An Empirical Analysis of Consumer Purchase Decisions Under Bucket-Based Price Discrimination

References

• Ailawadi K, Neslin S (1998) The effect of promotion on consumption: Buying more and consuming it faster. J. Marketing Res. 35(3):390–398.Crossref, Google Scholar
• Ascarza E, Lambrecht A, Vilcassim N (2012) When talk is “free”: The effect of tariff structure on usage under two- and three-part tariffs. J. Marketing Res. 49(6):882–899.Crossref, Google Scholar
• Bucklin R, Gupta S (1992) Brand choice, purchase incidence, and segmentation: An integrated modeling approach. J. Marketing Res. 29(2):201–215.Crossref, Google Scholar
• Chaloupka FJ, Grossman M, Saffer H (2002) The effects of price on alcohol consumption and alcohol-related problems. Alcohol Res. Health 26(1):22–35.Google Scholar
• Chung D, Steenburgh T, Sudhir K (2014) Do bonuses enhance sales productivity? A dynamic structural analysis of bonus based compensation plans. Marketing Sci. 33(2):165–187.Link, Google Scholar
• Coase RH (1972) Durability and monopoly. J. Law Econom. 15(1):143–149.Crossref, Google Scholar
• Danaher PJ (2002) Optimal pricing of new subscription services: Analysis of a market experiment. Marketing Sci. 21(2):119–138.Link, Google Scholar
• DeGraba P (1994) No lease is short enough to solve the time inconsistency problem. J. Indust. Econom. 42(4):361–374.Crossref, Google Scholar
• DellaVigna S, Malmendier U (2006) Paying not to go to the gym. Amer. Econom. Rev. 93(3):694–719.Crossref, Google Scholar
• Dubé JP, Hitsch GJ, Jindal P (2010) Estimating durable goods adoption decisions from stated preference data. Working paper, University of Chicago, Chicago.Google Scholar
• Erdem T, Keane MP (1996) Decision-making under uncertainty: Capturing dynamic brand choice processes in turbulent consumer goods markets. Marketing Sci. 15(1):1–20.Link, Google Scholar
• Erdem T, Imai S, Keane MP (2003) Brand and quantity dynamics under price uncertainty. Quant. Marketing Econom. 1(1):5–64.Crossref, Google Scholar
• Essegaier S, Gupta S, Zhang ZJ (2002) Pricing access services. Marketing Sci. 21(2):139–160.Link, Google Scholar
• Frederick S, Loewenstein G, O’Donoghue T (2002) Time discounting and time preference: A critical review. J. Econom. Literature 40(2):351–401.Crossref, Google Scholar
• Goettler R, Clay K (2011) Tariff choice with consumer learning and switching costs. J. Marketing Res. 48(4):633–652.Crossref, Google Scholar
• Hitt LM, Chen P (2005) Bundling with customer self-selection: A simple approach to bundling low-marginal-cost goods. Management Sci. 51(10):1481–1493.Link, Google Scholar
• Hobson M, Spady RH (1988) The demand for local telephone service under optional local measured service. Bellcore Econom. Disc. Paper No. 50.Google Scholar
• Imai S, Jain N, Ching A (2009) Bayesian estimation of dynamic discrete choice models. Econometrica 77(6):1865–1899.Crossref, Google Scholar
• Iyengar R (2010) Pricing for a menu of service plans—An application to the digital music industry. Working paper, University of Pennsylvania, Philadelphia.Google Scholar
• Iyengar R, Ansari A, Gupta S (2007) A model of consumer learning for service quality and usage. J. Marketing Res. 44(4):529–544.Crossref, Google Scholar
• Jain S (2012) Marketing of vice goods: A strategic analysis of the package size decision. Marketing Sci. 31(1):36–51.Link, Google Scholar
• Kamakura WA, Russell GJ (1989) A probabilistic choice model for market segmentation and elasticity structure. J. Marketing Res. 26(4):379–390.Crossref, Google Scholar
• Keane MP (1993) Simulation estimation for panel data models with limited dependent variables. Maddala GS, Rao CR, Vinod HD, eds. Handbook of Statistics, Vol. 11 (North-Holland, Amsterdam), 545–571.Crossref, Google Scholar
• Keane MP, Wolpin KI (1994) Solution and estimation of dynamic programming models by simulation. Rev. Econom. Stats. 76(4): 648–672.Crossref, Google Scholar
• Kling JP, van der Ploeg SS (1990) Estimating local call elasticities with a model of stochastic class of service and usage choice. de Fontenay A, Shugard MH, Sibley DS, eds. Telecommunications Demand Modeling (North Holland, Amsterdam), 119–136.Google Scholar
• Kopalle PK, Sun Y, Neslin SA, Sun B, Swaminathan V (2012) The joint sales impact of frequency reward and customer tier components of loyalty programs. Marketing Sci. 31(2):216–235.Link, Google Scholar
• Kridel D, Lehmann DE, Weisman DL (1993) Option value, telecommunications demand and policy. Info. Econom. Policy 5(2):125–144.Crossref, Google Scholar
• Laibson D (1997) Golden eggs and hyperbolic discounting. Quart. J. Econom. 112(2):443–477.Crossref, Google Scholar
• Lambrecht A, Skiera B (2006) Paying too much and being happy about it: Causes and consequences of tariff-choice biases. J. Marketing Res. 43(2):212–223.Crossref, Google Scholar
• Lambrecht A, Seim K, Skiera B (2007) Does uncertainty matter? Consumer behavior under three-part tariffs. Marketing Sci. 26(5):698–710.Link, Google Scholar
• Lancaster KJ (1966) A new approach to consumer theory. J. Political Econom. 74(2):132–157.Crossref, Google Scholar
• Lovelock CH, Wirtz J (2007) Services Marketing: People, Technology and Strategy, 6th ed. (Prentice Hall, Upper Saddle River, NJ).Google Scholar
• McFadden D (1989) A method of simulated moments for estimation of discrete response models without numerical integration. Econometrica 57(5):995–1026.Crossref, Google Scholar
• Menard S (2002) Applied Logistic Regression Analysis (Sage, Thousand Oaks, CA).Crossref, Google Scholar
• Milkman KL, Rogers T, Bazerman MH (2009) Highbrow films gather dust: Time-inconsistent preferences and online movie rentals. Management Sci. 55(6):1047–1059.Link, Google Scholar
• Miravete E (2002a) Estimating demand for local telephone service with asymmetric information and optional calling plans. Rev. Econom. Stud. 69(4):943–971.Crossref, Google Scholar
• Miravete E (2002b) Choosing the wrong calling plan? Ignorance and learning. Amer. Econom. Rev. 93(1):297–310.Crossref, Google Scholar
• Mitchell BM, Vogelsang I (1991) Telecommunications Pricing: Theory and Practice (Cambridge University Press, Cambridge, UK).Crossref, Google Scholar
• Mullahy J (1986) Cigarette smoking: Habits, health concerns, and heterogeneous unobservables in a microeconomic analysis of consumer demand. Dissertation, University of Virginia, Charlottesville.Google Scholar
• Mussa M, Rosen S (1978) Monopoly and product quality. J. Econom. Theory 18(2):301–317.Crossref, Google Scholar
• Narayanan S, Chintagunta P, Miravete EJ (2007) The role of self-selection, usage uncertainty and learning in the demand for local telephone service. Quant. Marketing Econom. 5(4):1–34.Crossref, Google Scholar
• Oi WY (1971) A Disneyland dilemma: Two-part tariffs for a Mickey Mouse monopoly. Quart. J. Econom. 85(1):77–96.Crossref, Google Scholar
• Read D, Loewenstein G, Kalyanaraman S (1999) Mixing virtue and vice: Combining the immediacy effect and the diversification heuristic. J. Behavioral Decision Making 12(4):257–273.Crossref, Google Scholar
• Rochet J-C, Stole LA (2002) Nonlinear pricing with random participation. Rev. Econ. Stud. 69:277–311.Crossref, Google Scholar
• Schlereth C, Skiera B (2012) Measurement of consumer preference for bucket pricing plans with different service attributes. Intern. J. Res. Marketing 29(2):167–180.Crossref, Google Scholar
• Sun B (2005) The promotion effect on endogenous consumption. Marketing Sci. 24(3):430–443.Link, Google Scholar
• Sun B, Neslin SA, Srinivasan K (2003) Measuring the impact of promotions on brand switching when consumers are forward looking. J. Marketing Res. 40(4):389–405.Crossref, Google Scholar
• Train KE, Ben-Akiva M, Atherton T (1989) Consumption patterns and self-selecting tariffs. Rev. Econom. Statist. 71(1):62–73.Crossref, Google Scholar
• Train KE, McFadden DL, Ben-Akiva M (1987) The demand for local telephone service: A fully discrete model of residential calling patterns and service choices. RAND J. Econom. 18(1):109–123.Crossref, Google Scholar
• Wertenbroch K (1998) Consumption self-control by rationing purchase quantities of virtue and vice. Marketing Sci. 17(4): 317–337.Link, Google Scholar
• Wilson RB (1993) Nonlinear Pricing (Oxford University Press, New York).Crossref, Google Scholar
• Xie J, Shugan SM (2001) Electronic tickets, smart cards, and online prepayments: When and how to advance sell. Marketing Sci. 20(3):219–243.Link, Google Scholar
• Zauberman G (2003) The intertemporal dynamics of consumer lock-in. J. Consumer Res. 30(3):405–419.Crossref, Google Scholar