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The Strength of Weak Commitments: A Theory of Price Preannouncements

Author

Listed:
  • Xi Li

    (Faculty of Business and Economics, The University of Hong Kong, Fokfulam, Hong Kong)

  • Yan Xiong

    (Faculty of Business and Economics, The University of Hong Kong, Fokfulam, Hong Kong)

Abstract

Manufacturers often preannounce reference prices for products that have not yet been produced or even developed. These prices are rarely binding, meaning that the manufacturers can make price adjustments in the future, possibly at a cost. In this paper, we argue that price preannouncements can serve as a weak price commitment that, we find, helps the manufacturers secure better deals from their suppliers, thereby lowering their procurement costs and improving their profit. Surprisingly, even an extremely weak price commitment can substantially improve a manufacturer’s profit. On the other hand, when the price commitment is credible enough, the manufacturer forgoes the price preannouncement. Collectively, these results underscore the strategic effects that price preannouncements can have on firms’ marketing decisions.

Suggested Citation

  • Xi Li & Yan Xiong, 2026. "The Strength of Weak Commitments: A Theory of Price Preannouncements," Management Science, INFORMS, vol. 72(2), pages 1054-1071, February.
    • Handle: RePEc:inm:ormnsc:v:72:y:2026:i:2:p:1054-1071
    DOI: 10.1287/mnsc.2023.02020
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    References listed on IDEAS

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