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Can Higher Prices Stimulate Product Use? Evidence from a Field Experiment in Zambia

Listed author(s):
  • Nava Ashraf
  • James Berry
  • Jesse M. Shapiro

The controversy over how much to charge for health products in the developing world rests, in part, on whether higher prices can increase use, either by targeting distribution to high-use households (a screening effect), or by stimulating use psychologically through a sunk-cost effect. We develop a methodology for separating these two effects. We implement the methodology in a field experiment in Zambia using door-to-door marketing of a home water purification solution. We find evidence of economically important screening effects. By contrast, we find no consistent evidence of sunk-cost effects. (JEL C93, D12, I11, M31, O12)

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File URL: http://www.aeaweb.org/articles.php?doi=10.1257/aer.100.5.2383
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Article provided by American Economic Association in its journal American Economic Review.

Volume (Year): 100 (2010)
Issue (Month): 5 (December)
Pages: 2383-2413

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Handle: RePEc:aea:aecrev:v:100:y:2010:i:5:p:2383-2413
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