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The Pricing of Art and the Art of Pricing: Pricing Styles in the Concert Industry

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  • Courty, Pascal
  • Pagliero, Mario

Abstract

We document the existence of pricing styles in the concert industry. Artists differ in the extent to which they rely on second- and third-degree price discrimination and in how likely they are to sell out concerts. Most strikingly, artists who use multiple seating categories are more likely to vary prices across markets and less likely to sell out concerts. These patterns are difficult to explain under a standard profit maximization paradigm. The hypothesis that artists differ in their willingness to exploit market power provides a plausible framework for explaining these patterns in artist pricing style.

Suggested Citation

  • Courty, Pascal & Pagliero, Mario, 2012. "The Pricing of Art and the Art of Pricing: Pricing Styles in the Concert Industry," CEPR Discussion Papers 8967, C.E.P.R. Discussion Papers.
  • Handle: RePEc:cpr:ceprdp:8967
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    References listed on IDEAS

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    Cited by:

    1. Marie Connolly & Jérôme Dupras & Charles Séguin, 2016. "An economic perspective on rock concerts and climate change: Should carbon offsets compensating emissions be included in the ticket price?," Journal of Cultural Economics, Springer;The Association for Cultural Economics International, vol. 40(1), pages 101-126, February.
    2. Luc Champarnaud, 2014. "Prices for superstars can flatten out," Journal of Cultural Economics, Springer;The Association for Cultural Economics International, vol. 38(4), pages 369-384, November.
    3. Hendrik Sonnabend, 2016. "Fairness constraints on profit-seeking: evidence from the German club concert industry," Journal of Cultural Economics, Springer;The Association for Cultural Economics International, vol. 40(4), pages 529-545, November.
    4. Eckard, E. Woodrow & Smith, Marlene A., 2013. "The impact of price discrimination on consumer surplus at popular music concerts," Economics Letters, Elsevier, vol. 118(1), pages 222-224.
    5. Vikander Nick, 2019. "Sellouts, Beliefs, and Bandwagon Behavior," The B.E. Journal of Theoretical Economics, De Gruyter, vol. 19(1), pages 1-21, January.
    6. Pascal Courty & Javad Nasiry, 2018. "Loss aversion and the uniform pricing puzzle for media and entertainment products," Economic Theory, Springer;Society for the Advancement of Economic Theory (SAET), vol. 66(1), pages 105-140, July.

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    More about this item

    Keywords

    Behavioral pricing; Exploitation of market power; Fair pricing; Price discrimination; Pricing style; Rationing;
    All these keywords.

    JEL classification:

    • D42 - Microeconomics - - Market Structure, Pricing, and Design - - - Monopoly
    • D45 - Microeconomics - - Market Structure, Pricing, and Design - - - Rationing; Licensing
    • L21 - Industrial Organization - - Firm Objectives, Organization, and Behavior - - - Business Objectives of the Firm
    • L82 - Industrial Organization - - Industry Studies: Services - - - Entertainment; Media
    • Z11 - Other Special Topics - - Cultural Economics - - - Economics of the Arts and Literature

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