High-valuation Buyers Research Articles

The Perverse Effects of Outside Options on Strategic Delay in Bargaining

This paper shows that giving a player an outside option can worsen his payoff in a bargaining game with strategic delay. If the seller has the option to terminate bargaining and sell the good on the spot market, this can limit the ability of a low-valuation buyer to use delayed responses to signal her type. As a result, high-valuation buyers cannot immediately accept a seller´s offer with probability one, worsening the seller´s payoff.

Menu Pricing and Learning

We address the question of designing dynamic menus to sell experience goods. A dynamic menu consists of a set of price-quantity pairs in each period. The quality of the product is initially unknown, and more information is generated through experimentation. The amount of information in the market is increasing in the total quantity sold in each period, and the firm can control the information flow to the market by adjusting the level of sales. We derive the optimal menu as a function of consumers' beliefs about product quality, and characterize the changes in prices and quantities resulting from information diffusion. The equilibrium menu prices are the result of a dynamic trade-off between immediate gains from trade, information production, and information rents. The firm initially charges lower prices, in order to increase sales above the static optimum, sacrificing short-term gains in order to invest in information. As the market obtains more information, the firm gradually shifts to a policy designed to extract revenue from high-valuation buyers. This policy may eventually exclude low-valuation buyers from the market, even if the product's underlying quality is in fact high.

Profiting from Partial Allowance of Ticket Resale

For a seller that markets event tickets both in advance and on spot, a concern is that ticket resale may hurt its profitability. The conventional wisdom is for the seller to consider completely banning resale if possible. This article considers an alternative strategy in which resale is only partially restricted; specifically, resale is banned on spot but still allowed in advance. Using a two-period model in which buyers have discreet valuations, the authors show that it is possible for partial resale to outperform no resale (and also unrestricted resale at the other extreme) in terms of seller profitability when the following conditions hold: when the seller has limited capacity, when the number of high-valuation buyers is small enough, and when the number of early arrivers is not too large. An implication of this research is that when consumers conduct advance and spot resale in different channels, such as advance resale online and spot resale offline, the seller may be better off adopting different resale policies for different channels.

Price Discrimination with Contract Terms: The Lost Volume Problem

In a common commercial pattern, the seller of a standard product contracts with one buyer and then sells to another at the contract price after the initial buyer breaches. Sellers argue, and courts largely agree, that the seller could have served the contract buyer as well as the later buyer; hence, the seller is entitled to retain a down payment to the extent of, or sue to recover, the profit - price less cost - that it would have realized on the initial sale had that sale been completed. Some courts and many scholars disagree, arguing that resale of the contract product at the contract price is fully compensatory; consequently, the seller is not entitled to damages. In this paper, we show that sellers in these volume contexts may use non-refundable down payments and later transaction prices in an attempt to practice second degree price discrimination. Sellers select among combinations of low down payment and high transaction price - which maximize the number of contracts as these serve low-value buyers, who are relatively unlikely to trade and pay the transaction price but who would be deterred by a significant down payment - and combinations of high down payment and low transaction price - which maximize the likelihood of transaction given a contract and serve high value buyers, who are relatively undeterred by a high down payment as they expect to benefit from increased trade at the low transaction price. These disparate preferences sometimes enable sellers to induce separation among the buyers by offering contracts that differ in their down payment/transaction price combinations. As a positive matter, we identify a form of price discrimination that does not require the seller to vary either the quantity or the quality of goods sold to an individual buyer. As a normative matter, we argue that a rule enforcing price discrimination contracts - i.e., restricting sellers to retention only of the down payment - is preferable to any mandatory rule on the treatment of liquidated damages as well as to the current majority default rule, which permits sellers to recover lost profits when they exceed the down payment, or the current minority default rule, which permits sellers to recover nothing.

Price and quality discrimination in durable goods monopoly with resale trading

We examine a durable goods monopolist’s optimal dynamic price and product quality strategy when buyers are rational and can trade used durables among themselves. In contrast to the usual credibility problem of the durable goods monopolist, intertemporal quality discrimination introduces a time-inconsistency problem of not raising prices against high-valuation consumers who delay purchase for quality upgrades. Resale trading ameliorates this time-inconsistency problem and allows the monopolist to effectively price discriminate, especially when the buyers are patient. The monopolist’s optimal price and quality offers in the new good market exhibit complex dynamic patterns, and new good prices can fall as product quality improves even in the absence of entry threats or learning economies. Initial quality distortions are followed by steady-state quality allocations that are always efficient for the high-valuation buyers, but sometimes also for the marginal consumer-types. Both the resale trading frequency and the price discount for secondhand goods are driven by the pace of strategic quality obsolescence in the new good market.

Does Copyright Enforcement Encourage Piracy?

More intensive copyright enforcement reduces piracy, raises prices, and lowers consumer surplus. We show that these results do not hold regarding the extent rather than intensity of enforcement. When enforcement is targeted at high-value buyers such as corporate and government users, the copyright holder has an incentive to charge super-monopoly prices, thereby encouraging piracy among low-value buyers. Extending enforcement down the demand curve broadens the copyright holder's captive market, leading to lower prices and higher sales that can increase both profits and consumer surplus. The standard tradeoff between the incentive to generate intellectual property and the cost of monopoly power is therefore avoided. New technologies which lead to stronger control over illicit use can paradoxically benefit consumers.

Reconsidering Contractual Liability and the Incentive to Reveal Information

In an earlier work, we analyzed how the legal rules governing contractual liability affect the transfer of information between the parties to the contract. In particular, we showed how limitations on contractual liability might lead high valuation buyers to reveal their valuation of performance, and we identified the circumstances under which such limitations on liability are and are not socially desirable. In an article forthcoming in the Stanford Law Review, Barry Adler develops a critique of our analysis, as well as of that of Ayres and Gertner, who independently argued that contractual rules can beneficially facilitate information transfers. We reconsider here the subject of contractual liability and the revelation of information and respond to Adler's critique. We find Adler's model to be a natural extension of ours rather than a departure from it. Our reexamination leads to the conclusion that the informational effects that our work analyzed are important to take into account in designing contract rules.

Reconsidering Contractual Liability and the Incentive to Reveal Information

In an earlier work, we analyzed how the legal rules governing contractual liability affect the transfer of information between the parties to the contract. In particular, we showed how limitations on contractual liability might lead high valuation buyers to reveal their valuation of performance, and we identified the circumstances under which such limitations on liability are and are not socially desirable. In an article forthcoming in the Stanford Law Review, Barry Adler develops a critique of our analysis, as well as that of Ayres and Gertner, who independently argued that contractual rules can beneficially facilitate information transfers. We reconsider here the subject of contractual liability and the revelation of information and respond to Adler's critique. We find Adler's model to be a natural extension of ours rather than a departure from it. Our reexamination leads to the conclusion that the informational effects that our work analyzed are important to take into account in designing contract rules.

Supplying Information to Facilitate Price Discrimination

The authors examine the incentive of a seller to allow potential buyers to acquire private information about their tastes for the seller's product. Improved private information for buyers enables the seller to segment the market and charge higher prices to high-value buyers. However, improved information can also provide rents to buyers. In a variety of settings, this tradeoff is optimally resolved at one of two extremes: either buyers are supplied with the best available knowledge of their tastes or no information is supplied by the seller. Copyright 1994 by Economics Department of the University of Pennsylvania and the Osaka University Institute of Social and Economic Research Association.