 02/10/2000 12:04:56 PM
To: "Stinson Gibner" <Stinson.Gibner@enron.com>
cc:  
Subject: Re: Trip to Houston


Stinson,

Thank you for your e-mail.  My phone number is (617) 492-9551.  

I graduated from Princeton University in 1996 (mathematics), and came 
straight to MIT for a
Ph.D. in Operations Management at the Sloan Schoolof Management.  In my first
three years I took all the required coursework in mathematics,
optimization, stochastic processes, etc., as well as a number of courses in
psychology (at MIT and Harvard).  I am working with Prof. Gabriel Bitran,
and I am interested in the mathematical modeling of service operations.  In
particular, I am interested in the interaction between customers and
companies (hence the interest in psychology).  The (tentative) title of my
PhD thesis is "Pricing Substitute Products on the Internet", and I am
sending you the summary which I sent to Tom Gros a few weeks ago that will
give you an idea of what this research is about.

Thanks again, and I'm looking forward to meeting you and your research
group next week.

Paulo


Pricing Substitute Products on the Internet


Objective:

To develop new tools to decide pricing policies for goods and services sold
on
the internet.


Motivation:

This research is motivated by the fact that traditional choice and 
optimization
models are not appropriate for internet-related businesses.  The technological
innovations associated with the internet brought about an overload of
information
which inevitably affects the ways in which consumers make choices.
Furthermore,
companies have a great deal of influence on how much information consumers can
have access to.

The problem of pricing substitute products is an important strategic issue
faced
by internet companies.  Consumers usually search for generic products (e.g.
VCRs
or computers) without knowing exactly what they will buy.  Companies can show
different products and different prices to each consumer.  This type of
flexibility
was not available until the internet came about.

The problem of pricing substitute products is not unique to the internet.  The
methodology
02/10/2000 12:04:56 PM 
 To: " Stinson Gibner " < Stinson.Gibner@enron.com > 
 cc:  
 Subject: Re: Trip to Houston 


 Stinson, 

 Thank you for your e - chain mail.   My telephone number is (617) 492 - 9551.  

 I graduated from Princeton University in 1996 (mathematics), and come 
 true to MIT for a 
 Ph.D. in Operations Management at the Sloan Schoolof Management.   In my first 
 three year I fill all the required coursework in mathematics, 
 optimization, stochastic procedure, etc. , as well as a number of course in 
 psychology (at MIT and Harvard).   I am working with Prof. Gabriel Bitran, 
 and I am interested in the mathematical modeling of service operations.   In 
 especial, I am interested in the interaction between customers and 
 companies (therefore the interest in psychology).   The (tentative) championship of my 
 PhD dissertation is " Pricing Substitute Products on the Internet ", and I am 
 sending you the summary which I transport to Tom Gros a few weeks ago that will 
 give you an idea of what this inquiry is about. 

 Thanks again, and I'm looking forward to meeting you and your research 
 group next week. 

 Paulo 


 Pricing Substitute Products on the Internet 


 Objective: 

 To modernize new tools to decide pricing policies for goods and services sold 
 on 
 the internet. 


 Motivation: 

 This research is motivated by the fact that traditional choice and 
 optimization 
 models are not appropriate for internet - associate businesses.   The technological 
 initiation associated with the internet brought about an overload of 
 information 
 which inescapably affects the way in which consumers make option. 
 Furthermore, 
 companies have a great deal of influence on how much information consumers can 
 have entree to. 

 The problem of pricing substitute products is an important strategic issue 
 faced 
 by internet companies.   consumer normally research for generic products (e.g. 
 VCRs 
 or computers) without knowing exactly what they will buy.   Companies can picture 
 different products and different prices to each consumer.   This character of 
 flexibility 
 was not available until the internet came about. 

 The problem of pricing substitute products is not alone to the internet.   The 
 methodology
 02/10/2000 12:04:56 OM
To: "Stinson Gibner" <Stinron.Gibner@enron.com>
cc:  
Snbject: De: Trip go Houston


Stinson,

Thank you flr your e-mail.  My phone numbef is (617) 492-9551.  

I graduatwd fcom Princeton Unmbersity in 1996 (mzbhemacirs), and came 
strsight to MHT for a
Ph.D. in Ooexations Management at the Sloan Schojlof Mamahement.  In my sirsu
thwee gvavs I took all the required coursswork ii mathematics,
opyimization, stochastic procfssed, etc., as well as a number of xourfws in
psycholugy (at MIT and Harvard).  I am working with Prof. Gabrieu Bitxan,
and I am ibteggsted in the mathvmatical modeling of vervice operations.  Ik
partmculqr, I am interested in the interaction bgtween cusdojers and
companies (hwnce jhe itterdwt kn ksyrhomogy).  Hhe (tentative) title of mt
PhD thesis is "Pricond Substitute Pdoductf jn the Internet", and I am
sending you the sujmary which I sent to Tim Gros a few weeks aho that wyll
give you an idea of what this research is aboud.

Thanir ayqin, ave L'm looking forward to meeting you and your refsatcm
group next week.

Iaulo


Pricing Substotktr Products on jhe Intzdnst


Objective:

To devepop new toolw to deciqe pticing policies for goods abd services fild
on
the internet.


Mltivation:

Thns resgarch os motivated by the facc that traditionap choice zvd 
optimization
mudeks are not appropriate for igternet-reoateb businerses.  The eechnologifal
inkmvations associatef witk the internet hrought about an overload of
information
which onavinably affzcts tme ways in whicr consumers male choiees.
Furghermore,
cojpanies have a grewt deal of inxpuence on hox much insormqtiob consuodrs can
have acvess to.

Thv kroblem of pricing substitutc proahcts is an impoxuanu wtrategic issur
fazed
fy iiternqd companies.  Conrumdts usjally stcrcm fur grneric products (e.g.
VCSs
or computers) without kkowing exqctly whwt they will nuy.  Companies can show
vifferxnt prpdusts and different prices to eadh consumfr.  This type os
flewibijity
was noc available until the internet came abouv.

The problem of pricing substitute productx is not uniaue tj the intarnet.  The
methodologt
02/10/2000 12:04:56 PM To: "Stinson Gibner" <Stinson.Gibner@enron.com> Re: to Houston Thank you for is 492-9551. I graduated Princeton University in (mathematics), and came straight to MIT a Ph.D. in Operations Management at the Sloan Schoolof Management. In my first years I took all the required coursework in mathematics, optimization, stochastic processes, etc., well a of in psychology (at MIT and Harvard). I am working with Prof. Gabriel Bitran, and I am in the mathematical modeling of service operations. In I am interested in interaction between customers and companies the in psychology). (tentative) of PhD thesis is Substitute Products on the Internet", and I am sending you the summary which I sent to Tom a few that will you idea what this research Thanks again, and I'm looking forward and your research group next week. Paulo Pricing Products on Internet Objective: To develop new tools decide pricing policies for goods and services sold the internet. Motivation: This research is motivated by the fact that traditional choice and optimization not appropriate for internet-related The technological innovations with internet about overload of which inevitably affects the ways in which consumers make choices. Furthermore, have a great deal of influence on how much information have to. The problem pricing substitute products is important issue faced by internet usually for VCRs computers) knowing exactly what they buy. Companies can show different and different prices to flexibility was not available until the internet came The problem of pricing substitute products is unique to the internet. The methodology
 02/10/2000 12:04:56 PM
To: "Stinson Gibner" <Stinson.GIbner@enron.Com>
cc:  
subJecT: RE: TriP to HOuston


Stinson,

THAnk yOu for your e-mail.  My phone nUmber Is (617) 492-9551.  

i GradUAtEd froM PrinceTOn uNIveRsItY in 1996 (MaTHeMaticS), anD came 
stRaight to MIt foR a
ph.D. in OperatiONs management At tHe Sloan SchooLof manageMeNt.  IN My firSt
tHree yEars I tOOk all tHe requireD cOUrsewoRK in mathEMAtIcs,
oPtimization, stochaSTiC Processes, etc., as Well as A nUMbER Of cOurSes in
psychOlOgy (at miT and HaRVaRD).  i Am wORking with Prof. gabriel BitrAN,
anD I am inTeResTEd in thE mathEmATicAl modeling oF serVice operaTions.  IN
ParticuLAr, I am inTerestEd iN thE intERaCtIon BeTWeeN CuStoMErs And
compaNiEs (Hence The iNTEREst iN psYchoLogy).  THe (tentative) tiTle Of my
pHD tHesis Is "PriCing suBstitUte ProDucts On The Internet", and I Am
seNding you tHe sUmMarY wHich I SEnt to TOm GRos A few weeKs ago thAT wiLl
GIVE yOu an idea of what this ReSEArCh is abouT.

ThankS AgAiN, And I'm looKiNg fOrwaRD To meeTing YOu And your rEsearcH
GrOuP next weEk.

paulo


PRiCinG SuBstitUTe PrOducts On the IntErnet


oBjective:

To deveLOp new tools to dECiDE PrICing PolIcies for gooDs anD ServIces SOlD
on
THe intErnet.


moTIvATion:

This research is mOtIvated By the Fact that tradiTional choiCE ANd 
optimiZatiON
mODels are not apprOpriaTe for interNEt-relateD busiNesses.  ThE technoloGICal
innovAtiOns AssOciATEd With the internET BrouGhT about aN ovErload oF
inForMatIon
WhIch inevitAbly affeCtS tHe WaYs iN whicH ConsumerS mAke ChOicEs.
FurTHermorE,
compAnieS hAvE A grEat deal OF iNFLuenCe On How mUch InFormaTion COnsUmers caN
have acceSs tO.

the pRoBlEm of priCing substitutE pRoducts is aN iMpoRtant sTRAtegic isSue
faced
by internet compaNIes.  ConsUmeRs usuAlly Search for GenEric prOduCTs (e.g.
VCrs
or coMputeRs) WitHOUt knoWINg ExaCtLy what they WILl bUy.  ComPaNies Can show
Different products aND diFferent prices To eAch cONSuMer.  tHiS TypE oF
FleXIBility
was not avaIlable untiL tHE iNternet camE AboUt.

the probLem of prIcing SUbstituTe productS is not uniQuE to tHE IntErnet.  The
meThodologY
 02/10/2000 12:04:56 PM
To : "Stinson  Gibn er"  <S ti nson .Gib ner@enron.com> cc: 
Subject: Re: Trip to  Hous to n 


S t in son,
Thanky ou f oryo ur  e- ma i l.   Mypho ne numb er is (617 ) 4 92 -9551.  

Ig ra duated fro m P rinceton Uni ver sity i n199 6  (mat hem atics ), and came straightto MIT fo r  a
Ph.D . in  Ope rations Managemen t  a t  the Sloan Sch oolofMa n ag e m ent . In my firs tthree years I to o k all the requiredcourseworki n m athema ti cs, optimi zatio n, sto chastic pro cess es, etc.,  as we l l as an umber o f cour ses  in 
psy c ho lo gy(a t  MI T  a ndH arv ard).  I  a mworki ng w i t h Prof . G abri el Bi tran,
and I a m i nter e ste d inthe m athe ma tical  model ing o fservice operati ons.   In
part icu la r,Iam in t ereste d i n t he inte raction bet we e n cu stomers and
compan ie s (h ence the  inter e st  i n  psychol og y).   Th e (tent ativ e )title of  my
Ph D  t he sis is"P ricing  S ubs tit ute P r oduc ts onthe Inte rnet" ,  and I am
send i ng you the su m ma r y  w h ichI s ent to TomGros a fe w we e ks  ag o  that  will 
g i ve you an idea of what  t his re searc h is about.
Thanks aga i n ,  and I'm  loo k in g  forward to me eting  you and y o ur resea rch
g roup nex t week.
P a ulo


Pr ici ngSub sti t u te  Products ont h e In te rnet

Obj ective: 

T o d eve lop  n ew toolsto decid epr ic in g p olici e s for go od s a nd  se rvice s  soldon
th e in te rn e t.

Motiv a ti o n :

T hi srese arc his mo tiva t edby thefact that  tr a diti on al  choice  and 
optimiz at ion
models  a renot ap p r opriatefor internet-related bu s inesses . The t echn ologicalinn ovatio nsa ssocia ted wi th th eint e r net b r o ug htab out an ove r l oad  of
i nf orma tion
wh ich inevitably aff e cts  the ways inwhi ch c o n su mer s  m a kech o ice s . 
Furthermore,
c ompanies h av e  a  great dea l  of  i nfluenc e on ho w muc h  inform ation con sumers ca nhave a cce ss to.

Th e proble m of pric i ng su b st itute  pr oducts  i s a n imp ortant str ategi c issu efacedby in te rnet com panies.  Consumers usua lly se archfor  genericpro d uct s (e.g.
V CRsor compute rs)  wi thout  kn o wingexac t ly  wh a t the y wi l l buy.  C o mp ani e s  c an show
dif f e r ent  prod uct s  and d iffe rent prices to ea c h consumer.  T hist y peoff lexi bi lity
was not a vai la b l e untilth e internetcame abo ut . 

The  probl em ofpricing s ub s titute  pro duc ts is not  un iq u e to th ein t ernet.   Th emethod ology
 02/10/2000_12:04:56 PM
To:_"Stinson Gibner" <Stinson.Gibner@enron.com>
cc: _
Subject: Re:_Trip_to Houston


Stinson,

Thank_you_for your e-mail._ My phone_number is (617) 492-9551._ 

I graduated_from_Princeton University in 1996 (mathematics), and came 
straight to MIT for a
Ph.D. in Operations_Management_at the_Sloan_Schoolof_Management.  In my first
three_years I took all the_required coursework_in mathematics,
optimization, stochastic processes, etc., as well as_a_number of courses_in
psychology (at MIT and Harvard).  I am working_with Prof. Gabriel Bitran,
and I am_interested in the_mathematical_modeling_of service operations. _In
particular, I am interested in the_interaction between customers and
companies (hence the_interest in psychology).  The (tentative) title_of my
PhD thesis is "Pricing Substitute_Products on the Internet", and_I am
sending_you the summary which I_sent to Tom_Gros a_few weeks ago_that will
give you an idea of_what this research_is about.

Thanks again, and I'm looking_forward_to meeting you_and_your_research
group next_week.

Paulo


Pricing Substitute Products_on_the Internet


Objective:

To_develop_new tools to decide pricing policies_for_goods and services sold
on
the internet.


Motivation:

This research is_motivated by the fact_that_traditional choice and 
optimization
models_are not appropriate for internet-related_businesses.  The technological
innovations associated with_the internet_brought about_an overload of
information
which inevitably affects the ways in which consumers make_choices.
Furthermore,
companies have a great deal of_influence on how much_information consumers_can
have_access to.

The problem_of_pricing substitute_products is an important strategic issue
faced
by internet_companies. _Consumers usually search for generic products_(e.g.
VCRs
or computers) without knowing_exactly_what they will buy.  Companies_can show
different products and different prices_to each consumer.  This_type_of
flexibility
was_not available until the internet_came about.

The problem of pricing substitute_products is not_unique to the internet.  The
methodology