Optimizing B2B Product Offers with Machine Learning, Mixed Logit, and Nonlinear Programming
结合机器学习、混合 Logit 与非线性规划优化 B2B 产品报价
In B2B markets, value-based pricing and selling has become an important alternative to discounting. This study outlines a modeling method that uses customer data (product offers made to each current or potential customer, features, discounts, and customer purchase decisions) to estimate a mixed logit choice model. The model is estimated via hierarchical Bayes and machine learning, delivering customer-level parameter estimates. Customer-level estimates are input into a…