{"id":"https://openalex.org/W7203667034","doi":"https://doi.org/10.1108/jrim-06-2025-0299","title":"A PGSA approach to interactive pricing optimization: converting consumer costs into marketing value","display_name":"A PGSA approach to interactive pricing optimization: converting consumer costs into marketing value","publication_year":2026,"publication_date":"2026-08-18","ids":{"openalex":"https://openalex.org/W7203667034","doi":"https://doi.org/10.1108/jrim-06-2025-0299"},"language":"en","primary_location":{"id":"doi:10.1108/jrim-06-2025-0299","doi":"https://doi.org/10.1108/jrim-06-2025-0299","is_oa":false,"landing_page_url":"https://doi.org/10.1108/jrim-06-2025-0299","pdf_url":null,"source":{"id":"https://openalex.org/S45224653","display_name":"Journal of Research in Interactive Marketing","issn_l":"2040-7122","issn":["2040-7122","2040-7130"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-b","anvur-scientific","cwts-core","jufo-1","norway-1","poland-70","russia-white-list-1"],"host_organization":"https://openalex.org/P4310319811","host_organization_name":"Emerald Publishing Limited","host_organization_lineage":["https://openalex.org/P4310319811"],"host_organization_lineage_names":["Emerald Publishing Limited"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Research in Interactive Marketing","raw_type":"journal-article"},"volume":null,"type":"article","is_traditional":true,"indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5073139106","display_name":"Lan Luo","orcid":"https://orcid.org/0000-0001-6047-5604","observed_orcids":["https://orcid.org/0000-0001-6047-5604"]},"institutions":[{"id":"https://openalex.org/I162281398","display_name":"University of Hartford","ror":"https://ror.org/034gcgd08","country_code":"US","type":"education","lineage":["https://openalex.org/I162281398"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Lan Luo","raw_affiliation_strings":["Department of Business Insights, University of Hartford , , ,"],"raw_orcid":"https://orcid.org/0000-0001-6047-5604","affiliations":[{"raw_affiliation_string":"Department of Business Insights, University of Hartford , , ,","institution_ids":["https://openalex.org/I162281398"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5010922026","display_name":"Gihan S. Edirisinghe","orcid":"https://orcid.org/0000-0002-2443-5792","observed_orcids":["https://orcid.org/0000-0002-2443-5792"]},"institutions":[{"id":"https://openalex.org/I94339441","display_name":"Western Kentucky University","ror":"https://ror.org/0446vnd56","country_code":"US","type":"education","lineage":["https://openalex.org/I94339441"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Gihan S. Edirisinghe","raw_affiliation_strings":["Department of Management, Western Kentucky University , , ,"],"raw_orcid":"https://orcid.org/0000-0002-2443-5792","affiliations":[{"raw_affiliation_string":"Department of Management, Western Kentucky University , , ,","institution_ids":["https://openalex.org/I94339441"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5010071153","display_name":"Yong Wang","orcid":"https://orcid.org/0000-0003-1401-8300","observed_orcids":["https://orcid.org/0000-0003-1401-8300"]},"institutions":[{"id":"https://openalex.org/I161171246","display_name":"West Chester University","ror":"https://ror.org/0053n5071","country_code":"US","type":"education","lineage":["https://openalex.org/I161171246"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Yong Wang","raw_affiliation_strings":["Department of Marketing, West Chester University of Pennsylvania , , ,"],"raw_orcid":"https://orcid.org/0000-0003-1401-8300","affiliations":[{"raw_affiliation_string":"Department of Marketing, West Chester University of Pennsylvania , , ,","institution_ids":["https://openalex.org/I161171246"]}]},{"author_position":"middle","author":{"id":"https://openalex.org/A5147388320","display_name":"Narmada M. Balasooriya","orcid":null,"observed_orcids":[]},"institutions":[{"id":"https://openalex.org/I114017466","display_name":"University of Technology Sydney","ror":"https://ror.org/03f0f6041","country_code":"AU","type":"education","lineage":["https://openalex.org/I114017466"]}],"countries":["AU"],"is_corresponding":false,"raw_author_name":"Narmada M. Balasooriya","raw_affiliation_strings":["Department of Mechanical and Mechatronic Engineering, University of Technology Sydney , ,"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Department of Mechanical and Mechatronic Engineering, University of Technology Sydney , ,","institution_ids":["https://openalex.org/I114017466"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5123405952","display_name":"Xiangyu Wang","orcid":"https://orcid.org/0009-0006-6822-7887","observed_orcids":["https://orcid.org/0009-0006-6822-7887"]},"institutions":[{"id":"https://openalex.org/I109173049","display_name":"Beijing Foreign Studies University","ror":"https://ror.org/00jdr0662","country_code":"CN","type":"education","lineage":["https://openalex.org/I109173049"]}],"countries":["CN"],"is_corresponding":false,"raw_author_name":"Xiangyu Wang","raw_affiliation_strings":["Spanish Department, Beijing Foreign Studies University , ,"],"raw_orcid":"https://orcid.org/0009-0006-6822-7887","affiliations":[{"raw_affiliation_string":"Spanish Department, Beijing Foreign Studies University , ,","institution_ids":["https://openalex.org/I109173049"]}]}],"institutions":[],"countries_distinct_count":3,"institutions_distinct_count":5,"corresponding_author_ids":[],"corresponding_institution_ids":[],"apc_list":null,"apc_paid":null,"fwci":0.0,"has_fulltext":false,"cited_by_count":0,"citation_normalized_percentile":{"value":0.0,"is_in_top_1_percent":false,"is_in_top_10_percent":false},"cited_by_percentile_year":null,"biblio":{"volume":null,"issue":null,"first_page":"1","last_page":"19"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T11161","display_name":"Consumer Market Behavior and Pricing","score":0.8862000107765198,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T11161","display_name":"Consumer Market Behavior and Pricing","score":0.8862000107765198,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T10328","display_name":"Supply Chain and Inventory Management","score":0.11270000040531158,"subfield":{"id":"https://openalex.org/subfields/1803","display_name":"Management Science and Operations Research"},"field":{"id":"https://openalex.org/fields/18","display_name":"Decision Sciences"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11437","display_name":"Digital Platforms and Economics","score":9.999999747378752e-05,"subfield":{"id":"https://openalex.org/subfields/1408","display_name":"Strategy and Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/personalized-pricing","display_name":"personalized pricing","score":0.8970000147819519},{"id":"https://openalex.org/keywords/pricing-optimization","display_name":"price optimization","score":0.5879999995231628},{"id":"https://openalex.org/keywords/value-co-creation","display_name":"value co-creation","score":0.7839999794960022},{"id":"https://openalex.org/keywords/profit-maximization","display_name":"profit maximization","score":0.5830000042915344},{"id":"https://openalex.org/keywords/customer-segmentation","display_name":"customer segmentation","score":0.5860000252723694},{"id":"https://openalex.org/keywords/behavioral-influence","display_name":"behavioral influence","score":0.5820000171661377}],"concepts":[{"id":"https://openalex.org/C9354725","wikidata":"https://www.wikidata.org/wiki/Q286017","display_name":"Operationalization","level":2,"score":0.6765999794006348},{"id":"https://openalex.org/C2780193402","wikidata":"https://www.wikidata.org/wiki/Q3394670","display_name":"Pricing strategies","level":2,"score":0.57669997215271},{"id":"https://openalex.org/C2779391423","wikidata":"https://www.wikidata.org/wiki/Q17009728","display_name":"Dynamic pricing","level":2,"score":0.5662000179290771},{"id":"https://openalex.org/C181622380","wikidata":"https://www.wikidata.org/wiki/Q26911","display_name":"Profit (economics)","level":2,"score":0.4478999972343445},{"id":"https://openalex.org/C175444787","wikidata":"https://www.wikidata.org/wiki/Q39072","display_name":"Microeconomics","level":1,"score":0.44530001282691956},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.4359000027179718},{"id":"https://openalex.org/C2776291640","wikidata":"https://www.wikidata.org/wiki/Q2912517","display_name":"Value (mathematics)","level":2,"score":0.43560001254081726},{"id":"https://openalex.org/C189560676","wikidata":"https://www.wikidata.org/wiki/Q1187906","display_name":"Profit margin","level":2,"score":0.3824999928474426},{"id":"https://openalex.org/C29122968","wikidata":"https://www.wikidata.org/wiki/Q1414816","display_name":"Incentive","level":2,"score":0.3718000054359436},{"id":"https://openalex.org/C162324750","wikidata":"https://www.wikidata.org/wiki/Q8134","display_name":"Economics","level":0,"score":0.36160001158714294},{"id":"https://openalex.org/C98045186","wikidata":"https://www.wikidata.org/wiki/Q205663","display_name":"Process (computing)","level":2,"score":0.34209999442100525},{"id":"https://openalex.org/C774472","wikidata":"https://www.wikidata.org/wiki/Q6760393","display_name":"Margin (machine learning)","level":2,"score":0.322299987077713},{"id":"https://openalex.org/C180925905","wikidata":"https://www.wikidata.org/wiki/Q7915726","display_name":"Variable pricing","level":2,"score":0.3041999936103821},{"id":"https://openalex.org/C2780368139","wikidata":"https://www.wikidata.org/wiki/Q2031007","display_name":"Two-sided market","level":3,"score":0.302700012922287},{"id":"https://openalex.org/C23213687","wikidata":"https://www.wikidata.org/wiki/Q301468","display_name":"Consumer behaviour","level":2,"score":0.30000001192092896},{"id":"https://openalex.org/C183003079","wikidata":"https://www.wikidata.org/wiki/Q1000371","display_name":"Personalization","level":2,"score":0.2973000109195709},{"id":"https://openalex.org/C130721881","wikidata":"https://www.wikidata.org/wiki/Q1146253","display_name":"Customer lifetime value","level":5,"score":0.29440000653266907},{"id":"https://openalex.org/C86297840","wikidata":"https://www.wikidata.org/wiki/Q6045397","display_name":"Interactive design","level":2,"score":0.2863999903202057},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.28279998898506165},{"id":"https://openalex.org/C153517567","wikidata":"https://www.wikidata.org/wiki/Q26090","display_name":"Mechanism design","level":2,"score":0.2761000096797943},{"id":"https://openalex.org/C2777742833","wikidata":"https://www.wikidata.org/wiki/Q1964083","display_name":"Reciprocal","level":2,"score":0.2687999904155731},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.26510000228881836}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1108/jrim-06-2025-0299","doi":"https://doi.org/10.1108/jrim-06-2025-0299","is_oa":false,"landing_page_url":"https://doi.org/10.1108/jrim-06-2025-0299","pdf_url":null,"source":{"id":"https://openalex.org/S45224653","display_name":"Journal of Research in Interactive Marketing","issn_l":"2040-7122","issn":["2040-7122","2040-7130"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-b","anvur-scientific","cwts-core","jufo-1","norway-1","poland-70","russia-white-list-1"],"host_organization":"https://openalex.org/P4310319811","host_organization_name":"Emerald Publishing Limited","host_organization_lineage":["https://openalex.org/P4310319811"],"host_organization_lineage_names":["Emerald Publishing Limited"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Journal of Research in Interactive Marketing","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"pdf":false,"grobid_xml":false},"content_urls":null,"referenced_works_count":50,"referenced_works":["https://openalex.org/W42380171","https://openalex.org/W1539963493","https://openalex.org/W1973546808","https://openalex.org/W1997759154","https://openalex.org/W2016568912","https://openalex.org/W2028538363","https://openalex.org/W2032214942","https://openalex.org/W2034661679","https://openalex.org/W2043532273","https://openalex.org/W2058294751","https://openalex.org/W2072903910","https://openalex.org/W2092271565","https://openalex.org/W2095540386","https://openalex.org/W2096452841","https://openalex.org/W2105245236","https://openalex.org/W2115522263","https://openalex.org/W2140497364","https://openalex.org/W2144336601","https://openalex.org/W2170500788","https://openalex.org/W2321572861","https://openalex.org/W2422895071","https://openalex.org/W2461816915","https://openalex.org/W2527098038","https://openalex.org/W2527730690","https://openalex.org/W2608427695","https://openalex.org/W2609402699","https://openalex.org/W2611794168","https://openalex.org/W2778264381","https://openalex.org/W3049523611","https://openalex.org/W3122338044","https://openalex.org/W3134026173","https://openalex.org/W3160502397","https://openalex.org/W3203741045","https://openalex.org/W4200013115","https://openalex.org/W4255489062","https://openalex.org/W4280549099","https://openalex.org/W4285732958","https://openalex.org/W4313122746","https://openalex.org/W4317914827","https://openalex.org/W4319067075","https://openalex.org/W4319740378","https://openalex.org/W4377822314","https://openalex.org/W4386892849","https://openalex.org/W4388536060","https://openalex.org/W4392553557","https://openalex.org/W4392807352","https://openalex.org/W4393004895","https://openalex.org/W4405655511","https://openalex.org/W4406338583","https://openalex.org/W4410822377"],"related_works":["https://openalex.org/W7099017537","https://openalex.org/W2150803249","https://openalex.org/W7143345990","https://openalex.org/W2035006154","https://openalex.org/W3185927237","https://openalex.org/W2886517339","https://openalex.org/W2030594633","https://openalex.org/W7223226162","https://openalex.org/W2072903910","https://openalex.org/W7140283777"],"abstract_inverted_index":{"Purpose":[0],"This":[1],"study":[2,156],"reconceptualizes":[3],"interactive":[4,36,86,130,151,166,174],"pricing":[5,78,87,116,131,145,171],"as":[6,31,172],"a":[7,32,118],"reciprocal":[8],"and":[9,21,51,111,124],"value":[10,152],"co-creation":[11],"process":[12],"that":[13,105,133],"sets":[14],"personalized":[15,173],"optimal":[16,103],"prices":[17,59,104,138],"to":[18,56,68,136,150,160,164],"drive":[19],"purchases":[20],"profit":[22],"margins.":[23],"We":[24,40,64],"introduce":[25],"Predictive":[26],"Global":[27],"Sensitivity":[28],"Analysis":[29],"(PGSA)":[30],"method":[33],"for":[34,121],"real-time":[35,108,181],"price":[37,94,97,178],"optimization.":[38],"Design/methodology/approach":[39],"simulated":[41],"over":[42],"180,000":[43],"shopping":[44],"scenarios":[45],"based":[46,139],"on":[47,140],"80,763":[48],"Amazon":[49],"SKUs":[50],"constructed":[52],"cart-level":[53],"optimization":[54,182],"models":[55],"generate":[57],"profit-maximizing":[58],"across":[60],"multiple":[61],"fulfillment":[62],"tiers.":[63],"then":[65],"used":[66],"PGSA":[67,101,128,163],"create":[69],"structural":[70],"decision":[71],"rules":[72,98,132],"from":[73,147],"these":[74],"optimizations,":[75],"enabling":[76,177],"near-optimal":[77],"without":[79,180],"requiring":[80],"algorithmic":[81],"infrastructure.":[82,186],"Findings":[83],"The":[84],"PGSA-derived":[85],"strategies":[88,146],"outperformed":[89],"traditional":[90],"carrier-rate":[91],"or":[92,184],"free-shipping":[93],"policies.":[95],"Personalized":[96],"created":[99],"with":[100,107],"enabled":[102],"aligned":[106],"customer":[109],"behavior":[110],"margin":[112],"protection,":[113],"thereby":[114],"transforming":[115,144],"into":[117],"dynamic":[119],"mechanism":[120],"behavioral":[122],"influence":[123],"segmentation.":[125],"Practical":[126],"implications":[127],"generates":[129],"allow":[134],"vendors":[135],"personalize":[137],"live":[141],"cart":[142],"data,":[143],"cost":[148],"recovery":[149],"delivery.":[153],"Originality/value":[154],"Our":[155,168],"is":[157],"the":[158,162],"first":[159],"use":[161],"operationalize":[165],"pricing.":[167],"approach":[169],"treats":[170],"marketing":[175],"mechanism,":[176],"interactions":[179],"engines":[183],"advanced":[185]},"counts_by_year":[],"updated_date":"2026-10-12T09:40:04.860316","created_date":"2026-08-19T00:00:00"}
