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Retail channel price discrimination

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  • Cuellar, Steven S.
  • Brunamonti, Marco

Abstract

This paper examines price differentials of identical items across retail channels. Many consumer packaged goods are sold through both grocery and drug stores. Liquor is unique in that in much of the country there is a third retail channel of distribution, liquor stores. If consumers in each retail channel differ in their willingness to pay for certain items, then sellers can exploit those differences and charge different prices for the same items in each channel. We examine a unique data set of pooled cross sectional retail scanner data on wine to test whether sellers use retail channel to identify heterogeneous consumer market segments and engage in price discrimination. We begin by presenting a model of price discrimination by retail channel along with behavioural assumptions regarding shoppers in each channel. Next we examine sales by retail channel and find persistent price differentials for the same item across retail channel after controlling for sample selection bias and seasonality. Lastly, we estimate the price elasticity of demand correcting for endogeneity and find differences across channel consistent with the price differentials. The extent of price differential, however, differs significantly with respect to price point.

Suggested Citation

  • Cuellar, Steven S. & Brunamonti, Marco, 2014. "Retail channel price discrimination," Journal of Retailing and Consumer Services, Elsevier, vol. 21(3), pages 339-346.
    • Handle: RePEc:eee:joreco:v:21:y:2014:i:3:p:339-346
    DOI: 10.1016/j.jretconser.2013.06.004
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    References listed on IDEAS

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    2. Fassnacht, Martin & Unterhuber, Sebastian, 2016. "Consumer response to online/offline price differentiation," Journal of Retailing and Consumer Services, Elsevier, vol. 28(C), pages 137-148.

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