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Paying More for Less: Why Don’t Households in Tanzania Take Advantage of Bulk Discounts?

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  • Brian Dillon
  • Joachim De Weerdt
  • Ted O’Donoghue

Abstract

Do poor households shop in a way that leaves money on the table? A simple way to maximize consumption, conditional on available cash, is to avoid regularly purchasing small amounts of nonperishable goods when bulk discounts are available at modestly larger quantities. Using two-week transaction diaries covering 48,501 purchases by 1,493 households in Tanzania, this article finds that through bulk purchasing the average household could spend 8.7 percent less without reducing purchasing quantities. Several explanations for this pattern are investigated, and the most likely mechanisms are found to be worries about over-consumption of stocks and avoidance of social taxation. Contrary to prior work, there is little indication that liquidity constraints prevent poorer households in the sample from buying in bulk, possibly because the bulk quantities under examination are not very large.

Suggested Citation

  • Brian Dillon & Joachim De Weerdt & Ted O’Donoghue, 2021. "Paying More for Less: Why Don’t Households in Tanzania Take Advantage of Bulk Discounts?," The World Bank Economic Review, World Bank, vol. 35(1), pages 148-179.
    • Handle: RePEc:oup:wbecrv:v:35:y:2021:i:1:p:148-179.
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    File URL: http://hdl.handle.net/10.1093/wber/lhz020
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    Cited by:

    1. Gross, Jeremie & Guirkinger, Catherine & Platteau, Jean-Philippe, 2020. "Buy as you need: Nutrition and food storage imperfections," Journal of Development Economics, Elsevier, vol. 144(C).
    2. Christine M. Sauer & Thomas Reardon & Nicole M. Mason, 2023. "The poor do not pay more: Evidence from Tanzanian consumer food expenditures controlling for the food environment," Agricultural Economics, International Association of Agricultural Economists, vol. 54(5), pages 638-661, September.
    3. Wich, Hannah & Harris-Lagoudakis, Katherine, 2025. "Does SNAP participation increase bulk purchases?," Journal of Public Economics, Elsevier, vol. 249(C).
    4. John Gibson & Bonggeun Kim, 2018. "Economies of scale, bulk discounts, and liquidity constraints: comparing unit value and transaction level evidence in a poor country," Review of Economics of the Household, Springer, vol. 16(1), pages 21-39, March.

    More about this item

    Keywords

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    JEL classification:

    • O12 - Economic Development, Innovation, Technological Change, and Growth - - Economic Development - - - Microeconomic Analyses of Economic Development
    • D03 - Microeconomics - - General - - - Behavioral Microeconomics: Underlying Principles
    • D12 - Microeconomics - - Household Behavior - - - Consumer Economics: Empirical Analysis

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