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An Empirical analysis of price discrimination mechanisms and retailer profitability

Jain, Dipak C. - ; Khan, Romana J. - ;

etting prices to consumers is one of the most critical decisions for the retailer and a primary driver of retailer profitability. To increase profitability, retailers typically engage in some form of price discrimination. In this article, the authors compare the impact on retailer profitability from two price discrimination mechanisms: quantity discounts based on package size (second-degree price discrimination) and store-level pricing or micromarketing (third-degree price discrimination). Although the latter has been well addressed in the marketing literature, there is limited empirical research on the use of quantity discounts for price discrimination. Using store-level sales data, the authors estimate a structural demand model, accounting for parameter heterogeneity and price endogeneity. They combine the parameter estimates with a model of retailer pricing to conduct optimal pricing and profitability simulations under several scenarios, ranging from constraining the retailer not to engage in any form of price discrimination to the least restrictive scenario of setting nonlinear price schedules specific to each store.Printed Journal


Ketersediaan

Call NumberLocationAvailable
PSB lt.dasar - Pascasarjana1
Penerbit: American Marketing Association
Edisi-
SubjekConsumer behavior
Profitability
Statistical analysis
Demand
Models
Market research
Retailing industry
Pricing policies
studies
ISBN/ISSN222437
Klasifikasi-
Deskripsi Fisik-
Info Detail Spesifik-
Other Version/RelatedTidak tersedia versi lain
Lampiran BerkasTidak Ada Data

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