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Behavior-based pricing with experience goods


  • De Nijs, Romain
  • Rhodes, Andrew


We consider a two-period model in which duopolists sell experience goods and practice behavior-based price discrimination (BBPD). We give general conditions for when firms should offer a lower price to existing customers (‘pay-to-stay’) or to new customers (‘pay-to-switch’). We also demonstrate that unlike previous results, BBPD may intensify competition in the first period but weaken it in the second.

Suggested Citation

  • De Nijs, Romain & Rhodes, Andrew, 2013. "Behavior-based pricing with experience goods," Economics Letters, Elsevier, vol. 118(1), pages 155-158.
  • Handle: RePEc:eee:ecolet:v:118:y:2013:i:1:p:155-158 DOI: 10.1016/j.econlet.2012.10.014

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    References listed on IDEAS

    1. Yongmin Chen, 1997. "Paying Customers to Switch," Journal of Economics & Management Strategy, Wiley Blackwell, vol. 6(4), pages 877-897, December.
    2. Bing Jing, 2011. "Pricing Experience Goods: The Effects of Customer Recognition and Commitment," Journal of Economics & Management Strategy, Wiley Blackwell, vol. 20(2), pages 451-473, June.
    3. Bernard Caillaud & Romain De Nijs, 2011. "Strategic loyalty reward in dynamic price Discrimination," PSE Working Papers halshs-00622291, HAL.
    4. J. Miguel Villas-Boas, 2004. "Consumer Learning, Brand Loyalty, and Competition," Marketing Science, INFORMS, vol. 23(1), pages 134-145, December.
    5. J. Miguel Villas-Boas, 2006. "Dynamic Competition with Experience Goods," Journal of Economics & Management Strategy, Wiley Blackwell, vol. 15(1), pages 37-66, March.
    6. Jiwoong Shin & K. Sudhir, 2010. "A Customer Management Dilemma: When Is It Profitable to Reward One's Own Customers?," Marketing Science, INFORMS, vol. 29(4), pages 671-689, 07-08.
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    Cited by:

    1. Romain De Nijs, 2015. "Behavior-based price discrimination and customer information sharing," PSE Working Papers hal-01226250, HAL.
    2. repec:hal:wpaper:hal-01226250 is not listed on IDEAS
    3. Hoe Sang Chung, 2016. "Behavior-Based Price Discrimination with Experience Goods," Manchester School, University of Manchester, vol. 84(5), pages 675-695, September.
    4. De Nijs, Romain, 2017. "Behavior-based price discrimination and customer information sharing," International Journal of Industrial Organization, Elsevier, vol. 50(C), pages 319-334.
    5. repec:kap:qmktec:v:15:y:2017:i:2:d:10.1007_s11129-017-9181-1 is not listed on IDEAS

    More about this item


    Dynamic pricing; Price discrimination; Experience goods; Skewness;

    JEL classification:

    • L1 - Industrial Organization - - Market Structure, Firm Strategy, and Market Performance
    • M4 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Accounting


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