infonet-economy

In many industries, consumers are offered the opportunity to revise their initial decision in return for a superior but more expensive service option. This revenue management technique is referred to as upselling.
Upselling bears a financial potential for industries with fixed capacity decisions in the long run because it allows them to increase inventory utilization during low demand periods. Instead of using forecasting models, this work aims to develop a framework for a decision process and to experimentally clarify when/why consumers accept such offers from a consumer behavior perspective.