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Advance Purchase Discounts Versus Clearance Sales

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  • Marc Möller
  • Makoto Watanabe

Abstract

This article considers advance selling problems. It explains why some goods (e.g. airline tickets) are sold cheap to early buyers, while others (e.g. theatre tickets) offer discounts to those who buy late. We derive the profit maximising selling strategy for a monopolist when aggregate demand is certain but buyers face uncertainty about their individual demands. When aggregate demand exceeds capacity, both Advance Purchase Discounts as well as Clearance Sales might be optimal. We determine how the comparison of these price discrimination strategies depends on the rationing rule, capacity costs and the availability of temporal capacity limits, price commitment and resale. Copyright � The Author(s). Journal compilation � Royal Economic Society 2009.

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Bibliographic Info

Article provided by Royal Economic Society in its journal The Economic Journal.

Volume (Year): 120 (2010)
Issue (Month): 547 (09)
Pages: 1125-1148

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Handle: RePEc:ecj:econjl:v:120:y:2010:i:547:p:1125-1148

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Cited by:
  1. Philippe Choné & Romain De Nijs & Lionel Wilner, 2012. "Intertemporal Pricing with Unobserved Consumer Arrival Times," Working Papers 2012-23, Centre de Recherche en Economie et Statistique.
  2. Marc M�ller & Makoto Watanabe, 2013. "Competition in the Presence of Individual Demand Uncertainty," Tinbergen Institute Discussion Papers 13-185/V, Tinbergen Institute.
  3. Marco Alderighi & Marcella Nicolini & Claudio A. Piga, 2012. "Combined Effects of Load Factors and Booking Time on Fares: Insights from the Yield Management of a Low-Cost Airline," Quaderni di Dipartimento 171, University of Pavia, Department of Economics and Quantitative Methods.
  4. Heski Bar-Isaac & Guillermo Caruana & Vicente Cuñat, 2010. "Information Gathering and Marketing," Journal of Economics & Management Strategy, Wiley Blackwell, vol. 19(2), pages 375-401, 06.
  5. Zhang, Tianle, 2010. "Advance-Purchase Programs: When to Introduce and What to Inform Consumers," MPRA Paper 25606, University Library of Munich, Germany.
  6. Seongman Moon & Makoto Watanabe, 2011. "Refundability and Price: Empirical Analysis on the Airline Industry," Working Papers 1107, Research Institute for Market Economy, Sogang University.
  7. Marc Möller & Makoto Watanabe, 2013. "Competition in the Presence of Individual Demand Uncertainty," CESifo Working Paper Series 4490, CESifo Group Munich.
  8. X. DHaultfoeuille & P. Fevrier & L. Wilner, 2012. "Demand Estimation in the Presence of Revenue Management," Documents de Travail de la DESE - Working Papers of the DESE g2012-13, Institut National de la Statistique et des Etudes Economiques, DESE.
  9. Angela Stefania Bergantino & Capozza, Claudia, 2012. "Airline Pricing Behaviour Under Limited Intermodal Competition," Working Papers 1206, SIET Società Italiana di Economia dei Trasporti e della Logistica, revised 2012.
  10. Volodymyr Bilotkach & Alberto A. Gaggero & Claudio A. Piga, 2012. "Airline Pricing under Different Market Conditions: evidence from European Low-Cost Carriers," Discussion Paper Series 2012_01, Department of Economics, Loughborough University, revised Jan 2012.

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