Borrowing Strength Across Stores: Transfer Learning for Choice-Based Revenue Management

Recep Yusuf Bekci, Stefanus Jasin, Joline Uichanco

Large retail chains must tailor assortment and pricing decisions to local customer preferences, yet even retailers with extensive sales records often have limited data for estimating demand at the store or local market level, particularly in product categories with short selling windows. Local estimation (fitting a demand model for each store on its own) can therefore be unreliable, while pooling data across stores improves estimation precision at the cost of ignoring local demand heterogeneity. We study how retailers can balance these competing effects through transfer learning under a multinomial logit (MNL) demand model. We propose a shrinkage estimator that combines store-specific demand estimates with information pooled from other stores. Unlike the linear or quadratic settings underlying much of the existing theoretical literature on information transfer in operations, the nonlinear MNL likelihood does not admit a straightforward bias-variance decomposition. By exploiting its self-concordant-like properties, we establish finite-sample performance guarantees that characterize when information transfer improves demand estimation and how the appropriate degree of shrinkage…