Behavioral Price Discrimination in the Presence of Switching Costs

References

• Acquisiti A, Varian H (2006) Conditioning prices on purchase history. Marketing Sci. 24(3):367–381.Link, Google Scholar
• Besanko D, Dube JP, Gupta S (2003) Competitive price discrimination strategies in a vertical channel using aggregate retail data. Management Sci. 49(9):1121–1138.Link, Google Scholar
• Chen Y (1997) Paying customers to switch. J. Econom. Management Strategy 6(4):877–897.Crossref, Google Scholar
• Chen Y, Narasimhan C, Zhang ZJ (2001) Individual marketing with imperfect targetability. Marketing Sci. 20(1):23–41.Link, Google Scholar
• Cosguner K, Chan T, Seetharaman PB (2016) Dynamic pricing in a distribution channel in the presence of switching costs. Management Sci., ePub ahead of print December 8,https://doi.org/10.1287/mnsc.2016.2649.Link, Google Scholar
• Elrod T, Winer RS (1982) An empirical evaluation of aggregation approaches for developing market segments. J. Marketing 46(4):65–74.Crossref, Google Scholar
• Fudenberg D, Tirole J (2000) Customer poaching and brand switching. RAND J. Econom. 31(4):634–657.Crossref, Google Scholar
• Fudenberg D, Villas-Boas JM (2006) Behavior-based price discrimination and customer recognition. Hendershott T, ed. Economics and Information Systems, Vol. 1 (Emerald Group Publishing, Bingley, UK), 377–436.Crossref, Google Scholar
• Glazer R (1991) Marketing in an information-intensive environment. J. Marketing 6(4):877–897.Google Scholar
• Liu Y, Zhang ZJ (2006) The benefits of personalized pricing in a channel. Marketing Sci. 25(1):97–105.Link, Google Scholar
• Pakes A, McGuire P (1994) Computing Markov-perfect Nash equilibria. RAND J. Econom. 25(4):555–589.Crossref, Google Scholar
• Pancras J, Sudhir K (2007) Optimal marketing strategies for a customer data intermediary. J. Marketing Res. 44(4):560–578.Crossref, Google Scholar
• Pazgal A, Soberman D (2008) Behavior-based discrimination. Marketing Sci. 27(6):977–994.Link, Google Scholar
• Rossi PE, McCulloch RE, Allenby GM (1996) The value of purchase history data in target marketing. Marketing Sci. 15(4):321–340.Link, Google Scholar
• Seetharaman PB (2004) Modeling multiple sources of state dependence in random utility models. Marketing Sci. 23(2):263–271.Link, Google Scholar
• Seetharaman PB, Ainslie A, Chintagunta PK (1999) Investigating household state dependence effects across categories. J. Marketing Res. 36(4):488–500.Crossref, Google Scholar
• Shaffer G, Zhang ZJ (1995) Competitive coupon targeting. Marketing Sci. 14(4):395–416.Link, Google Scholar
• Shaffer G, Zhang ZJ (2000) Pay to switch or pay to stay: Preference-based price discrimination in markets with switching costs. J. Econom. Management Strategy 9(3):397–424.Crossref, Google Scholar
• Shin J, Sudhir K (2010) A customer management dilemma: When is it profitable to reward one’s own customers? Marketing Sci. 29(4):671–689.Link, Google Scholar
• Taylor CR (2003) Supplier surfing: Competition and consumer behavior in subscription markets. RAND J. Econom. 34(2):223–246.Crossref, Google Scholar
• Villas-Boas JM (1999) Dynamic competition with customer recognition. RAND J. Econom. 30(4):604–631.Crossref, Google Scholar
• Villas-Boas JM (2004) Price cycles in markets with customer recognition. RAND J. Econom. 35(3):486–501.Crossref, Google Scholar