, the supremum over all admissible price sequences, built as an instance of the published deterministic dynamic programKarlinDP.Deterministic.optimalReturn(Karlin 1955). The paper writes as a maximum over stationary policies and uses it through (6); milestone 1 is the theorem that connects the two. - The bound holds for every myopic selection, because single-period maximisers can tie.
- and are maxima over , written
⨆ i, which is when (then ).
Lean's real supremum is on an unbounded family and its tsum is on a non-summable series. Neither default is reached here: with and the family is nonempty and bounded by , and every series is summable. So the goal cannot hold vacuously through a junk value. In particular, may not be replaced by an arbitrary solution of (6), and the constant may not be weakened, for example by replacing with .
Needed infrastructure: continuity of the MNL revenue, the Bellman equation for a discounted deterministic program on a compact action set, and bounds on the myopic value as a function of . The first two are reusable beyond this mission. Contributions toward any milestone are welcome.
Selected references
- M. A. Guo, H. Jiang, Z.-J. M. Shen, Multi-Product Dynamic Pricing with Reference Effects Under Logit Demand, SSRN 4189049 (version of 2024-05-25); Manufacturing & Service Operations Management, 2025. https://ssrn.com/abstract=4189049, https://doi.org/10.1287/msom.2024.0801
- I. Popescu, Y. Wu, Dynamic pricing strategies with reference effects, Operations Research 55(3):413–429, 2007. https://doi.org/10.1287/opre.1070.0393
- X. Chen, P. Hu, Z. Hu, Efficient algorithms for the dynamic pricing problem with reference price effect, Management Science 63(12):4389–4408, 2017. https://doi.org/10.1287/mnsc.2016.2554
- S. Karlin, The structure of dynamic programming models, Naval Research Logistics Quarterly 2(4):285–294, 1955. https://doi.org/10.1002/nav.3800020408
- D. McFadden, Conditional logit analysis of qualitative choice behavior, in Frontiers in Econometrics, 105–142, 1974.