The sorting process as a tool for promoting the demand of heterogeneous customers

Tchai Tavor, Limor Dina Gonen, Uriel Spiegel

Research output: Contribution to journalArticlepeer-review

1 Scopus citations


The present study concerns product diversification. The products differ in size, shape, flavor, fat content, etc., so that the producer can more specifically modify the particular product to the unique requirements of nonhomogeneous customers. The mathematical model assumes diversified demands of nonhomogeneous consumers for an initial unsorted item. The sorting process generates a better match between customer requirements and the actual supply of sorted products. Thus, the implementation of sorting costs allows for an increase in customer demands by adopting product characteristics that are closer to customer needs and tastes. The study also considers the pricing policy for diversified products in order to determine if price discrimination is preferable for attaining the manufacturer’s goal of profit maximization.

Original languageEnglish
Article number152
Pages (from-to)1-18
Number of pages18
Issue number2
StatePublished - 2 Jan 2021


  • Diversified products
  • Heterogeneous customers
  • Heterogeneous population
  • Sales management
  • Sorting process


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