Behavior Based Pricing In Marketing Channels

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Behavior-Based Pricing in Marketing Channels

Author : Krista J. Li
Publisher :
ISBN 13 :
Total Pages : 38 pages
Book Rating : 4.:/5 (13 download)

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Book Synopsis Behavior-Based Pricing in Marketing Channels by : Krista J. Li

Download or read book Behavior-Based Pricing in Marketing Channels written by Krista J. Li and published by . This book was released on 2018 with total page 38 pages. Available in PDF, EPUB and Kindle. Book excerpt: With behavior-based pricing (BBP), firms use customers' purchase history data to price discriminate between past customers and new customers. Prior research has examined BBP in a non-channel setting. In this paper, we investigate BBP in a channel setting in which manufacturers sell to customers through exclusive retailers. We examine how channel members' adoption of BBP affects wholesale and retail prices, profits, consumer surplus, and social welfare. We find that BBP decreases channel members' profits when retailers use BBP and manufacturers use uniform pricing. However, BBP increases channel members' profits when both manufacturers and retailers use BBP. In addition, BBP by retailers alone increases consumer surplus, whereas BBP by both manufacturers and retailers decreases consumer surplus. When manufacturers also use BBP, BBP decreases social welfare to a greater degree than when only retailers use BBP. Furthermore, when manufacturers cannot use BBP, their profits are higher with long-term wholesale price contracts. When manufacturers can use BBP, short-term wholesale price contracts yield higher profits for manufacturers and retailers.

Pricing, Online Marketing Behavior, and Analytics

Author : G. Viglia
Publisher : Springer
ISBN 13 : 1137413263
Total Pages : 121 pages
Book Rating : 4.1/5 (374 download)

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Book Synopsis Pricing, Online Marketing Behavior, and Analytics by : G. Viglia

Download or read book Pricing, Online Marketing Behavior, and Analytics written by G. Viglia and published by Springer. This book was released on 2014-05-09 with total page 121 pages. Available in PDF, EPUB and Kindle. Book excerpt: Over the past few decades marketing practices have shifted with the sudden growth of social media and the proliferation of devices, platforms, and applications. This rapidly changing environment presents new opportunities and challenges for marketers, who need to stay up to date with the development of e-marketing. Viglia instructs readers in the theories and practices of online marketing;, detailing the characteristics, consumer behaviors, and differences between platforms, analytics, and pricing strategies of new media. Pricing, Online Marketing Behavior, and Analytics covers many different aspects of how online marketing works and its continuous evolution. Case studies and examples are used throughout the book to outline theories and explain e-marketing characteristics in a practical way.

Distribution Channels

Author : Louis W. Stern
Publisher :
ISBN 13 :
Total Pages : 328 pages
Book Rating : 4.:/5 (319 download)

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Book Synopsis Distribution Channels by : Louis W. Stern

Download or read book Distribution Channels written by Louis W. Stern and published by . This book was released on 1969 with total page 328 pages. Available in PDF, EPUB and Kindle. Book excerpt:

Behavior-Based Pricing Under Asymmetric Channel Competition with Strategic Consumers

Author : Yingdan Zhang
Publisher :
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.:/5 (137 download)

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Book Synopsis Behavior-Based Pricing Under Asymmetric Channel Competition with Strategic Consumers by : Yingdan Zhang

Download or read book Behavior-Based Pricing Under Asymmetric Channel Competition with Strategic Consumers written by Yingdan Zhang and published by . This book was released on 2022 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: With behavior-based pricing (BBP), retailers use customers' purchase records to price discriminate between new and past customers. In this paper, we investigate BBP in a setting where sales channels have different purchasing convenience, indicating that channels are asymmetric. We examine how the adoption of BBP affects retailers' profits, and how purchasing convenience, measured by the hassle cost in our model, affects retailers' pricing decisions. To address these questions, we build up a three-period model in which two competing retailers with different hassle costs independently decide whether to adopt BBP, and sell repeatedly purchased products to strategic customers. By comparing retailers' profits in different cases with different retailers adopting BBP, we find specific conditions under which BBP can be profitable. In particular, the retailer with the higher hassle cost are more likely to benefit from the adoption of BBP. Therefore, contrary to intuition, retailers with high hassle costs do not always need to work on improving convenience when adopting BBP. Also we find that retailers make the same decision on whether to adopt BBP in equilibrium, and their decision depends on the hassle cost gap between the two channels. Our findings provide guidance for retailers with different channel convenience on how to use BBP and respond to consumers' strategic behavior in a competitive setting.

Behavior-Based Pricing

Author : Krista J. Li
Publisher :
ISBN 13 :
Total Pages : 37 pages
Book Rating : 4.:/5 (13 download)

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Book Synopsis Behavior-Based Pricing by : Krista J. Li

Download or read book Behavior-Based Pricing written by Krista J. Li and published by . This book was released on 2015 with total page 37 pages. Available in PDF, EPUB and Kindle. Book excerpt: Firms tracking consumer purchase information often use behavior-based pricing (BBP), i.e., price discriminate between consumers based on preferences revealed from purchase histories. However, behavioral research has shown that such pricing practices can lead to perceptions of unfairness when consumers are charged a higher price than other consumers for the same product. This paper studies the impact of consumers' fairness concerns on firms' behavior-based pricing strategy, profits, consumer surplus, and social welfare. Prior research shows that BBP often yields lower profits than profits without customer recognition or behavior-based price discrimination. In contrast, we find that firms' profits from conducting BBP increase with consumers' fairness concerns. When fairness concerns are sufficiently strong, practicing BBP is more profitable than without customer recognition. However, consumers' fairness concerns decrease consumer surplus. In addition, when consumers' fairness concerns are sufficiently strong, they reduce inefficient switching and improve social welfare.

Marketing Management

Author : K. Muthukumar
Publisher : Thakur Publication Private Limited
ISBN 13 :
Total Pages : 272 pages
Book Rating : 4./5 ( download)

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Book Synopsis Marketing Management by : K. Muthukumar

Download or read book Marketing Management written by K. Muthukumar and published by Thakur Publication Private Limited. This book was released on 2022-01-01 with total page 272 pages. Available in PDF, EPUB and Kindle. Book excerpt: Discover the comprehensive Marketing Management e-Book designed specifically for MBA II Semester students of Anna University, Chennai. Published by Thakur Publication, this invaluable resource provides in-depth insights into the principles and practices of marketing, empowering aspiring business leaders with the knowledge and strategies needed to excel in the dynamic world of marketing. Get ready to enhance your marketing acumen and achieve academic success with this essential e-Book.

Handbook of Research on Distribution Channels

Author : Charles A. Ingene
Publisher : Edward Elgar Publishing
ISBN 13 : 0857938606
Total Pages : 608 pages
Book Rating : 4.8/5 (579 download)

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Book Synopsis Handbook of Research on Distribution Channels by : Charles A. Ingene

Download or read book Handbook of Research on Distribution Channels written by Charles A. Ingene and published by Edward Elgar Publishing. This book was released on 2019 with total page 608 pages. Available in PDF, EPUB and Kindle. Book excerpt: Distribution channels are the most complex element of the marketing mix to fully grasp and to profitably manage. In this Handbook the authors present cutting-edge research on channel management and design from analytical, conceptual, and empirical perspectives. The breadth of this Handbook makes it appropriate for use in a doctoral course on distribution channels, or as a knowledge-broadening resource for faculty and researchers who wish to understand types of channels research that are outside the scope of their own approach to distribution.

Economics and Information Systems

Author : Terrence Hendershott
Publisher : Elsevier Science Limited
ISBN 13 : 9780444517715
Total Pages : 692 pages
Book Rating : 4.5/5 (177 download)

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Book Synopsis Economics and Information Systems by : Terrence Hendershott

Download or read book Economics and Information Systems written by Terrence Hendershott and published by Elsevier Science Limited. This book was released on 2006-12-28 with total page 692 pages. Available in PDF, EPUB and Kindle. Book excerpt: Contains chapters that focus on the individual interrelated subjects regarding the economics of information systems: the adoption and diffusion of information technologies; the pricing of data communications; the means and tactics firms us to compete with each other; and the manner in which firms interact with and distribute goods to customers.

Innovation and Marketing in the Pharmaceutical Industry

Author : Min Ding
Publisher : Springer Science & Business Media
ISBN 13 : 1461478014
Total Pages : 763 pages
Book Rating : 4.4/5 (614 download)

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Book Synopsis Innovation and Marketing in the Pharmaceutical Industry by : Min Ding

Download or read book Innovation and Marketing in the Pharmaceutical Industry written by Min Ding and published by Springer Science & Business Media. This book was released on 2013-10-31 with total page 763 pages. Available in PDF, EPUB and Kindle. Book excerpt: The pharmaceutical industry is one of today’s most dynamic and complex industries, involving commercialization of cutting-edge scientific research, a huge web of stakeholders (from investors to doctors), multi-stage supply chains, fierce competition in the race to market, and a challenging regulatory environment. The stakes are high, with each new product raising the prospect of spectacular success—or failure. Worldwide revenues are approaching $1 trillion; in the U.S. alone, marketing for pharmaceutical products is, itself, a multi-billion dollar industry. In this volume, the editors showcase contributions from experts around the world to capture the state of the art in research, analysis, and practice, and covering the full spectrum of topics relating to innovation and marketing, including R&D, promotion, pricing, branding, competitive strategy, and portfolio management. Chapters include such features as: · An extensive literature review, including coverage of research from fields other than marketing · an overview of how practitioners have addressed the topic · introduction of relevant analytical tools, such as statistics and ethnographic studies · suggestions for further research by scholars and students The result is a comprehensive, state-of-the-art resource that will be of interest to researchers, policymakers, and practitioners, alike.

Mobile Marketing Channel

Author : Mahmud Akhter Shareef
Publisher : Springer
ISBN 13 : 3319312871
Total Pages : 150 pages
Book Rating : 4.3/5 (193 download)

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Book Synopsis Mobile Marketing Channel by : Mahmud Akhter Shareef

Download or read book Mobile Marketing Channel written by Mahmud Akhter Shareef and published by Springer. This book was released on 2016-04-23 with total page 150 pages. Available in PDF, EPUB and Kindle. Book excerpt: This book attempts to address, explore, and conceptualize the epistemological paradigms of SMS as an alternative marketing channel or in combination with other existing traditional channels. It promotes a multichannel strategy in the light of synthesized marketing distribution, consumer behavior, and information and communication technology (ICT)-related behavioral theory to develop, establish, and launch a guiding theory and practice for this emerging area. Usage of mobile phones and hand-held wireless devices is growing and diffusing so quickly that 21st century marketing managers find a great potential for this wireless channel to be the most effective media for maintaining a consumer relationship that provides the highest quality service. The emergence of SMS-based direct marketing as a distinct channel or embedded with other channels is characterized by several issues, challenges, barriers, and limitations. This book examines and postulates the following interrelated issues related to wireless marketing (particularly the SMS-based marketing channel): (i) Consumer behavior for mobile phone SMS – perception, exposure, and attention; (ii) Consumer attitudes toward SMS-based marketing channels; (iii) The scope of SMS to meet consumer service output demands from an online channel; (iv) Consumer selection criteria for mobile phone SMS channel structure; (v) Mobile channel structure as an efficient and effective consumer interaction mode; and (vi) Consumer multichannel behavior. It is important to use the SMS-based mobile channel as a radical tool of interactive marketing and seamless service marketing, as there is the opportunity to maximize, until now, unutilized benefits of this efficient and popular direct marketing channel.

Transparency of Behavior-Based Pricing

Author : Li, Xi
Publisher :
ISBN 13 :
Total Pages : pages
Book Rating : 4.:/5 (13 download)

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Book Synopsis Transparency of Behavior-Based Pricing by : Li, Xi

Download or read book Transparency of Behavior-Based Pricing written by Li, Xi and published by . This book was released on 2020 with total page pages. Available in PDF, EPUB and Kindle. Book excerpt: Behavior-based pricing (BBP) refers to the practice in which firms collect consumers' purchase history data, recognize repeat and new consumers from the data, and offer them different prices. BBP is a prevalent practice for firms and a worldwide concern for consumers. Extant research has examined BBP under the assumption that consumers observe firms' practice of BBP. However, consumers do not know this for specific firms and are often unaware of how firms collect and use their data. In this paper, we examine how firms make BBP decisions when consumers do not observe whether firms perform BBP and how the transparency of firms' BBP practice affects firms and consumers. We find that when consumers do not observe firms' practice of BBP and the cost of implementing BBP is low, a firm indeed practices BBP, even though BBP is a dominated strategy when consumers observe it. When the cost is moderate, the firm does not use BBP; however, it must distort its first-period price downward to signal and convince consumers of its choice. A high cost of implementing BBP serves as a commitment device that the firm will forfeit BBP, thereby improving firm profit. By comparing regimes in which consumers observe and do not observe a firm's practice of BBP, we find that transparency of BBP increases firm profit but decreases consumer surplus and social welfare. Therefore, commanding firms to disclose collection and usage of consumer data could hurt consumers and lead to unintended consequences.

Handbook of Marketing

Author : Barton A Weitz
Publisher : SAGE
ISBN 13 : 9781412921206
Total Pages : 618 pages
Book Rating : 4.9/5 (212 download)

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Book Synopsis Handbook of Marketing by : Barton A Weitz

Download or read book Handbook of Marketing written by Barton A Weitz and published by SAGE. This book was released on 2006-08-11 with total page 618 pages. Available in PDF, EPUB and Kindle. Book excerpt: The 'Handbook of Marketing' presents a major retrospective and prospective overview of the field of marketing when many of the traditional boundaries and domains within marketing have been subject to change.

BDEDM 2023

Author : Misra Anuranjan
Publisher : European Alliance for Innovation
ISBN 13 : 1631904027
Total Pages : 1138 pages
Book Rating : 4.6/5 (319 download)

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Book Synopsis BDEDM 2023 by : Misra Anuranjan

Download or read book BDEDM 2023 written by Misra Anuranjan and published by European Alliance for Innovation. This book was released on 2023-06-13 with total page 1138 pages. Available in PDF, EPUB and Kindle. Book excerpt: Proceedings of the 2nd International Conference on Big Data Economy and Digital Management (BDEDM 2023) supported by University Malaysia Sabah, Malaysia, held on 6th–8th January 2023 in Changsha, China (virtual conference). The immediate purpose of this Conference was to bring together experienced as well as young scientists who are interested in working actively on various aspects of Big Data Economy and Digital Management. The keynote speeches addressed major theoretical issues, current and forthcoming observational data as well as upcoming ideas in both theoretical and observational sectors. Keeping in mind the “academic exchange first” approach, the lectures were arranged in such a way that the young researchers had ample scope to interact with the stalwarts who are internationally leading experts in their respective fields of research. The major topics covered in the Conference are: Big Data in Enterprise Performance Management, Enterprise Management Modernization, Intelligent Management System, Performance Evaluation and Modeling Applications, Enterprise Technology Innovation, etc.

Market Dominance and Behavior-Based Pricing Under Horizontal and Vertical Differentiation

Author : Thomas Gehrig
Publisher :
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.:/5 (137 download)

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Book Synopsis Market Dominance and Behavior-Based Pricing Under Horizontal and Vertical Differentiation by : Thomas Gehrig

Download or read book Market Dominance and Behavior-Based Pricing Under Horizontal and Vertical Differentiation written by Thomas Gehrig and published by . This book was released on 2007 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: We evaluate behavior-based price discrimination from an antitrust perspective by focusing on an industry with inherited market dominance. Under horizontal differentiation behavior-based pricing does not by itself lead to persistence of dominance unless the dominant firm is protected by significantly higher switching costs than its small rival. This result continues to hold even if the dominant firm can use behavior-based pricing to compete against an entrant with no access to consumers' purchase histories. Under vertical differentiation behavior-based pricing enhances the dominance of the high-quality seller and, hence, consumer welfare.

Personalized Pricing and Information Sharing in a Distribution Channel

Author : Huiqi Guan
Publisher :
ISBN 13 :
Total Pages : 0 pages
Book Rating : 4.:/5 (139 download)

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Book Synopsis Personalized Pricing and Information Sharing in a Distribution Channel by : Huiqi Guan

Download or read book Personalized Pricing and Information Sharing in a Distribution Channel written by Huiqi Guan and published by . This book was released on 2023 with total page 0 pages. Available in PDF, EPUB and Kindle. Book excerpt: We consider a distribution channel comprising of a supplier and a retailer, where the retailer can collect customer data, use it to profile them, and personalize its retail prices based on this information. Depending on the retailer's data collection ability, two personalized pricing strategies are studied. The retailer uses Behavior-Based Pricing (BBP) if it can only tell customers with any prior history apart; the retailer uses Fully Personalized Pricing (FPP) if it can accurately predict the customers' true willingness-to-pay. Moreover, when the retailer shares the collected customer data, either in full or to a limited extent, with the supplier, the latter can also adopt the personalized pricing strategies in setting the wholesale price. Using a two-period game-theoretic model that considers the strategic behavior of the customers, we solve for the equilibrium results and compare them across different scenarios. Our analysis uncovers several counter-intuitive findings that generate interesting managerial insights. First, we show that the supplier and the retailer may have conflicting attitudes towards adopting personalized pricing strategies. Similarly, they may have opposing preferences on the sharing level of customer data. As a function of the degree of strategic behavior of customers (modeled using a discount factor of future profits), we determine the most-likely scenario: When the discount factor is either very small or very large, the scenario with partial information sharing is most likely to occur; otherwise, no information sharing is the likely outcome. In addition, we show that even though personalized pricing leads to price segmentation, it can increase overall consumer surplus and social welfare due to the enhanced market expansion effect. Finally, we discuss the potential benefit of decentralization and show that compared to an integrated firm, total profits for the decentralized channel can be higher if the retailer uses FPP and the supplier does not.

The Choice Factory

Author : Richard Shotton
Publisher : Harriman House Limited
ISBN 13 : 0857196103
Total Pages : 111 pages
Book Rating : 4.8/5 (571 download)

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Book Synopsis The Choice Factory by : Richard Shotton

Download or read book The Choice Factory written by Richard Shotton and published by Harriman House Limited. This book was released on 2018-02-12 with total page 111 pages. Available in PDF, EPUB and Kindle. Book excerpt: Before you can influence decisions, you need to understand what drives them. In The Choice Factory, Richard Shotton sets out to help you learn. By observing a typical day of decision-making, from trivial food choices to significant work-place moves, he investigates how our behaviour is shaped by psychological shortcuts. With a clear focus on the marketing potential of knowing what makes us tick, Shotton has drawn on evidence from academia, real-life ad campaigns and his own original research. The Choice Factory is written in an entertaining and highly-accessible format, with 25 short chapters, each addressing a cognitive bias and outlining simple ways to apply it to your own marketing challenges. Supporting his discussion, Shotton adds insights from new interviews with some of the smartest thinkers in advertising, including Rory Sutherland, Lucy Jameson and Mark Earls. From priming to the pratfall effect, charm pricing to the curse of knowledge, the science of behavioural economics has never been easier to apply to marketing. The Choice Factory is the new advertising essential.

Consumer Behavior For Dummies

Author : Laura Lake
Publisher : John Wiley & Sons
ISBN 13 : 0470526394
Total Pages : 386 pages
Book Rating : 4.4/5 (75 download)

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Book Synopsis Consumer Behavior For Dummies by : Laura Lake

Download or read book Consumer Behavior For Dummies written by Laura Lake and published by John Wiley & Sons. This book was released on 2009-04-22 with total page 386 pages. Available in PDF, EPUB and Kindle. Book excerpt: Learn to: Understand how consumers make purchase decisions Develop more effective marketing campaigns Speak directly to your customers' needs Gain customer loyalty in a competitive marketplace Get into the minds of consumers and increase your revenue! Want to better understand why consumers think and act the way they do? This practical guide gives you the tools to identify the influences that affect their purchasing behavior. It also shows you how to apply that knowledge as you develop a marketing strategy that speaks directly to their needs. You'll see how to capture their attention, motivate them to purchase your products and services, earn their loyalty, and much more. Why do they buy? understand the decision-making process consumers go through when considering a purchase Apply behavior to marketing learn the 4Ps of marketing and how consumer behavior plays a role in each Gain a deeper understanding of the individual consumer gauge a consumer's motivation, emotions, perception, and attitude and use them to predict and change buying intentions Explore external influences on customers from cultures to family life cycles to household structures and social groups, see how purchasing patterns are affected Craft your marketing strategy use consumer knowledge to delve into market research, identify key segments, and launch into untapped markets Implement your plan create powerful positioning strategies and reach customers where they're at with a message that motivates them Open the book and find: Actionable, real-world insight and advice Tips to help you lead consumers from attention to action Research techniques and marketing tips How self-concepts and lifestyle change consumer behavior Methods for cultivating repeat business and loyalty Ways to protect against consumer misbehavior Advice on encouraging new product adoption Ten ways to enhance customer satisfaction