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Behavior-Based Price Discrimination by a Patient Seller

Author

Listed:
  • Bikhchandani Sushil

    (Anderson School of Management, UCLA, sbikhcha@anderson.ucla.edu)

  • McCardle Kevin

    (Anderson School of Management, UCLA, kevin.mccardle@anderson.ucla.edu)

Abstract
We investigate a model in which one seller and one buyer trade in each of two periods. The buyer has demand for one unit of a non-durable object per period. The buyer's reservation value for the good is private information and is the same in both periods. The seller commits to prices in each of two periods. Prices in the second period may depend on the buyer's first-period behavior. Unlike the equal discount factor case studied in earlier papers, we show that when the seller is more patient than the buyer, second-period prices increase after a purchase. In particular, the optimal dynamic pricing scheme is not a repetition of the optimal static pricing scheme.

Suggested Citation

  • Bikhchandani Sushil & McCardle Kevin, 2012. "Behavior-Based Price Discrimination by a Patient Seller," The B.E. Journal of Theoretical Economics, De Gruyter, vol. 12(1), pages 1-18, June.
    • Handle: RePEc:bpj:bejtec:v:12:y:2012:i:1:n:21
    DOI: 10.1515/1935-1704.1889
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    References listed on IDEAS

    as
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    Full references (including those not matched with items on IDEAS)

    Citations

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    Cited by:

    1. Beccuti, Juan & Möller, Marc, 2021. "Screening by mode of trade," Games and Economic Behavior, Elsevier, vol. 129(C), pages 400-420.
    2. Yash Kanoria & Hamid Nazerzadeh, 2020. "Dynamic Reserve Prices for Repeated Auctions: Learning from Bids," Papers 2002.07331, arXiv.org.
    3. Brokesova, Zuzana & Deck, Cary & Peliova, Jana, 2014. "Experimenting with purchase history based price discrimination," International Journal of Industrial Organization, Elsevier, vol. 37(C), pages 229-237.
    4. Zuzana Brokesova & Cary Deck & Jana Peliova, 2014. "Experimenting with Behavior Based Pricing," Working Papers 14-12, Chapman University, Economic Science Institute.
    5. Yash Kanoria & Hamid Nazerzadeh, 2021. "Incentive-Compatible Learning of Reserve Prices for Repeated Auctions," Operations Research, INFORMS, vol. 69(2), pages 509-524, March.
    6. Qi, Lian & Sawhill, James, 2014. "How durable should durable products be made under different scenarios of technological advance?," International Journal of Production Economics, Elsevier, vol. 156(C), pages 75-82.

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