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Nash Feature Package of an Integrated Finance Lease-Sales System for Cautious Customers

Nash Feature Package of an Integrated Finance Lease-Sales System for Cautious Customers
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Author(s): Masoud Rabbani (School of Industrial Engineering, College of Engineering, University of Tehran, Tehran, Iran), Sina Keyhanian (Department of Industrial Engineering and Management Systems, Amirkabir University of Technology (Tehran Polytechnic), Tehran, Iran, & University of Groningen, Groningen, Netherlands), Maryam Ghazanfari (School of Industrial Engineering, College of Engineering, University of Tehran, Tehran, Iran), Marzieh Baseri (School of Industrial Engineering, College of Engineering, University of Tehran, Tehran, Iran) and Moeen Sammak Jalali (School of Industrial Engineering, College of Engineering, University of Tehran, Tehran, Iran)
Copyright: 2015
Volume: 6
Issue: 1
Pages: 21
Source title: International Journal of Strategic Decision Sciences (IJSDS)
Editor(s)-in-Chief: Madjid Tavana (La Salle University, USA)
DOI: 10.4018/ijsds.2015010104

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Abstract

Higher inflation rate and subsequently, higher prices make customers consider other options except purchasing products to meet their requirements. Therefore, demand for leasing is rising meaningfully in such conditions. Companies producing costly products are considering leasing as a new approach for getting higher profit. In this study, the authors assume the case of sale and leasing departments as two different parts in a company. There are strategies assumed for both sections of a company, which make multiple feature packages. The objective is to define the best strategy for both departments in a competitive game theory model considering customers' behavior towards different offered packages. A heavy equipment company with sale and leasing department as a case study has been studied, and the Nash equilibrium is selected based on game theory.

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