Omnichannel Assortment Optimization Under the Multinomial Logit Model with a Features Tree

Abstract

Problem definition: We consider the assortment optimization problem of a retailer that operates a physical store and an online store. The products that can be offered are described by their features. Customers purchase among the products that are offered in their preferred store. However, customers who purchase from the online store can first test out products offered in the physical store. These customers revise their preferences for online products based on the features that are shared with the in-store products. The full assortment is offered online, and the goal is to select an assortment for the physical store to maximize the retailer’s total expected revenue. Academic/practical relevance: The physical store’s assortment affects preferences for online products. Unlike traditional assortment optimization, the physical store’s assortment influences revenue from both stores. Methodology: We introduce a features tree to organize products by features. The nonleaf vertices on the tree correspond to features, and the leaf vertices correspond to products. The ancestors of a leaf correspond to features of the product. Customers choose among the products within their store’s assortment according to the multinomial logit model. We consider two settings; either all customers purchase online after viewing products in the physical store, or we have a mix of customers purchasing from each store. Results: When all customers purchase online, we give an efficient algorithm to find the optimal assortment to display in the physical store. With a mix of customers, the problem becomes NP-hard, and we give a fully polynomial-time approximation scheme. We numerically demonstrate that we can closely approximate the case where products have arbitrary combinations of features without a tree structure and that our fully polynomial-time approximation scheme performs remarkably well. Managerial implications: We characterize conditions under which it is optimal to display expensive products with underrated features and expose inexpensive products with overrated features.