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From Doubt to Devotion: Trials and Learning-Based Pricing

Author

Listed:
  • Tan Gan
  • Nicholas Wu

Abstract

An informed seller designs a dynamic mechanism to sell an experience good. The seller has private information about product match, which affects the buyer’s private consumption experience. The belief gap between both parties coupled with the buyer’s learning yields mechanisms providing the skeptical buyer with limited access to the product and an option to upgrade if the buyer is swayed by a good experience. Depending on the seller’s screening technology, this takes the form of free/discounted trials or dynamic tiered pricing, which are prevalent in digital markets. Unlike static environments, having consumer data can reduce sellers’ revenue in equilibrium.

Suggested Citation

  • Tan Gan & Nicholas Wu, 2026. "From Doubt to Devotion: Trials and Learning-Based Pricing," Journal of Political Economy, University of Chicago Press, vol. 134(9), pages 2683-2739.
    • Handle: RePEc:ucp:jpolec:doi:10.1086/742434
    DOI: 10.1086/742434
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